Step-by-step instructions for creating a “Top 5” lead magnet Most companies believe content can help their company grow. I credit HubSpot for beating it into our heads that “inbound is better than outbound” (not always true) and how well it can...
Building your email marketing list In order to grow your SaaS revenue, you need to find the best tools to help you scale your resources. While some options are freemium (or some actually are free), you should want to find the right tool that matches your team’s...
Make sales and marketing teams work together. In August 2013, I attended a baseball game at Fenway Park in Boston with a client, a CEO of a growing SaaS company. It wasn’t just any game – it was a Red Sox-Yankees game. I had no rooting interest but it got entertaining...
Do you focus on lead nurturing throughout your sales funnel? When my wife and I started dating, we went through the normal phases of getting to know each other and our commonalities. We quickly both discovered one glaring difference… she was a vegetarian and I...
Form a relationship before you request action On a recent visit to one of my SaaS clients, I was able to sit in on a few of their sales calls. I overheard one of their reps ask for a 12-month, 5-figure contract directly from a cold call. He was abruptly rejected. But...
