Skip to content

theB2B Report

The Latest in Business-to-Business Technology

  • About
  • Resources
  • Home

Tag: B2B Sales Leadership

5 Ways to Scale your B2B SaaS Company without Chasing New Deals

The customer experience brings B2B SaaS leaders new opportunities to grow, scale and prosper. Here’s 5 ways you can boost revenue for your SaaS company without chasing new sales deals.

5 Ways to Scale your B2B SaaS Company without Chasing New Deals

The most successful and fastest growing tech companies are seeing 30-40% of new revenue annually from the expansion of their existing customer base. (Source: ProfitWell)

Here are 5 ways to boost revenue at your B2B SaaS Company without chasing new sales deals.

#1: Cost of keeping a customer is less than acquiring new ones.

Shore up resources and segment your customer base for full coverage. Existing clients are also more likely to close upsells by purchasing new products or increasing spend for new features and added benefits.

#2. Referrals can feed top funnel and top-line revenue with leads that close faster and stay longer.

A strong renewal process isn’t only about the renewal. It’s about the client’s entire experience leading up to the event of license expiration. When the customer explicitly knows the value of your product and partnership, they tend to want the same for their peers, colleagues, and network. Would you rather have 5 warm referral leads or rather chase down 50 cold leads? Low hanging fruit right here if you’re not asking for referrals.

#3. Inside Selling roles are growing more than any other role in the sales profession today

Not SDR’s, not BDR’s, but Inside Sales. Professionals in Inside Sales now make up almost half of all sales positions. Using census data, Insidesales.com estimates of the 5.7 million non-retail U.S. salespeople in 2017, 43.5% were inside sales pros.

#4. B2B renewal sales require a hyper-focused approach, process and talent pool different from your new sales team.

This starts at the top. If the leadership at your organization doesn’t know this already you’ll struggle to perform and probably already are. Don’t erode your user base because you’re too lazy to hire the right talent to keep your happy customers, well, happy.

#5. Renewal teams are often an untapped gold mine for BOTH the company they work for and the customers they serve.

Because the subscription-based model is fueled by the customer experience and normally sold as a monthly or annual subscription, your renewal team has more access than ANYONE else to practice empathy and walk in your customer’s shoes. They should be cataloging behaviors and trends.

Your takeaway action: Establish a client feedback loop, collect the data and use it to build better products, stronger support offerings, and tailored and appropriately personalized journeys for all users.

Originally appeared on LinkedIn, written by Aaron Cowell.

Share, save, or read offline:

  • Click to share on Twitter (Opens in new window)
  • Click to share on Facebook (Opens in new window)

Like this:

Like Loading...
Author Aaron CowellPosted on January 11, 2019Categories B2B SaaS, B2B Sales, B2B Sales Leadership, B2B Sales Strategy, business-to-business (B2B), Customer Experience, SaaSTags B2B CX, B2B Leadership, B2B Renewal Sales, B2B Retention, B2B SaaS, B2B Sales, B2B Sales Leadership, B2B Sales Strategy, B2B Strategy, Business Strategy, Churn, Churn Hurts, CS, Customer Experience, Customer Lifecycle Management, Customer Retention, Customer Success, CX, Enterprise SaaS, Go-To-Market-Strategy, Happy Customers, Inside Sales, Leadership, Renewal Sales, SaaS Account Management, SaaS Growth Coach, SaaS Renewal Strategy, SaaS Sales4 Comments on 5 Ways to Scale your B2B SaaS Company without Chasing New Deals

What my Favorite Hotel Taught Me About CX (Customer Experience)

If there’s a big difference between The Lenox and other high-end hotels it’s the experience you have while you’re there (CX). They’ve mastered the B2C experience that so many B2B companies fail to do today that costs them long-term revenue: The Customer Experience (CX).

What my Favorite Hotel Taught Me About CX (Customer Experience)
The Lenox crushes CX. Downtown, Boston, MA

There’s plenty of high-end luxury spots and hotels in Boston to choose from.

Why The Lenox is my favorite spot…

Easy. They provide an unbelievable customer experience every time.

They knew we are expecting a little one and had a bottle of sparkling apple cider (no alcohol) and a Lenox Baby blanket with their gold logo lightly embroidered.

  • If there’s a clear difference between The Lenox and other high-end hotels. It’s the experience you have while you’re there …
  • You can tell delighting their guests and customers is rooted in their employee and company culture.

It’s because of the strong customer experience The Lenox delivers to their guests, that I’m happy to pay a premium to stay there.

They’ve mastered the B2C experience that so many B2B companies fail to do today that costs them long-term revenue.

As I like to say, churn can really hurt. Churn is the grim reaper of the SaaS Industry after all.

