Benoit Leggieri

Customer Success teams can do more than 𝐫𝐞𝐭𝐚𝐢𝐧—they can 𝐝𝐫𝐢𝐯𝐞 𝐫𝐞𝐯𝐞𝐧𝐮𝐞. The best CS teams deliver: - 𝐂𝐡𝐮𝐫𝐧 𝐩𝐫𝐞𝐯𝐞𝐧𝐭𝐢𝐨𝐧: Real-time alerts on engagement dips. - 𝐑𝐞𝐯𝐞𝐧𝐮𝐞 𝐠𝐫𝐨𝐰𝐭𝐡: Proactive upsell and cross-sell strategies based on usage insights. But here’s the catch: They need the right tools to make this happen. 𝐑𝐞𝐚𝐥-𝐭𝐢𝐦𝐞, 𝐚𝐜𝐭𝐢𝐨𝐧𝐚𝐛𝐥𝐞 𝐢𝐧𝐬𝐢𝐠𝐡𝐭𝐬 = 𝐩𝐫𝐞𝐝𝐢𝐜𝐭𝐚𝐛𝐥𝐞 𝐠𝐫𝐨𝐰𝐭𝐡 + 𝐡𝐢𝐠𝐡𝐞𝐫 𝐫𝐞𝐭𝐞𝐧𝐭𝐢𝐨𝐧. Are you empowering your CS team to be revenue drivers? AppEQ.ai Shashwat Manoranjan Archana Marina #CustomerSuccess #RevenueRetention #GrowthStrategy #UpsellOpportunities #RealTimeData #CPaaS #Fintech #B2BSaaS

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When I joined Userled, it quickly became clear how critical it is to have the right systems in place to scale an ABM motion. Reflecting on my time at Spendesk, we didn’t have a formal ABM lead, but our approach was account-based at its core: outbound-first, with marketing support through community and events. To make it work, we built: - A complete growth engine to capture key account and contact data in our CRM. - A system to prioritize accounts using intent signals. - Custom, personalized assets for sales to use in outbound efforts. We even built internal tools like Chrome extensions and Slack commands to enable sales on the go. We had engineering resources—a dedicated Growth team—focused on GTM, and I was part of that team. These efforts helped our GTM stand out, but if I were to do it again today, I’d rely much more on technology. Scaling ABM isn’t just about great ideas—it requires solid tech to: - Seamlessly align sales and marketing. - Scale 1:1 personalization across channels. - Act on real-time engagement data from key accounts. You need a system that can do this faster, more efficiently, and at scale. At Userled, we use our own platform to: - Create tailored assets for key accounts that sales can adopt. - Distribute personalized content across channels. - Instantly notify sales when a target account engages with a landing page or ad. This real-time alerting ensures follow-up happens at the perfect moment to move deals forward. A few years ago, achieving this level of personalization and coordination would have been a massive, time-consuming project. Today, it’s possible to do it at scale with the right technology. What’s something you built internally that tech can now do for you?

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Cold email experiement. 📩 Type? → Question vortex. Results? 89% click rate → ungated demo. Impact? → No demos booked. If you read this far... help me out. 🤔 How can I improve response rates? 😢 What stopped people from replying? 😊 What's worked for you? Happy to share my email template.

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Companies can leave 3 to 20% of revenue on the table if salespeople have to use a pricing grid that is not flexible enough to accommodate customers’ acceptance limits. The world record of Armand Duplantis gives me a great opportunity to illustrate how salespeople should approach prospects’ pricing acceptance limits. See it like this: 1. Salesperson (= the athlete, with his relationship and pitching skills) 2. What is proposed (= the pole) 3. The pricing grid/system giving him a price for what is offered (= the bar) 4. The customer pricing acceptance (= the bar) 5. Money left on the table even if the deal is won Example: The salesperson easily sells deals like these: - Customer A: 4.625€ - Customer B: 4.890€ - Customer C: 4.768€ What if he tried to sell at 4.950€ to all of them? Probably the same closing rate, but the average deal size would increase by 4%. How far will Armand Duplantis go? How far can your salespeople go with the pricing grid you gave them? #pricing #sales #salesenablement #growth #revops

