Jason (Jay) Webb’s Post

Watch Jared DeLuca from Appcues explain RevenueHero's key feature - Lead-to-Account Matching. He has explained it so well that it directly goes into our internal training videos. Thank you Phil Gamache and Humans of Martech for this banger episode. One of the best. If you're in any GTM role, do watch and see how the top companies operationalise their work. Check out comments for the full episode.

Sharing some nuggets of wisdom on open source, PLG, and infrastructure products, from my friend Ben Sabrin of Weaviate on our Brick by Brick podcast Garuda Ventures (link to full episode in the comments): 💡 On PLG and open source: "The biggest innovation in OSS and PLG is you're shrinking the 'prove it' phase of the sales cycle. You're letting people go figure out on their own that your product can solve their problems." ➡ On top-down vs. bottom-up in OSS/PLG: "Not every PLG product is meant to be complemented with a top-down motion. But if what you enable is strategic, you absolutely should be taking the bottoms-up user signal and you should be attacking those accounts top down." ✅ On the bar being higher when you are an infra company - we lived and heard this message every day from Todd McKinnon and Frederic Kerrest at Okta: "When you're an infrastructure company, a platform that other people build their business on top of, that comes with responsibility; if somehow you're product isn't working, that means their business isn't working. You need to have extreme empathy for customers." #garudaventures #brickbybrick

“And we have enough of a product, a robust product catalog that with some intentionality, we don't cannibalize our own sales online.” A snippet from our latest episode on optimizing KPIs and product value. 🎧 Catch the Full Episode: https://bit.ly/HECP283 #SneakPeek #NewEpisode #PodcastCommunity #HonestEcommerce

I recently talked to a CRO who is stuck finding GTM-Fit (again). CAC:Payback doesn't make sense for his growth channels. And the efficient channels aren't big enough for growth. So Mikkel and I did an Episode on how you can get un-stuck, covering these areas: 1. Outcompete on differentiation This sometimes smells like "product-market it" but positioning can unlock a completely new trajectory. 2. Outcompete on GTM Your competitors might shy away from PLG, Outbound or Events. On paper, those might not be a fit, but in a competitive setup they might. 3. Outcompete on Cash While you think you are strapped for cash, your competitors are very likely in the same or worse situation. Check out the episode here: https://lnkd.in/eFD-yn7p

I’m doing everything right, yet my revenue’s stagnant or, worse, declining. Sound familiar? Here’s the game-changer: a killer follow-up formula and nurturing system. 🌱✨ In this episode, I’m not just talking about having systems... I'm diving into the essentials: a sales system, a nurturing system, and a collaboration system with multiple touch points. 💼 It’s all about standing out, showing your badass, heart-centered values 💖, and making it crystal clear why clients should choose you over the competition. 💪 Here’s the kicker: without these systems, you’re not just missing out... you're actively sabotaging your revenue growth. 🚫💸 Are you ready to stop backsliding and start thriving? 🎉🙌 🎧 Listen to the full episode to learn how to fix revenue blunders fast and discover the power of a standout strategy! 🔥 https://lnkd.in/e_BhxvVF #RevenueGrowth #SalesStrategy #FollowUpFormula #HeartCenteredBusiness #InspirationContagion #BusinessSystems #SuccessTips #ThriveNotSurvive #HollyJeanJackson

A new SDR Game (Soon to be Outbound Kitchen) episode is out: How this top BDR averages 134.33% with finance leaders and CFOs. Featuring Celine Hoyle‎, top BDR and BDR Team Lead at Mosaic.tech. Celine's performance: - Q1 '24: #1 BDR (144% of quota) - Q4 '23: #1 BDR (122% of quota) - Q3 '23: Ramping (137% of quota) Here’s more information about Celine’s accounts and buyer personas: - ICP: B2B SaaS companies with 50-500 employees - Buyer Personas: Finance leaders, and CFO - Market: English-speaking countries Watch or listen to the episode: link in the comments. PS: That was the last episode under the name SDR Game. I'm cooking... I'm rebranding SDR Game to Outbound Kitchen with a new logo, artwork, colors, etc. In the next few weeks, I'll be traveling, working on the rebranding, and prepping new episodes for the show. So, no new episodes for the next few weeks. But we will get back, we will be back with more episodes about outbound, and what's working today! I'll let you know when we're back. ✌️👨🍳

