If an investor group handed you a check for $8 million, would you be prepared?The clock starts ticking as soon as the check is deposited. You now have quarterly board meetings. You now have sales targets to hit. That’s a lot to handle when it...
If an investor group handed you a check for $8 million, would you be prepared?The clock starts ticking as soon as the check is deposited. You now have quarterly board meetings. You now have sales targets to hit. That’s a lot to handle when it...
Since the dawn of inbound marketing, let's call it the early 2000s, best practice for lead handling has been to follow-up an inbound lead within five minutes (or as quickly as possible) because it maximized the odds catching someone live,...
A new CMO’s problems are fundamentally different than they were a year ago. Increasing sales in the short term requires content that jump-starts prospect engagement. Easier said than done, especially in a pandemic and when everyone’s inbox is...
Congratulations on the new post as CMO. You need to start immediately to prove to your CEO that he/she made the right decision to hire you, or before long, you’ll...
It’s an old saw in (the SaaS) business: It’s harder to sell a new client than it is to keep an existing one.
This maxim is consistent with most people’s gut instincts--it...
It’s a shame when I come across websites that are obviously the result of a lot of effort in developing content for lead generation, and then quickly realize that their...
The sales pipeline no longer works on its own.
Especially for SaaS companies, the customer journey has eclipsed the sales pipeline as the best determinant of lifetime customer value (LTV). Sales teams that expect to reach and engage their...
SaaS CMO candidates should ask about product management for insight into the management style at a potential employer and to gauge its future prospects....
It's 5:30 on a Friday and my phone rings from an unknown number. I know it's probably a sales call but take it anyway."This is Jason," I say as a cheery female voice asks me if this is a good time...
