An exercise we urge all of our clients to do during a GTM working session is to whiteboard your sales funnel process, in real-time, as a team. I guarantee you will be surprised, and at times, frustrated as the team attempts to document precisely what happens to a lead...
Here’s a question for you – if a user never engages meaningfully with your platform during a free trial, did the free trial ever actually exist? People, even B2B buyers, like free things so it is no surprise that a free trial offer is a relatively...
If you haven’t used the database functions in Google Sheets you haven’t truly lived…well that may be a slight exaggeration, but the power of the database function is truly impressive. The formula is a little hard to get used to, but once you get...
There have been countless articles written about how the B2B buying journey has become much more complex as users do extensive research across multiple channels prior to engaging with a company. The common suggestion in these...
Preparing for a board meeting, especially one the first ones after receiving an investment, is nothing short of stressful. It’s all hands on deck, across the organization, in the weeks leading up to the meeting – pulling the data, crafting a story, finding the...
Delivering a best-in-class customer experience, one that truly elevates your brand from the competition, involves more than an executive commitment to putting the customer first. To do this effectively, you need to understand your buyer as an actual person...
Achieving accurate, meaningful performance reporting can seem like an insurmountable task. As a result, many organizations simply de-prioritize this critical task. However, as we shared in a previous blog post “If You Can’t Show It, Did It Really Happen? The Need...
Product-led growth (PLG) is generating a lot of buzz in the B2B SaaS space, but few people can effectively describe what it is exactly. For me personally, I know it when I see it, but it can be challenging to introduce the concept of PLG to our...
The clients we work with need significant help in improving marketing effectiveness. While nearly all of them see measurable revenue growth as a result of the strategy and tactics that we help them implement, a recent client met with particularly impressive...
We are often part of the post-transaction frenzy that is inevitable at newly-funded companies. Leaders, striving to realize the synergies and efficiencies highlighted in the investment decks, focus on things like finalizing budgets, briefing the board,...
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