Category "Leadership"

Would You Rather Be Right or Win?

- - Leadership

Shortly after I had just taken the helm at Pilot Software, I came to work one day and found a three-foot long green crowbar on my desk. There was a Post-it note on it that said, “Use it wisely.” It seemed like a very odd thing to find sitting on my desk.

It turned out to be a message from a guy by the name of Paul Volpe, the first sales person I had hired for the company as we transitioned from being a unit of a bigger company to a standalone company based in Silicon Valley. This transition brought about a lot of discussions about how we wanted to run the business.

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The indispensable SaaS KPI: The magic number

- - Leadership, Sales

As the popularity of Software as a Service has grown, so has the discussion around which are the best metrics and KPIs to judge the growth and performance for SaaS business models, which are based not on monthly or yearly sales, as was the case in the on-premise software world, but on recurring subscription revenue.

Teams I’ve been part of have played around with a bunch of different ways of measuring success. We looked at like CAC, customer acquisition cost. We looked at LTV, lifetime value of customer. We looked at churn. We still look at those things, but I consider those metrics rather than KPIs, because they change frequently.

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How to scale your sales team for growth

- - Leadership, Sales

Many businesses, when they first start out, will sell their product or service to anyone in order to prove product market fit. If you’re successful doing that, you eventually figure out who your best customers are. At that point, you need to get more focused with your offering so you can scale your sales organization.

What I see a lot of companies do at that point instead is simply add more salespeople. Then, it turns into a free for all. You don’t know if every customer is hearing the same value message. You don’t understand why people are buying from you and what’s working.

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Finding your Ideal Customer Profile

- - Leadership, Sales

This is a recap of a web seminar https://mattermark.com/webinars/using-marketing-signals-identify-sell-high-growth-companies/ I did a while ago around identifying your Ideal Customer Profile. This is something that every company really needs to identify and revise often, your customers will change and evolve – you have to do the same.

Most growing SaaS companies face similar challenges: Optimizing sales and building effective marketing programs. The answers for all of these challenges can be found in your current customer base. The trick is to identify your best customers, understand what they have in common and what it is they love about your product.

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How I learned not to fear the Reaper

- - Leadership, Sales

As you go along in life, there are some aphorisms that stick in your brain, sometimes for no apparent reason at all. Other times, it’s because they resonate in a variety of situations, and because of that their meaning seems to deepen as time goes by. I have a few of these that I carry around with me. One is, “Don’t fear the reaper.”

It’s actually a line out of a 1976 song about death and eternal love by Blue Oyster Cult, but the way it got burned into my brain was through business, so I’ve always associated it with that.

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