Stjepan Grcic

This screenshot explains why, if you're sending cold emails, you shouldn't worry about the reply rates reported by others. 🌟Your reply rate will vary greatly based on your use case.🌟 This specific campaign is one of dozens of link-building campaigns Antonio Gabrić runs for Hunter. 53.6% reply rate. Antonio is a superstar, but let's be honest—these stats are unachievable if you're using cold email to sell a SaaS product, for example. And even within the same use case, no two campaigns are the same. There will be different dynamics depending on your pricing, whether or not you have a free trial, timing, brand, etc. All this will influence your reply rate tremendously. Instead of looking at what others are sending: 1. Understand that cold email is a process. You won't get far sending one campaign per year. 2. Make sure you understand the key metrics and track them relentlessly. 3. Continuously hone your approach and messaging.

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Fact: Obtaining new customers costs 10 times more than retaining existing ones. Qualifying leads means spending time on: - Sales - Marketing - Nurturing the relationship   Winning one new client will take 6 - 12 months. Some might argue that customer retention costs more. And they are wrong. The most important thing is LTV. And the only way to positively impact LTV? Retention. It’s really that simple. Customer retention is a sign of a company’s strength. And I am tired of seeing people complain about marketing and sales. Because you don’t have a sales/ marketing problem you have a retention problem. Cherish your existing customers. They’re the key to sustainable, cost-effective growth. After all, they already believe in you. Why start from scratch? Agree? 

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A/B testing is a cornerstone of conversion rate optimization (CRO). Here are some practical examples commonly used to enhance conversion rates: 🔸Service Page Layouts: On a WordPress site, clone a service page to test different messaging or layouts. Measure the results by analyzing bounce rates, session durations, and conversion rates. 🔸Ad Campaigns: Use A/B testing tools in Google Ads to set up side-by-side campaigns. Test different ad copies, images, or landing pages to see which combination performs better. 🔸Product Detail Pages: In eCommerce, test different product detail page designs. For example, vary the product descriptions, images, or call-to-action buttons. Use analytics to compare metrics like time on page, add-to-cart rates, and conversion rates. 🔸Category Pages: Experiment with different layouts and content for category pages. Test variations like filter options, sorting methods, or featured products to see which version drives more engagement and sales. 🔸Email Campaigns: Split test email subject lines, body content, or calls to action. Analyze open rates, click-through rates, and conversion rates to determine the most effective approach. 🔸Heatmaps and Session Recordings: Utilize heatmaps and session recording tools to understand user behavior. Identify areas of friction and test different solutions to improve user experience and conversion rates. By systematically implementing these A/B tests, you can gather valuable insights and optimize your eCommerce site for better performance. 👉https://buff.ly/4cmPBrn #ABTesting #ConversionRateOptimization #CRO #DigitalMarketing #eCommerce #GoogleAds #UserExperience #DataDrivenMarketing #Analytics #MarketingStrategy