In this week's episode of Scaling With Shannon, Head #HoneyBadger Shannon Kinney tackles conversion rate optimization for your website. If you're getting traffic to your site but no sales, this episode is for you! https://bit.ly/3wzWxBP

Today we’re dropping our biggest announcement for 2024. For just $1, we’re giving away all our GTM secrets. We’ve been working in the dark on this for months. The best content ColdIQ has ever created. So for Black Friday Week: For $1 (which was supposed to be 300$), you get access to the ColdIQ Mini-Course. What’s inside? - Episode 1: Building a Revenue-Generating Tech Stack - Episode 2: AI-Enhanced Outbound Essentials - Episode 3: Closing Billion-Dollar Clients with Sales Tech - Episode 4: The 7-Figure Go-To-Market Funnel You’ll also join our new ColdIQ Community. Why are we doing this? Because we want ColdIQ to become the go-to resource for everything GTM. We want to teach as many people how to grow their business using technology. We’re setting the tone for 2025. And we want you with us. See you there 👇

𝗪𝗵𝗮𝘁'𝘀 𝗬𝗼𝘂𝗿 𝗣𝗿𝗶𝗺𝗮𝗿𝘆 𝗠𝗲𝘁𝗿𝗶𝗰? - 𝗖𝗥𝗢 𝗧𝗮𝗹𝗸𝘀 𝗣𝗼𝗱𝗰𝗮𝘀𝘁 - 𝗘𝗽𝗶𝘀𝗼𝗱𝗲 𝟮𝟱 In our latest episode, Matt Beischel and Iqbal Ali dive into the complexities of choosing primary metrics for your experiments. Check out the full episode here: https://lnkd.in/ge2BmHxk Here are some key takeaways: • 𝗣𝗿𝗶𝗺𝗮𝗿𝘆 𝗠𝗲𝘁𝗿𝗶𝗰 != 𝗢𝗻𝗹𝘆 𝗠𝗲𝘁𝗿𝗶𝗰: The primary metric is the most important, but not the only one. Guardrail metrics, which protect business-critical aspects, and secondary metrics, which provide context, are essential for a holistic view. • 𝗖𝗼𝗻𝘃𝗲𝗿𝘀𝗶𝗼𝗻 𝗥𝗮𝘁𝗲 𝗜𝘀𝗻’𝘁 𝗔𝗹𝘄𝗮𝘆𝘀 𝗣𝗿𝗶𝗺𝗮𝗿𝘆: While conversion rate is crucial, it isn't always the primary metric. Depending on the context, other metrics like user behavior or revenue impact might take precedence. • 𝗗𝘂𝗮𝗹 𝗠𝗲𝘁𝗿𝗶𝗰𝘀 𝗳𝗼𝗿 𝗕𝗮𝗹𝗮𝗻𝗰𝗲𝗱 𝗗𝗲𝗰𝗶𝘀𝗶𝗼𝗻-𝗠𝗮𝗸𝗶𝗻𝗴: Combining a primary user behavior metric with a primary business benefit metric ensures that changes drive both user engagement and business growth. • 𝗖𝗼𝗻𝘁𝗲𝘅𝘁 𝗠𝗮𝘁𝘁𝗲𝗿𝘀: The primary metric should be defined within the specific context of the experiment. What works for one test might not apply to another, so flexibility and context are key. • 𝗔𝘃𝗼𝗶𝗱𝗶𝗻𝗴 𝗠𝗶𝘀𝗮𝗹𝗶𝗴𝗻𝗲𝗱 𝗜𝗻𝗰𝗲𝗻𝘁𝗶𝘃𝗲𝘀: Pay-for-performance models can lead to gaming the system. Instead, focus on metrics that align with long-term business goals rather than short-term wins. #CRO #Metrics #ConversionRateOptimization

Is your classic channel strategy losing steam? Are you ready to prioritize meaningful relationships over traditional sales tactics? Find out how to build partnerships that drive customer value and business growth in my interview with Barrett King, Sr. Director of Revenue at New Breed. #partnerecosystem #partnersuccess The Channel Journeys Podcast > Real Life Stories and Practical Advice From Channel Pros brought to you by Impartner Software