James Marlow

When scaling a SaaS company, there’s three key metrics that you must watch: 1. Traffic to Lead Rate 2. Lead to Opportunity Rate 3. Win Rate or Activation Rate These metrics serve as vital indicators of your Go-To-Market strategy’s health. They help you quickly understand what’s working, what’s not, what’s improving, and what’s declining. Based on these numbers, you can pull together your GTM leadership team or Co-Founder and figure out a plan to fix it. But what should you fix? When you’ve diagnosed your chokepoints, there are three core components of your GTM machine you’ll want to iterate: 1. Your Ideal Customer Profile 2. Your Messaging/Strategic Narrative 3. Your Consistent set of Sales and Marketing Activities If you’re an early stage SaaS Founder and would like to properly scale your GTM machine, grab a complimentary copy of my 5-Point SaaS Growth Strategy Guide. Just follow the link in the comments below. 👇

Is manual dialling stopping you from scaling your sales pipeline? 😓 Not anymore! JustCall X Apollo.io have joined hands to help you — find leads, auto-dial, close deals in a matter of seconds. Here’s how this integration helps your sales team: SDRs & BDRs: 🤖 Auto dial qualified leads: Find perfect leads with Apollo, then dial them instantly with JustCall. 📝 Log calls & details automatically: Find time for what matters - selling! ✍🏻 Personalize your pitch: Use Apollo's rich data to tailor your pitches and connect with leads on a deeper level. 📅 Never miss a follow-up: Automate workflows to ensure timely follow-ups. Sales Ops & Rev Ops: 🔀 Unify your data: JustCall & Apollo sync seamlessly with your CRM, creating a single source of truth. 📊 Create smarter reports: Get a clear picture of your entire sales funnel with consolidated data from all platforms. 📺 Marketing and sales: Leverage data insights from Apollo.io & Sales Dialer analytics to personalize marketing campaigns and target high-quality leads. ⏳ Find time for strategic work: With automated workflows and minimal setup time, you get more time to focus. Managers & Business Owners: 🚀 Boost team efficiency: Streamline workflows to empower your reps to sell smarter, not harder. 👀 Get real-time visibility into sales: Track individual & team performance with clear, consolidated data. 🧑‍🏫 Easier coaching: Use call recordings & AI insights to give personalized feedback and improve your team's performance. ⛹🏻‍♂️ Reduce workload on your team: Let generate AI call summaries and free your to team for what they do best — selling. 🌱 Scale your pipeline with confidence: Be sharp in optimization, know what’s working and what’s not. If this excites you and you’re ready to crush your quota, click this link to get started: https://lnkd.in/g_pM7fAU

49

1 Comment

Want to 10x your revenue? It's time to talk about Revenue Operations!   Imagine if your sales, marketing, and customer success teams were perfectly synchronised hitting targets, delighting customers, and driving growth like never before. That's the power of Revenue Operations (RevOps) in action!   Rev Ops isn't just another buzzword, it's the strategic glue that binds your revenue-generating functions together. By breaking down barriers, streamlining processes, and harnessing the power of data-driven insights, RevOps finds the potential and boosts your revenue generation.   Ready to revolutionise your revenue strategy?   Book a Demo with Us - https://shorter.me/PsdO4   #revenue #sales #marketing #b2b #business #database #data #operations #infynd

5

When it comes to managing sales reps - The rules you set, dictate the games they play. For example, if you are measuring an SDR’s performance purely based on total meetings booked, with zero ramifications if those prospects are unqualified… ..then you’re unintentionally incentivizing that SDR to “throw meetings over the fence”, qualified or not, in order to hit the metric that you set for them. This is not to completely fault the reps for gaming the system. Rather, this should be a wake-up call to sales leaders, that we need to be smarter about how we set our metrics & keep our reps accountable. #b2bsales #prospecting #qualification

17

3 Comments

Is your sales commission process stuck in the stone age? 👀 Manually tracking deals in spreadsheets... spending hours calculating payouts... dealing with constant disputes... It's a massive headache 😵‍💫 But good news — Salesforce Spiff is here to help. 🙌 Here are 5 ways Salesforce Spiff can help: 1) Automate calculations — Say goodbye to hours wasted on manual commission math. Spiff crunches the numbers instantly, so #Salesblazers can focus on selling. 2) Real-time visibility — Give your team 24/7 access to their real-time earnings and attainment. No more end of month surprises! 3) Motivate your team — Easily build custom comp plans that drive the right sales behaviors. 4) Eliminate disputes — With Spiff, commission payouts are transparent and audit-ready. 5) Plug-and-play — Spiff seamlessly integrates with CRM, ERP, HCM, payroll, and more, so you can manage the full sales cycle in one place. Check out Salesforce Spiff to learn more: https://lnkd.in/e9bZQAPf