My point is that B2B companies who adopt this B2C mentality TODAY and root CX into their culture will be alive and well in 50 years…

The companies that don’t, won’t.

the b2b report

Join the movement. Get familiar with The B2B’s Churn Hurts Newsletter

Share, save, or read offline:

  • Click to share on Twitter (Opens in new window)
  • Click to share on Facebook (Opens in new window)

Like this:

Like Loading...
Author Aaron CowellPosted on December 11, 2018February 20, 2020Categories B2B SaaSTags B2B CX, B2B Leadership, B2B Retention, B2B SaaS, B2B Sales, B2B Sales Leadership, B2B Sales Strategy, B2B Strategy, Customer Experience, Customer Success, Enterprise SaaS, Go-To-Market-Strategy, SaaS Account Management

Hail the All Mighty B2B Customer Experience (CX)

The well executed B2C buyer experience, and meteoric rise of B2B product offerings (SaaS) happens to be the perfect storm fueling today’s obsession with the ‘Customer Experience’ (CX).

Hail the All Mighty B2B Customer Experience (CX)

The delightful B2C buyer experience and explosive rise of B2B product offerings are two drivers fueling today’s obsession with the ‘Customer Experience‘ (CX).

Why CX?

The Customer Experience, or CX, is dominating the decision criteria of today’s technology buyers.

After all, it’s never been easier to replace a product or service with a solution of similar or equal value.

That’s why:

    • If you give the customer a reason to leave, they will.
    • Don’t give them a reason to stay and they’ll find a better experience at a better price point.

According to the team at Sales Hacker, over 700 new SaaS businesses launched in 2017 alone and in 2018 that number surged another 15% to 830 vendors.

Sales Technology Landscape, July 20172017 Sales Technology Landscape
~ 700 SaaS vendors
Sales Technology Landscape, May 2018
Sales Technology Landscape 2018
~ 830 SaaS Vendors

What this means to B2B sellers

It means even more options are available today and the ‘buyers market’ for B2B technology will only lean more in their favor.

It means clients will keep your Customer Success team accountable to the promises your Account Executive’s make.

This shift, alone, is quite the change from conventional vendor/end-user business engagements…

Worried you’ll lose? Don’t. Try this instead…

At this point, the future of who survives the next decade in B2B SaaS is mostly speculation.

To get a foothold on the trends and priorities influencing your next net-new deal or renewal sale, check out the awesome community from G2 Crowd.

  • Look up your company and your competitors.
  • Read the reviews and ratings.
  • Compare your brand against your competitors (features, comments, user preferences)

It’ll give you a great idea of how today’s B2B world is constantly moving more towards a B2C style of experience expectations.

For strong B2C CX think Netflix, Apple, Allbirds, Everlane, Mahabis et al.


The Main Takeaway for B2B Leaders?
You need world-class execution in one key area to WIN:

The B2B Customer Experience.

The key to long-term success in SaaS is Mastering CX.

the b2b report 

Join the movement. Subscribe to our Newsletter.

Share, save, or read offline:

  • Click to share on Twitter (Opens in new window)
  • Click to share on Facebook (Opens in new window)

Like this:

Like Loading...
Author Aaron CowellPosted on December 10, 2018February 20, 2020Categories B2B SaaS, B2B Sales, B2B Sales Leadership, B2B Sales Strategy, Customer Experience, SaaSTags B2B Account Management, B2B CX, B2B Growth Coach, B2B Leadership, B2B Renewal Sales, B2B Retention, B2B SaaS, B2B Sales, B2B Sales Leadership, B2B Sales Strategy, B2B Strategy, business-to-business (B2B), Customer Experience, CX6 Comments on Hail the All Mighty B2B Customer Experience (CX)

Nature Teaches me 3 Things Failing B2B Company’s Do

Here’s What Failing B2B’s Do:
They sell products/services that overpromise and under deliver on either: Time-to-value, Desired outcomes (CS), Experience of use (CX)

Nature Teaches me 3 Things Failing B2B Company’s Do

Parallels for winning in the SaaS game are abundant throughout nature. I’ve talked about this before.

In the first picture —  it looks like I’m experiencing a nice brisk walk with sperrydog.

B2B's cold beach experience

The Parallel: Branding + Net new sales

In the second picture — you can tell how cold it is.

the B2B's cold beach experience

The Parallel: Onboarding + Deployment

My nose even turned bright red from windchill. Sperrydog is even ‘mean mugging’ from the cold weather. So…what am I saying?

