Brian Sharp

Deel implemented DealHub CPQ and reduced their price quote creation time to under 10 minutes (instead of 24hrs). They’re one of the fastest growing SaaS companies in the world, and ‘speed of execution’ is a core principle in their GTM motion. Austin Cook Kiessig shared his thoughts with us in the full interview (click on the link below) as to why they needed to reimagine their Quote-to-Revenue workflow so that salespeople were enabled to execute, and customers would receive a first-class experience. Their strategic approach goes beyond speed; it's an extension of the leadership mindset that has matched tools/solutions to their growth mindset. Find out how Deel did it and why having a rockstar CPQ expert like Goldie Spector to partner with is making a massive difference. Check out the full CPQ success story here > https://okt.to/XPnMFo #Deel #GTM #DealHubCPQ

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New episode 🎙🔥 Tune in to episode GTM 114 of The GTM Podcast to get insight directly from Adam Robinson on: -The power of a founder's personal brand and thought leadership to drive growth, especially in the early stages. -The shifting landscape of B2B marketing and sales, and why every SaaS founder will need to build an audience via organic social media to succeed. -The experience of people feeling like they know you from your content. -Factors that led to Adam's LinkedIn content resonating and driving massive growth. -Swapping value with other founders by cross-pollinating audiences. -Feeling like content creation is work, not play, and how to build the habit. + more Available wherever you get your podcasts, including the links in the comments👇

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Part 5. Strategic Incentives: Maximizing the Potential of SaaS Trial Winbacks The right incentive can winback a lost trial user. But it's not about discounts—it's delivering value that resonates. Why strategic incentives are crucial for trial winback: 🔹 Provide a compelling reason to give your SaaS product another chance 🔹 Address specific barriers that prevented initial conversion 🔹 Demonstrate your commitment to user success 🔹 Create a sense of urgency and exclusivity Your trial users showed initial interest but didn't convert. The right incentive can reignite that interest and reaffirm your product's value. It's time to craft offers that empathize with their needs and address their pain points. Here's how to create effective incentives for trial winback: 1. Analyze data from successful conversions to identify key value drivers. 2. Segment trial users that didn’t convert based on their behavior and exit points. 3. Design targeted incentives that address each segment's specific needs. 4. Consider offering extended trials or feature unlocks instead of discounts. 5. Create time-limited offers to drive urgency without devaluing your product. 6. Pair incentives with personalized onboarding or training sessions. Effective incentives don't just aim for a quick trial winback—they set the stage for long-term customer success and loyalty. What's the most effective incentive you've used in your trial winback efforts? Share in the comments. #SaaSWinbackMastery #SaaSIncentives #TrialWinback #CustomerConversion #SaaSWinback #SaaSCopy

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In the wake of the California Minimum Wage Act, many businesses are grappling with the added pressure of increased payroll expenses. To adapt to these changes, it's important to explore sustainable solutions. Businesses can choose to reduce labor, increase prices, automate operations, or a combination of the three. However, cutting labor hours may have negative consequences for revenue and customer experience. Investing in technology offers a practical solution to mitigate labor costs. Automation and AI can streamline operations and increase efficiency. GRUBBRR®'s technology can make a substantial impact on automated customer service, operational efficiency, and data analytics. Check out the self-ordering platform and digital innovation that GRUBBRR® offers to help your business adapt. #GRUBBRR #BusinessAdaptation #MinimumWage #TechSolutions #CaliforniaBusiness #selforderingplatform #retail #qsr #digitalinnovation #kiosk Samsung Electronics America https://lnkd.in/ekbqXRQY

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Are you the hero in your business–or is your customer? In my conversation with Josh Cadillac on the Know Your Shit podcast, we talked about this mindset shift that can transform your business. Too often we focus on being the best, but we should be focused on being the most understanding about our customers. It’s about helping them make sense of their world, not just selling them a product/service. The key? 🔑 Listen to the episode to find out: Apple: https://hubs.ly/Q02VWk6Z0 Spotify: https://hubs.ly/Q02VWdB50 What strategies do you use to make your customers the heroes in their journey? #KnowYourShit #TheRevenueAccelerationFramework #CustomerSuccess #BusinessGrowth