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I think I just put my finger on it: the seniority between BDRs and Account Executives is reversing 🤯 I predict that super senior BDRs are going to become very common in the next few years. Think about it — this inevitable shift coming to B2B sales is already underway. For top of funnel 🎩: 👉 starting conversations is getting harder 👉 AI-fuelled outreach is not only ineffective, but making it worse 👉 AI research and enrichment tools like Clay are SO strong, accessible and easy to use that skills in this area are not really competitive advantage anymore 👉 Reputation, thought leadership, strong network are what is working the best, and these things can only be achieved through experience! Meanwhile, on bottom of funnel ⬇️: 👉 There are dozens of RFP and proposal automation tools assisting with generating deal collateral 👉 AI tools like Fluint are giving closers real time guidance through the funnel 👉 Buyers are doing so much research on their own that marketing departments can pick up so much more of the workload through the funnel 👉 Strong CRM game is now table stakes, which make managing bottom of funnel so much more manageable We are seeing this a lot with fractional and consulting businesses today, but not so much in SaaS. Gong has done an amazing job of getting their team with active on LinkedIn, but I don’t know if there’s a shift in their hiring profiles or role design. Maybe there is. Anyone else seeing what I’m seeing?

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GTM teams struggle to understand how teams use their products. They don't know which features they're using, where they're struggling, or when they're ready to upgrade. That’s where Amplitude & HubSpot come in. Learn how we're helping teams prioritize leads and close more deals:

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People often ask me: “Phil, how can I grow my company to 100 million € whitin 5 years ?“ Just kidding… I just discovered a new framework that I can’t wait to share with you: It’s called T2D3 T2D3 is the playbook B2B SaaS companies use to get to $100 million in annual recurring revenue in a matter of 5 years! Reaching that level of growth doesn’t happens by chance but, we are the lucky ones! Because many companies managed to do it and it’s now a well documented journey, shared for example by Salesforce and Zendesk. 3 conditions to be eligible: 1. You have reached 2 million in ARR 2. You are a B2B SaaS company 3. You have a well-identified market. Then, patience and execution. Hard to summarize 350 pages here but, now that you ask: * Year 1: 2 -> 6 million Intensify sales and marketing to acquire customers, enhance product, scale operations. * Year 2: from 6 -> 18 million Expand geographically, implement advanced marketing, focus on customer success, diversify product offerings. * Year 3: from 18 -> 36 million Optimize processes, form strategic partnerships, focus on retention, scale infrastructure. * Year 4: from 36 -> 72 million Position product as market leader, strengthen international presence, enhance efficiency, build brand. * Year 5: from 72 -> 144 Million ARR Continue global expansion, invest in R&D, implement loyalty programs, focus on sustainable growth. Yeahhhh, you made it 🥳 That’s all there is! My key takeaways: - Importancy of being focus and repeat the same thing over and over without getting distracted by the shiny object - The critical role of the sales engine but in particular the CSM team as they become responsible of the most important part of the revenue (by preventing churn and driving upsells) - Indirect sales channels (partnerships) come late in the process (year 3 - from 18 to 36M) - Operations and processes make or break the company - The only barriers are in our heads and in our ability to execute. — 👋 I’m Philippe, Head of Sales and employee #3 at Leexi.ai. Documenting my journey in sales and in a fast growing Belgian startup. 🚀🇧🇪

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19% of B2B SaaS companies surveyed don't follow demo requests😞 ! Worst 39% of companies surveyed aren’t offering a “book a call option” or a follow-up email within 24 hours (according to a survey done by Navattic & Chili Piper https://lnkd.in/erdN-6SB ). Casting mistake? Time constraints? Unclear process? Casting mistakes happen and will always happen, how can they be mitigated? 🎯 Be audience-centric on your website, state who your solution is for, and give an idea of projects & resources involved 🎯 68% of companies showed pricing on their website. This should at least turn on leads with an inappropriate budget. 🎯 Ask for a professional email to simplify qualification (automated or not). 🎯  If the lead is far from your Ideal Customer Profile kindly explain to him that they may not be a fit. 🎯  Enable your target audience to discover and/or play with your products. 31% of the companies surveyed offer demo videos, online trials, or freemium versions. Time can be an issue raised by teams responsible for handling those demo requests. This can be solved by setting up automated email sequences including the “book a call option” 📧 The majority of SaaS vendors doing the follow-up, would send on average 3.9 emails. 📧 Those could be enriched or extended with other CTA (next webinar, a customer case matching your prospect vertical/size, a meeting on a tradeshow). 📧Those demo calls are turned into “Discovery calls” in 91% of the cases, and this makes sense since the most successful demos are contextualized 📧 I recommend avoiding “Marketing” as an email sender, and personalize the relationship as early as possible. Unclear process, no clear responsibility? Sales/SDR are not aware, or comfortable with expectations? 🤝 This must be documented and updated with different scenarios and a playbook explaining who is responsible for each stage (qualification, automated email, handling time, personalized emails, calls) 🤝  Demo requests treatment must be monitored separately as a KPI, to ensure casting mistakes are known, managed, and mitigated and that no nugget is left behind.

