Nick Jordan 📈

Got 2 great questions on my guide to running renewals in HubSpot 💡 1. Where is the value for {{ deal.next_renewal_year }} coming from? 2. How are you parsing out the year from a date? In the renewal playbook we’re using the “Next Renewal Year” property inside of the CloneNer app to include the correct renewal year in the name of subsequent renewal deals. Here’s to set it up: 1. Create a new HubSpot property: Name: Next Renewal Year Object Type: Deal Group: Deal Information 2. Define your property Type: Calculation Output Format: Number Number Format: Unformatted Number 3. Add a custom formula → (year([properties.renewal_date]) + 1) 4. Test your formula by selecting a date and clicking Test. You should get back the next year. Eg. Date in 2024 → 2025 For more on managing renewals and recurring revenue in HubSpot check out the full playbook over in the ConnectedGTM newsletter (link in my profile) Here’s the highlights from part 1 of the renewals playbook: → Define your renewal process in a dedicated HubSpot deal pipeline and trigger the right milestone or time-based playbook for each customer. → Automatically move deals through your renewal pipeline as they make progress towards their renewal date. → Discover 2 simple methods for creating subsequent renewal deals and transferring the required context to the next phase of the customer journey. Any other questions let me know in the comments ✌️

64

14 Comments

Want red hot leads in your inbox daily? These are 𝗲𝗮𝘀𝘆 𝗺𝗲𝗲𝘁𝗶𝗻𝗴𝘀 𝘁𝗼 𝗯𝗼𝗼𝗸! Check it out... 1. Go into Apollo.io 2. Build a search using your ICP criteria 3. Then add your existing customers into past and excluded companies 4. Turn on daily notifications 5. Refresh your inbox each morning for new leads This will give you a list of ICP prospects who used to work at your customer's business but don't anymore. It feels like cheating. Want sales tips like this in your inbox each week? Join my newsletter & 𝗴𝗲𝘁 𝗳𝗿𝗲𝗲 𝗲𝗺𝗮𝗶𝗹 𝘁𝗲𝗺𝗽𝗹𝗮𝘁𝗲𝘀! https://lnkd.in/exp7FRMe Thanks Apollo.io for making outbound that little bit easier!!

46

23 Comments

guess whaaaat I got early access to the Navattic + Chili Piper B2B Buyer-First Report 2024 𝐨𝐯𝐞𝐫 𝐭𝐡𝐞 𝐩𝐚𝐬𝐭 𝟐 𝐲𝐞𝐚𝐫𝐬 𝐭𝐡𝐞𝐲 𝐠𝐚𝐭𝐡𝐞𝐫𝐞𝐝 𝐚 𝐭𝐨𝐧 𝐨𝐟 𝐢𝐧𝐬𝐢𝐠𝐡𝐭𝐬 𝐚𝐛𝐨𝐮𝐭 𝐒𝐚𝐚𝐒 𝐛𝐮𝐲𝐞𝐫 𝐩𝐫𝐞𝐟𝐞𝐫𝐞𝐧𝐜𝐞𝐬 𝐟𝐫𝐨𝐦: - manually reviewing the websites of 100 largest SaaS companies by company size (twice) - talking to 2k+ SaaS customers - speaking with B2B SaaS experts this is a LOT of work but totally worth it and after 2 years of collecting both qual. and quant. data, it's clear that certain trends separate the companies that prioritize the buyer’s experience vs. those that just plain don't 𝐢𝐧 𝐭𝐡𝐢𝐬 𝐫𝐞𝐩𝐨𝐫𝐭 𝐭𝐡𝐞𝐫𝐞 𝐚𝐫𝐞 𝐝𝐞𝐟. 𝐚 𝐟𝐞𝐰 𝐭𝐡𝐢𝐧𝐠𝐬 𝐭𝐡𝐚𝐭 𝐬𝐭𝐮𝐜𝐤 𝐨𝐮𝐭 𝐟𝐨𝐫 𝐦𝐞 𝐢𝐧𝐜𝐥𝐮𝐝𝐢𝐧𝐠: - companies with an interactive demo doubled from last year!! (this is HUGE) - avg. response time from book a demo went down from 2 days to 0 days (yay!) - 19% increase in companies sharing their pricing on the website vs. last year 𝐭𝐡𝐞 𝟐𝟎𝟐𝟒 𝐁𝟐𝐁 𝐁𝐮𝐲𝐞𝐫-𝐅𝐢𝐫𝐬𝐭 𝐑𝐞𝐩𝐨𝐫𝐭 𝐥𝐚𝐮𝐧𝐜𝐡𝐞𝐬 𝐧𝐞𝐱𝐭 𝐰𝐞𝐞𝐤 𝐁𝐔𝐓 𝐬𝐢𝐧𝐜𝐞 𝐈 𝐠𝐨𝐭 𝐭𝐨 𝐩𝐞𝐞𝐤 𝐮𝐧𝐝𝐞𝐫 𝐭𝐡𝐞 𝐡𝐨𝐨𝐝 𝐡𝐞𝐫𝐞’𝐬 𝐰𝐡𝐚𝐭 𝐈 𝐭𝐡𝐢𝐧𝐤 𝐰𝐢𝐥𝐥 𝐛𝐞 𝐭𝐡𝐞 𝐤𝐞𝐲 𝐭𝐚𝐤𝐞𝐚𝐰𝐚𝐲𝐬 𝐟𝐨𝐫 𝐢𝐧𝐭𝐞𝐫𝐚𝐜𝐭𝐢𝐯𝐞 𝐝𝐞𝐦𝐨𝐬 𝐭𝐡𝐢𝐬 𝐲𝐞𝐚𝐫: - top companies using interactive demos doubled since last year (the results from interactive demos are 🔥) - most interactive product demos are shown on a one level deeper Product page covering the product features (2nd place is showing it on the Homepage) - while there was an increase of interactive demos in 2024, there was also an increase in gating demos and if you read the report there's more info re: why that might be there is WAY more, lemme know if you want early access to the report by leaving a comment below ✌️&❤️ #marketing #startups #founders