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💰 Channel Planning: Making Your Marketing Budget Work Backwards We've covered bottom-up planning and conversion rates. Now let's talk money. Once you know your lead target, use Channel CPL to build your budget: Example: For 1,000 MQLs needed, and using average CPLs from Sopro: • LinkedIn Ads: CPL $65 × 400 leads = $26K • Content/SEO: CPL $95 × 400 leads = $38K • Events: CPL $1,000 × 100 leads = $100K • Referral: CPL $25 × 100 leads = $2.5K 𝗧𝗼𝘁𝗮𝗹 𝗯𝘂𝗱𝗴𝗲𝘁 𝗻𝗲𝗲𝗱𝗲𝗱: $𝟏𝟔𝟔.𝟓𝐊 𝙒𝙖𝙣𝙩 𝙩𝙤 𝙨𝙘𝙤𝙧𝙚 𝙖 𝙛𝙚𝙬 𝙗𝙤𝙣𝙪𝙨 𝙥𝙤𝙞𝙣𝙩𝙨? 💰 Track both CPL and MQL:SQL conversion rates monthly by channel and move budget into the best performing channels 💰 Include costs for nurture and retargeting to increase conversions after they have engaged 💰 Factor in seasonality and buying cycles as most markets go quiet over the summer 💰 Build in 15% testing budget to test new channels 𝙍𝙚𝙖𝙡𝙞𝙩𝙮 𝙘𝙝𝙚𝙘𝙠 If your budget doesn't align with your lead goals based on your CPL maths, you need to either: A) Get more budget B) Find cheaper channels C) Improve conversion rates Don't let your CEO give you a lead goal without the budget to match 😉 Series complete! Which topic resonated most? Comment below 👇 ------------------- 𝙉𝙚𝙚𝙙 𝙝𝙚𝙡𝙥 𝙥𝙡𝙖𝙣𝙣𝙞𝙣𝙜 𝙮𝙤𝙪𝙧 𝙢𝙖𝙧𝙠𝙚𝙩𝙞𝙣𝙜 𝙗𝙪𝙙𝙜𝙚𝙩 𝙛𝙤𝙧 2025? 📈 DM me or hit the 'book an appointment' link above in my profile to book a slot and we'll review your marketing plans and budgets 📅 #MarketingBudget #B2BMarketing #MarketingROI

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🟠 The top 5 lists to prepare HubSpot for ABM👇 I always compile these 5 ABM list types before implementing a single thing in the HubSpot CRM: 1️⃣ HubSpot 𝗽𝗲𝗿𝘀𝗼𝗻𝗮𝘀 Unlimited; default dropdown property works well. 2️⃣ HubSpot 𝗯𝘂𝘆𝗶𝗻𝗴 𝗿𝗼𝗹𝗲𝘀 Default ones in HubSpot work well; use them for Account Mapping with OrgChartHub Ltd 3️⃣ LinkedIn 𝗦𝗮𝗹𝗲𝘀 𝗡𝗮𝘃𝗶𝗴𝗮𝘁𝗼𝗿 𝗽𝗲𝗿𝘀𝗼𝗻𝗮𝘀 Max 5; consolidate your HubSpot personas into these 5 lists. 4️⃣ LinkedIn 𝗦𝗮𝗹𝗲𝘀 𝗡𝗮𝘃𝗶𝗴𝗮𝘁𝗼𝗿 𝗹𝗲𝗮𝗱 𝗹𝗶𝘀𝘁 𝘁𝘆𝗽𝗲 Based on departments / overarching roles.  E.g. 'Sales', and not BDR/SDR/AE/etc. Unless you want to be hyper-specific in your outreach, for which there might be a good reason. Overarching is the starting point. 5️⃣ Expandi.io 𝗰𝗼𝗻𝘁𝗲𝗻𝘁 𝗹𝗶𝘀𝘁 Content piece per Sales Nav lead list type (4) 👆 Set yourself up for success by creating these lists and enable smooth account research and outreach! Good luck 🤞 How do you prepare HubSpot for an ABM motion? Please educate us in the comments. #ABM #HubSpot #HubSpotABM  

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🚀 HubSpot Product Update Spotlight! 🔦 Admins can now configure default columns in the forecasting deal table for individual reps! This new feature makes it easier for sales teams to focus on the most relevant information, leading to more productive 1:1 conversations and efficient forecasting updates. No more cluttered views or tedious setups—admins can now set relevant defaults across the entire portal, helping reps get set up quickly and without extra enablement work. To set it up, head to Settings > Objects > Forecast and select the columns you want to include. You can even choose to override or preserve users' customisations. Available to Professional and Enterprise customers on Sales and Service plans. 🌟 #HubSpot #SalesEnablement #Forecasting #SalesManagement

