Years ago the so-called “secret” to B2B company growth was getting leads. If you got enough email addresses or phone numbers that you could give to your sales team, you were going to make BANK. Not any more. Everyone is on LinkedIn, social media accounts are 1-click away, and business emails get scraped and sold daily. It sucks… but it’s true. The question isn’t how to get leads, it’s “How do I make them stop and listen?”
“10x more money per customer?” Cha-ching! Moving your business upmarket can mean massive revenue boosts. It’s where the big-bucks get made. Upmarket customers are the affluent, enterprise-level businesses that demand more from your SaaS... but also write bigger checks without even blinking. By moving upmarket, your company's growth can scale quicker from fewer customers. I bet you’re already thinking: “SIGN ME UP!”
If I could take all of the BS about “success” and cram it into the single most actionable statement ever, it would be this: The key to success is consistency. I don’t care how cheesy it is... It’s the truth. Print it on a T-shirt. Crochet it on a wall hanging. Hashtag it on Instagram. Just don’t forget it. If you want to be successful at anything BE CONSISTENT.
You know what gives me an instant explosive headache? Telemarketers. It takes me about 2 seconds before I can tell they’re reading from a script. “Are you happy with your… BLAH BLAH”. I’ve worked closely with many sales teams so I empathize with the job they have to do, but I simply cannot tolerate inauthentic selling. There’s no excuse. Just train your sales team properly! What really grinds my gears is that telemarketers tarnish the reputation of all salespeople. I
At 17 years old, I learned to code. It was the skill that helped me out of a pretty dark place, and I actually got pretty good at it. But after 10 years of writing code for my own companies, I had to confront a difficult truth: I was the bottleneck in my own company. I realised that writing code wasn’t enough. I had to be a leader. I had to learn how to hire, train, retain and manage different
If you have a B2B business that negotiates deals directly with your customers, then I’ll bet you’ve got headaches to do with money. Sales call followed by proposals… Rejected and then renegotiated… All hoping that in the end, you can close a big deal that really moves the needle. Only to realize that getting the customer is just half of the battle!
The majority of SaaS companies are making a big mistake that is lowering their revenue. I use to make it too... This mistake exists because SaaS is changing. People are more comfortable with bringing software into their business which means that they’re finding and buying SaaS differently than before. That’s all SaaS is, it’s just software as a service. It’s any software that helps a business make more money that they pay for monthly or annually. This is where SaaS
How do you find more of the right customers? People that will eagerly buy what you’re selling, with zero complaints…? AND tell their friends about it. What a dream! But rather than picking 4 leaf clovers, crossing your fingers and hoping the universe delivers these ideal clients to your doorstep... Don’t you want a system to filter out the customers that’ll buy from the ones that won’t?
There’s some technology out there that I’ll bet you aren’t even using in your business, and it’s a huge conversion booster! When I tried implementing this tech, you know what happened? It reduced my sales demo no-shows by 30%... meaning my sales velocity almost doubled! I also used it to warm up calls before the demos. So what is this mysterious wonder-tech? Here’s the surprise… you use it every day and it’s been around for years:
Pre-selling your software before you’ve even built it is a very attractive idea. Think about it: You get people to buy a concept, take that money and use it to build the software, and then you launch it to everyone else. ...All with no money out-of-pocket.