Here’s What Failing B2B’s Do:

They sell products/services that overpromise and under deliver on either:

• Time-to-value

• Desired outcomes (CS)

• Experience of use (CX)

The reasons B2B’s do this are endless. The reason I’m telling you is so you can decide if you want to be different.

the b2b report

Join the movement. Get familiar with The B2B’s Churn Hurts Newsletter

Share, save, or read offline:

  • Click to share on Twitter (Opens in new window)
  • Click to share on Facebook (Opens in new window)

Like this:

Like Loading...
Author Aaron CowellPosted on December 9, 2018February 20, 2020Categories B2B SaaS, B2B Sales, B2B Sales Leadership, B2B Sales Strategy, business-to-business (B2B), SaaS, SaaS SalesTags B2B CX, B2B Leadership, B2B Renewal Sales, B2B Retention, B2B SaaS, B2B Sales, B2B Sales Leadership, B2B Sales Strategy, B2B Strategy, Business Strategy, Churn, Churn Hurts, CS, Customer Experience, Customer Lifecycle Management, Customer Retention, Customer Success, CX, Enterprise SaaS, Go-To-Market-Strategy, Happy Customers, Inside Sales, Leadership, Renewal Sales, SaaS Account Management, SaaS Growth Coach, SaaS Sales

How you do ONE THING, is How you do EVERY thing..

The success of servant leaders has propelled the movement of companies building brands and relationships to the forefront of the B2B SaaS World.

How you do ONE THING, is How you do EVERY thing..

The success of servant leaders in today’s technology world has propelled the experience based movement of building engaging brands and companies to the forefront of the B2B SaaS world. 

B2B Sales and Technology continue to shape the world around us. 

  • Authenticity is in.
  • Servitude is more desirable in leadership than ever.
  • People are learning you don’t have to be an asshole to get ahead.
  • Consistency now the secret ingredient of world-class sales team’s

With changes in how people want to work and how they work, also comes changes to how they buy, sell and lead in their careers. 

New company cultures built around radical transparency are coveted. Companies with a customer-centric go-to-market strategy means Customer Success isn’t just a department but an entire operational mindset for every single employee.

The customer experience must delight, time-to-value for customers and prospects must improve.

Despite all this: humans are still being starved of meaningful interaction.

People want to buy from other people (mostly).

How to win in this ever-changing digital world? Serve others before yourself.

Be genuine, be authentic, and be comfortable being uncomfortable. 

Because people often suck.

The ‘thing is they / you / me’ — we don’t have to. 99% of the time it’s because of Fear. Here’s what Fear does to every level of professional:

The I Don’t care enough Person:

By not caring what others think to the point we are intolerable to work with, or

The ‘You aren’t free at all’ Person:

By caring too much about what others think we lose the ability to make decisions and execute with confidence

As human-beings, remembering where we come from matters. Roots are important.

They help define the core values we choose to live by. Those core values help us establish our mindset or ‘human operating system’.

Do you have a scarcity mindset, or an abundance mindset?

Fear is not the key to getting the most from your employees, yet it still runs rampant in the Westernized business world. Will these companies adapt or die?

Millennials now outnumber all other age groups in today’s workforce — and eventually, they’ll make up the ranks of corporate America too.

These are the changes that will come with the changing of the generational ‘guard’.

Are you ready?

the b2b report

Share, save, or read offline:

  • Click to share on Twitter (Opens in new window)
  • Click to share on Facebook (Opens in new window)

Like this:

Like Loading...
Author Aaron CowellPosted on December 6, 2018February 20, 2020Categories B2B SaaS, B2B Sales Leadership, Career Advice, Career Growth, Customer ExperienceTags B2B CX, B2B Leadership, B2B Retention, B2B SaaS, B2B Sales, B2B Sales Leadership, B2B Sales Strategy, B2B Strategy, Customer Experience, Customer Success, Enterprise SaaS, Go-To-Market-Strategy, SaaS Account Management

Posts navigation

Page 1 Page 2 Page 3 Next page

Enter your email address to follow this blog and receive notifications of new posts and get exclusive content by email.

Join 135 other followers

RSS Latest from Sales Hacker

  • How Autodesk, TELUS and Upland Maximize Sales Revenue March 2, 2021
  • How A ‘One Team’ Mindset Fuels Revenue Growth in 2021 March 2, 2021
  • PODCAST 150: Driving Sales Home: Tips From an Auto Dealership with Michelle Benfer March 2, 2021

RSS Latest from OpenView

  • How Atlanta’s Calendly turned a scheduling nightmare into a $3B startup January 26, 2021
  • OpenView Adds Sanjiv Kalevar to Investment Team November 17, 2020
  • ‘Enterprise software is recession proof, ‘ according to a new report that tracked how the pandemic affected 400 firms November 12, 2020

Categories

  • B2B CX (1)
  • B2B SaaS (31)
  • B2B Sales (14)
  • B2B Sales Leadership (23)
  • B2B Sales Strategy (22)
  • B2C (1)
  • business-to-business (B2B) (12)
  • Career Advice (1)
  • Career Growth (1)
  • Customer Experience (19)
  • SaaS (13)
  • SaaS Sales (2)
  • The B2B Report (1)
Follow theB2B Report on WordPress.com
  • About
  • Resources
  • Home
theB2B Report
theB2B Report
Cancel

 
Loading Comments...
Comment
    ×
    %d bloggers like this: