Brooklin Em Dash Nash 💡

There are only 2 types of SaaS sellers… Transactional Seller: - Driven by activity - Uses existing marketing material - Talks about product, budget, & delivery - Focuses on competition, features, & comparison - Engages with anyone who will say yes to a conversation Category of One Seller: - Driven by impact - Develops unique insights - Talks about outcomes, risks, & change - Focuses on the customer, transformation, & legacy - Stress tests the insights with right persona & their key people The Category of One Seller is closing above-average deals, even in today’s tough environment. What's their secret? They know one key thing that Transactional Sellers don’t: How to enable a legacy for the right executive. I call it the “Persona-Based Transformation Blueprint.” I used the exact process to win $27.3M in ARR with 11 new logos in less than 4 years. I now walk every seller I coach through it. Get started using the links in my featured section. 🐝

43

4 comentarios

Free HubSpot Admin tool Alert! Now you can auto-create HubSpot properties from a Google sheet! Connect with me on LinkedIn and add “I’m interested” in the comments of this post if you would like to get a free account (HubSpot admins only). I'm here at HubSpot #INBOUND2024 and HubSpot Admins tell me they would love to be able to auto-create HubSpot properties from a Google sheet. So there you go I just built a tool to do this (I had a few minutes between sessions) :) You can click the blog to learn how to install it and import your CSV of properties. I also included a link to a Google sheet template in the post For a limited time, HubSpot Admins get a free APIANT account as well... Kyle Jepson we just talked about this :) Enjoy!

93

23 comentarios

How do you define an MQL? And how does this compare to what other companies do? 🤔 Someone asked this question in the ROC Slack group recently, here's how the RevOps Co-op responded 👇 1️⃣ 2 out of 4 BANT criteria met Consensus here was BANT is the responsibility of the sales team, not the marketing team, so shouldn't be used. 2️⃣ Exceeds lead score threshold based on demographic and behavior data This was a popular choice. Lots of folks said an MQL should be a hand-raiser that meets some sort of grade / score threshold. 3️⃣ Based on account and title fit with ICP This can be the basis of a lead score or grade mentioned in number 2 above. ☝️ 4️⃣ Based on Minimum Viable Customer Profile (MVCP) This is basically a twist on number 2 and 3 above, but I thought it was intriguing. It's basically a more broad version of your ICP using secondary criteria. For example, if your ICP is a Fortune 500 account, your MVCP may be any company with > $50M revenue. Or if your ICP is HQ in the US, your MVCP could be HQ in the US, Canada, UK and Australia. What do you think - anything missing here for different ways to define an MQL? PS - thanks to Malorie Packard, Colby Ricker, Colin Illar, Jeff Ignacio, Jacqueline Freedman 🦋, Rex Biberston, and others for participating in this 🧵 #revenueoperations #revops #marketingops #marketingoperations #mops #GTMOps #alltheops #MQL

23

11 comentarios

Step 1 of reducing the time spent responding to emails: build a proper Support Hub 🛠️ Step 2: build templates in Hubspot for every question I've ever been asked Step 3: respond to all the emails I haven't had time to respond to over the past 3-days because I've been building a system so I can get back to emails quicker. Yes, I know that's contradictory. It's not finished yet, but it feels great to get into the weeds of everything.

17

Today we're going to delete a workflow in HubSpot. 🗑️🚯 Because we’ve made it super easy to automate your HubSpot pipelines in Arrows 🤖 Now, you can automatically move customers through your onboarding or implementation pipeline in HubSpot as they take action in your Arrows action plan. No hacky workflow setup or complex logic required. Setup takes less than a minute and your pipeline will be updated in real-time 🎉 Here’s how it works: 1. Enable Pipeline Automation from the left sidebar of any Arrows template. 2. Select the pipeline in HubSpot you would like to automate. 3. Choose your automation criteria – Arrows completed tasks, phases, or plan status changes. 4. Publish your pipeline automation. 5. That’s it - no more manual pipeline updates or out of date reports.

21

3 comentarios

Here's how HubSpot grew to a $33B company (by not following the most common advice) One of the most common startup advice that most founders get is to focus on one thing and do that well. HubSpot did the exact opposite and ended up building a $32 billion company in the process. Here's what they did to achieve this growth 👇 1. Blogging-Led Growth HubSpot started publishing before they even had a product to sell. They had around 1,000 followers on the blog that were interested. They got tons of free trials via this blogging-led growth approach. 2. Education-Led Growth HubSpot condensed its learnings on inbound marketing and started sharing those with customers via the HubSpot Academy. They hosted webinars to teach customers how to use HubSpot and how to be good at marketing. Today, HubSpot Academy has 165,000 members 3. Lead Magnets Apart from creating high-quality content, HubSpot spent a lot of time creating free guides, tools, and PDFs In exchange for the customer's email, they would get the product for free. This way HubSpot was able to grow their email list to 2.5M emails. P.S. Do you want to read more about HubSpot's story and its growth strategies? Here's a detailed newsletter post: https://lnkd.in/gMx3qQwb

6

Many businesses think they need a product first, then marketing. But what if you could build an audience before you even have something to sell? HubSpot took a bold approach. They started a blog back in 2006, creating valuable content about inbound marketing – attracting leads even before their product was launched! By consistently offering helpful content, they built trust and established themselves as thought leaders. This attracted potential customers who were already interested in what they were offering, making them more likely to convert when the product finally arrived. Fast forward to today, HubSpot is a $33 billion company, and content marketing is still a core part of their strategy. Their blog remains a powerhouse, attracting millions of readers each month. Curious to learn more about HubSpot's incredible journey and their growth strategies? Read more in my latest newsletter post exploring how they leveraged content to become a billion-dollar business: https://lnkd.in/gMx3qQwb

2

2 comentarios

SDRs should get to the next level. Here's how to improve your lead generation machine: 1. Stop focusing only on repetitive tasks. Yes, sales is a number game but it's a game that should be played strategically. Save your bullets. 2. SDRs shouldn't handle email sequences. It should belong to marketing/growth engineers. 3. SDRs should invest in their personal brands. It will compound and support the outbound efforts. PS: much love for every SDR out here 🫶 PPS: much love for Roger as well 🫶 I'm Noam, I post daily about the future of sales. DM me "warm" if you want to go from cold to warm.

236

93 comentarios

SDRs - A great boss can actually change your life 🙏🏾 4 things leaders shouldn't want to hear from their SDRs: 1. ''Sorry -- I missed lunch so I'm eating it now on the call'' 2. ''Can I take some last-minute leave for a family emergency?'' 3. ''Sorry I'm late, I was at the doctor's this morning'' 4. ''Can I work from home today, I'm not feeling good'' Why? Because SDRs aren't 5 years old. They're fully grown adults. They don't need to give you a play-by-play every 2 minutes. SDRs deserve to be trusted more... If we all did that, the SDR world would be a much better place. Do you agree? PS. ♻️ Every SDR should see this. Reshare to your network. Follow me, Chris Ritson for more on SDR Leadership. If you’re serious about being a better SDR leader, consider my bootcamp that starts 28th October. DM for deets.

1202

54 comentarios

How good that SDR is at booking meetings is how he’s going to stay. How good that sales manager is at developing A players is how she’s going to stay. How good that AE is at closing deals is how he’s going to stay. How good that enablement team is at impacting the metrics that matter is how they are going to stay. If they knew what they were doing wrong, they would fix it. If they had the skills to do it better, they would be doing it. The revenue business unit of an organization is made up of the athletes of the business world. Athletes need consistent, effective and individualized coaching in order to improve their game day results. I have been in this game for decades, and held virtually every single seat one can hold in the revenue generating business unit. I’ve consulted with and trained hundreds of sales organizations. The overwhelming reason sales teams are failing to hit revenue targets and achieve competency, let alone excellence, is directly caused… not by a lack of tools, or even a lack of training. The root cause is the catastrophic absence of consistent, effective, individualized coaching and mentorship at all levels. Without it, nothing changes. So… we are halfway through the year… your results the first half will be your results in the second. Unless your skills/behaviors and the skills/behaviors of the team change. How is that going to happen? Osmosis? PIPs? 8 hours of training they forget in a week? Hope? Threats? More boxes to check in the CRM? How’s that workin for ya?

20

2 comentarios

You don't need magic to get your clients to adopt tools and processes... You need Supered⚡ - Embed training in the flow of work - Put click by click guides inside the apps they're using. - Map your processes in HubSpot to tell them what's missing. Build the #RevOps who Lived.

