Becoming customer centric at an early-stage startup
The writing is on the wall. From top venture capital firms to industry leaders, the B2B SaaS space is universally accepting more customer-centric principles to proactively influence the lifetime value of the customer. With good reason. In Gallup’s “Guide to Customer Centricity”
6 Social Selling Tips to Implement Today (from Sales 2.0 San Francisco)
The hot topic at Sales 2.0 Conference today in San Francisco remains (surprise, surprise) social selling (for B2B companies). Lots of speakers and lots of wisdom but also became abundantly clear to me that for most B2B organizations it is
Top 10 Sales 2.0 Leaders I Want to Meet
I am much looking forward to the Sales 2.0 conference in San Francisco next week. Here are 10 Sales 2.0 Leaders I hope to meet at the conference and why: 1. Jim Cyb, Vice President, Sales, Americas, ZenDesk 2. Pete Eppele, VP Product
10 Tips for B2B Sales in the Subscription Economy
The subscription-based economy is thriving. Netflix’s well-known model (and subsequent public relations mess in changing it), and the recent announcements from Google and Apple have set it in stone. The subscription model, like many of the B2B sales models in the SaaS
Do you Distinguish Your Sales to Hunters and Farmers?
At the Sales 2.0, I've also met Mark Roberge, VP sales at Hubspot, who gave me some sales tips. On today's video post, Mark explains the difference between Hunters and Farmers sales skill sets and recommends to protect the hunters from
Joel York: Why to Measure Customer Engagement in SaaS?
Joel York has written extensively about the new breed of B2B buyer and the changes to the B2B sales process, especially for SaaS products. A quick recap … The good old sales process according to Joel “The process went something like this: ask
Does your SaaS Business have a VP Customer Success?
Earlier this week, I spoke to Dave Rosenberg for his CNET Blog 'Customer success' VP role: To reduce SaaS churn. At Totango, we care deeply about customer engagement and customer success. We agree with Dave that with SaaS “it might make
4 Tips to Increase B2B SaaS Sales
B2B SaaS companies increasingly rely on inside sales teams to drive growth. The model is often referred to as “Low Touch Sales” and follows this formula: Use Inbound marketing to drive Internet traffic to the site and create new leads Use an