Question: We’re laying out a plan for 2014. We’ll do $500 thousand in revenue in 2013 with an aim to get to $2 million in 2014. We expect about half our revenue to come from inbound leads. What would be a good way to calculate a marketing budget based on these starting points? Answer: Money […]
VIEW POST
Question: Companies like Gilt Groupe and Fab drive a sense of urgency around purchasing in that if you don’t buy it today, it might not be around tomorrow. Car dealers often have “end of month” or “end of year” incentives. Are there similar strategies that work with enterprise software or SaaS sales? How do you […]
VIEW POST
Question: How can a small and resource-constrained SaaS enable adoption at enterprise-level without spending (much) time or money? Answer: Yes, in fact you have to start without a dedicated sales force for the first 3-4 customers. The first sale will be extremely manual and will reveal the steps of the sales process critical to building […]
VIEW POST
Need an immediate boost in your LEAD CONVERSIONS? Cool. I’m hosting a LIVE SALES TRAINING this week. Here’s the scoop: Are you hearing a lot of… “Send me a one-pager…” “Can you share your deck so I can circulate it to the team?” “Thanks for the demo. Shoot me over some pricing and I’ll think […]
VIEW POST
Question: I generate B.A.N.T. qualified sales leads for IT firms via cold-calling/e-mail marketing. As a recent college grad, I do feel happy to have a job in a growing industry, however I do also feel extremely cognitively dissonant about my role. I know that I do provide a great service for my company & […]
VIEW POST