Selling Saas

In todays episode of the SellingSaas Podcast, Duane talks about some of the broken systems in the world of Saas because the focus seems to be only on "growth at all costs" with little focus on actually taking care of the customer.  

EPISODE HIGHLIGHTS:  

0:40 - Growth at all costs, and leaning on CSMs on pushing growth instead of focusing on customer health

1:10 - companies hiding behind legal contracts in their contracts to trap them into another year long contract  

1:30 - the disconnection on what drives growth and retention

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.

In this episode of the SellingSaas podcast, Duane talks about how buyer perception is a hard thing to overcome and they are measuring you right from the beginning. And, are we as a GTM team agile enough in our funnel to meet the buyer where they're at?

EPISODE HIGHLIGHTS:  

0:40 - being quick to respond to support and help makes a huge difference with customer perception  

1:15 - every buyer has their own process, and we need to be agile to capture more of the market

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.

 In todays episode of the SellingSaas podcast, Duane talks about how to look at the sales process in order to define when to introduce the sales rep in the customer onboarding process. Using ACV is a great way to start, but not the only metric to use when making that decision for your customer.  

EPISODE HIGHLIGHTS:  

0:40 - The human element and the trust factor it brings and where the line is on ACV for when to bring a rep into the process

1:30 - how the effort and impact from the product & Marketing teams should reduce the effort needed from sales in a PLG world

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.

In todays episode of the SellingSaas Podcast, Duane sits down with CMO James Gilbert from the Spamming Zero Podcast, and talk about the person argues that content should be written in a way that is easy to speak. They say that this is how they write best and it is also how they talk best.

The question is whether we should write our copy in a verbose, SEO-friendly way, or in the way that we actually talk. The concern is that if we write in the latter way, we may be hurting our chances of ranking high on search engines. There is no easy answer, but it is important to consider both the needs of the algorithm and the needs of the buyer.

EPISODE HIGHLIGHTS:  

Timestamps

0:00:03 - Voice Search and Its Impact on Content Writing

0:01:18 - The Impact of SEO on Sales Strategy

Highlights

Are we hurting ourselves by not ranking it's the algorithm? And so is there a happy medium? Like, that would be my question for you guys or anyone that kind of does that stuff, because I'm on the sales and I'm on the go to market side, which is like, we tend to craft strategy and then be on the recipients of those leads that come in.

And I don't have the answer to the question, but it's like if we do put the verbose language on our landing pages that encourages organic and high valued SEO, then the algorithms inside of the search engines like that.

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.

In todays episode of the SellingSaas Podcast, Duane finishes up his conversation with Brandi Starr from the Revenue Rehab podcast, with one final thought that should be the focus of all marketing teams, all product teams, and frankly everyone at the company.  

EPISODE HIGHLIGHTS:  

0:50 - Talk to your customers, and talk to your customer facing people. Not just leads and trying to sit in on a Demo or listen to a recorded demo.  

1:35 - What re you hearing? what are the successes, the failures, the confirmations of what you're doing, and then the things you weren't expecting to hear.  

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.

In today episode of the SellingSaas Podcast, Duane continues the conversation with Brandi Starr about the importance of understanding what goes into a quality definition of the KPI of "MQL," and how it varies in great detail from company to company, from product to product, and even down to the buyer types.  

EPISODE HIGHLIGHTS:  

1:15 - What are the KPI's other than MQL's that Marketing should be tracked on?

2:00 - The definition of the MQL Needs to be expanded and molded to fit the multiple types of leads and customers you serve.  

2:50 - Measuring way too many metrics inside a single customer journey to know what actually works.

3:15 - MQL's can't just be New sales, there needs to be expansion MQL's well.  

4:30 - Making sure to compensate teams on what actually drivers growth across the customer journey

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.

In todays episode of the SellingSaas Podcast, Duane and Kevin Hopp chat about how to utilize product-led growth in your sales process by needing to understand your buyer and the numbers in your business in order for it to work, as well as other topics around how old school relationship sales is the only true way to make an impact, while the new age slick "sell me this pen" mindset is just creating more and more problems for the sales industry as a whole

EPISODE HIGHLIGHTS:  

0:50 - Leaning into PLG and using more self led mechanisms to drive high quality leads

1:15 - understanding how the buyer interacts with you and your product, and using your metrics to drive the strategy

1:40 - does the new age of "sell me this pen" actually work?

2:15 - using outbound in PLG, and having the demand gen team alongside it

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.

In this episode of the SellingSaas Podcast, Duane and Brandi talk more about how comp plans can make a massive impact on the company, not just the sales team. How in marketing, when the bonus was based on actual conversions, the team did the work to learn what made them convert. Control the money, control the focus.  

EPISODE HIGHLIGHTS:  

1:00 - How do we measure the behavior we want them to exhibit.

1:45 - Methods of incentivize product teams and engineers?  

2:55 - out of 22 years in marketing, only seeing only 1 comp plan that was connected to performance  

4:00 - being forced to pay attention, changed how marketing performed, which led to massive growth

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.

 In this episode of the SellingSaas Podcast, Duane and Brandi talk about how you can actually get more departments to align to revenue. There are too many ways that the different functions of the business are incentivized to perform at their job, but sales is the only department that is paid more for getting better. There is definitely a huge miss on this. Guess what, that doesn't mean make sales all salary either.  

EPISODE HIGHLIGHTS:  

0:50 - revenue alignment starts at your buyer and the market you're selling into

1:35 - When you use a cookie cutter acquisition process for all your customers, you run into uncertainty and pain.

2:15 - Where you need to align in order to encourage each step of the process, and then pay teams based on that.  

3:15 - Should we remove commission and go straight salary for sales?

4:00 - Level set expectations and bring on variable comp for others, not just sales.

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.

In this episode of the SellingSaas Podcast, Duane chats with Kevin Hopp on the Hopp on calls Podcast about why its important to have some degree of money motivation, cold calling is NOT dead but and how you just need a half way decent strategy for it to pay off, and then we find out what's more important for a start-up to focus on, sales or marketing?

EPISODE HIGHLIGHTS:  

0:40 - Being money motivated and controlling your income, being able to strive in order to succeed in sales.  

1:10 - is cold calling dead?

2:30 - Hoe PLG MUST be used to help find PMF before you scale hiring, or you're going to be faced with a lot of pain.  

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.