Keenan .

Is Your SaaS Business Leaving Money on the Table by Ignoring Rate Limits? When scaling your service, rate limits aren’t just an afterthought—they’re a must. Too many businesses miss this step early on, and it costs them. Why should you care? Without rate limits, you’re paying for extra calls, whether they’re to internal systems or external APIs. Each unchecked call eats into your bottom line. Plus, storing frequently fetched data in a table can cut redundant calls and save time, budget, and server load. stories of fractional CTO. #SaaS #TechStrategy #RateLimits #CostEfficiency

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“What do they do again?” is the kiss of death! “What do they do again?” is intellectually lazy! “What do they do again?” screams I didn't care enough to spend an ounce of time looking them up! “What do they do again?” is disrespectful to relationships who believe in you, recommend you, or advocate on your behalf. Read this post and then watch the podcast interview by Jason M. Lemkin and commit to yourself to never stop growing, learning, or losing your edge. https://lnkd.in/exuuntYg? #GreatSalesLeaders #LeadersWhoWantToSell #SaaStr #NeverStopGrowing

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The transition from founder led sales -> a repeatable GTM motion is hard... Extremely hard. There are so many things to consider to mitigate risk and get as many repetitions on closed loop feedback as quickly as possible. -> what profile of a rep should I hire -> how to assess the right talent -> SDR or AE or growth hacker type or both -> what channels should we be testing -> what does good look like? What does great look like? -> how do I know if we’re making progress? And so much more… We’re discussing all this live next Tuesday at Kiln. If you’re in Utah, come check it out: https://lnkd.in/eQ9dyJK4

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If you use MEDDICC, you may be unconsciously incompetent. MEDDICC is everywhere, and it shows up in our new SaaS prospects where we upgrade it. In the end, it tells you what you have from a qualification standpoint. However, it misses a framework to hold it together in the context of why the other side of the table cares. MEDDICC is just a subset of the answers you need to get. If consistently applied, it won’t show you everything that’s missing… What’s better? Giving you the techniques, skills, and a superset of elements to truly align with the other side of the table. Being able to connect with the prospect is what really matters. Looking for a sales edge? See how ValueSelling can transform your approach. Check out the featured section on my profile for the link. P.S. - Get some value? Follow me for daily posts.

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My biggest tip for demos: practice navigating your platform as your ICP. What specific challenges/workflows/use cases does your ICP use your product for? The demo isn’t to show cool features.. it’s to show how you can solve their problems. Practice solving problems on your demo account! 🤔What’s your demo tip?

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Salespeople sell tools; practitioners understand their real-world applications.   It's easy to feel like you're drowning in the sea of GRC SaaS tools. Every salesperson touts theirs as the ultimate solution, promising to solve all your problems. We hear from clients all the time that there are too many options, too much noise and that It's overwhelming.   Remember, no tool is perfect. Each has strengths and limitations. It's not about the tool itself but what you want to achieve.   When I start a home project, I'm not going to Home Depot to look for the best hammer I am looking for the best tool in the context of what I am trying to accomplish.   Just like choosing a tool at Home Depot, it's about what gets the job done, not just what's on the shelf   So how do you look beyond the noise and choose a tool that works for you?   Start with your business and cyber GRC objectives. You have to look beyond the sales pitch and determine, what meets your specific needs.   So what's the real impact of GRC SaaS done right? Continuous Program Insight: You gain 24/7 visibility into your operations. Executive Reporting: You simplify complex data to show progress effectively. Gaining Executive Buy-In: You help leaders understand the strategic importance. Streamlined Management: You enhance efficiency and effectiveness. Linking Controls to Risks: You strengthen risk management practices. Customer Assurance: You demonstrate maturity and compliance confidently. Flexible Frameworks: You adapt to diverse organizational needs.   At Hotman Group, we offer a production ready GRC implementation Including data migration, planning, alignment and full configuration of workflows that meet the requirements of your GRC program. Need help picking a GRC SaaS tool? Send me a message and my team would be happy to help. Logan Fuller Yury Larichev Uma Mahesh Reddy, CCISO, CISSP, GICSP Chris Roberts Erik Oros #GRC #CyberSecurity #BusinessStrategy #RiskManagement #Compliance

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Here's a great example of what NOT to do related to a price objection. It's also a great way to train your prospects to *never* pay the initial asking price. 👀 This is a follow-up email after I said, "Not now," to a SaaS product demo. (I said I was very interested.) In our book "When They Say No," we discuss the crucial importance of not rushing to discounting as a strategy for getting a yes. In fact, discounting helps erode trust in salespeople. 🙄 If needed, change the offer, which changes the price. And now, thanks to this email, when I am finally ready, I will pay a lower price. 🤑 (And don't get me started on the question of what I was quoted...) #salestip #whentheysayno #GoforNo