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If your product has multiple use cases, stop targeting segments, and start targeting clusters. Here is why. SEGMENT TARGETING In the same segment, you might have accounts with multiple challenges. You create a segment-based content, value proposition and messaging that will be irrelevant to the majority of accounts you target. CLUSTER TARGETING. Cluster - groups of companies with a similar challenge/use case despite their tier or vertical. With cluster targeting you can: - Nurture the entire cluster of ICP accounts - Create a relevant message and content - Focus on accounts with a high probability to become a sales opportunity instead of just chasing vertical Tier 1 accounts. Once you've defined the clusters, the next step is mapping accounts to them. Here is how. 1. 𝐄𝐱𝐩𝐨𝐫𝐭 𝐚𝐥𝐥 𝐨𝐟 𝐲𝐨𝐮𝐫 𝐜𝐥𝐢𝐞𝐧𝐭𝐬 𝐚𝐧𝐝 𝐬𝐞𝐠𝐦𝐞𝐧𝐭 𝐭𝐡𝐞𝐦 𝐛𝐲 𝐮𝐬𝐞 𝐜𝐚𝐬𝐞𝐬. Include: - Revenue - # of use cases - Average Contract Value - Sales Cycle Length 2. 𝐆𝐫𝐨𝐮𝐩 𝐚𝐥𝐥 𝐜𝐥𝐢𝐞𝐧𝐭𝐬 𝐛𝐲 𝐜𝐥𝐮𝐬𝐭𝐞𝐫𝐬 𝐚𝐧𝐝 𝐥𝐨𝐨𝐤 𝐚𝐭 𝐫𝐞𝐯𝐞𝐧𝐮𝐞 𝐦𝐞𝐭𝐫𝐢𝐜𝐬. Analyze the 4 metrics above and add win rates for the cluster. You'll be able to make an unbiased decision which clusters have higher priority. 3. 𝐒𝐞𝐥𝐞𝐜𝐭 𝐨𝐧𝐞 𝐜𝐥𝐮𝐬𝐭𝐞𝐫 𝐭𝐡𝐚𝐭 𝐢𝐬 𝐚𝐥𝐢𝐠𝐧𝐞𝐝 𝐰𝐢𝐭𝐡 𝐲𝐨𝐮𝐫 𝐬𝐭𝐫𝐚𝐭𝐞𝐠𝐢𝐜 𝐠𝐨𝐚𝐥𝐬 𝐚𝐧𝐝 𝐫𝐮𝐧 𝐚 𝐝𝐞𝐚𝐥 𝐚𝐧𝐚𝐥𝐲𝐬𝐢𝐬: - Top 5 clients by LTV/ACV - Top 5 fastest deals - Recent 5 lost deals 4. 𝐋𝐨𝐨𝐤 𝐚𝐭 𝐜𝐨𝐦𝐦𝐨𝐧𝐚𝐥𝐢𝐭𝐢𝐞𝐬 𝐛𝐞𝐭𝐰𝐞𝐞𝐧 𝐚𝐜𝐜𝐨𝐮𝐧𝐭𝐬: - Firmographics - Technographics - Buying committee structure - Won and lost reasons 5. 𝐃𝐞𝐯𝐞𝐥𝐨𝐩 𝐚 𝐜𝐥𝐮𝐬𝐭𝐞𝐫 𝐈𝐂𝐏 𝐚𝐧𝐝 𝐝𝐞𝐟𝐢𝐧𝐞 𝐚𝐜𝐜𝐨𝐮𝐧𝐭 𝐪𝐮𝐚𝐥𝐢𝐟𝐢𝐜𝐚𝐭𝐢𝐨𝐧 𝐚𝐧𝐝 𝐝𝐢𝐬𝐪𝐮𝐚𝐥𝐢𝐟𝐢𝐜𝐚𝐭𝐢𝐨𝐧 𝐜𝐫𝐢𝐭𝐞𝐫𝐢𝐚. --- A recent program where we switched approach to cluster-based generated 14 sales opportunities and $1.5 mln pipeline compared to a prior vertical program that generated only 2 sales opportunities. We'll publish a full campaign breakdown in our brand new Substack in a few weeks: https://lnkd.in/dSje9cKc

