Category Revenue

How to measure what marketing activities are actually driving revenue

By in Marketing, Revenue Tag

by MKT1 Newsletter I can nearly guarantee your early or growth-stage B2B startup doesn’t have the right marketing analytics in place to determine what’s actually working across go-to-market. Startups either don’t know how to set up the right basic tracking and data collectioncor they over-engineer something way too complex for their stage. Both scenarios result in not having the right marketing data to operate efficiently. With the complexities of go-to-market motions, funnel mapping, and tooling, I understand why this is the case—but it’s definitely something you need to fix! Every marketer should know if the activities they are focusing on are…

Read More

Relationship Now, Revenue Later

By in Finance, Revenue Tag , ,

by MATT BELL for MessageUp Hi there! Matt here, from MessageUp. I like to think that B2B sales are built on strong relationships. After all, the sales cycle is slow and usually involves many interactions between buyer and seller before a deal is consummated. Sadly, however, that’s idealized and naïve. Many B2B businesses are focused foremost on making the sale, with relationship-building a distant second. Making the quarterly and monthly numbers is more important than taking the time to understand and engage with customers. I can sense your eyeballs rolling. “Get off the soapbox, Matt,” you’re thinking. “That was true…

Read More

How one-click buy buttons boost sales

By in Revenue, Sales Tag , , , , ,

by THOMAS MCKINLAY for Aryih Almost 70% of items people place into their online carts are abandoned and never bought (according to Baymard Institute, 2022).  The top reason is a long and complicated customer check-out.  So what happens when you simplify it to the max? Enter: One-click buying. Here are the effects, according to scientific research from Cornell and Amazon. Previous insight: Boost conversions with more white space (more insights here) One-click buy buttons boost sales without increasing returns Channels: Ecommerce | Customer experience | Website | Customer journey | UX | UIFor: B2C. Can be tested for B2BResearch date: February 2023 📈…

Read More

What does an awesome pricing page look like?

By in Marketing, Revenue, Sales Tag , , , , ,

by ELENA VERNA for Elena's Growth Scoop Pricing pages are crucial in converting visitors/free users to paid customers. Important attributes of every pricing page: Showcases monetization model Easily understood Instills trust Assists consideration Has clear navigation The goal of the pricing page is to provide all the needed information to a potential customer to make a decision and then make it easy for them to take the next step. Pricing page performance Best-in-class in-app pricing pages with self-serve options convert ~15-20% of pricing visitors to the checkout page. Checkout pages usually convert 50% to paid customers. Best-in-class pricing page design…

Read More

Full steam ahead: What can we learn from Generation Z to create distribution’s brightest future?

By in Operations, Revenue, Sales Tag , , , ,

by Mark Dancer on Innovating B2B Generation Z, the first generation born into a world powered by the Internet, is coming of age, entering the workforce, pursuing advanced education, and pushing for change. Generation Z is the future of everything. In this edition, I share insights about Gen Z gleaned by listening to Roberta Katz, a cultural anthropologist, lawyer, and senior research scholar on the Stanford Pathfinders podcast. As a Baby Boomer, I feel obligated to listen to Gen Z’s members, learn from them, and at the same time, offer my network and knowledge to help them find answers, resources, and connections. I’m…

Read More

Usage-based pricing isn’t always best

By in Revenue, Sales Tag , , , ,

by Chris Reuter Usage-based pricing Usage-based pricing has been the darling of SaaS founders since Twilio, Stripe, and Snowflake broke through in the 2010s by generating monumental wealth for them and value for their customers. Ever since, investors and operators alike have tried to shoehorn consumption pricing into their products. However, there are some pretty hard and fast rules where it can be used effectively. 🪧 PSA: I’ll use the term usage or consumption pricing interchangeably from here on out, deal with it. First, the setting I’m not sure you’ve heard, but I’m from Maine. Coupling this with my experiences at a little company called IBM…

Read More

How to (Appropriately) Qualify Leads for Enterprise Sales in 2023

By in Revenue, Sales Tag , , , ,

by Jason Bradwell Last week, I was trawling through one of the seemingly hundred-plus Slack groups I’ve joined when I came across this question in a #AskMarketing channel: “We’re seeing a significant drop in ROI on Google Ads and LinkedIn Ads. What’s your approach to increase inbound lead gen in 2023?” Ah. The million-dollar question. And it got me thinking. If you spend any time following B2B marketers on social media (especially LinkedIn) then it is almost a certainty that you have come across the argument that building a strategy around the collection of marketing-qualified leads (MQLs) is a waste…

Read More