All posts by Dan Martell

Let’s Fix Startup Board Meetings: 5 Sections To Flow

By | Leadership, Startups, Strategy | No Comments

Few things can shatter a founder’s confidence quicker than a poorly managed board meeting.

At best…

… you’ll get glossed over stares and “checked out” investors who secretly hate you for wasting their time.

At worst…

… you’ll accidentally knock over the first domino in getting kicked out of your own company.

Pay special attention to Step #4 in this week’s video to make sure that never happens. Read More

How to Build a Referral Program into Your SaaS Product

By | Growth Engine, Marketing, Startups | No Comments

“Help me. Help you.”

Nope…

Not talking about that epic one liner from Jerry Maguire.

I’m talking about the inner dialogue your customers experience whenever they try to refer your product to their tribe.

One of the EASIEST ways to acquire a new B2B Saas customer is to have your current users refer you at scale.

Just ask Dropbox 😉

Only problem is… most companies make that process painfully hard and complicated. Read More

Give a Great Product Demo: 5 Rules

By | Sales, Startups | No Comments

Are you acting like a 5 year old when demoing your product?

Last week my son Max (5) asked me to help him with his show & tell presentation.

So I taught him a simple 3 step process.

  1. Start with the problem. (Story)
  2. Pick 3 benefits & features to highlight (Demo)
  3. Ask if they want to play afterwards (CTA)

These 3 steps are just a compressed version of what I teach my SaaS coaching clients… focus on the pain, peg it to benefits delivered via features and go for the close.

What do you think the other kids did? Read More

5 Simple But Powerful Ways to Lower SaaS Customer Churn

By | Growth Engine, Startups, Strategy | 4 Comments

Has a customer ever punched you in the face?

No?

Has it ever felt like that?

Every time I’ve had a customer sign-up, stick around for a few months, and cancel (aka churn) it sure feels that way.

It doesn’t matter how long I’ve been building businesses, nothing frustrates me more than having a customer that I spent a ton of time, energy and money attracting, leave because we missed the mark.

What’s different about my approach is that I take 110% accountability for customers churning. Read More

6 Characteristics of Successful SaaS Salespeople

By | Leadership, Sales, Startups | 8 Comments

All SaaS companies need sales people.

Even products like Dropbox & Slack have sales teams.

If you look at the Montclare SaaS 250 list, they all have sales teams.

So why do startups push off making this hire for so long?

It’s usually because they don’t know what to look for and are scared that a new fancy pants sales person wouldn’t close enough deals to cover their cost.

A totally legit concern.

But one you need to quickly blast through if you have any serious hopes of scaling. Read More

8 Steps to Achieving Success in Life

By | Life Hacks, Motivation, Personal | One Comment

Want to know one habit ultra-successful people have in common?

They read.

A lot.

In fact, when Warren Buffett was asked about the key to his success, he pointed to a stack of books and said:

“Read 500 pages like this every day. That’s how knowledge works. It builds up, like compound interest. All of you can do it, but I guarantee not many of you will do it.”

It’s why you’ll find a bookshelf or library in most wealthy people’s homes… reading is a leading indicator of success. Read More

How To Compensate & Scale Your Startup Sales Team

By | Leadership, Sales, Startups | No Comments

Have you ever been talked into do something you knew was dumb?

*raises hand*

Back when I was scaling my company Spheric Technologies, a friend introduced me to his buddy who did outsourced sales.

Essentially, a quick fix “easy button” for business owners who can’t be bothered to take full control of the lifeblood of their business. Smart right? 😉

His big promise was that he could get me scheduled meetings with qualified buyers for our services…

… so I gave him a try.

The cost was about $5K/month + a $5K setup, so I gave it a try to see if it would move the needle.

My average deal size was $60K, so I figured just one new customer every month would be a huge win. No brainer, right? Read More

The Top 5 Problems with Distributed Teams and How to Solve Them

By | Community, Productivity, Startups | 3 Comments

Wow.

Every once in a while I re-watch one of my videos and just laugh…

This time around, I can’t believe how many times I said “distributed team”??!

You could easily play a drinking game on it and end up loaded within 10 minutes.

Not recommended btw.

For real. Don’t do it.

Instead, I wanted to take a few mins to show you how I’ve been able to manage large teams virtually, and the process I use to do this. Read More

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