31

13 Comments

SDR Bite-Sized Tips: Leads Deciphering 🧠 The best thing about SDR is that it can be done in a ton of ways. 1️⃣ You can spray & pray (with or without personalization) - yes, you'd still have conversions and appointments; 2️⃣ You can tailor and personalize first messages or connection requests and then fire away your offer - quite a decent approach; 3️⃣ Or instead of firing right away, you might try to get a conversation running first, ask some questions, spark interest - that could work excellently; Anyhow, your brilliant sequence (manual or automated) might not work for X people. And it's fine. The point is there is no magic pill or universal method. We just have to focus on a couple of really important points: - If we are generally reaching out to the right people at the right companies; - If our offer is relevant/ intriguing / on-time / strong; - If we try again & again, utilizing multiple sender profiles & different approaches. Deciphering how we get connected, what offers spark interest, what hooks work (on both company & contact level). It's like accounts rotation in your sales or SDR department. To reach the best results your team should operate like a single organism. GetSales.io actually helps to build one :)

15

2 Comments

Sales Agencies—you know the hustle. Scaling, bootstrapping, carving out your space—it’s relentless. But you’re not here to blend in... You’re here to make moves. The CloudTask Marketplace isn’t just another platform with empty promises—it’s designed for agencies to connect with buyers who are specifically searching for what you offer. Here’s how you can show up and stand out (with purpose): • Highlight what makes your services unique. • Share transparent details—pricing, geographies served, and impactful case studies. • Use videos to tell your story and quickly build trust. • Receive direct invitations to connect with serious buyers. Ready to meet buyers who value what you bring? To benefit, you’ll need to create a listing, which can take you 10 mins. If you’d like support to build yours, schedule a time by clicking "Book an appointment" in my profile or visit shop.cloudtask.com.

17

2 Comments

How to stay profitable in SaaS: Create a "Growth and Churn" Spreadsheet" Log every new sign up and every churn MRR. Only hire if your growth can afford it. It's as easy as that - still loving SaaS 12 years later.

51

3 Comments

SaaS CEOs, If You're Not Engineering Trust at Every Touch Point... You're Leaving money on the table. 💸 Use this 5-Question Trust Building Playbook to Boost your MRR This Week ​ Trust is the currency of the modern marketplace. ​ Without it, your retention rates plummet, referrals dry up, and your marketing efforts fall flat. ​ But when you master the art of trust-building, you unlock higher retention, more referrals, and smoother sales processes. ​ So how do you actually build trust on purpose? ​ 💎 You answer the 5 Trust Questions at every interaction. ​ Clarity and transparency reduce customer anxiety and build trust. ​ Imagine a customer navigating your site or interacting with your support team. ​ Without clear guidance, they feel lost and anxious. But when you consistently answer: ​ ​T - Tell me: Why am I here? R - Right place? (Am I in the right place?) U - Unsure what to do next! (What’s the next step?) S - So, what's gonna happen after that? (What happens next?) T - These feelings… when it all goes down, how's it going to feel? (How will I feel?) ​ They feel reassured and smart. ​ 🤔 Imagine what happens when you say exactly what’s going to happen, and that's actually what happens! ​ This consistency get’s registered subconsciously by your prospects and customers and they come to trust you faster. ​ That experience makes you an easy choice. ​ You know the average consideration to buy time is now up to 67 days? ​ That’s time you can be building trust through your remarketing. ​ This experience makes you referable. ​ I know... this concept is not sexy technology or funnels. It’s boring fundamentals—fundamentals that work! ​ Cheers, Jean-Michel “simple scales complex fails” Moreau ​ P.S. If you want to double your SaaS business this year and not five years down the road. Comment "double" on this post and I will personally help you develop a strategy for your company growth.