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500+ downloads in <14 days The 7 GTM Guides cover the foundations for your SaaS GTM strategy 👇 1️⃣ The Ideal Customer Profile Framework --> Know who your product serves --> Know your ANTI ICP 2️⃣ The Ultimate SaaS Messaging Framework --> Know your value proposition --> Know how to communicate it so it resonates with your ICP 3️⃣ High-converting SaaS homepage template --> Know the structure of a good SaaS homepage --> Design & Copywriting formulas 4️⃣ The perfect SaaS Sales Deck Template --> Translate your ICP & messaging framework into a powerful Sales deck --> Run good sales demos --> Convincing sales material to share with potential clients 5️⃣ The Ultimate SaaS Pricing Guide --> Define the value of your product --> Decide on the right value metric --> Develop a strong pricing model 6️⃣ The Best Outbound Tech Stack --> Know how to do outbound sales to reach your ICP --> step-by-step guide to set up the right outbound tech 7️⃣ The Ultimate SaaS Content Marketing Guide --> Know what content to write --> Access to 27+ content templates These templates help you to build a strong GTM in 2024. 👇 The link to the 7 GTM Guides is in the comments below. 🔄 Share with other SaaS leaders who can benefit from it.

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6 ways to build a 100€ million ARR business. Why is it helpful to know what you're hunting? Each of the 6 ways require a different GTM strategy 👉 Different ICP 👉 Different Messaging 👉 Different Channels 👉 Different sales motion 👉 Different pricing Because of this requires a different way to build your company. ✅ Teams & Skills ✅ Product ✅ Metrics ✅ Growth tactics Thanks CJ Gustafson for sharing.

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𝟱 𝗦𝘁𝗲𝗽𝘀 𝗙𝗼𝗿 𝗦𝘁𝗮𝗿𝘁𝗶𝗻𝗴 𝗦𝗮𝗮𝗦 𝗠𝗮𝗿𝗸𝗲𝘁𝗶𝗻𝗴 Discover 5 essential steps to kickstart your SaaS marketing strategy. Learn how to define your audience, create valuable content, optimize for SEO, and more to grow your SaaS business. 1️⃣ Define Your Target Audience 2️⃣ Develop a Strong Value Proposition 3️⃣ Create a Content Marketing Strategy 4️⃣ Leverage Free Trials or Freemium Models 5️⃣ Optimize for SEO and PPC These steps will help you effectively market your SaaS product and attract the right customers. "𝗧𝗿𝗮𝗻𝘀𝗳𝗼𝗿𝗺 𝗬𝗼𝘂𝗿 𝗦𝗮𝗮𝗦 𝗚𝗿𝗼𝘄𝘁𝗵 𝘄𝗶𝘁𝗵 𝗣𝗿𝗼𝘃𝗲𝗻 𝗠𝗮𝗿𝗸𝗲𝘁𝗶𝗻𝗴 𝗦𝘁𝗿𝗮𝘁𝗲𝗴𝗶𝗲𝘀! 🚀 Is your SaaS product ready to scale, but struggling to reach the right audience? Our specialized SaaS marketing agency can help you. WhatsApp: 058 584 5412 / 058 198 214 For more details Contact us at https://lnkd.in/d-MgzMy7 #SaaS #Marketing #DigitalMarketing #GrowthHacking #SaaSMarketing #CustomerRetention #LeadGeneration #SaaSStrategy #B2BMarketing #theorangeclubagency

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1 simple strategy that will boost your reply rates and maximise contacts per campaign 🌊🌊🌊 The headcount waterfall: a better way to scope your prospects Stop mapping out your market like in the old days... - Headcount 🔢 : 10-1000 employees - Titles 🗣️ : VP of Sales, Head of Sales, CRO This approach causes you to miss out on SO MUCH value when creating your own value proposition. How? Consider this: A Head of Sales at a 20-employee company cares about different things compared to a VP of Sales at a 100-employee company. By understanding the nuances between roles at different company sizes, you can unlock so much value and connect with your prospect on a deeper level than your average email. Give this headcount waterfall method a try and watch your reply rates soar! 📈

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The first true ABM campaign I launched was in 2019. The context, the step-by-step process, the resources involved, and the final results: Back in 2019, Spendesk was among the first spend management platform in Europe targeting SMBs in France, United Kingdom, and Germany. 🎒THE CONTEXT Our CRM was composed of: - Tier 1 accounts: 250-2500 employees, scaleups with high-spend, multi-offices, 5+ finance team members (approx. 500) - Tier 2 accounts: 50-250 employees, startups and agencies, high-spend, 1-3 finance team members (approx. 1000) - Tier 3 accounts: under 50 employees, high-spend online or on the go, finance often managed by founders, one card shared in the office. (over 2500) - “Logos”: big companies we all knew and wanted to have as customers. (approx. 50) 🧭 THE STEP-BY-STEP PROCESS 1. Prioritized the project in the roadmap 2. Created a cross-functional squad: growth manager, front-end engineer, sales 3. Selected 30 top accounts (called “logos”) 4. Analysed the org chart and identified the different buyer persona 5. Strategised the expected scenario and align with sales on the approach 6. Developed the process and enablement (more below) 🧰 THE RESOURCES INVOLVED - Team: growth, front-end engineer, sales - Budget: ~1K (gifting) - Bandwidth: 2-months (end-to-end initiative besides the main priorities) 🧮 THE SCENARIO - Pre-sales to gather information about the buyer committee and internal processes from company’s end-users. - A handwriting letter for the CFOs with a chocolate box for the finance teams. Objective: make it human and conversational, focusing on creating relationships rather than being transactional. - Targeted 1:1 ABM Campaigns: directly addressing the CFO and the finance team, showing we acknowledge their pain points and may have the solution. - Customised landing page creating FOMO internally with a system of “claps” where end-users could show their interest towards the solution. - Experience tailored to our product: An online card with €50 was created for each account, and by filling out the form or showing interest, we would send the CCV of the card to the CFOs. - Multi-threads outreach: at least 5 decision-makers were identified for our sales team to contact. - A Slack channel to notify the team about activity on the dedicated web page 🤑 THE FINAL RESULTS - We managed to get a foot in the door with 8/30 accounts that had always been unresponsive. - One of these CFOs directly called the sales rep who reached out, expressing frustration about contacting his team and sending the chocolate box. (At least we finally connected with him! 😂) Two years later, he became Spendesk’s CFO. - At the time, none of these accounts converted before I left. However, I later learned that some of them became customers. There's a lot more to share about this initiative, but LinkedIn limits us to 3000 characters. 👀 Nevertheless, I'm happy to now have solutions like Userled to make such campaigns even more effective. 🙏

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7 Undeniable Reasons why Outbound Agencies > SDRs 1️⃣ Tech Stack Specialization • RevOps are spread thin, tools take time and 💲to onboard and integrate. • Outbound Agencies spend their time optimizing the best tech stack for a very specific part of the funnel that requires minimal integration with existing business systems. •  Clients fit into a fully optimized tech stack that undergoes regular upgrades. 2️⃣ Quick Results • Takes months to ramp a SDR and many more months to realize it's not working. • Agencies hit the ground running with best practices in weeks. 3️⃣ Experience • SDRs are typically entry level. Unless you have an amazing strategy and training (most do not) there's a lot of failure on the way to effective outbound. • Agencies are typically the best reps scaling up their strategies with technology.    • In our case, RevOps who have built every version of outbound system there has been for the last 5+ years and knows what works vs. not from cold, hard data. 4️⃣ Scalability • Typical SDR can SPAM the TAM with junk templates or craft decent to great personalized emails (but very few). • Agencies can send hundreds or thousands per day on behalf of reps while keeping it relevant & personalized. 5️⃣ Strategy • Agencies send a LOT of outbound for many clients. It's easier to find data-backed, proven strategies. • With AI & Automation keeping costs low, you're paying for a winning outbound strategy more than you are the horsepower behind it. 6️⃣ Hyper-Iteration • Most companies with reps use traditional SEPs with limited A/B testing • The modern agency stack enables hyper-targeted campaigns. It A→Z tests many variables to find message-market fit 10x faster. 7️⃣ Cost • DFY Outbound saves thousands on tech stack. Agencies can take advantage of economies of scale and pass that on. • 80+% cost reductions for outbound efforts with better results, no brainer. There's still a place for SDRs as social sellers, cold callers, and upskilling into GTM Engineers. or White-glove selling into Fortune 500. 💭 What are your thoughts on how the SDR will evolve in the next 2 years?

