On a page of the daily, I saw Mr. Obama shaking hands with a young man at the back of a handful of fans hammering into the president. The young man seemed to be at a height of euphoria and the president almost being dragged by his securities away from the crowd. Pragmatically, there is no correlation between sales and a presidential Campaign, but the image made me think of the essence of...
A business exists only till the time it has paying customers. The day your customers cease to exist, or have no reason to pay you for your products or services, your business is in deep trouble. So, if we consider all the stake holders in a corporate, an i.e. employee, executive management, investors and customers, the customer is the most important. Now the chances are that you know all other...
Unfortunately there is no fixed answer. Problem with SaaS is that there are too many moving variables. LTV,Churn,ARR,ARPU etc. So its really hard to come up with one fixed number. So based on our experience and our product the following is a number we have come up with to set targets for our sales organization. 0.8x(x is the sales person’s salary) So, a sales person should pull in 0.8x...
A brand is representative of the source from where a product or service comes from. Over the years consumers have learned to associate a word, combination of words, tagline, logo and colors with their respective brands. A brand signifies a set of attributes. Leading brands spend a fortune to re-inforce these attributes, which are tweaked time and again to seek resonance with the ethos of their...
Most every entrepreneur does things initially that don’t scale, and that’s okay to start. Pretty soon they realize that the things that made them successful enough to get initial sales and customers wont work for them to reach the next level at their startup. One of the most frustrating things for the entrepreneur is when they run out of folks “in the network” who they can sell to. After having...
According to Content Marketing Institute, 90% of the companies are using content marketing, however only one third of third of them are satisfied with the response that they get. According to DemandMetric, it is 62% cheaper than the traditional marketing. Is content marketing an integral part of your startup? Are you pouring in hours of hard work and efforts to build a strong brand on the plinth...
For any SaaS sales team, cold emailing is the life line of the sales funnel. For organisations like ours, with smaller ticket size deals, the cold emailing channel has to work, otherwise the CAC vs LTV balance can go for a toss. Every entrepreneur, whether in sales or not, is selling something. If you are pitching investors, you are selling a vision and a team; if you are mailing potential hires...
Are you a first time SaaS entrepreneur targeting the US market? Learn it from the masters through the Jump Start Guide to Desk Marketing and Selling for SaaS put together by Krish Subramaniam (Chargebee), Niraj Ranjan Rout (GrexIt), Sahil Parikh (Brightpod), and Suresh Sambandam (KiSSFLOW). Aaron Ross launched the guide during the first SaaSx event in Chennai put together by iSPIRT, attended by...
Congrats for climbing the corporate hierarchy to become the Chief Marketing Officer. You deserved it, after all the hard work that was poured. Now I offer my condolence. Until you step into the shoes of Chief Loyalty Officer, you’ll sooner or later be by replaced by someone else. Am I sounding preposterous? Here is the best proof. Apple that dominates the smartphone market. Their all-time record...
As sales leaders, we all know that crafting a skilled, productive sales team is essential to our ultimate success; experts consider the keys to building a successful team a balance between art and science: a careful combination of skills, experience, education, and personality traits. New research, however, reinforces what we at ValueSelling Associates have long believed to be true: there’s a...