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Most B2B website redesigns suck (Yours won't if you follow this approach) Most B2Bs... - Forget to speak with customers - Copy competitors' sites with no context - Add new features without a clear roadmap - Try a new CRO hack, abandon, try another one In other words... The plan is no plan. The result? - Wasted time - Wasted money - No results 𝗚𝗼𝗼𝗱 𝗡𝗲𝘄𝘀: there is a clear roadmap to set up a website for success. Here's what you do 👇 1] 𝗜𝗻𝘃𝗲𝘀𝘁 𝗜𝗻 𝗦𝘁𝗿𝗮𝘁𝗲𝗴𝘆 So many brands skip this and go straight to number 2, or even worse, number 3. It's such a mistake. Invest time interviewing customers and key individuals within your organization. Turn those insights into well-defined customer avatars and then map their journey. This will immediately add valuable context for all of the decisions that follow. 2] 𝗕𝘂𝗶𝗹𝗱 𝗧𝗵𝗲 𝗙𝗼𝘂𝗻𝗱𝗮𝘁𝗶𝗼𝗻 Before trying to create polished designs, it's important to think 'structure first'. You need to plot out the structure of your website in detail for it to be successful from day one and adaptable into the future. Next, carry this out to the pages. Make sure that at a high level, they can capture all of the messaging necessary for the customer avatars you've defined. 3] 𝗙𝗼𝗰𝘂𝘀 𝗢𝗻 𝗗𝗶𝗳𝗳𝗲𝗿𝗻𝘁𝗶𝗮𝘁𝗶𝗼𝗻 Now that our strategy and foundation are in place, it's time to focus on what makes your brand unique. This should start with the offer and then split out into other things. You need to define a unique tone of voice and visual identity. Layering movement on top can also help make your site stand out amongst a sea of competition. TL:DR Strategy → Structure → Differentiation That's how you win. ––– Like it? Hit 👍 Love it? Leave a comment ✍️ Think others should read it? Repost ♻️ Want to see more content like this? Follow ❤️

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𝗛𝗲𝗿𝗲'𝘀 𝘁𝗵𝗲 𝗯𝗿𝗮𝗻𝗱-𝗸𝗶𝗹𝗹𝗲𝗿: "We are the # 1 in {{product category/market/geo}}" It's not a bold claim.  It's a bullshit claim. 🤢You can smell it a mile away. 🚫 And it kills conversions. Instead, find something that your audience ✨ 𝗮𝗰𝘁𝘂𝗮𝗹𝗹𝘆 𝗰𝗮𝗿𝗲𝘀 𝗮𝗯𝗼𝘂𝘁 ✨ Sendcloud's homepage went from 𝘇𝗲𝗿𝗼 𝘁𝗼 𝗵𝗲𝗿𝗼. 😍Headline: benefit to customers (instead of a brag) 🍰Social proof: easy to skim 💪CTA: centered + larger + Prozac. (And incredible page composition to drive the sightlines) And we know it worked because 𝘁𝗵𝗲𝘆 𝗔/𝗕 𝘁𝗲𝘀𝘁𝗲𝗱 𝗶𝘁.

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The Core Algorithm Update Panic! 🙄 🎢 Hot take: Your core update recovery strategy is making things worse. The panic cycle I keep seeing: - Algorithm update hits 📉 - Immediate reactive changes 😱 - Random technical fixes 🔧 - Desperate content rewrites ✍️ - More traffic loss 💥 💥Truth bomb: Core updates don't target: - Your meta descriptions 🏷️ - Your heading structure 📝 - Your internal linking patterns 🔗 They target: ✅Your site's overall value 💎 ✅Your market position 🎯 ✅Your user satisfaction 🌟 Stop playing algorithm whack-a-mole. Start building lasting value. P.S. If your recovery strategy involves "fixing" everything at once, you're probably making things worse. 🚫 #SEO #GoogleUpdates #SearchStrategy