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If you were to become a category creator over night, what would you do to make it happen? 😳 Most people and brands try and stay away from the term and it's unknown territory. But after hearing Julien Sauvage share his playbook for challenging the status quo from his experience at Gong & Clari, I'm super intrigued! 👉 Here are 4 elements that Julien shared about leveraging brand for category creation: 1️⃣ Product marketing ≠ Category creation: You might think product marketing is a supporter of category creation. However, the opposite is true. You shouldn't be explicitly talking about your product or brand when defining your category to ensure you're helping develop the industry narrative & build trust. 2️⃣ Two types of brand: Marketers should be splitting brand into two pieces. Brand initiatives that are building awareness and "Brand" as the company's health & presence in the market. But you also need to measure each differently – What people say & do vs. impact on company-wide OKRs, respectively. 3️⃣ What do people say: When it comes brand, you need to be tapping into as many channels as possible to hear what the market is saying about you and the topics related to your brand. However, it's best to start with your top 3 channels where your core audience lives to analyze and adapt your strategy as you expand your presence. 4️⃣ 5 levels of "languaging": To really track how the market is responding to a newly created category, you need to watch out for the 5 levels of language... The name of your category, category elements (ex. your villain), company name, product name, and people. -- Even if you're not creating a new category, these tips are great for differentiating your brand in the market. 📌 How do you make sure your brand stands out? #Brand #categorycreation #marketing #growth #content

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We often get so caught up in Intent Data and Sales Signals to prioritize targeted outreach, when arguably more important, is that we are focusing the right Ideal Customer Profile (ICP) that has the greatest Customer Lifetime Value (CLV). When the right accounts are selected with this thinking, you proactively reduce churn. Too many marketing leaders don’t speak finance or aren’t focused on the true Northstar needed for ICP selection……CLV Do you consider financial measures when defining your ICP? What is prohibiting organizations from this approach? Full article here from AlignICP CEO, Dan Sperring https://lnkd.in/eWKikCCd #clv #cltv #icp

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In-person events are making a strong comeback... 💪 Today, a balanced GTM mix is crucial to win over buyers... Let me share with you some thoughts why integrating events into your GTM strategy is something you should consider ⬇ Digital fatigue is real. But today’s B2B buyers also crave genuine, human interactions (again). In-person events offer a refreshing approach. Get it right, and you’ll build stronger, lasting relationships for sure. ——— I picked 4 reasons why you should consider attending / hosting events again ✅ Build real connections In-person events are all about true connections. Imagine shaking hands, reading body language, and sharing a laugh in real-time. These authentic interactions build trust and rapport that digital channels often miss to me... ✅ Showcase thought leadership Events provide a platform to demonstrate your expertise. By speaking at panels, hosting workshops, and engaging in discussions, you position your company as a leader in the industry. This attracts buyers who value knowledgeable partners...(very important today!) ✅ Capture real-time feedback Often underestimated, but one of the most valuable aspects of events is the immediate feedback. You can gauge reactions, answer questions on the spot, and adjust your pitch in real-time. This dynamic interaction helps you better understand buyer pain points and tailor your solutions... ✅ Create memorable experiences (happily again 😁) Events are about more than just information; they’re about experiences. A well-organized event leaves a lasting impression. Whether through interactive demos, engaging presentations, or a fun social atmosphere, these experiences set you apart from the competition... Soooo... what I want to say. Relying solely on digital methods limits your potential. Buyers expect a mix of digital convenience and human connection. We must deliver both now. Ready? 😉 P.S. Join us tonight at 6 PM for our Prospect & Prost get-together in Berlin 🍻! #buyerenablement #salesenablement #gtm #b2bsales

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