1

I meet and talk with 5-10 of the greatest GTM minds on the planet every week. CRO’s, VPs of Sales, CMO’s. 100% agree that getting outbound right is one of the hardest parts of their business, why? 1. Recruiting is hard again The same voices that sold tech sales as an easy path to 6 figures are now the voices saying the BDR role is dead. They sold a bill of goods to people who didn’t understand how hard this role is, are surprised these people who chose a path because it was sold as “easy” aren’t performing, and now have ulterior motives to pivot to a new message. Hard jobs are hard to recruit for. 2. Lack of Leadership 2020 through mid 2022 we had a bunch of capital bloat and talent bloat enter the market. Just like we have overvalued “zombie” companies we have overvalued “zombie” leaders who don’t know how to coach good habits for this type of market. Outbound was easy from 2014ish to summer 2022. 8 years is a long time, most of the voices we hear only know those times or only know what type of sales motion. 3. Absolute statements muddy the waters I've been around the block enough to click on their profile and see their track record. 99.9% of folks make these statements only sold transactional commodity technology, sold to GTM teams, or in most cases – only both. What works depends on multiple factors: ASP, buyer persona, and complexity of your sales process/customer’s buying process. Depending on what you sell – sometimes you are going to need to pick up the phone or send a note to get someone’s attention. That will NEVER change. 4. Generational consideration for career pathing is key BDR is still hands down the best route to market for future AE’s. You have to learn to prospect and get meetings before you can run a meeting, qualify, and manage a deal. No argument from me on CAC math – thousands of products require veracious qualification, deal management, and creating customer consensus. You can not run those types of deals and prospect. If any Voice had EVER done that type of role or ran a team that did, they wouldn’t say what they are. For BDRs to stick around for more than 14 months, you need steps in the BDR path where comp, responsibility and role grow over time. 5. Results are tanking Point 1&2. You are the equivalent of a fire fighter that starts a fire then takes the glory when you put it out. I absolutely loved the movie Backdraft – but stop it. These are the ideas of “not famous” GTM people. People who spend all day serving their customer and developing their people – not posting on this platform. They don’t care about clicks, followers, or impressions. They care about revenue and earnings. Outbound is hard. It (almost) always has been. Ya’ll need to block the noise and focus on what works for your business and try everything. Even the hard stuff. #AllGasNoBrakes #DialedIn

280

32 Comments

SDRs: For getting past gatekeepers, you can use a very simple script and it will work like magic as long as you say it confidently enough. Here it is: “Hi, this is (your first name), can you please put me through to (prospect’s first name).” Say it as if you expecting to be transferred through immediately and that missing this call could be terrible. You have something important you are calling about so act like it. (I put follow-up responses in the comments)

104

22 Comments

Remarkable SaaS companies take position, instead of being positioned. Why care? Because it's the secret to efficient growth. Taking position means: 1 - Killing your darlings and getting rid of all the things people expect. 2 - Precisely saying what your dream customers secretly want. 3 - Being remembered and becoming worth making a remark about. This results in 1 - Attracting more of the right customers. 2 - Your competitors not having the luxury to position you to their advantage. 3 - Shorter sales cycles. Increased win rates. The word discount disappears. This is critical for any software business -  but more for Sales-led SaaS companies who sell to mid-market and up.. What's stopping you? Be Remarkable. PS. 1000+ SaaS-led Founders get daily tips on how to shape a business that can’t be ignored: valueinspiration.com/daily

6

3 Comments

Today we're going to delete a workflow in HubSpot. 🗑️🚯 Because we’ve made it super easy to automate your HubSpot pipelines in Arrows 🤖 Now, you can automatically move customers through your onboarding or implementation pipeline in HubSpot as they take action in your Arrows action plan. No hacky workflow setup or complex logic required. Setup takes less than a minute and your pipeline will be updated in real-time 🎉 Here’s how it works: 1. Enable Pipeline Automation from the left sidebar of any Arrows template. 2. Select the pipeline in HubSpot you would like to automate. 3. Choose your automation criteria – Arrows completed tasks, phases, or plan status changes. 4. Publish your pipeline automation. 5. That’s it - no more manual pipeline updates or out of date reports.