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If I were starting from scratch in email marketing, I wouldn’t change much from when I started in 2003. Here are ten strategies we use to drive engagement, boost email conversion rates, and produce $36 to $1 ROI. 1. Understand Your Audience's Pain Points: Start by identifying the most common pains your prospects face and use these to create empathizing email content that speaks directly to their issues. 2. Leverage Empathy in Communication: Be sure to include empathy-based emails in your sequences, showing genuine understanding of the recipient’s problems and lightly nudging them toward action. 3. Create an Educational Journey: Don’t just sell—educate. Develop an email series that takes visitors through an engaging, informative experience, helping them solve problems before they’re ready to buy. 4. Segment Your Audience Properly: Use tools like Mailchimp, HubSpot or Constant Contact to segment your audience effectively, ensuring your messages are relevant to specific groups based on their behavior or stage in the buyer’s journey. 5. Use a Proof-Based Approach: Utilize case studies and success stories from other clients to craft proof emails. Demonstrating real-life success can be a compelling way to build trust and credibility. 6. Craft a Strong Authority Email: Establish your expertise and authority in your field through dedicated emails that showcase your accomplishments and industry knowledge. 7. Implement the “9 Word Email”: Reengage cold prospects with a simple, concise message. The 9-word email technique, as discussed by Darrell Evans, is a powerful tool for reviving old leads with minimal effort. 8. Monitor and Adjust Open Rates: Continuously assess the open rates of your emails, making data-driven changes to improve engagement. Learn from what works and what doesn't. 9. Use Time-Sensitive CTAs: Include clear, time-sensitive calls to action in your emails to create urgency and prompt faster responses from your prospects. 10. Build a Robust Follow-Up System: Keep in consistent touch with your prospects, regardless of their readiness to buy. Establish a nurturing sequence that caters to those who might convert later on. To go deeper and get the nuances of each, check out episode 292 of The MindShift Podcast on YouTube: https://lnkd.in/g_wb4hgn

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TOF (Top of Funnel) Not Working for You? – Do This ↓ These are the steps to: - capture attention - build connections - scale your impact This is your no-nonsense guide to top-of-funnel activities that drive real growth and engagement. Content Marketing that Captivates → Solve Real Problems: Write articles addressing your audience’s challenges. Make them insightful, relatable, and actionable. → Showcase Success: Use stunning case studies to highlight your product's impact. SEO that Works for You → Target Pain Points: Use long-tail keywords specific to your industry’s challenges. Example: “Boosting SaaS Sales” instead of “increase sales.” → Organize for Impact: Create pillar pages around core topics linked with cluster content to boost SEO. Engage with Interactive Content → Quizzes and Assessments: Develop fun, insightful quizzes that generate leads. → Webinars and Q&As: Host sessions with industry experts and record them for on-demand content. Strategic Partnerships and Co-Marketing → Collaborate for Success: Partner with complementary businesses for co-created content, webinars, or product bundles. → Host Virtual Summits: Co-hosting events can expand your audience and boost engagement. Social Media that Stands Out → Consistent LinkedIn Value: Post insightful content regularly. Use polls and interactive posts to engage your audience. → Amplify Through Employees: Encourage your team to share company content on their profiles. → Create Social Challenges: Launch a challenge or hashtag campaign related to your product to engage users. Build and Engage a Community → Set clear goals, create an engaging content calendar, and drive member contributions. Video Content that Connects → Compelling Testimonials: Film short, authentic customer testimonials. Genuine stories build trust. → Show Behind-the-Scenes: Highlight the people behind your product to create a deeper connection. Innovative Email Campaigns → Personalized and Segmented: Tailor emails to different segments. Speak directly to their needs. → Repurpose for Reach: Share your best email content across social media and blogs. Leverage User-Generated Content → Encourage Sharing: Invite customers to share their stories and reviews. Feature these prominently to build community and trust. Here’s the Bottom Line: Growth isn’t about doing more; it’s about doing what works. Implement these strategies to provide value, build genuine connections, and consistently engage your audience. --- And they say, "just post on social and you'll get sales." Yeah right 😆 Digital selling is so much more than just social media posts. Follow along to learn real growth strategies 👍