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The new episode of The Science of Scaling Podcast dropped today. In this episode, I speak with Ang McManamon the VP of Sales at Crunchbase. We dissect managing sales through a pivot, specifically how she managed the team as the market transitioned from one of the most bullish markets in tech in 2021 to one of the biggest down markets in tech in 2022. Example discussion points include: How to manage a board that is demanding an unrealistic revenue target? (1) Educate them on the current bottoms-up GTM model by showing them where the team has been performing on the key drivers of revenue outcomes over the past 2 quarters (i.e. the average productivity per rep (PPR), MQLs generated per month, average sales cycle and close rate on sales opportunities, etc.). We implement this framework with our portfolio companies Stage 2 Capital before issues like this even surface in order to establish the narrative from the beginning. (2) Illustrate where these metrics need to be to achieve the revenue outcomes they are demanding. Often this analysis yields the conclusion that the team would need to 2x PPR, MQL generating, and and close rates essentially overnight. Hopefully, they start to see how unrealistic the plan is and that the plan is going to lead to unnecessary burn and departures of top performers (3) Using the bottoms-up model, devise an aggressive but realistic plan that assumes say a 10%-20% Q/Q improvement in each of the performance drivers and the revenue outcomes that this performance would yield. (4) The board may ignore this line of thinking but at least we have educated them on the revenue mechanics and can use that framework to report back results at the next meeting. How to quantitatively assess whether a revenue miss is due to a macro condition, like the economy, or sales execution, like hiring and training the salespeople? An area few boards and leadership teams look at to conduct this diagnosis is the quarter-over-quarter performance of individual AEs, especially the consistent top performers on the team. If the company misses the target and you look under the hood and find that the historic consistent performers are still performing as usual and the miss was driven from AEs hired in the last year, we have a sales leadership execution issue. However, if we look under the hood and see that even the top performers' PPR decreased, perhaps at about the same time and about the same amount, then we have likely have a diagnosis outside of sales execution (i.e. economy, competition, product, etc.) Anyway, Ang is awesome and was completely open about this journey that so many leaders experienced over the past two years. Check out the episode here! https://lnkd.in/e2QiuPEH

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Does your company operate in a "make every month" cadence? Most SaaS companies do-- you aren't alone. Few companies have accurate forecasts outside of a 90-day time horizon and we dig into the reasons for that and how to improve forecasting processes. One reason is this make-every-month cadence of pulling deals in, but also that forecasting is siloed with sales. Let's talk about how to improve forecasting and break this cycle: https://sta.mx/o41f

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🙋🏻‍♀️🙋🏻‍♀️🙋🏻‍♀️🙋🏻‍♀️🙋🏻‍♀️ 🙋🏻‍♀️🙅🏻🙅🏻🙅🏻🙅🏻 Nearly 6 out of every 10 B2B buyers check out product demos in the process of buying software (Source: TrustRadius). When product demos are so influential in the buying journey, you can't simply *wing it* and hope potential customers will convert. You need a stellar self-guided demo to give users a glimpse into your product's core capabilities and nudge them to sign up. Here's how: 🌟 Personalize the user experience Create different versions of a product demo for various personas in your target audience. And let viewers explore the demo at their own pace, choosing what they want to see or learn about. 🧑🏻‍💻 Present a real-world scenario Pick a specific situation your users face regularly. Then, set the scene, introduce the problem, and show how your product comes to the rescue. A real-life story engages the audience and makes the demo more memorable. ⌚ Keep it short and engaging Cut through the noise and get to the heart of what makes your product special with a concise demo. It can invite questions and interactions, opening the door for a conversation rather than a one-sided presentation. 🫡 Build demos for an intermediate user An intermediate user is someone who has some familiarity with the type of product you're offering but isn't an expert. Targeting this level means you're likely to resonate with a broad audience without going over their heads or underwhelming them. Found these tips helpful? 👉🏻 Check out our best practices for creating high-impact product demos here https://lnkd.in/gJG-rG4y #productdemos #b2bbuyers #b2bbuyingjourney #salesenablement #productdemotool #interactivedemos

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With 40+ GTM workshops – where do you start? Here’s an overview of the Centrae PE Revenue Acceleration Framework. Some people call it a “PE Portfolio Company Playbook” or a “Toolkit”. Either way, it’s a proven approach to growing revenue for lower middle market companies. We start with an assessment, then guide the company through a learning plan to leverage the right workshops for their business. Here are just a few: 1.   Market Research -TAM/SAM -Ideal Customer Profile -Buyer Persona -Buying Process Maps -Value Proposition 2.   Sales Fundamentals -Sales Revenue & Budget -Sales Org Design -Talent Hiring & Onboarding -Territory Design -Compensation & Quota -Pricing Strategy -Channel Strategy -Sales Leadership -Customer Success 3.   Marketing Fundamentals -Lead Management -Strategic Brand Direction -Marketing Org Design -Campaign Strategy -Content Strategy -Digital Strategy -Product Naming 4.   Sales Execution -Prospecting -Opportunity Management -Deal Desk -Configure, Price & Quote -Channel Optimization -Sales Operations -Technology Stack -Key Account Enablement -Win Strategies -Sales Plays & Playbooks 5.   Marketing Execution -Buyer & Competitive Positioning -Lead Management -Content Development -Product & Marketing Launch -Campaign Build -Customer Marketing -Account Based Marketing -Field Marketing -Agency Marketing -Marketing Operations Any other Commercial/GTM/Revenue Growth in your toolkit?

