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We use a dedicated chat
system where everyone that’s working meets. ! It’s our command center. ! Seeing that other people are also working helps me stay motivated.
A SaaS company has so
many moving parts that it can be hard to keep an overview. Sales pipeline Payments Task management Sales pitching Customer support Social media updates Lead generation Lead nurturing Conversion optimising Servers User on boarding Metrics Public relations Advertising Accounting
For each part we use
specific other SaaS. The less we have to build and maintain ourselves, the better. Jenkins Get overview of all our tools
It’s a funnel that you
need to pull people through Acquisition Engaged visitors 60% Activation Sign up 15% Retention Trial users come back 5% Referral Users refer others 1% Revenue Users pay 2% Not real conversion data. Your mileage may vary.
Guest posting on popular niche
sites That’s giving us a lot of good visitors and signups. ! Find popular highly targeted places with a high Google pagerank. Oftentimes they are interested in running stories by guest bloggers. Guest blogging guide 〉
Build links Use a tool
like Buzzstream to assess the value of sites and to reach out to the editors. Link building guide 〉
Why would they listen to
me? “ You’re a topic expert or at least trying to become one. Do your research. People are generally friendly and open to get guest posts if you did your homework.
Promote the content Creating the
content is just the beginning. The hardest part is getting people to share it. ! ‣ Contact the people that originally shared it ‣ Get high profile people on board ‣ Share it multiple times yourself
I used to be terrified
of cold calling prospects. ! What helped get better was preparation: - Fake cold calls with my team members to get the hang of it. - Researching the prospects and getting on their radar so it wouldn't be a cold call.
Make it a team sport
‣ Carve out time to cold call together. ‣ Compare tactics. Listen in. ‣ Track & celebrate successes.
Manage sales pipeline in a
CRM ‣ Track the status of your leads ‣ Enrich their profiles ‣ Capture all interactions ‣ Set reminders
Create a stellar sales pitch
I got a lot of mileage out of this book ‣ Learn how to tell an intriguing story about your solution. ‣ Get a designer to help with your sales deck. ‣ Practice, practice, practice,…
You love your solution so
it’s tempting to keep talking about it, showing every nook and cranny. That didn’t work well. Now it’s the other way around. It’ about the problems of the industry. It’s concise. It keeps them wanting more.
Metric: Net Promoter Score The
number of people who would recommend your product to a friend. To many people this is the one true indicator that your product will be a succes. We ask it regularly to users via
“How likely is it you
would recommend my product to a friend or colleague? 0 1 2 3 4 5 6 7 8 9 10 Detractor Passive Promoter NPS = % promoters - % detractors Net promotor guide 〉
Drawing stick figures is what
I do well. Managing money not. ! Luckily my colleague Jesse is. He makes sure we all get paid. ! Here’s his advice. Hi!
Metric: Monthly Recurring Revenue ‣
The MRR is omnipresent in our control center to remind the team of our progress. ‣ Together with Net Promotor Score this is the main number that we’re working to improve.