Craig Hewitt

Churn rates in SaaS are often taken for granted. A 5% churn rate? Sounds manageable until you unpack the numbers. If you're losing customers at that rate every month, you're left with less than half of your original users by the end of the year. The average B2B churn rate might be lower due to the methodical decision-making process, but there's no getting around the fact that B2C companies are more susceptible to quicker exits. Voluntary churn is where the real battle lies, as buyers pull the trigger on cancellations for reasons ranging from budget cuts to outright dissatisfaction. So, what's the play? You need to visualize your churn as a strategic battleground. Whether it's by tightening your onboarding processes, identifying churn indicators early, or even tailoring your cancellation offers, the aim is simple: keep the customers you’ve worked hard to acquire. Churn isn’t just a metric—it's a mindset. Let's debate: Is it smarter to accept a higher churn as a given in a rapidly changing market, or is the focus on reducing churn at all costs a more sustainable strategy? Keep it civil, folks. https://lnkd.in/ehMpvWed

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Too many companies are making the mistake of trying to turn SDRs into product experts during their onboarding. Don’t get me wrong, product knowledge is important long term, but does it add any value to the outcome you want them to deliver short term? Read more here if your are looking to shorten the onboarding period, increase the impact of any new SDR, and positively impact the payback period of your team:

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Benchmarkit dropped its 2024 B2B SaaS survey, check it out! Confirms what many of the SaaS founders told me in a tough 2023: shrinking growth rates, tougher NRR environment, and lower "magic numbers". Still great businesses to own and scale, but a tougher operating environment spilled over into the M&A numbers. Lets hope for a 2024 bounce back! Thanks Ray Rike for the great work here. How does your business stack up? https://lnkd.in/gVpfQAdU #saas #benchmarking

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What's the key to consistently hitting revenue targets? Look no further than the dynamic relationship between BDRs and Marketing. In our latest podcast episode featuring Bobby Loftus, Manager of Sales Development at Gainsight, we dive deep into the best practices for supercharging your BDR teams in 2024. If you're a GTM leader hungry for insider tips on maximizing your BDR team's potential, this episode is for you! Tune in now for insights and strategies that will propel your revenue engine to new heights. Don't miss out—click below to listen to the full episode! 👇

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Ready to transform your prospecting approach? We know pipeline is the heartbeat of sales success, but closing the gap between outreach and impact requires a new way of thinking. On November 14th at 11:00 AM EST, Richardson and Numentum are hosting a webinar, “The Future of Prospecting: Agile Meets Social.” Come join us to learn how agile prospecting paired with social selling skills empowers your team to: 🔍 Identify the right customers 💬 Deliver messaging that truly resonates 🚀 Drive conversations forward Register now to secure your spot: https://lnkd.in/e_TuVnHp #sales #prospecting #webinar #socialselling Dan Swift Jennifer Chauvin Numentum Richardson Sales Performance

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The most common thing I'm hearing from companies right now is low 'early stage' deal conversion. TOFU stagnation. If you are speaking to companies within your ICP and struggling to translate demand into pipeline, there's one thing I'm seeing more than anything else that is the root cause of why. You're finding pain.... but you're not building on it. Certainly not quantifying it. It's not enough to just find it. It'll end up with no action.

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The most important part of being a sales leader at a startup? Hiring. On this episode of the SalesDNA: Decoding life science sales podcast we are joined by Chris Dingman, CCO at OncoHost. Chris shares a wealth of sales experience with us in this episode. From strategies to tactics to career advice. You won't want to miss it. Takeaways - Challenges of hiring the right people - What you need to set up to start a diagnostics company - Using referrals to grow your account base - Should you get into leadership? Watch on YouTube or listen wherever you get your podcasts.

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What's the right balance of personalization in outreach, but not at the cost of time? Where does AI fit in? How do you use social proof to increase conversions? Join me next week with 50+ other revenue leaders for a live discussion on B2B outbound sales with two incredible experts: - Sarah Allen-Short, VP of Research at GTM Partners - Christian Piuma, CEO and co-founder at SalesLeap 📅 next Tuesday, September 17th at 3pm EST. We'll unpack these questions and more as we dig into:   👉 The most effective tactics in 2024 for capturing attention and generating leads. 👉 Innovative ways to use social proof to build trust and credibility with buyers. 👉 Key trends shaping the future of outbound sales and how to adapt your strategy. Link to register below 👇 #gtm #marketing #sales

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Welcome to the latest episode of Scale Your Sales, where our guest James Cuthbertson brings a wealth of knowledge and expertise on revolutionizing your sales process. Uncover the power of MEDDIC as not just a methodology, but a game-changing project management system. Discover how the top 5% of successful sellers are defying traditional perceptions, and the importance of implementing kick-off forms early in the sales process. Get ahead of the game with key insights on professionalizing your approach to deal management and drive your sales success to new heights. Tune in now and level up your sales game! https://lnkd.in/eCkQz_t2 #customergrowth #scaleyoursales #salesstrategy #salessuccess #salesprocess #meddic

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I see an industry wide need to include more functions and teams in the GTM motion, this one reflects pretty closely to what I have in mind https://lnkd.in/ek2iCWXb

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Check out the latest GTM Secrets podcast by Identity Matrix with Saad Shaikh at CAST AI! He's a RevOps guru for both enterprise and mid-market orgs. Learn what he thinks we should be doing to accelerate the sales cycle, how to structure revops, and what it takes to rock in your gtm operations. Get the full episode on YouTube, Amazon, Apple, Spotify, and more! Link in the first comment. #gtm #revenueoperations #martech