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Even the most value-packed product can lose customers if the user interface is clunky or the onboarding process is cumbersome. In addition to focusing on customer value and ROI, investing in user-centric design and streamlined workflows can significantly reduce churn. Regularly gathering and acting on user feedback can help SaaS companies stay ahead of the curve and continuously improve their offerings. Adaptability and a commitment to evolving alongside customer needs are key to thriving in this competitive landscape. Until next time, share what you are doing. What's working for you and what's not working? ……………………………………. PS: Wanna become better at customer success - retain, grow and help your customer, visit --> https://successguardian.in #saas #cco #customersuccess

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Episode #65 of the future founder podcast is live. In this episode, I speak with Kristie Jones, Founder of Sales Acceleration Group. We discuss the keys to success in any SaaS sales role and the common hurdles she experiences while helping founders scale their startups and sales teams. Check out the full episode on YouTube: https://lnkd.in/gUKyekHY

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How to stand out in SaaS? 🤔 Picture the average B2B website: same old thing, right? Join us at RevCon on Oct 2nd, as Peep Laja will show you how to create messaging that grabs attention and makes your brand shine. 🔥   You'll learn how to: - Connect with your audience: Tailor your messaging to meet their desires and needs. - Create a memorable UVP: Develop a UVP that highlights your SaaS product. - Blend emotion and logic: Combine emotional and logical messaging to engage your audience. - Enhance customer experience: Use great experiences to strengthen messaging and gain a competitive edge. Register now! ➡ https://lnkd.in/dwvzcPka   ⭐ Meet the speaker ⭐ Peep Laja, CEO @ Wynter. 3x Founder. Host of the How to Win podcast.   Peep started Wynter, a platform that’s shaking up B2B messaging with targeted message testing and Ideal Customer Profile (ICP) research. Since launching in 2021, Wynter has become the go-to for businesses looking to fine-tune their messaging strategies. With years of experience, Peep offers a fresh take on creating messaging that really works.

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You might think your SaaS company is on the right track, but are you measuring the metrics that truly matter? If your RevOps metrics are not driving your decisions, you might be flying blind. Here are the vital signs you need to be monitoring: 1) Customer Acquisition Cost (CAC): ↳ Understanding how much it costs to acquire a new customer helps you focus on efficient marketing and sales strategies. If you don’t know this number, you’re just guessing. 2) Customer Lifetime Value (CLTV): ↳ This tells you how much revenue you can expect from a customer over the duration of your relationship. When CLTV > CAC, you’re setting yourself up for sustainable growth. 3) Churn Rate: ↳ Keep a pulse on how many customers stick around. High churn means you need to pivot. Fast. 4) Monthly Recurring Revenue (MRR): ↳ This is the lifeblood of any SaaS business. Tracking MRR helps you forecast growth and cash flow accurately. 5) Net Promoter Score (NPS): ↳ Sometimes, it’s not about the numbers, but how your customers feel about you. An NPS survey can be like a personal check-in for your business. If you want to level up, knowing these metrics is non-negotiable. What are you tracking that I missed? Let’s share ideas and help each other grow! #SaaS #B2BSaaS #Metrics #CAC #CLTV #MRR #ChurnRate #NPS #RevOps #TheCluelessCompany

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🚀 "PLG is not anti-sales." Kyle Poyar, Operating Partner at OpenView, clears up a common misconception about Product-Led Growth (PLG) in this snippet from the Experience-focused Leaders podcast. He dives into how successful PLG companies like Calendly effectively integrate sales teams, showing that PLG and sales work hand-in-hand. Alex Shevelenko 💚✖️🧠 #relayto #podcast #PLG #ProductLedGrowth #Sales #Podcast #Leadership

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Ever noticed how some sales chats end up in high-fives and victory dances, while others just deflate like a sad balloon at a birthday party? Well, grab your notebooks, folks, because we're about to crack the code on turning every sales talk into a mini celebration. Last time, Jeff clued us in on three red flags that could torpedo your sales faster than you can say "commission." But today, we’re flipping the script and scouting for green flags in the wild terrain of new home sales. Learn about the magical trio of buyer behaviors: forming an emotional bond that’s stickier than super glue, taking a scenic trip down the sales journey together, and why a customer who can chat your ear off might just be your golden ticket. Tune in, turn on, and close deals like a boss by spotting these tell-tale signs. Don’t be the last to master the fine art of sealing the deal with a smile! https://hubs.ly/Q02sJWt-0 #salestips #salestraining #newhomesales #realestatesales

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Catch up on Adam Robinson's journey on The Force & Friction Podcast as he discusses scaling a SaaS company from $20M towards $50M ARR. Watch the full episode here: https://bit.ly/3YzjaBH "It’s a game of different rules at each stage". #ForceAndFrictionPodcast #RevOpsLife #GTM #SaaS #B2BGrowth #EntrepreneurJourney #ScalingUp

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The latest SaaS therapy episode just dropped. You don’t want to miss this one. We recorded this episode live with Greg Daines and 🗺️ Todd Kirk last week at Silicon Slopes for our CS Lunch & Listen event. In this conversation, Greg provides: 📈 Insights behind driving customer retention 🪄 Tips for client success to drive client engagement 🧠 Advice for shifting to a more proactive CSM mindset Give it a listen on Spotify or Apply Podcasts and stay tuned for more live podcast events. Episode link in the comments. #BrainStorm #SaaSTherapy #TechTalks

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