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Buyer enablement tools are more than an ebook, they should be interactive, useful and shareable.
Buyer enablement helps create demand, sales enablement helps nurture and capture demand.
The offer is what connects your value proposition to your outreach. What have you given to your sellers to give to your buyers?
The CSM is a unique role that sits between sales and support acting as an advocate for the customer focused on adoption.
Align your revenue teams by ensuring every team has an element of compensation linked to what happens next in the process.
How much time does your sales team actually spend with customers? Consider ways you can automate much of the manual process that eats up their time.
Help your CEO or parents quickly understand what Artificial Intelligence is.
Marketing is much more than demand gen. This graphic helps you understand the key functions across the team.
Any content team can churn out keyword stuffed blog posts, but to really be successful your content needs to tell your reader what to do.
The content you are creating is not the same as the content your buyer is reading. Consider where they are looking and how you can get your perspective shared there.
The role of the CSM is to reduce the consumption gap - the difference between the value your product could deliver and the value your customer actually receives.
The Revenue Acceleration Flywheel for Professional Services firms describes the external and internal aspects of your revenue engine.
As AI takes on more low level sales activities, what does the future hold for the SDR role?
Buyers are becoming immune to the constant barrage of emails and LinkedIn connections. It is harder than ever for SDRs to have a valuable conversation.
With a seat based model you can grow your ARR by either selling to more users, or more difficult, increasing the amount you charge for each user.
Partner programmes can help SaaS companies reach customers through trusted relationships.
Buyers spend most of their buying process educating themselves in the dark funnel below the line. Consider how you can get your brand and perspective discussed in those forums.
The average productive tenure of a SaaS AE is just 22 months. Consider how you can extend that by ensuring reps are successful.
Buyers want insight and perspectives from your existing customers and your experienced CSMs and technical team. Use your content team to uncover these stories and bring them to the front of your process.
Revenue Operations is more than what most people think of RevOps. It is a strategic externally facing role.
Create content that helps your customer understand their own world before you try to teach them about your products
When deploying OKRs or any management system, be sure to stay ahead of the schedule so you aren't constantly playing catch up.
You don't need to be a specialist to succeed. How can what you know be useful in another domain?
The SaaS customer journey
Whenever a customer chooses to buy or stay with what they have today they are being influenced by the four forces.
The McDonald's founders designed their new restaurant using chalk and a tennis court
The Bullseye framework from the book Traction, helps you to home in on the most effective marketing channels.
Buyer enablement, sales enablement and PLG all combine to create a better buyer experience.