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SaaS Growth Stacking - with Dan Martell

How do you end up in rehab for 11 months, discover computer programming, then build 5 tech startups, selling 3 and raising money for the last 2 in 15 years? Tune in each week and Dan Martell will teach you: How he got invited to spend a week with Richard Branson. How he ended up raising money from Mark Cuban. How to hack your productivity. How to focus your marketing efforts. How to get your big dreams funded. How to build, scale and sell your technology company without giving away the control to investors and financial stakeholders. The 3 disempowering “pick me, pick me” mentality that plagues startup founders.. and what you can do to avoid it and fund your startup. Tune in each week and get Dan’s deep-in-the-trenches experience as a father, serial entrepreneur, and investor. Do you want to fund, start, scale and sell your business? That’s the only question that matters here. If the answer is “yes”, then hit the SUBSCRIBE button and let’s make it happen.
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Now displaying: June, 2018
Jun 18, 2018

Exclusive Download: Revenue Expansion Maximizer™

Nightmare scenario:

You just spent 30 mins delivering an amazing product demo.

The guy on the other end of the Zoom call is all hot and bothered.

Loves your solution. Sees the value. Wants it yesterday.

So you go in for the close…

Only to find out that the person you just cancelled lunch plans for doesn’t have the budget or the authority to make the decision… and will have to “get back to you.”

Shoot me now.

Reality is, that scenario plays out all the time, and highlights the single most important criteria you need to look for when evaluating an enterprise SaaS sales person.

In a complex web of end users and decision makers… can your salesperson pull a Liam Neeson and hunt down the actual buyer?

Sure, it sucks if that opening scenario happens to you every now and then…

But when it happens to that enterprise sales person you just hired on a six figure base salary…

Well, that’s just downright crippling.

In this week’s video I breakdown the 6 key steps for evaluating one of your company’s most important early hires.

At a high level, here’s what you’re looking for to make sure you get a massive ROI on your enterprise SaaS sales person:

  1. Navigating decision hierarchies in large organizations
  2. Finding the buyer ASAP
  3. Articulating your value prop
  4. Handling objections
  5. Can they position you?
  6. Knowing how to deal with IT

I also share a really cool technique inspired by Chet Holmes (Ultimate Sales Machine) for testing whether or not your potential new hire will crack under objections.

It’s a super effective filtering mechanism for weeding out potential hires before they bloat your overhead and blow the sale.

Give it a watch now and let me know in the comments if you a) currently have a sales person on payroll and b) what criteria/evaluation process has worked well for you.

--

Dan Martell has advised more startups than his hometown has people and teaches startup founders like you how to scale. (Get the free 3 videos to grow your business here.) He previously created, raised venture funding for and successfully exited two tech startups: Flowtown and Clarity.fm. You should follow him on twitter@danmartell for tweets that are actually awesome.

Are you an entrepreneur? Get free weekly video training here:
http://www.danmartell.com/newsletter

+ Instagram (behind the scenes): http://instagram.com/danmartell
+ Facebook (live trainings + Q&A): http://FB.com/DanMartell
+ Twitter (what I'm reading): http://twitter.com/danmartell

Jun 11, 2018

Exclusive Download: Rocket Demo Builder™

If nobody’s pushing back on your pricing…

That’s a problem.

You might be thinking:

“But Dan.. isn’t it a good thing that everyone’s saying YES to my price without resistance? Why would I want to rock that boat?”

Simply put:  

Without pushback, you’re leaving profits on the table and making your team complacent.

Two things that you literally can’t afford to be doing in the early days of growing your SaaS company.

If hearing this adds even more anxiety to your pricing decisions, let’s take a deep breath.

I’ve got you covered.

In this week’s video, I break down the 3-Step formula for nailing down the PERFECT pricing level that maximizes your profits, keeps customers happy, and creates a forcing function for you and your team to focus on creating massive value.

At a high level, here are the 3 steps:
  1. 10x value
  2. 5% more
  3. 20% pushback

The 3 steps all build on top of each other to produce the coveted 10-5-20 rule.

But if there’s ONE thing you pull from this week’s video to start adding immediate profits, it’s this:

For the next 10 customers you talk to, raise the price of your software by 5%.

And then please… whatever you do… play it cool when they say “yes”.

Don’t kill the vibe by acting surprised ;)

The key here is to test the upper limit that your market’s willing to pay for your solution. And then keep testing until you find that line of resistance.

Might make you sweaty palmed at first. But do what you can to stick it out.

You owe it to your team, your product, and your bottom line.

Give the full video a watch and then let me know how your next prospect responds to that 5% increase.

--

Dan Martell has advised more startups than his hometown has people and teaches startup founders like you how to scale. (Get the free 3 videos to grow your business here.) He previously created, raised venture funding for and successfully exited two tech startups: Flowtown and Clarity.fm. You should follow him on twitter@danmartell for tweets that are actually awesome.

Are you an entrepreneur? Get free weekly video training here:
http://www.danmartell.com/newsletter

+ Instagram (behind the scenes): http://instagram.com/danmartell
+ Facebook (live trainings + Q&A): http://FB.com/DanMartell
+ Twitter (what I'm reading): http://twitter.com/danmartell

Jun 4, 2018

Exclusive Download: Customer Experience Planner™

Imagine taking the stage for the opening keynote of your own customer conference.

Hundreds (or even thousands) of your users in front of you.

Enjoying that super cool inflection point where you can literally see the community you’ve built right in front of your eyes…

And at the same time, unlock a hidden series of growth levers that your competitors (who shied away from the whole conference thing) will never have a chance to pull.

Pretty cool, right?

Here’s a short list of what a successful conference can do for your growth:  

— Higher engagement, deeper commitments, and raving fandom.

— Build and solidify community amongst your users (driving retention/slashing churn)

— Bump up your trial-to-paid conversions (through amazing case studies that close the deal)

Despite the crazy upside, most founders will never pull the trigger.

The time… the cost… the energy… all seem way too much.

But did you know that it’s possible for your event to actually turn a profit?

In this week’s video, I draw from conversations I’ve had with companies like Leadpages and Bucket.io to give you the 5 steps for running an amazing (and profitable) customer conference.

At a high level, here are the steps:

  1. Upsell Tickets (Leadpages nailed this)
  2. Customers Present (and you get the case studies)
  3. Record all videos (and add’em to your nurture sequence — or sell them)
  4. Present Awards (and show your users what’s possible)
  5. Sell Sponsorships (so you can turn a profit and create future partners)

Pay special attention to that fourth step.

It’s one of those things that may seem a bit frivolous on the surface…

… but it’s actually a super ninja and highly sophisticated marketing strategy when you dig a little deeper.

If you’ve seen things like Clickfunnels’ “2 Comma Club”… that’s step #4 in action.

Running a customer conference may not currently be at the top of your 2018 goals list (or it might)…

… but I’d love it if you could give this video a quick watch and then drop me a comment letting me know a) if you can see yourself planning a conference and b) if not, what’s still stopping you?

--

Dan Martell has advised more startups than his hometown has people and teaches startup founders like you how to scale. (Get the free 3 videos to grow your business here.) He previously created, raised venture funding for and successfully exited two tech startups: Flowtown and Clarity.fm. You should follow him on twitter@danmartell for tweets that are actually awesome.

Are you an entrepreneur? Get free weekly video training here:
http://www.danmartell.com/newsletter

+ Instagram (behind the scenes): http://instagram.com/danmartell
+ Facebook (live trainings + Q&A): http://FB.com/DanMartell
+ Twitter (what I'm reading): http://twitter.com/danmartell

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