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𝗙𝗶𝗿𝗶𝗻𝗴 𝘁𝗵𝗲 𝗢𝗹𝗱: 𝗛𝗼𝘄 𝗖𝘂𝘀𝘁𝗼𝗺𝗲𝗿 𝗘𝗱𝘂𝗰𝗮𝘁𝗶𝗼𝗻 𝗦𝗺𝗼𝗼𝘁𝗵𝘀 𝘁𝗵𝗲 𝗣𝗮𝘁𝗵 𝘁𝗼 𝗡𝗲𝘄 𝗧𝗲𝗰𝗵𝗻𝗼𝗹𝗼𝗴𝘆 𝗜𝗺𝗮𝗴𝗶𝗻𝗲 𝘁𝗵𝗶𝘀: A customer finally decides to upgrade their software, but a nagging question holds them back: "What about the old one? How do I get rid of it?" This scenario, highlighted by Clay Christianson in HubSpot Academy's Sales Enablement course, perfectly illustrates a common hurdle in SaaS adoption – the fear of change. Customers are often comfortable with existing processes, even if a new solution offers significant benefits. 𝗦𝗼, 𝗵𝗼𝘄 𝗰𝗮𝗻 𝘆𝗼𝘂 𝗵𝗲𝗹𝗽 𝘁𝗵𝗲𝗺 𝗼𝘃𝗲𝗿𝗰𝗼𝗺𝗲 𝘁𝗵𝗶𝘀 𝗶𝗻𝗲𝗿𝘁𝗶𝗮 𝗮𝗻𝗱 "𝗳𝗶𝗿𝗲 𝘁𝗵𝗲 𝗼𝗹𝗱 𝗽𝗿𝗼𝗱𝘂𝗰𝘁" 𝗮𝘀 𝗖𝗹𝗮𝘆 𝗽𝘂𝘁𝘀 𝗶𝘁? 𝗘𝗻𝘁𝗲𝗿 𝗰𝘂𝘀𝘁𝗼𝗺𝗲𝗿 𝗲𝗱𝘂𝗰𝗮𝘁𝗶𝗼𝗻. 𝗜𝗺𝗮𝗴𝗶𝗻𝗲 𝘁𝗵𝗶𝘀: a seamless customer journey where users are actively engaged in learning about the new platform's features and benefits. 𝗘𝗳𝗳𝗲𝗰𝘁𝗶𝘃𝗲 𝗰𝘂𝘀𝘁𝗼𝗺𝗲𝗿 𝗲𝗱𝘂𝗰𝗮𝘁𝗶𝗼𝗻 𝗰𝗮𝗻 𝗯𝗿𝗶𝗱𝗴𝗲 𝘁𝗵𝗲 𝗴𝗮𝗽 𝗯𝗲𝘁𝘄𝗲𝗲𝗻 𝘁𝗵𝗲 𝗼𝗹𝗱 𝗮𝗻𝗱 𝘁𝗵𝗲 𝗻𝗲𝘄 𝗯𝘆: 🌟 𝗔𝗱𝗱𝗿𝗲𝘀𝘀𝗶𝗻𝗴 𝘂𝘀𝗲𝗿 𝗮𝗻𝘅𝗶𝗲𝘁𝗶𝗲𝘀:: Empathetic resources acknowledge potential challenges and provide clear instructions for navigating the new environment. 🌟 𝗛𝗶𝗴𝗵𝗹𝗶𝗴𝗵𝘁𝗶𝗻𝗴 𝘁𝗵𝗲 "𝘄𝗵𝘆" 𝗯𝗲𝗵𝗶𝗻𝗱 𝘁𝗵𝗲 𝗰𝗵𝗮𝗻𝗴𝗲: Compelling content showcases how the new platform solves existing pain points and offers significant improvements over the old system. 🌟 𝗕𝘂𝗶𝗹𝗱𝗶𝗻𝗴 𝗰𝗼𝗻𝗳𝗶𝗱𝗲𝗻𝗰𝗲 𝘁𝗵𝗿𝗼𝘂𝗴𝗵 𝘀𝗸𝗶𝗹𝗹𝘀 𝗱𝗲𝘃𝗲𝗹𝗼𝗽𝗺𝗲𝗻𝘁: Comprehensive training equips users with the knowledge and skills needed to leverage the new platform effectively, fostering a sense of self-sufficiency. 🌟𝗠𝗮𝗸𝗶𝗻𝗴 𝘁𝗵𝗲 𝗰𝗼𝗻𝘁𝗲𝗻𝘁 𝗿𝗲𝗮𝗱𝗶𝗹𝘆 𝗮𝘃𝗮𝗶𝗹𝗮𝗯𝗹𝗲 𝗮𝘁 𝘁𝗵𝗲 𝘁𝗶𝗺𝗲 𝗼𝗳 𝗻𝗲𝗲𝗱: Include: ✔ 𝗦𝘁𝗮𝗿𝘁-𝘂𝗽 𝗴𝘂𝗶𝗱𝗲𝘀 through email that explain the process. ✔ 𝗜𝗻-𝗮𝗽𝗽 𝗴𝘂𝗶𝗱𝗲𝘀 that lead the user to the early simple steps. ✔ 𝗦𝗲𝗹𝗳-𝗽𝗮𝗰𝗲𝗱 (𝗲𝗟𝗲𝗮𝗿𝗻𝗶𝗻𝗴) 𝗰𝗼𝘂𝗿𝘀𝗲𝘀 that are relevant and easy to complete, giving a larger overview of how the product will help them achieve their goals. ✔ 𝗜𝗻𝘀𝘁𝗿𝘂𝗰𝘁𝗼𝗿-𝗹𝗲𝗱 𝘄𝗼𝗿𝗸𝘀𝗵𝗼𝗽𝘀 that allow the user hands-on practice and the chance to learn how others plan to use the application. By addressing the human element of change, customer education plays a crucial role in driving successful SaaS adoption. This, in turn, leads to happier customers and a more successful business for you. Curious about how Customer Education can scale your Customer Success - Let’s talk! 💬 DM me  or 📅 Schedule a time to talk (calendly [.] com/pmicznik/talk) Picture by DALL·E #customereducation, #customersuccess,#salesenablement #customerjourney