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Tech Stack for Your Entire GTM Sales Funnel Top – Middle – Bottom In today's era of advanced sales tech, it can be challenging to determine which tools to use at each stage of your GTM funnel. Here's some good suggestions: -- Top of funnel -- → Clay - Great for pulling and enriching lead lists for cold outbound → ListKit - Also great for finding valid B2B contacts → Common Room - Real buyer Intent signals and integrations → Instantly.ai - Sending platform and DFY domain set-up → Trigify.io - Social signals from Linkedin → LeadMagic - Find valid B2B email adresses and identify mx records -- Middle of funnel -- → Vector 👻 - Off site buyer intent + onsite lead identification → Distribute - Digital sales rooms → RB2B - Website visitor identification and enrichment → Calendly - Meeting book and pre call flows -- Bottom of funnel -- → Fathom - AI Meeting Assistant - Auto generate summaries of sales meeting and record content → Airtable - CRM and data reporting ----- What's your favourite part of the funnel to operate in?

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It's back! Come and mingle with the London Clay community tomorrow eve! Darcy Gleeson is moderating a panel of some pretty amazing Clay experts and SDR Leaders including Bill Stathopoulos, your truly, and Michal Milner! ---- *Agenda* 1️⃣ ​Strategies for scaling Outbound campaigns with Clay ​2️⃣ Enterprise Clay use cases: from CRM enrichment to warm outreach ​3️⃣ SDRs vs. AI + Automation: what the future holds for sales professionals ​4️⃣ Challenges with Cold Email in 2024: Avoiding spam filters, personalizing at scale, combining multiple data sources with Clay 5️⃣ ​Biggest lessons from building an Outbound agency + Some exclusive networking with some of the best SDR leaders and Clay experts London has to offer! 🎡 RSVP in comments. Please not that we only have space for 80 guests. #sdr #clay #gtm

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📊 It’s not just about having data; it’s about having the *right* data. That’s what Hive found by adopting Gong Engage and Gong Conversation Intelligence. This powerful duo surfaced insights and next steps for John Furneaux and Hive’s sales team. They can now breeze through deals, navigate discovery calls with ease, and uncover more opportunities. The result? A 44% increase in meetings booked and 30% rise in sales opportunities. And that’s not even the full extent of Hive’s wins! Read about the rest here: https://lnkd.in/gh-7X7jG 

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Customer Success isn’t just about keeping clients happy, it’s a boardroom-level conversation that investors will scrutinize. ⬇️ At #SaaStr2024, Nick Mehta from Gainsight broke down 10 critical questions that every founder and customer success leader should be ready to answer when engaging with investors. #CustomerSuccess #SaaS #TreeAndLeafPartners #NickMehta #Investor #Leaders #SaaStr2024

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Awesome SaaStock workshops yesterday led by Kevin "KD" Dorsey on how he operationalizes his sales teams and keep them up to date, Rita Jhaveri on the importance of customer onboarding with a fun workshop (Team Monkey FTW!), and Jake Dunlap for new insights on creating a effective buying experience. My biggest take aways from the sessions were: Our buyers' environment is changing and how they buy is changing. Are your internal processes staying up to date to meet your buyers where they're at? At startups I think of my sales org processes within a constant loop -> What's our.... TAM -> SAM -> SOM -> ICP -> Buyer Persona -> Pain Points for said personas within the ICP -> Does our product solve those pains points -> relevant messaging for marketing + disco + demo -> win customer -> case studies -> renew -> apply case studies and stories to new business sales cycle -> repeat The challenge I hear often is that people don't know what their ICP should be and so everything after that falls flat. But why is this so hard to figure this out? It's going to sound ridiculously simple..but it's your industry tags. Read more on why and how to fix it in the comments below and if you’re attending SaaStock today let’s meet up! #saastockusa2024

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If you are an SDR manager, you can help your team get meetings by responding to the outbound you're receiving from other vendors. Ask the SDR who is emailing you if they use anything for revenue intelligence [obviously insert your category] and go from there. Find out the information, and then give it to the lowest performing rep on your team for an easy win. Here's the email you can draft for your SDR: "Hey VP of Sales, I spoke with my manager who mentioned you were using XYZ already, she talked to John (one of your SDRs) who gave us the tip. Would you be willing to have someone on your team evaluate us as an alternative?" ^^ It sets. Try it! #sdrlife #sales

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Selling to the c-suite can be a daunting task for sellers at any point in their career. During a recent episode of the Sales Is King podcast, Salesloft CRO Mark Niemiec provided valuable guidance on coaching sellers to successfully navigate selling to c-suite executives. Listen to the entire episode on your preferred podcast platform.

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Show 👏me 👏you 👏know 👏me I looove this framework from Samantha McKenna‎, founder of #samsales Consulting for three reasons: 1/ It reminds reps to be strategic and do deep research on their prospects. 2/ It cuts through the noise of AI-generated spammy outbound. 3/ Most importantly: it works!! That’s why I’m so excited to host Sam for a special AMA all about creating outbound that works - and how to do it at scale. This topic is Sam’s bread and butter - literally how she became a LinkedIn Top Voice in Sales and gained over 100k followers! First, we’re covering social selling 101 and the Show Me You Know Me framework that has helped thousands of sellers up their game and close more deals.  Then, we’re digging into when and how AI can help you run social selling plays more efficiently. This isn’t about ‘set it and forget it’ AI outbound aka the new ‘spray and pray’. We’re talking real tactics to craft outreach that converts, without sinking hours into each message. Join us on Wednesday at 10am PT / 1pm ET for this deep dive AMA. You don’t want to miss this valuable information!! https://lnkd.in/enfDhCig

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