Growing 12x in a year!
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Keynote by Greg Pietruszynski, CEO at Growbots from #SaaStock17, Growth Stage, RDS, Dublin, Ireland. Wednesday 20th September 2017
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Growing 12x in a year!
- 1. Growing 12x in a year! Greg Pietruszynski
- 2. Go Global $0 to $5m ARR < 24 months Users in 48 countries 85% of revenue from the USA
- 3. Going global with cold mailing . first campaign . first meetings . first customers . scaling
- 4. Cold mailing vs. PPC COLD MAILING PPC TARGET 12x higher CAC — and — No Predictability
- 5. What you get from contacting 1000 people? Number of warm leads Number of meetings set Number of meetings attended Number of sales qualified leads Number of deals closed 100 85 75 50 15
- 6. People like cold mailing when done right! Greg, Just because I see it’s a human reaching out to me and not some auto generated marketing email… I am open to learn more about your product. ” Hey Greg, Thanks for reaching out. Although I honestly hate these cold emails, you do it well and it sound very interesting. Would love to chat and hear more… ” Hi Greg, Honestly must say we don’t usually reply to cold emails, Your approach is certainly refreshing and we liked it actually.”
- 7. Instead of personalizing every message… Hey Hey Hey Hey Hey Hey EMAILS POTENTIAL CUSTOMERS
- 8. …make one email “personal” for the whole target! Hey POTENTIAL CUSTOMERS 1 EMAIL
- 9. Solid cold email campaign recipe 3 — 4 emails 2 — 7 days delay Short Casual Positive Email structure: > Personal intro > Benefits of your product > Social proof > One CTA e-book: get.growbots.com/new-ebook
- 10. How we scaled? Step 1: Founders are SDR’s Step 2: Building SDR team Step 3: Founders are AE’s Step 4: I’m Head of Sales + polish AE’s Step 5: Chad as a Head of Sales + US AE’s Step 6: Chad training polish AE’s
- 11. Sales in the US vs. Europe Explain the value or show the product? Talk benefits not features? What does “I love it” really mean?
- 12. How we scaled? Low CAC and upfront payments 2 weeks average sales cycle 2 weeks sales people training Hiring fast
- 13. Our sales team now: 38 people total! Senior AE Sales Operation Manager Sales Manager VP Sales Demand Generation Manager SDR AEAM BDR
- 14. What else is hard? Defining ideal customer profile Hiring great sales people Increasing customers spend Going up market
- 15. 175 pages of unique know-how: get.growbots.com/new-ebook Questions? greg@growbots.com