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Real Talk Webinar Recap: PreSales in the New Customer Journey
The way buyers want to buy has changed forever. That’s partly a result of product-led growth exploding in the last few years, and it’s only accelerated by the impacts of the current global pandemic....
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Touchless Transactions in the SMB
I had an interesting conversation with a friend last week. He talked about how “nobody wants to deal with SMB customers, but we still want that SMB revenue.” We had a good laugh about it. …but it is...
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The “micro-close” within product-led sales
I have been addicted to sales since I was selling replacement plans on rollerblades during my freshman year in college; luckily these days, the addiction has evolved to include marketing, so I’m not...
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Cloud Wars: from sign-up to VM (4/6) | Google Cloud
Chapter 3, Part 4: Google Cloud Introduction Welcome to the continuation of the third installment of Paul’s Tutorial Series! As mentioned in my previous article, this tutorial is all about exploring...
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The Light Switch Demo
What’s a “light switch demo?” It’s when your product has a single feature that can crack open a proper conversation. You don’t need an hour-long demo to set a vision – instead, you have this one...
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Lessons that the B2B SaaS industry can learn from 3D Printing
We recently had a great conversation with Kris Meulemans, the head of PreSales and Customer Service at Materialise. They’re creating the leading 3D printing and additive manufacturing software in the...
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A Look at B2B SaaS Marketing Websites in 2021
What do the top B2B SaaS websites look like right now? What are marketing teams using to convert their traffic? So I did a little research to see if my suspicions were right. Are they offering...
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Best Practices: Tailoring
My top two ways to tailor your demo and pitch? Persona and vertical. These are my favorites because it’s both the fastest and most effective way to tailor. “A person like you with a job like that…...
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Pipedrive’s Product-Led Pricing
I’ve been a fan of Pipedrive since their early days, after I found out that a bunch of the founding team were fellow graduates from the same door-to-door sales program I participated in back during my...
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Cloud Wars: from sign-up to VM (5/6) | Chapter 3, Part 5: IBM Cloud
Introduction Welcome to the continuation of the third installment of Paul’s Tutorial Series! As mentioned in my previous article, this tutorial is all about exploring cloud providers. More...
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Make sure your PreSales team aren’t “just demo jockeys”
I caught up with an old friend last week. He’s a Solutions Engineer at a fast-growing startup (around 150 people). He’s starting to look for a new job. One of the things that attracted him to this one...
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How to Drive Adoption of a killer POC
It’s hard to find people who are super passionate about their job. It’s even harder to find people who are super passionate, and really tactically good. Chorus’s Stephanie Madsen happens to be one of...
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Outbound Prospecting Replay
BDR emails are hard right now. Outbound in general is really tough. Haven’t you heard? ‘Asking for meetings’ was replaced by ‘providing value’ a few years back. It’s a nice rally cry for salespeople...
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Reprise: Launch Preview: A Revenue Collective Exclusive
I’ve been a member of Revenue Collective for three years now. While I haven’t been super active in the channels, I have had some really open and serious conversations in small groups or 1:1 settings....
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Cloud Wars: from sign-up to VM (6/6) | Chapter 3, Part 6: Oracle Cloud
Introduction Welcome to the continuation of the third installment of Paul’s Tutorial Series! As mentioned in my previous articles, this tutorial is all about exploring cloud providers. More...
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Champion Enablement Through a Sandbox
Most B2B SaaS teams have a funnel shaped like a martini glass. It starts wide at the top, narrows immediately after the first stage, and then stays relatively constant the rest of the way through....
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The Rise of the Demo Engineer
There will be a new executive role at your company soon: it’s the demo engineering leader. Over the next three years, you’ll see the job title explode on Linkedin, you’ll continue to see millions of...
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MTG Data Analysis with Python | Chapter 4, Part 1: 17lands
Introduction Welcome to the fourth installment of Paul’s Tutorial Series! Today, I went deep. Data Analytics has always been something I’m passionate about and lately I discovered the tool 17lands....
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Tailored First Calls
First impressions matter. First calls dictate if you get a mid-stage opportunity or an early loss. And the first five minutes of that call dictate which way the call – and your fate – go. So you do a...
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Website Product Tours
There’s a new offer on SaaS websites – the website product tour. Here’s the inside scoop on how it works. I’m a lead on your website. I want to see what you do. I want to know if it’s what I need....
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