Both Sides of the Table

JUNE 23, 2013

Simply, this is identifying a customer need that has economic value to them if they can solve it. This solves the customer question, “Why Buy Anything?”. If a customer knows they have a problem they need to select a vendor who best solves that problem (or they can build in-house tools). That always stuck with me.

Sales 328

Sales Campaign Sales Cycle Early Stage 328

Hippoland

AUGUST 16, 2018

Especially at the early stages. So unless your feature can increase that outcome – and not just incrementally by 20% but a serious differential like 10x – it’s unlikely that a current happy Mailchimp customer will want to switch to your product.

Sales Cycle 54

Sales Cycle Differentiation Early Stage Bootstrapping 54

Hippoland

AUGUST 16, 2018

Especially at the early stages. So unless your feature can increase that outcome – and not just incrementally by 20% but a serious differential like 10x – it’s unlikely that a current happy Mailchimp customer will want to switch to your product.

Sales Cycle 48

Sales Cycle Differentiation Early Stage Bootstrapping 48

ConversionXL

MAY 27, 2022

Marketers raise brand awareness to capture leads that are handed to sales teams to convert into customers. DGMs see that demand is maintained throughout the sales cycle. 70% of buyers are already clued up on a product before they talk to sales, if they talk to sales at all. What do you do? How do you do it?

Demand 95

Demand Management B2B Campaign 95

YoungUpstarts

SEPTEMBER 7, 2014

For most startups, one of the most exciting and frustrating phases is deciding how to price their offering for their first paying customer. Being able to charge more for a product is great, but along with higher prices come longer sales and payment cycles. Lifetime Value/Cost of Acquisition. Revenue Growth.

Metrics 219

Metrics Churn Rate Startup Acquisition 219

infochachkie.com

SEPTEMBER 24, 2011

For instance, many a BDC CEO has initiated a consultant to study cost cutting issues before announcing a significant layoff. Tracking such revenue can be a challenge but is possible to approximate the revenue impact of PR activities via the use of unique URLs, customer surveys, etc. Passion Cannot be Outsourced. Pyramid Power.

Equity 40

Equity Silicon Valley Cofounder PR 40

Duct Tape Marketing

FEBRUARY 22, 2017

While big ticket products might carry longer and more complex sales cycles, high-end buyers are just as lazy as the rest of us, so they use the same methods: Google, social media, and yes, their inboxes. He will track down emails, verify them to avoid bounces, and log custom fields in your spreadsheet. NOT “ACME Creative Inc.”,

Curation 43

Curation Lead Generation Technical Review Email 43

www.forentrepreneurs.com

FEBRUARY 2, 2010

Working backwards means looking at the components that make up Profitability: Profits (EBITDA) = Revenue – Cost of Goods Sold – Expenses So to focus the management team on driving profitability, we should also track and measure Revenue, CoGS, and Expenses. Or their could be deals from two or more different categories of customers.

Metrics 55

Metrics Design Entrepreneur Startup 55

Hippoland

FEBRUARY 12, 2018

I’ll give you an example with my own startup LaunchBit and how our understanding of the problem and the customer became more refined over time: V1: Helping online marketers get customers profitably. V2: Helping online marketers who have previously bought ads in email lists get customers profitably. But the execution is hard.

Seed Stage 48

Seed Stage Business Model B2B Email 48

Hippoland

FEBRUARY 12, 2018

I’ll give you an example with my own startup LaunchBit and how our understanding of the problem and the customer became more refined over time: V1: Helping online marketers get customers profitably. V2: Helping online marketers who have previously bought ads in email lists get customers profitably. But the execution is hard.

Seed Stage 48

Seed Stage Business Model B2B Email 48

BeyondVC

DECEMBER 10, 2003

titled “The Rise of the Instant Company,” Om talks about how hardware has become commoditized to the point where hardware expense as a cost of goods sold is de minimis. The first will be companies selling expensive applications which will rely on extensive professional services to install and customize.

Software 60

Software Harvest Sales Cycle Channel 60

Cracking the Code

OCTOBER 10, 2008

Only after reaching $1M in CMRR should you consider hiring European sales and services execs behind customer demand. Labels: SaaS , sales and marketing , software. ” Take advantage of being on-demand and allow customers to try and buy your service with as little friction as possible. 16 comments: BdH. Great list!

Software Review 48

Software Review North America Europe Metrics 48

Duct Tape Marketing

FEBRUARY 26, 2015

Consider which behaviors and online activities tend to correlate with leads which eventually become customers. Conversely, “latent behaviors”—like early-stage content and blog posts—earn much lower scores. Buying Stage. Determining a lead’s buying stage is the final touch to pinpointing where he is on the buying journey.

Sales 28

Sales Early Stage Sales Cycle Conversion 28