21

3 Comments

❌ Don't show your prospects your pricing tiers during your sales process ❌ Why not...? "If you end up in the wrong pricing tier, you'll leave" This is why Greg O'Brien, CPA doesn't show *all* options to the client, just the one they recommend. This positions them as an advisor... not a vendor 😅 So if you run your consult well, you should have an opinion on what the client absolutely *needs* and recommend that package. Showing all the packages creates confusion when clarity drives conversion. (listen to the whole clip to get average price a client is paying and the full interview a deep dive in the sales and packaging) 🎙️ https://lnkd.in/emKVvxAD #accounting #pricing #CPAFirm #CAS #jetpackworkflow

8

1 Comment

Easy question for all the HubSpot + RevOps folk out there 😅 → What do you want to see more of in your feed? 1. Step-by-step use case playbooks? 2. Breakdowns of new HubSpot updates & features? 3. In-depth reviews of HubSpot marketplace apps + integrations? *or none of the above...there is already too much noise 🎧 Let me know or make your own requests in the comments 👇 - P.S. I’m building a media/education brand for the HubSpot ecosystem. Subscribe for 🆕 step-by-step playbooks to deploy directly to your account. https://lnkd.in/en942kTf

52

52 Comments

Easy deliverability win for your sales team: Don't use your SEP's (SalesLoft, Outreach, etc.) default link tracking. Set up custom link tracking & use your domain. Link tracking works like this. Click link ➡️ Sends you to a tracking page ➡️ Redirects to real page If that tracking page has a mismatched domain... straight to spam Why? Spam filters think you're phishing. A spam filter doesn't know where you're redirecting towards. + If a bunch of cruddy emailers are using the same link, you're going to be viewed in that same company. TL;DR... USE THE FEATURE!!!

50

15 Comments

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

1

Most sellers do referral prospecting backwards. Smart referral prospecting is NOT asking your warm network "Is there anyone in your network who might find value in taking a look at our Legal Time Tracking software?" You're almost always going to hear "Hm, nobody immediately comes to mind, but let me think about it." (They're not gonna think about it) Asking someone to scan through their entire mental rolodex of every single person they know isn't going to get you good referrals. You're asking for too much of the referrer.  -- Here's how I do outbound referral prospecting: 1. Start with the end in mind. Identify the prospect you want to talk to. (If you don't start with the end in mind, you're going to get a bunch of random non-ICP or out of territory intros, if you get any at all) - 2. Find mutual connections who actually know your target prospect. I like mutuals who have shared work history (you can find this in Sales Nav). If that fails, I'll look for shared membership in trade association groups or folks who have spoken on a panel/event together. - 3. Ask your shared contact for permission to make the introduction. Here's what I send: 𝘕𝘈𝘔𝘌, 𝘸𝘰𝘯𝘥𝘦𝘳𝘪𝘯𝘨 𝘪𝘧 𝘺𝘰𝘶 𝘮𝘪𝘨𝘩𝘵 𝘣𝘦 𝘰𝘱𝘦𝘯 𝘵𝘰 𝘮𝘢𝘬𝘪𝘯𝘨 𝘢𝘯 𝘪𝘯𝘵𝘳𝘰𝘥𝘶𝘤𝘵𝘪𝘰𝘯 𝘵𝘰 𝘢 𝘱𝘳𝘰𝘴𝘱𝘦𝘤𝘵 𝘰𝘧 𝘮𝘪𝘯𝘦 𝘺𝘰𝘶 𝘢𝘳𝘦 𝘤𝘰𝘯𝘯𝘦𝘤𝘵𝘦𝘥 𝘸𝘪𝘵𝘩? 𝘐 𝘢𝘮 𝘥𝘰𝘪𝘯𝘨 𝘴𝘰𝘮𝘦 𝘱𝘳𝘰𝘴𝘱𝘦𝘤𝘵𝘪𝘯𝘨 𝘭𝘰𝘰𝘬𝘪𝘯𝘨 𝘧𝘰𝘳 30 𝘔𝘪𝘯𝘶𝘵𝘦𝘴 𝘵𝘰 𝘗𝘳𝘦𝘴𝘪𝘥𝘦𝘯𝘵'𝘴 𝘊𝘭𝘶𝘣 𝘴𝘱𝘰𝘯𝘴𝘰𝘳𝘴 𝘢𝘯𝘥 𝘴𝘦𝘦 𝘺𝘰𝘶 𝘢𝘳𝘦 𝘤𝘰𝘯𝘯𝘦𝘤𝘵𝘦𝘥 𝘸𝘪𝘵𝘩 𝘕𝘈𝘔𝘌 𝘢𝘵 𝘈𝘊𝘔𝘌. 𝘐𝘧 𝘺𝘰𝘶 𝘪𝘯𝘥𝘦𝘦𝘥 𝘬𝘯𝘰𝘸 𝘵𝘩𝘦𝘮 𝘢𝘯𝘥 𝘧𝘦𝘦𝘭 𝘤𝘰𝘮𝘧𝘰𝘳𝘵𝘢𝘣𝘭𝘦 𝘸𝘪𝘵𝘩 𝘪𝘵, 𝘤𝘰𝘶𝘭𝘥 𝘐 𝘥𝘳𝘢𝘧𝘵 𝘢 𝘮𝘦𝘴𝘴𝘢𝘨𝘦 𝘧𝘰𝘳 𝘺𝘰𝘶 𝘢𝘴𝘬𝘪𝘯𝘨 𝘱𝘦𝘳𝘮𝘪𝘴𝘴𝘪𝘰𝘯 𝘵𝘰 𝘮𝘢𝘬𝘦 𝘵𝘩𝘦 𝘪𝘯𝘵𝘳𝘰𝘥𝘶𝘤𝘵𝘪𝘰𝘯? - 4. If your referrer says yes, ghostwrite them a message in THEIR voice. This helps remove as much friction as possible for the person who is making the introduction. Don't worry about including pleasantries in the message you draft (Ex. "Hope you have been well since our days working together at ACME!). I've found that most people delete the pleasantries you write on their behalf so it's not a good use of your time. - 5. If someone makes a referral for you, send them a thank you note + a gift. Seems obvious but this goes a long way. - 6. If you start to find success with outbound referral prospecting, consider adding an "outbound referral blitz" to your weekly prospecting cadence. -- Anything else you'd add re: prospecting for referrals?