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Most B2B sales math is flawed, or just wrong. The biggest problem with this is that companies base Sales team staffing, activity requirements and GTM investment on these numbers, wasting millions.  According to the cognoscenti: 8-12 = Touchpoints required to book a meeting with a B2B executive 1% = Cold email response rate 24% = Cold email open rate 36.4% - 47% = Percentage of enterprise AE's who hit quota 91% = Percentage of sales teams that failed to achieve >=80% of quota targets I am not saying that the above data is wrong, as these measures have proven to be pretty accurate. I am saying that the expected execution that is being measured is either fundamentally flawed or antiquated. So, WHAT is being measured is the problem, not the measures themselves. This is about addressing execution quality vs. quantity, and yet so much of our execution still focuses on coverage and activity vs. productivity. What is observably true: The majority of prospecting content is low value, one-to-many messaging that favors coverage over focus and quality, making it very easy to quickly recognize and dismiss. The majority of sales processes require current FY, in-market demand to function, which means that vendors are lagging/chasing the prospect/customer, and often direct competitors, leading to low win rates and wasted SG&A. We all know this math: 67% to 77% = The percentage of the “buyer journey” that is completed digitally before they speak to/engage a salesperson/vendor. If you want to successfully engage an executive, tight focus on your compelling financials mapped to how they are measured and paid is required, not optional, especially in a NNN motion. This takes time and expertise, but when done properly this indexes to 7-13% engagement rates after an average of 3 touchpoints. Getting this right indexes to higher: TCV, win rates, revenue velocity, and quota attainment rates. Execute objective project and program (engagement) management skills vs. typical sales methodologies, requiring value driver based DCF analysis, joint RACI and critical path determination 👉🏼up front👈🏼, and win rates will increase. Technology has evolved, business has evolved and it is time for decades old sales processes and prospecting approaches to do the same vs. fine tuning what has proven to not work well at scale. Without fundamentally evolving HOW and WHAT we execute, the above numbers will not change. How much more of the above math do we need to prove this? #b2bsales #b2bgtm #salesenablement

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Effectively managing a sales pipeline is crucial for ensuring consistent revenue growth and hitting sales targets. A well-organized pipeline gives sales teams a clear view of where each deal stands, allowing them to prioritize efforts on high-potential opportunities. It also helps in identifying bottlenecks in the sales process, enabling quick adjustments to improve conversion rates. Additionally, managing a pipeline effectively ensures accurate forecasting, giving the business insights into future revenue. Without proper pipeline management, deals can slip through the cracks, leading to missed opportunities and reduced revenue. Read the article, prepared by Forecastio, to learn the anatomy of a high-performing sales pipeline. #b2bsales #salespipeline #salesoperations

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Do you know what a Sales Performance Improvement Plan refers to? Do you know how to craft a Sales PIP properly to boost sales results? You can find answers to these questions in the article below. The ability to detect a sales representative's performance gap is just the first step. The more important goal is how to design a sales performance improvement plan to eliminate this gap. Do you use Sales PIPs in your company? #b2bsales #salesperformance #salesleader #pip #salestips

