Social Selling and Reversing The Hatred of Salespeople


This post is by Marisol Osorno from Predictable Revenue


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Ari Levine has learned to approach everything from the position of the consumer. Even in B2B enterprises, that buyer is a person and we shouldn't forget that. Let's learn how to be more human in our outreach approach and create quality connections with our target audience. The post Social Selling and Reversing The Hatred of Salespeople appeared first on Predictable Revenue.

I’m Tired of Running My Successful Start-up After X Years. What Should I Do?


This post is by Jason Lemkin from SaaStr


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The Holidays are coming up, or likely depending on when you are reading this post, at least some holiday is coming up soon — and I hope you are taking a vacation.  Even in these crazy times.  Some sort of break. Because, I know you are tired.  Really tired.  SaaS is hard.  The New Revenue dials and dashboards in Salesforce go back to zero every month, or at least every quarter.  Everyone wants to grow even faster.  The team is a bit restless.  The customers are great but … they … are … so … tiring.  The travel.  The competition
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ICYMI: Meet Allan Leinwand, Slack’s SVP Engineering


This post is by Casey Renner from Openview Labs


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Welcome to In CASEYou Missed It, where I take a brief break from my Weekly Walks to get to know some of the most interesting and innovative personalities behind the greatest startups in the world. This time I met up with Allan Leinwand, Slack’s SVP Engineering, to chat about Hamilton, the best part of his job, and the secret to managing Slack messages like a pro.

How do you explain what you do to parents, friends, kids and non-industry people?

If you asked my daughter what I do, she’d probably say I help build Slack, which is true. My two daughters understand what Slack is and they understand what we do, because people are used to iMessage or WhatsApp and other messaging tools. People will ask me what I do, and I say, “I help run engineering teams at Slack. And one way to think about Slack
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The Inside Story of How Trello’s Marketing Team Evolved After the Atlassian Acquisition


This post is by Kristin Hillery from Openview Labs


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Imagine you’re a member of a small marketing team at a growing startup. You’re wearing a lot of different hats, hustling and making things happen. And then your company gets acquired. Suddenly you go from being a big fish in a small pond, to a small fish in a much, much bigger (and more sophisticated) pond. How do things change? How do you adapt? How do you thrive? This is the story of Trello’s marketing team—a scrappy group whose world changed when their company was acquired by Atlassian in 2017. While becoming part of a world-class marketing organization with a global footprint was exciting and opened a lot of doors to new learning and capabilities, it also required some fast and deep transformation. As it turns out, both marketing teams—the big and the small—had value to bring to the table. On a recent episode of the BUILD Podcast, we got
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SaaStr Scale Roundtables: Real Time Engagement = Real Time Value


This post is by Tami McQueen from SaaStr


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Over the course of six months, we have delivered impactful and actionable content to 50,000+ attendees, 500,000+ live stream viewers, gained 1M+ social media impressions, and there’s ONE remaining event of the year.  On December 8-9, 20,000+ of the best revenue leaders from marketing, sales, customer success and product will come together to share their best practices at SaaStr Scale Sharing the Secrets To $1B And Beyond, SaaStr Scale is a completely immersive, two-day digital event for Founders and Revenue Executives looking for actionable content that can be set in motion the moment you close your Zoom browser.  Our Roundtable Sessions are specifically designed to host small-group meetings online, including live AMAs from top industry experts and breakouts to amplify your networking in real time. The limited capacity sessions consistently “sell out” as they hit the agenda and prove valuable for attendees who are prepared to
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5+ Basic Tips to Assigning Leads to Your First Sales Reps


This post is by Jason Lemkin from SaaStr


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Some of the ideas in this post are … basic.  So forgive me.  But I’m going to include some of them as I’ve noticed that as SaaS explodes, more and more SaaS companies do better and better in more and more interesting spaces.  But they also just miss some of the very basics sometimes. So let’s talk about lead allocation 101.  Really, 100.  01.  The very basics. When you have 1 rep, it’s pretty easy to know where to send the leads.  You either keep a few for yourself as CEO — or you send them all to her.  But what do you do with reps 2-10? A few very basic thoughts:

Why Sales is a Tough Job


This post is by Jason Lemkin from SaaStr


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Q: Why are sales jobs the worst?

Here’s why sales is tough:

  • Can’t hide — not for long. At some point, you have to put real points on the board. Everyone will know. But in many other roles, you can sort of skate by if you aren’t too senior.
  • Get a lot of No’s. A lot of them. Most of us can’t take it.
  • Limited career path if don’t move into management. You’ll get a lot better in 2, 3, 5, 8 years. But ultimately, just becoming a more senior individual sales rep has a limit.
  • Not everyone sees your value. It’s easy to see in many SaaS companies, but overall in the world, many people don’t really value the large contributions sales professionals make.
  • You can be just a number to the company. If you are part of a larger sales team, you may just be a number on Continue reading "Why Sales is a Tough Job"

Freemium vs. Free Trial? We’re Putting This Debate to Rest


This post is by Kristin Hillery from Openview Labs


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It’s no secret that your product is one of the best ways to generate leads—and qualified leads at that. Product led growth (PLG) is an end-user focused growth model that relies on the product itself as the primary driver of customer acquisition, conversion and expansion. Offering a free trial or freemium product experience is one of the hallmarks of a PLG approach. But letting users try your product before they commit to a purchase is hardly a new concept. Related read: What is product led growth? Grocery stores have been giving out free samples for decades, long before free trials and freemium software became available. In fact, the idea of the free sample stretches at least as far back as the 1300s, when the author of the 14th-century poem Piers Plowman depicted innkeepers offering customers free samples of wine. With such a long history, you might think that companies would
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10 Simple Tips to Do Better This Quarter — With The Leads You Already Have


This post is by Jason Lemkin from SaaStr


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So you want to do better this quarter. Maybe last quarter was rough. Maybe it was fine, but you want to step up your game. One thing you can do is spent a ton on new leads.  You can also totally change your sales team.  Or finally launch that critical feature. But what can you do now, with the team you have, and the leads you have, to do even better? A lot, it turns out. My top 10 tips: #1.  Drive Down
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