Using Data to Drive Outbound Sales
Even for SMB SaaS companies focused on specific verticals, outbound sales can prove to be an effective customer acquisition channel and growth lever. Pure cold calling won’t cut it, though – you have to use an experimental mindset that tests hypotheses with data, which in turn ensures that what you prove out is intentional, repeatable and (most importantly of all) scaleable.
Always Be Closing Sales
Brad Reynolds of Kimberly-Clark Professional focuses on how Sales Operations improves the efficiency of the sales team to increase revenue per head in “The Sales Operations Guide to Revenue Growth” (30-minute podcast)
Julia Manoukian of SalesforLife provides conclusions about why the debate between social selling and cold calling no longer matters and why in the end, we’re all saying the same thing in “Why the Battle Between Social Selling and Cold Calling is Dead”
Expand Your Marketing Funnel
Sean Kirby offers his solution to why you’re practically begging people to leave right away when they land on your content in “Why Nobody is Actually Reading Your Content”
Dave Kellogg of Host Analytics thinks because marketing departments are so often split between “design people” and “content people,” that (1) templates get over-weighted relative to content and (2) content people get so busy adhering to the template that they forget to tell the story in “Dear Marketing: Stop Putting the Template Ahead of the Story”
Grow Up and To The Right
Dustin Clark of Element Three sees how brands of all shapes and sizes are utilizing testing and growth strategies to build their businesses while instilling a growth mindset throughout their organization in “How 3 Successful Brands Use Growth Strategies to Drive Massive Results”
Dan Shure of Evolving SEO interviews Steve Rayson of BuzzSumo to uncover how BuzzSumo uses data-backed influencer marketing, the future of content marketing, and more in “How BuzzSumo Became A $5M SaaS Donkey” (71-minute podcast)
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Also published on Medium.