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The path to $10MM ARR is about finding your repeatable, scalable sales motion. The formula is simple, but not easy. It looks like this: Effort + Enthusiasm + Messaging + Lead Quality = Results When you are scaling a sales team, your job is to manage the inputs. Those are the things on the left side of this equation. If you can reduce the variability of the inputs, you will have more consistent results. Put another way. Consistent inputs leads to consistent outputs. Let's break it down... 1. Effort is the driver for your sales performance. You cannot scale without consistent effort. Effort includes the velocity of sales activity (phone calls, emails, meetings, etc.). Effort also includes the way that you execute your sales activity. This is your sales process and sales playbook. You can improve the quality of your effort with learning and development. 2. Enthusiasm is an amplifier for your effort. You have to act like you want to earn the business. A little enthusiasm goes a long way in closing more business. I've found that you can't teach enthusiasm. You must hire for it. 3. Messaging is how you get prospects to believe what you believe. Your messaging is your value prop. It's how you approach your ICP. It's the way that you convince customers that their current version of the world is no longer acceptable and they must make a chance. The best messaging illustrates the consequences of inaction. 4. Lead quality drives your conversion rate You have to stay focused on your ICP. The more variable your lead quality, the more inconsistent your sales results. The best effort, enthusiasm, and messaging are helpless if you are focused on the wrong accounts. This is the formula for predictable, repeatable, scalable sales. Manage the consistency of your inputs and you will have consistent outputs. What about you? What's your formula for repeatable results?

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Segment design is one of my favorite parts of TigerEye. Cutting segments with simple rules is so incredibly powerful when you consider how each rule interacts with the others. When you're editing segments in TigerEye, you're generally working in a plan scenario. While you're developing the plan it doesn't change any production data - you're in a sandbox until you decide to publish the plan. This lets you see the impact of segmentation changes without messing up current account assignment or even showing your work to others. You can explore different ideas quickly and safely. We really believe that the reliance on manual work in spreadsheets is holding back operational teams - RevOps, SalesOps, MarketingOps, FinanceOps. These are critical strategic functions in modern business and we're building tools to help empower these teams to 10x their impact.

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Did you know that over 50% of a buying committee has already made their decision before they even contact a vendor? In the SAAS FUEL podcast, we discuss how this changes the game for sales teams. It's a wake-up call for companies to rethink how they connect with potential buyers early on. Click the link for the entire episode. https://hubs.la/Q02zrdHn0 #BuyersJourney #virtualCMO #GrowthStage #TechCompanies #Startups

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Normalizing to meet market demand isn’t the same as dying… Rightsizing to meet market demand is what happens when companies need to earn a profit vs inflate valuations. If the growth projections aren’t based in reality nothing you do based on it will be either

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Partnerships. They are at the heart of many businesses. The Partnership Evolve - Pipedrive CRM Experts has with Pipedrive is a special one. It is at the heart of what we do, as a CRM and Sales Technology consultancy because we believe in easy-to-use sales technology for individuals, the team and the business owners. CRM gets a bad rap. A lot of that comes down to poor CRM selection*, set-up, adoption and partners. Find the right partner for you and your business... find Evolve on the new Pipedrive CRM Partner directory. #CRM #salestech #partnerships #partners #pipedrive #evolvepipedrive #evolve -- *Other CRMs are available... some very good. **Others are comically complex and expensive ***Business requirements trump software features --

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Wondering how to merge PLG and SLG for maximum impact? Japna Sethi talks about how they made this work at companies like Dropbox, Productboard, and Calendly. She calls it "defining the API" between the two growth motions so the right PLG leads get passed on to your sales team and shares the details on the approaches at the companies she has worked. For the full episode: https://lnkd.in/d-2ZAvir

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How much retention would go up? If... - The Customer Success org starts with Solutions - There's a Chief Solutions Officer on the board - AEs consult with SEs on all ongoing deals - Customers talk 80% in conversations - Focus is on adoption, not renewals I'm guessing by A LOT. That's the GTM SaaS world I envision. P.S: True customer adoption nearly guarantees renewals. #presalesevolution #customersuccess #saas

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Asking 3 simple questions can change the trajectory of your SaaS sales success. Ask yourself: ✅ Who are my ideal customers? ✅ Where are they spending their time online? ✅ Where are they actively searching for solutions like mine? The truth is, there’s no such thing as a “bad” SaaS product. If your product works, there’s a market for it. The challenge isn’t your product. It’s connecting with the right audience in the right places. Whether your value lies in affordability, efficiency, or effectiveness, there are people looking for what you offer. But they won’t find you unless you’re strategically positioned where they’re searching. Here’s how you bridge the gap: ✅ Start by understanding your customers’ pain points. ✅ Identify the platforms or spaces where they’re looking for solutions. ✅ Deliver a tailored message that highlights how your tool solves their problem. When your marketing meets your audience with clarity and precision, sales will follow. It’s not about doing more. It’s about doing the right things in the right places. Take a moment to reflect, Are you asking these three questions consistently? If not, this might be your missing piece.

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