133

20 Comments

Nailing a niche first is likely the best growth strategy. How do you do that? 1. Figure out your ICP. Who cares a lot about your solution? 2. Focus on solving specific problems. Solve that problem for ICPs better than others. 3. Refine your messaging. You convert customers if you offer what they want. Conveying your value prop in the best possible way is key. 4. Build mental availability. It requires repeated exposure to your ads and content, with an effective message. 5. Show your best proof. 6. Test and iterate. Continuously test your assumptions about the niche and be ready to pivot based on feedback and results. Focus on one niche at a time. Once you gain a foothold, think about expanding.

130

20 Comments

How did Voiceoc & Kush Aggarwal optimized his marketing and sales funnel? Kush reached out for help on his ABM program. I audited his company activities. We identified 2 main challenges: 1️⃣ Get more opportunities/leads 2️⃣ Improve demo/close conversion rates They didn't need ABM. Not whale hunting. Many small fish hunting. Voice OC needed more opportunities with a Social Selling + Outbound approach. Kush is a Type of service: 💪📝Power Hours📝💪 How it works? 1⃣ 1st Power hour session with your burning questions. I guide you on how to solve your challenge. I give you the best resources for your situation: a checklist, a guide, an audit.. You need to complete it for our next session. 2⃣ 2nd Power hour session: You come with the template completed We review it together. You put it in practice. 3⃣ 3rd Power hour session:We analyze results and tweak a bit what could not be working This format was perfect as Kush Aggarwal is a super curious and fast learner. ⭐️He wanted to learn new Social Selling and leadgen tactics. ⭐️He wanted to est what could work for his company. ⭐️He didn't want to work with another agency. Here's what we did: → Email & LinkedIn outbound campaigns: ☑ Identified reasons behind poor email sequence performance ☑Identified the correct audience. ☑ Recommended different cost-efficient tools with personalized out-of-the-box features (video, landing pages...) and set up the right process →LinkedIn thought leadership & Social Selling: ☑ Audited CEO-generated content ☑ Identified new angles, approaches and more engaging content ☑ DM/Social selling strategy →Sales process optimization: ☑Pipeline acceleration tactics and processes ☑ Trust-building actions 🏅Achievements: - Errors identifications in the marketing & sales funnel hindering response rates and book meetings - 1 meeting booked from a prospect after the 4th session Kudos to Kush being such a fast learner, open and a nice human! 📩 To schedule your Power Hour Sessions, click the link below or DM me for more information. 👇 PS - Do you need like Kush more leads and a better conversion rate? Any tips? I answer to your questions below👇

39

23 Comments

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?

30

6 Comments