49

8 comentarios

SaaS sellers face constant noise every day: - Layoffs - Bad news - Inner chatter - Leaderboards - Customer complaints - Comparison to “the experts” - Product learning and enablement - Distractions (On avg, interruptions occur every 11 mins) This continual barrage of noise carries a HEAVY weight on your mental health. And when you’re unwell, it’s hard to sell. It’s time to filter out the noise and develop a better (and calmer) approach. A while back, I shared a system I used to reduce the daily noise in my high-pressure strategic sales role to gain more peace and control over my craft. This way of operating helped me consistently achieve 7-figure earnings for 3 years (even when COVID halted new logo acquisition activity in my sector) without sacrificing my mental health and well-being. Give it a read for free here: https://buff.ly/47BFr4t 🐝

48

27 comentarios

SDRs - A great boss will change your life 🙏🏾 4 things leaders shouldn't want to hear from their SDRs: 1. ''Sorry -- I missed lunch so I'm eating it now on the call'' 2. ''Can I take some last-minute leave for a family emergency?'' 3. ''Sorry I'm late, I was at the doctor's this morning'' 4. ''Can I work from home today, I'm not feeling good'' Why? Because SDRs aren't 5 years old. They're fully grown adults. They don't need to give you a play-by-play every 2 minutes. SDRs deserve to be trusted more... If we all did that, the SDR world would be a much better place. Every SDR should see this. ♻️ Reshare to your network. PS. Want to find a great company AND a great boss? Check this list out: https://lnkd.in/ejAXqt_6

588

34 comentarios

🎤 Mic drop 🎤 Dear B2B sellers, it's time for a reality check! No one wants to jump through hoops. Fill out forms. Wait for days. And then finally talk to some commission-hungry rep who barely knows your product. Buyers just want the deets. Does your product solve their problem? How much is it gonna cost? How easy is it to get up and running? The truth is, the game has changed. Buyers are fed up with being force-fed the sales spiel. They're getting real opinions in communities. Checking out reviews. Scrolling through social content for the honest lowdown. It's all about the self-serve life now. For too long, it's been all about SALES, SALES, SALES. But the biggest stakeholder in your business? It's the customer. Instead of throwing all your resources into SALES enablement and digital SALES rooms, maybe it’s time to start focusing on the buyer experience. At Neural Voice, we're here to make sure your customers feel heard. We’re all about real, honest, and seamless AI-powered conversations. Because when you put customers first, everybody wins 💁‍♀️ #customerfirst #NeuralVoice #ai #aistartup #startup

11

1 comentario

CHEATSHEET: HOW TO FIX LOW TRIAL CONVERSION RATES A 3-step framework to fix activation and differentiation at mature SaaS companies to escape stagnating trial conversions. Your trial conversions stalled as your PLG SaaS matured, no initiative really moves the needle, and you keep hoping for a Hail Mary with that next big onboarding revamp? Then this cheatsheet is for you. Comment & like + add me and I’ll send you the HD Cheatsheet + a template for a Product Storyboard. Content: 1. 🔎 A Product audit kit to identify gaps between user needs and your sales, marketing, and product comms 2. 🔄  A 5 step process to create a converting Product Story centered around differentiation and activation 3. 📄  A Product Storyboard template you can use to workshop this in your company

44

17 comentarios

🚀 Update: Integrate Any Messaging Channel with HubSpot’s Custom Channels API 🚀 HubSpot's new Custom Channels API lets you connect any two-way, text-based messaging platform to your HubSpot Help Desk and Inbox, allowing for more flexibility in how you communicate with your customers. Add any messaging channel, including LINE, Telegram, WeChat, Viber, or a custom channel unique to your business; you can now integrate it directly into HubSpot. These channels will behave just like HubSpot’s existing Facebook Messenger, WhatsApp, and SMS integrations. Available to Sales Hub Enterprise and Service Hub Enterprise users. #HubSpotUpdate #CustomChannelsAPI #MessagingIntegration #CustomerCommunication #OmnichannelSupport #SalesHubEnterprise #ServiceHubEnterprise #CustomerSuccess #TechInnovation #BusinessAutomation

4

Zen and Art of HubSpot Maintenance... ☮ You'll always work on, improve and add to your HubSpot software. The system is designed to grow with you. 🎄 We have new tools to help you document how you set up the system and to help your team learn how to make the most of your investment. ⚒ Every. Single. HubSpot Account... Should Have This.

15

2 comentarios

Asking is the best policy.

8

Want to convince me to buy something from your company? Along with thousands of other users who use us as an outbound policy...here's what you get: 🔥 Unlike 99.3% of prospects, I guarantee I will respond to you instead of ignoring your outreach. 🔥I can reject your pitch ...so the best way to get a meeting out of me is to try and make it fun, informative, and relevant to growing Pitchfire. That's our priority right now. 🔥 You can take your time with your pitch because you know I'm going to respond. 🔥 If we decide to it's a good fit, I will instantly book your calendar via our product. No back and forth calendar chasing required. If it isn't, I'll tell you why and save you a few hours of work selling to me. 🔥If I'm not the right person... I'll tell you who is. 🔥 Best part.. I'm a cheap date. I answer all pitches starting at $25. #sales You want to my heart and attention...this is the door to use👇🏻

32

6 comentarios