99

2 Comments

🌟 Exploring the benefits of an outsourced SDR team for your business? Here's how it can be a cost-effective strategy: Speed to Market: An experienced SDR team can begin delivering leads within the first week, minimising any gaps in your lead generation process. Reduced Overhead: Outsourcing eliminates the need for internal management and staffing costs—all included in your campaign charge. Data Inclusion: When you partner with Think Pipeline, essential data is already included, so there's no extra expense or effort needed to acquire it. Guaranteed Results: We offer a guaranteed lead Service Level Agreement (SLA), ensuring you receive tangible outcomes within a specified timeframe. Understanding these key points can help your business make informed decisions about lead generation strategies. 💡📊 #BusinessInsights #SDRTeam #ThinkPipeline #LeadGenerationTips

5

IS COLD CALLING REALLY DEAD??? 🧟‍♂️ . Data shows that cold calling is one of the most impactful things you can do to increase the number of meetings you set and opportunities in your pipeline. It doesn't look dead to us. It’s the single most hated part of outbound sales, but it doesn’t have to be. Join us for this live webinar on MAY 8 for a walkthrough of the best cold calling scripts and tricks to have better conversations, book more meetings, and close more deals. The legend James A. O'Sullivan will cover how to make calls via Apollo.io and unveil some NEW features releasing soon. You'll learn: ✅ The best opening lines to have great conversations ✅ How to overcome common objections ✅ Why you should be leaving voicemails We'll take questions live too. If you can’t make it, register anyway! Everyone gets the recording via email after the show. #salesevent

51

16 Comments

Hiring SDRs? Stop guessing and start testing If your SDR hiring strategy is based on ‘gut feeling,’ it’s probably time for a change. We've created a resource to share how you can: 1️⃣ Prioritise hunger, not experience 2️⃣ Test candidates communication effectively 3️⃣ Put candidates resilience through the wringer These approaches has helped us attract, onboard and ramp our team who are consistently outperforming the market benchmark. Find out more: https://lnkd.in/eaBrcbKn #recruiting #sdr #everythingoutbound

1

For Andrew Gray, Head of Revenue Enablement at Sanity, Relationship Map is a key tool to help his sellers multi-thread and close deals. Here’s how one of his sellers recently closed a deal using Relationship Map. ⤵ “One of our reps in EMEA had built his Relationship Map in Sales Navigator, screenshot it and put it on a deal review. He was able to see where he was lacking relationships, what he was missing to be multi-threaded, where he needed more exposure – everything that’s key for relationship mapping,” said Gray. What surprised Andrew about the Relationship Map was that his seller was able to build it directly within Sales Navigator. “Normally our sellers build out some sort of relationship map inside of Excel, a Miro Board, Google Drawings, or some other application. But the fact that he was able to do this inside of Sales Navigator made me think this should be our new standard moving forward.” After using Relationship Map, the seller focused his efforts on the missing key relationships that could help him close the deal. He then used LinkedIn to get an introduction to a key contact who was a champion for moving that deal forward. And best of all, that seller closed the deal a few months later. “Would he have won the deal without the Relationship Map? Maybe.” Gray reflected. “But do I know for a fact that he sat and looked at his Relationship Map, and used it to map out a strategy that ultimately won him that deal? 100%.” Learn more about Relationship Map here: https://lnkd.in/RelationshipMap #SalesNavigator #sales #B2Bsales

46

2 Comments

Excited to share a new blog post from the team! ✍ As B2B companies navigate some of the roughest terrain we've ever seen, the need for efficient and scalable go-to-market (GTM) strategies has never been more critical. The old playbook - reliant on large business development teams, repetitive email sequences, and manual processes - is giving way to a new, innovative, and invigorating approach that has revenue leaders excited. ‍ The new model combines powerful tools that are designed to streamline and automate significant aspects of the GTM process and amplify your team’s abilities. To read more and learn how this tech stack is making teams more efficient, click the link below. ⬇ #b2b #gtm #automation

8

📅 8th October 2024 - Mark your calendar. Getting compensation right is critical when it comes to attracting and retaining top SaaS sales talent. If your packages aren’t competitive, you’re not just losing out on great people - you’re putting your growth at risk. That's why, on Tuesday next week, we’re releasing our salary benchmark report for SaaS sales roles across Germany. Stay tuned if you want to know how your compensation stacks up - or if you're losing talent to better offers. 👀 DM Liam Peoples or Robin Guth for priority access. 🐺💜 #sales #hiring #recruitment

