Common B2B Challenges and How To Solve Them


From long sales cycles to trying to stand out from the sea of sameness, B2B companies face an uphill battle from the start. Sales cycle length increased. Our findings also suggested, marketing-qualified leads didn’t always convert to sales opportunities as expected.

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5 Key Growth Metrics Every Enterprise Startup Should Track


Being able to charge more for a product is great, but along with higher prices come longer sales and payment cycles. But keep in mind that enterprise sales cycles are typically longer and revenue growth will vary wildly. This analysis can help you determine sales projections, staffing, and marketing costs. Monitoring this metric allows you to refine sales commissions to ensure your sales incentives are aligned with the value of new business. Churn.


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How to Craft (Or Pivot) Your Agency Value Proposition


I put together a one-page website, a list of 100 people to reach out to, and a cold email script that would make seasoned sales professionals cringe. Churn rate was high for a service that many organizations saw as a “nice to have.” For us, that priority was the sales pipeline.

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Critical Key Performance Indicators (KPIs) for Founders

Up and Running

Think of them like this: If you have a critical sales milestone your company needs to meet by the end of the year, KPIs should deliver incremental evidence that you’re either headed in the right direction, or you’re not. . For example, leadership can use high-level KPIs to measure the overall performance of the company, and managers can use granular KPIs to gauge the effectiveness of processes, such as sales, marketing, or procurement. Sales KPIs.

7 Ways to do Drip Marketing for SaaS


More specifically, email drip marketing involves delivering the right content to the right recipient at the right time based on how a user interacts with your brand and where they are in the sales cycle. It’s no surprise, then, automated emails get 152% higher click rates than broadcast emails. Churn Prevention. Involuntary Churn Prevention. The problem, though, is as your company grows, so, too, does your churn rate. Churn Prevention.

Cracking The Code: The Bessemer 10 laws of SaaS - Fall 2008.

Cracking the Code

Here is theFall 2008 version: Your key monthly business metrics are: CMRR (Committed Monthly Recurring Revenue), Churn, and Cash flow - “Bookings” is for suckers Customer Acquisition Cost (CAC) and Customer LifeTime Value (CLTV) are the best indicators of long term value creation Tune before you scale: the Sales Learning Curve is even more critical for SaaS and it takes at least $300k MRR to climb it. Labels: SaaS , sales and marketing , software.