SaaS
3 min read
Selling to people you don’t know
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In the past I've written about my selling method that has proven to work time and time again by hundreds of my clients. Today, though, I'm inspired differently. I had a chat with an employee of a startup this morning who ran an outbound sales experiment (selling to people he
1 min read
Expansion Revenue Tips
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Many readers enjoyed my essay on Expansion Revenue so I wanted to provide some insight into how I would tactically get going. PreludeIn order to have a chance at succeeding with Expansion Revenue, retention and expansion must be a Founder/CEO priority. This means the first thing the CEO things
10 min read
How to craft your story
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Dear Reader, Being able to tell a compelling story is critical for anyone embarking on a quest to build something that will last. I continue to organize and add to my library of resources to help founders accelerate the revenue of their company and the topic of storytelling comes up
3 min read
Run experiments
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"There are thousands of years of history in which lots and lots of very smart people worked very hard and ran all types of experiments on how to create new businesses and invent new technology. They ran these experiments throughout their entire lives. At some point, somebody put these ideas
2 min read
Prototyping a solution
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I'm on a partial vacation this week. I'm spending a lot of time playing and hanging out with the family. I'm also reading and doing a bit of work. I get asked frequently by startup tech company operators and consultants alike about how I engage with founders. I've written in
10 min read
10 Steps to building a targeted outbound prospect list
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Dear readers, Building an outbound prospecting list for a B2B SaaS company is hard and I’ve observed this being a weakness for companies at various stages of growth. I’ve been recently organizing a lot of my writing around revenue acceleration and the topic of outbound sales effectiveness has
3 min read
How to learn from a sales rejection
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You lost a deal. As a founder you may be sad, but I couldn't be happier for you. Obviously a win is always better than a loss, but you will not win them all. If you're going to be handed a loss there are one of two ways to respond:
5 min read
B2B SaaS Guide: Succeeding with Expansion Revenue
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BackgroundEvery VC-backed, early-stage SaaS companies have aggressive revenue targets to achieve. The best ones grow ~12% MoM. Guess what? I once grew a business from <$1m to $10m in revenue in 6 quarters. The best companies do $2m to $10m in 5 quarters. When it comes to revenue, the