5

BIG COMMISSION CHECKS ARE NICE Consistently big commission checks are nicer. With Scratchpad sales teams have everything they need to maintain a healthy pipeline and close deals with speed and consistency. 📈 Zero Boards wipe out non-compliant opportunities 📈 No-code Automations for instant Salesforce updates 📈 Deal Rooms promote proactive collaboration on your biggest deals Check out all this and much more at the 🔗👇 #Sales #Revenue #GTM

98

8 Comments

Customer satisfaction is essential for growing businesses efficiently 👉 BUT we can’t drive up that customer happiness without investing in the teams interacting with them every day On Tuesday 4th June 2-3pm GTM Leaders & Aircall are coming together for a virtual webinar to reveal actionable advice on how busy customer support and sales teams can deploy coaching strategies that boost both customer and employee satisfaction 🙌 Joined by Shabri Lakhani, GTM Advisor, Chris Haddow, Regional Sales Director at Planhat, James Mensforth, Sales Director at Aircall & Lisa Kirkwood-Jones, Commercial Leader from Reward Gateway 💥 🚀 What are the key ingredients of customer and employee satisfaction? 🤝 Where does coaching come into play? 🔥 How can you start being a better coach today? This webinar is free to attend 🙌 Register here: https://lnkd.in/eKh_upjc #coachingstrategies #customersatisfaction #virtualwebinar

10

There are six fundamental issues with MQLs 👇 1️⃣ Lack of insight 2️⃣ Poor buying experience 3️⃣ Wasted marketing investment 4️⃣ Leaky sales funnel 5️⃣ Longer sales cycle 6️⃣ Low conversion rates If not MQLs, then what? A Buying Group motion based in Opportunities is the logical next step. Read the full blog on Salesforce Ben to learn about the problems with traditional models and how a Buying Group motion plays out in processes and technology 👉 https://bit.ly/3Lrmibg #OpportunityMotion #ABM #MQLs

11

🚀 Unlock New Value in Your SaaS Business Did you know post-sales growth can supercharge your company’s valuation? In SaaS, the real journey begins after the sale: 1️⃣ Maximise Lifetime Value: Focus on CLV for a reliable revenue stream. 2️⃣ Build Lasting Connections: Storytelling transforms products into trusted partners—just ask HubSpot, who boosted revenue by 41% 3️⃣ Engage Through Innovation: Product updates that meet real needs keep clients loyal. Embrace these strategies to position your SaaS as a high-value investment. Ready to elevate your growth? Let’s connect! 👇 Book a time with me here: https://lnkd.in/gymjvPDE #PostSalesGrowth #SaaS #CustomerSuccess #BusinessValuation #CustomerLifetimeValue #Innovation #Storytelling #InvestorConfidence

7

2 Comments

There’s not enough benchmarking data for EMEA SDRs. Whether that’s salaries, compensation plans, tech stacks, and more—information on EMEA SDRs is basically invisible. 👻 And something has to be done! SDR Leaders of EMEA is asking to hear from you to help build the context needed for EMEA SDR roles. Fill in the survey at the link below, and you'll have the chance to win some 🦕 merch that we’ve been holding in the vault for over a year! 😏 Fill in the survey here 👉 https://lnkd.in/eiEbMpUX

28

11 Comments

There’s not enough benchmarking data for EMEA SDRs. Whether that’s salaries, compensation plans, tech stacks, and more—information on EMEA SDRs is basically invisible. 👻 And something has to be done! SDR Leaders of EMEA is asking to hear from you to help build the context needed for EMEA SDR roles. Fill in the survey at the link below, and you'll have the chance to win some 🦕 merch that we’ve been holding in the vault for over a year! 😏 Fill in the survey here 👉 https://lnkd.in/eiEbMpUX

18

15 Comments

Did you know that out of 100 cold calls, an SDR can expect at least two calls to convert into warm leads? Data from Cognism says that 49% of buyers prefer to be contacted through a cold call. However, the journey doesn’t stop there. It takes an average of 8 call attempts to reach a prospect, and once you have a qualified lead, 20% of them will convert into a sale. So, how can you improve your success rate? Make ‘follow-up’ your new ✨ mantra ✨ Persistence is key. Turning a prospect into a lead can take at least 5 follow-up calls. So, this is your sign that you should not get discouraged after the first few attempts. Keep pushing, keep following up, and watch your success rate soar. How do you stay motivated when following up? Let us know in the comments 👇

5