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Slide out shopping carts, upsell widgets, and countdown timers are… All test ideas. But most test ideas are not that great without supporting evidence. Many orgs have proven that focused testing drives ROI. Focused testing is another way to say to run evidence-driven tests. That just means writing a clear problem statement that is backed with real world customer insights. Nothing pushes the needle more than solid foundations, aka : a deep understanding of our customer. The best way to improve your consumer knowledge is through a feedback loop. Go from 0 to 1 by talking to your consumers. Here are 5 easy and cheap research methods that will get the feedback loop started. Zero party Data. Most brands take an average of their audience and market globally to that average. That will only get you average results. Ask for better zero party data at opt-in, on-site quizzes, and periodically through surveying your list. Use this data for better targeted marketing. Abandonment Survey. When someone abandons your site or cart, don’t just spam them with discounts and fake urgency. Price is not the only reason that someone didn’t complete purchase: website was confusing or unusable, couldn’t figure out product details, customer service question, etc. If someone has continued to fail to check out, hit them with an abandoned cart survey and find out why. Post-purchase Survey. There is no perfect template of questions to ask here, every brand will vary. But craft questions that help you understand what drives demand and purchasing decisions: where did you hear about us, how long after hearing about us did you make a purchase, etc. You might also ask questions to figure out how to build a deeper relationship with consumers: what products would you like to see next, how could we improve or site/product/customer experience, what type of content would you enjoy. Customer Effort Survey. This is about measuring how difficult it was for consumers to resolve an issue. After someone has had a cs ticket resolved, reach out and ask about their experience. Let them know that they shouldn’t be shy, no need to sugarcoat - you can take it. Use the responses to not only improve your cs processes, but also prevent the issues from arising in the first place. 1:1s. Nothing beats face to face or phone time with your consumers. You should be scheduling regular sessions with all types of users: VIPs, subscribers, pissed off customers, etc. Make a research plan and listen to their desires, complaints, and language they use. Take this information and utilize it to improve advertising, hooks and angles, store design, and copy.

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𝗠𝘆𝘁𝗵: A/B testing always gives you a clear winner 𝗥𝗲𝗮𝗹𝗶𝘁𝘆: A lot of A/B tests are inconclusive And the reason for this isn’t what you think it is. Every CRO guide out there tells you to A/B test everything: buttons, headlines, images. But here’s the truth no one talks about. Most A/B tests don’t lead to clear, actionable results. Frustrating, right? I see it all the time: brands running endless tests only to find the results are ‘inconclusive.’ They’re left scratching their heads, wondering if they’re wasting time, budget, and effort. So, why are so many A/B tests doomed from the start? The problem isn’t the tool or and it not the lack of traffic It’s the lack of a CRO roadmap. Without one, A/B testing is like throwing darts in the dark and hoping for a bullseye. Effective A/B tests are just one part of a bigger CRO strategy. But what happens when your test results say, “statistically inconclusive”? This doesn’t mean your hypothesis was wrong. It means it’s time to dig deeper: • 𝗖𝗼𝗹𝗹𝗲𝗰𝘁 𝗰𝘂𝘀𝘁𝗼𝗺𝗲𝗿 𝗳𝗲𝗲𝗱𝗯𝗮𝗰𝗸   Ask your customers for direct feedback to get a better idea.    • 𝗥𝗲𝘁𝗵𝗶𝗻𝗸 𝘁𝗵𝗲 𝗲𝘅𝗲𝗰𝘂𝘁𝗶𝗼𝗻   Did your solution miss the mark, or does it need further refinement?    • 𝗦𝘁𝗿𝗮𝘁𝗲𝗴𝗶𝘀𝗲 𝗳𝗼𝗿 𝗮𝗻𝗼𝘁𝗵𝗲𝗿 𝗿𝗼𝘂𝗻𝗱   Sometimes, inconclusive results are just the starting point for smarter optimisations. Remember, CRO is an iterative process. Even ‘inconclusive’ tests can unlock insights that guide you to your next big win. So stop testing in isolation. Build a strategy that aligns every test with your customer journey and business goals. ----- 𝗣.𝗦. We have built out a 7-day CRO Strategy Course which we will be releasing next week. If you would like early access, just comment 𝗲𝗮𝗿𝗹𝘆 𝗮𝗰𝗰𝗲𝘀𝘀 below and I'll send over the link.

