Latest Post 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…
5 Memorable Quotes on The Future of Sales I just had the pleasure of lunch with Jacco vanderKooij who published an awesome video clip and a Prezi on the future of sales in SaaS that gathered over 100,000 views in the first month. Pretty good for a B2B…
Totango Recognized for Revenue Performance Excellence Totango was recognized yesterday as a finalist for a 2012 Revenue Performance Management Excellence Award by Marketo! We are super excited! See an excerpt from and link to the announcement below. Also remember to check out our session at the…
Freemium Friday: Roundup of B2B Freemium News I plan to post every Friday on interesting developments and articles on Freemium in B2B land, but we will see how long I actually keep this up 🙂 This week is a good week to start as we just signed…
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…
Top 6 Quotes on Software-as-a-Service Sales and Marketing I was at the SaaS University conference in Austin this week organized by Rick Chapman from Softletter. This is really one of the only conferences in the United States that focus on the business side of running Software-as-a-Service and cloud…
Freemium, Free Trial and Pricing Models in 550 SaaS Companies The way that enterprise products are being bought and sold is changing rapidly. Customers are increasingly demanding instant access to all information about your product, including pricing and a Freemium or free trial version of your application. We call this…
B2B Sales Predictions for 2012 Lately there is an obvious increasing demand for user friendly cloud based apps and a tendency to prefer low touch and zero touch sales approaches, where there are as little sales involvement as possible. In my latest article: 8 ways…
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…
The Top 10 Requirements for an Effective Client Lifecycle 1. Must be a corporate wide initiative – not just a client services initiative. Without Board and CEO level visibility, buy-in and sponsorship this type of corporate-wide initiative can be challenging to have all key stakeholders involved and invested. Although…
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…
Top 5 Trends in Sales 2.0 It was a jam packed day at Sales 2.0 in Santa Monica today. It was a great opportunity to meet with and learn from some of the brightest in the Sales 2.0 community. I have summarized my key takeaways for…
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…
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…
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…
