Growth Hacker's Digest - Edition 11
If you’re running a SaaS business, you must have known about Aaron Ross’ terrific book called Predictable Revenue. Last month, he launched his new book with Jason Lemkin called From Impossible to Inevitable.
To Review, Predicable Revenue book was mainly about the “Cold Call 2.0” method for accelerating lead geneneration. It shared the "why" behind the method and mapped where it fits in the overall lead generation framework of "seeds, nets, and spears".
In Impossible to Inevitable, he defines specific strategies around the “Cold Call 2.0” concept to make your SaaS sales even more predicable, more scalable, and with up to double the deal size. I highly recommend it.
Brian Whalley from InsightSquared digests his takeaways from this book in his Mattermark guest post right below in “blog posts of note”.
Beyond that, we have these for you:
- In GrowthHackerKit, since we’re on the topic of “Cold Call 2.0” (or tactical cold emails), I'm sharing a tip from Heather @ SalesFolk on “How you can reel prospects in with highly targeted messages”
- Jonathan from ProfitWell shares how to build a process for modelling CAC and LTV.
- Christian from Smashing Magazine reveals usability insights from a study on 50+ eCommerce businesses (ie. To improve activation, should you place infinite scroll? Place pagination? Or place "Load More" buttons?)
- If you prefer more “inbound style” B2B lead generation, Liz shares 4 advanced lead nurturing strategies.
Kenn from GrowthHackerKit | @kennyfrc
New at GrowthHackerKit
by Brian Whalley from InsightSquared
A typical SaaS company has Sales as the main department of the business. Aaron Ross revealed that his work in Salesforce indicates that Marketing / Lead Gen is the #1 driver for predictable revenue. Therefore, marketing & sales should be treated as equally prestigious in a SaaS company. But your startup is likely not at scale yet to merit a proper marketing & sales team. What should be the focus on then before driving growth via sales & mareting? Clue: it’s the most unscalable thing in your business.
ANALYTICS & MEASUREMENT
by Jordan McBride of ProfitWell
What is the #1 killer of startups? If you followed the Startup Genome Project, it’s pre-mature scale. Pre-mature scale means that your revenue did not hit the targets to offset the cost spent within the startup’s runway. But why do many startups fail to hit their revenue targets? Because they committed to growth plans with their VC partners before discovering a scalable & predictable revenue model. Remember that cost curves are always predictable or fixed; but revenue curves come with probabilities and ranges. Therefore, knowing where to cut your expenses in case shit hits the fan is extremely important. Don't let your VC tell you to cut people as a default. Jordan shares how he does his CAC modelling process in the link above. In the future, I will also reveal in a blog post how I advise other startups to model CAC as well (no blog link yet but it will come soon after i fix some kinks 🙂 ).
by Christian Holst of Smashing Magazine
In a B2C business, it’s less about “complete features” and instead it’s about driving user delight. In this amazing article, Christian shares his usability findings across 50+ leading eCommerce websites to improve user activation.
by Liz Pate of Kuno Creative
To increase your trial-to-close or even optin-to-close, a lot of effort must be spent on lead nurturing. Which sounds easier than it actually is because you will need to invest time in segmenting your email list and assigning different email sequences for each segment. Liz shares 4 advanced lead nurturing strategies that you should use. This is best paired with a previous link that I shared from Grow & Convert which touches on the same concept.
Date: March 02, 2016