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One of our SaaS unicorn customers tracked 37 metrics 🫢 This led to a lot of "analysis" "paralysis" We suggested the below framework 3 North Star metrics 1: Brand metric:  Long term: Awareness % Short term: Number of brand keyword searches Number of Direct visitors 2: Demand Number of opportunities/Pipeline (v/s target) 3: Cost Cost per opportunity / how much does it take you to generate a $100K pipeline? FOCUS and align everything you do to improve the 3 North Star metrics #B2Bmarketing #digitalmarketing #SaaS #startups

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Real-Life Examples That Make Attribution Tricky: Scenario 1: Contact converts on branded Google Ads—but the BDR just spent the last month reaching out to other contacts at the company. Scenario 2: Contact converts on branded Google Ads—but right after they were targeted by a 3rd party webinar campaign. Scenario 3: Contact converts via an outbound sales email—but they’ve been targeted by a LinkedIn campaign for the last 90 days. So, where do you assign the “credit”? Where do you invest more marketing $$? I know where I’d spend more time! How about you?

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I ❤️ HubSpot partners REAL BIG. Here's proof. You can now switch between partner accounts FROM THE EXTENSION. Why this matters: - Instant Documentation: You can build a document as you build and add it to the correct client account with 10x less click - Technical Builds: The need for documentation increases the more technical the build. This lets you create faster for clients. Some use cases: You switch to your client's Supered⚡accout AND - Weekly Updates: Write the updates for this week's work, film a loom and then embed the update in the card and BOOM; the client has a weekly update - Workflow / Process Instructions: create a step-by-step walkthrough with guides it the client account and BOOM; the client has the step-by-step guide. We are making partners DANGEROUSLY OP. stay awesome, -matt

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If you are using LTV to justify CAC, you are probably making a mistake. Why? ❌ You are not looking at LTV based on cohorts – you are bundling all your customers together. ❌ Your LTV based on customers from the past will likely be different in the future. ❌ If you are trying to implement efficiency metrics, LTV usually looks at revenue, not profit. What should you be doing? ✅ Look at the CAC payback period for each cohort of customers, taking into account the gross margin for that cohort, and then set a target CAC for each cohort based on the GTM strategy. ✅ If you have a longer sales cycle, calculate your cost per input metric. ✅ CAC rising because leads stopped converting, or opportunities didn’t close is bad. ✅ CAC rising because there was an agreed strategy to focus on cohorts with a higher CAC can be good. There is a more detailed write up on this in my newsletter this week. I'll put the link in the comments.

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10 radical beliefs that helped my SaaS clients double their conversion rates WITHOUT giving discounts. 1 - Niche down until it feels uncomfortable. 2 - Be upfront about the type of customers you are NOT for - so you attract the right ones. 3 - Being better is overrated. Being different is underrated. 4 - Dare to put your finger on what your customers hate, fear, and stress about. 5 - Claim your position in their minds, so your competitors don’t have that honor. 6 - Don’t sell - create desire so these customers want to buy & happily pay a premium. 7 - Never demo features; always showcase a proof of value. 8 - Say ‘No’ to any customers for whom the problem you solve best is not critical. 9 - Only allow customers who have the highest chance of becoming fans. 10 - Have skin in the game and stand behind the impact you promise these customers. Perhaps this is not the only way to grow your Sales-led SaaS business, but there is literally zero chance it won’t work. ___________ Want to get daily tips like this, join 1000+ Sales-led SaaS Founders/CEOs via the link at the top of this post.

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