Peter Winick

OCTOBER 3, 2022

When attempting to measure and reach scale, thought leaders often look to social media metrics such as followers, engagement, and likes. It’s really easy to get confused by social media metrics and even get wrapped up in them. Often in B2B thought leadership. You know who your audience is by name. Good progress.

Scaling 130

Scaling Metrics Marketing B2B 130

LSA Global

DECEMBER 21, 2022

The B2B Sales Hunters vs Farmers Sales Model The role of B2B sales hunter vs sales farmer has been discussed in business sales training workshops for decades. Typically, B2B sales hunters focus on new customer acquisition while B2B sales farmers are responsible for nurturing and growing current accounts.

B2B 36

B2B Sales Sales Metrics 36

Andrew Chen

JULY 10, 2018

Andrei Brasovean (Accel) gives a comprehensive list of Marketplace metrics. Angela Tran Kingyens (VersionOne) on a Marketplace metrics dashboard. GMV, revenue, Seller/supply metrics (engagement/overall), Buyer metrics (engagement/overall). Gives a sense on why B2B marketplaces often don’t work: [link].

Metrics 110

Metrics eCommerce Retention SaaS 110

Nir Eyal

NOVEMBER 27, 2023

Eighty percent of B2B buyers say they switch suppliers at least once in two years. User retention is perhaps the most important metric for SaaS providers, who offer products or services that must engage customers regularly to ensure they don’t churn. Yet keeping customers isn’t easy.

SaaS 63

SaaS B2B Retention Metrics 63

AIHR

JUNE 13, 2023

Sales compensation is a critical aspect of B2B organizations. Establishing clear performance metrics , assessing individual contributions, and accurately measuring sales effectiveness are all crucial for determining suitable compensation levels. Sales incentive plan Rewards for meeting or exceeding predetermined objectives or metrics.

Compensation 105

Compensation Sales Sales Metrics 105

AIHR

OCTOBER 11, 2023

This is what its first rows look like: jobtitle department salary gender age tenure performance joblevel contract education Software Designer B2B 39621.75 F 58 10+ 4 Consultant 60% PhD Graphic Analyst B2B 20962.63 M 42 5-10 3 Director 100% Bachelor’s Software Associate B2B 10617.87

B2B 122

B2B Education Software Benefits 122

Andrew Chen

AUGUST 6, 2018

While DAU/MAU — dividing daily active users (DAUs) by monthly active users (MAUs or monthly actives) — is a common metric for measuring engagement, it has its shortcomings. B2B SaaS products will often find it useful to show this version, as they want to drive usage during the work week.

SaaS 111

SaaS Metrics eCommerce B2B 111

Peter Winick

OCTOBER 10, 2022

It’s more focused on, on that as a metric. I think there is not the B2B sales are an going to really fundamentally reset how we engaged with clients and how we help them through their buying process. In this case, B2B selling. Now we’re up 180 plus thousand followers on LinkedIn and we’ve.

Marketing 189

Marketing Sales Sales B2B 189

Walk Me

OCTOBER 4, 2021

Although there is no agreed-upon definition of which tool is the best to use for HCM adoption, digital adoption platforms (DAPs) are generally the best platforms to use when adopting any B2B SaaS application, including HCM platforms. DAPs, incidentally, are not limited to the adoption of HCM tools. Set goals for your adoption process.

Benefits 52

Benefits ROI Software B2B 52

Peter Winick

JULY 31, 2023

Transcript Bill Sherman Let’s talk about the intersection of sales and thought leadership in most B2B organizations. And then I think you also need to just determine, agree upon and regularly evaluate what are the metrics that you want to track and that you can track. You know, can we make the sale, especially on a B2B side?

Sales 130

Sales Sales Marketing Metrics 130

15Five

FEBRUARY 22, 2017

It’s important to not only set goals, but to outline specific metrics that will help you measure the success of your efforts at the company, department, and individual levels. Karri Bishop is a marketing communications specialist at TechnologyAdvice , a B2B marketing firm that connects buyers and sellers of business technology.

Revenue 42

Revenue Employee Engagement Performance Management B2B 42

Andrew Chen

JULY 20, 2020

Sitting at the edge of each user state is a quantitative metric that indicates conversion from one state to the next. Paying User, the metric that monitors that edge is free to paid conversion. Over time, if you look at that metric on a cohorted basis, you will start to see the metric go down from cohort to cohort.

Retention 145

Retention Accounts Marketing Metrics 145

Andrew Chen

JANUARY 9, 2020

I did a Q&A on Quora about investing, growth channels, metrics, and life as a startup CEO — it was fun, and some of the answers ended up getting a million views! The internet culture supply chain works like this: Asia US teens Adults B2B. Want to know what B2B communication/collaboration will look like in 5 years?

Marketing 110

Marketing Retention B2B Scaling 110

Andrew Chen

DECEMBER 20, 2016

[Andrew: Paid marketing remains an integral part of many products’ acquisition channels, and one of the key metrics is Cost of Customer Acquisition, which is a nuanced calculation with lots of gotchas. Since HubSpot is a B2B SaaS product, CAC would equal the cost to acquire a new customer on one of their Basic, Pro, or Enterprise plans.

SaaS 111

SaaS Sales Sales B2C 111

Walk Me

SEPTEMBER 2, 2021

And, since employee training affects the employee experience, it also affects other metrics such as employee retention, job satisfaction, recruitment costs, and more. Despite this specific difference, they do tend to track the same overall types of metrics. Another factor that affects training metrics is the task in question.

ROI 52

ROI Metrics Software Onboarding 52

Andrew Chen

JUNE 26, 2017

Cohort analysis was a sophisticated approach, and we also didn’t have a sense for MAU, DAU or other more granular metrics. In B2B, we’re seeing the same phenomenon. Ten years ago, we used to look at total registered users. One of the killer features of Mixpanel is that it made understanding cohort-based retention turnkey.

Advertising 111

Advertising Revenue Retention B2B 111

15Five

JANUARY 30, 2019

Use metrics to measure those objectives and results so managers and employees can track progress, and employees can build their repertoire of skills. Pamela DeLoatch is a B2B technology writer specializing in creating marketing content for the HR industry. Everyone is then connected to the overarching goal.

Performance Review 87

Performance Review B2B Retention Metrics 87

Harvard Business Review

NOVEMBER 8, 2016

Outbound B2B sales are becoming less and less effective. Meanwhile, 84% of B2B buyers are now starting the purchasing process with a referral, and peer recommendations are influencing more than 90% of all B2B buying decisions. First, three out of four B2B buyers rely on social media to engage with peers about buying decisions.

B2B 22

B2B Sales Sales Media 22

Eric Jacobsen Blog

MARCH 18, 2013

Develop meaningful metrics. Question : For readers who lead Business-To-Business (B2B) companies, my sense is that some will think this book is not for them because they don't deal with the consumer or aren't in retail. Arrogance + Ignorance = Irrelevance We live in a time when the line between B2B and B2C is eroding.

B2B 45

B2B B2C Media Travel 45

LSA Global

APRIL 1, 2020

There is no doubt that your target B2B buyers who control the majority of the purse strings are using social media to inform their purchasing decisions. Recent IDC research found that: 75% of the B2B Buyers use social media to inform and support purchase decisions. Learning How to Sell Socially Matters. Weak Adoption Strategy.

B2B 36

B2B Sales Sales Media 36

LSA Global

APRIL 10, 2020

We define B2B social selling as the ongoing process of leveraging digital channels to find, engage, and connect with ideal target clients. High performing B2B social sellers build relationships on digital platforms and turn online connections into offline sales conversations and long-term customer relationships. 80% more productive.

Sales 36

Sales Sales B2B Metrics 36

Chief Executive

DECEMBER 1, 2022

Ten or 20 or 40 strategic accounts drive 80 percent of revenues for most organizations,” says Dave Irwin, president of Polaris I/O, a B2B customer-retention software platform. In the B2B world, suppliers often enjoy “champions” inside companies. Work with champions. It’s core to what we do. It’s not just, “How did the project go?”.

Retention 98

Retention Travel Digital Transformation Software 98

Andrew Chen

AUGUST 8, 2022

However, I’ve also seen B2B contexts where in a professional setting, people tend towards inviting more if they are perceived as altruistic, giving out a large $ discount to others. You’ll need some kind of ROI metric to drive the strategy of the referral program. The Payback.

A/B Testing 94

A/B Testing B2B Onboarding ROI 94

LSA Global

MAY 8, 2023

How to Manage Sales Teams to Greater Accountability Ensure all sales team members are accountable for high performance sales metrics and understand the “why” behind how their success is measured, monitored, and rewarded.

Sales 36

Sales Sales Sales Management B2B 36

Andrew Chen

MAY 14, 2018

First zero in on a strategy for achieving your desired outcome , and then pick high quality metrics to validate your tests. With B2B, bottoms-up SaaS companies, even Intercom, there is a lot of viral spread because so many people are busy collaborating with each other. Full Interview with Adam Risman (Intercom).

SaaS 71

SaaS Retention B2B eCommerce 71

Harvard Business Review

DECEMBER 24, 2015

Many B2B CEOs still believe that social media isn’t right for them. But social media marketing can offer B2B marketers a range of benefits if they take advantage of it, from increasing engagement and influencing decision making before the sales call to customizing sales messages and enhancing their company’s reputation.

B2B 14

B2B Media B2C Marketing 14

Peter Winick

MARCH 2, 2023

So I think the difference is that with Salesforce, this is obviously B2B, right? Peter Winick Well, and that and that feedback piece, I think that’s an interesting piece that you bring up is that some of the metrics that that folks obsess on on social are actually silly, right? So give me maybe compare and contrast or.

Advertising 130

Advertising Benefits Media Marketing 130

15Five

AUGUST 11, 2016

DM : What’s your top advice for B2B Subscription SaaS companies looking to get seed funding? For any given metric, the range is very broad though – and a lot depends on the track record of the entrepreneurs. This can come through a handful of happy customers or some early but encouraging growth metrics. Check it out!).

SaaS 0

SaaS Software Metrics Marketing 0

Walk Me

JULY 19, 2022

Gartner suggests that the Challenger Sale established a decade ago is the answer to ensuring staff are best prepared to increase sales via business-to-business (B2B) buyer behaviors. This example is relevant for B2B, But how do we conclude what change solutions sales staff need, and how do we avoid making change initiatives fail?

Change Management 52

Change Management Sales Sales Manager 52

LSA Global

NOVEMBER 6, 2023

The wanted key sales managers and sales leaders to better lead, manage, and coach their sales teams to win bigger B2B client deals faster as they face increased competition and pricing pressure. The Sales Manager Training Workshop results were: 98% job relevance 98.4% satisfaction 145% knowledge gain 96.5%

Sales Management 36

Sales Management Sales Sales Manager 36

Harvard Business Review

AUGUST 5, 2015

The AIDA model and its variants are the basis for sales funnels at many B2B firms. It’s an inside-out process and CRM systems are there to provide data about progression (or not) through that company’s funnel steps — the famous “pipeline” metrics that dominate so much talk about sales.

B2B 15

B2B Sales Sales Sales Funnel 15

Andrew Chen

DECEMBER 10, 2018

Another note is that this is closely related to, and complimentary, to this deck: The red flags and magic numbers that investors look for in your startup’s metrics. If the below deck is the macro view of how I’m looking at markets, industries, and technologies, then the metrics deck gives my POV on how to diligence each company.

Media 100

Media Advertising Scaling Marketing 100

Andrew Chen

JUNE 25, 2019

Stage : Early-stage for B2C, an evergreen lever for B2B. Stage : Early-stage for B2C, an evergreen lever for B2B. Retention metrics roundup of articles and links by Andrew Chen. This tactic is one of the more complex and operationally heavy, but also often the most effective at bootstrapping a marketplace. Cost : Medium.

Retention 111

Retention User Experience Travel Marketing 111

Andrew Chen

NOVEMBER 1, 2021

Network effects emerge when products, like marketplaces, social apps, B2B collaboration tools, and so on, get more useful the more users that are on them.In Direct sales and product-led viral growth for most B2B collaboration apps. Outcomes : At least one scalable growth strategy. Next is Escape Velocity.

Scaling 82

Scaling Marketing Recruitment B2B 82

LSA Global

APRIL 15, 2024

According to Accenture, 80% of B2B customers will change providers at least every two years if their expectations aren’t understood and met. Define Clear Sales Objectives and Success Metrics An effective sales strategy begins with clearly defined sales objectives that serve as guiding beacons throughout the journey.

Sales 36

Sales Sales B2B Implementation 36

LSA Global

APRIL 15, 2024

According to Accenture, 80% of B2B customers will change providers at least every two years if their expectations aren’t understood and met. Define Clear Sales Objectives and Success Metrics An effective sales strategy begins with clearly defined sales objectives that serve as guiding beacons throughout the journey.

Sales 36

Sales Sales B2B Implementation 36

Harvard Business Review

MARCH 7, 2017

A similar sequence has happened with B2B buying. By 2012, our research shows, nearly 60% of a typical B2B purchasing decision — researching solutions, ranking options, benchmarking pricing, and so on — was happening before the buyer even had a conversation with a supplier. Related Video. The 8 Types of Salespeople.

B2B 14

B2B Travel Benchmarking Sales 14