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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, 2020
Jun 29, 2020

Exclusive Download: Review Collector Maximizer™ – When, Where & How to Ask For Reviews, Plus The Top List of Sites That Really Move The Needle in Driving Qualified Leads - https://bit.ly/2ZjDMOb

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Try this theoretical A/B test in your mind.

The control is your SaaS product as it is right now. The ‘B’ variation is your exact same business…

…but with hundreds of 3rd party product review sites publishing in-depth reviews of your software.

Let’s get clear on this: You aren’t writing these reviews.

Other people are.

These reviews are shared on blogs, social media, and on YouTube. The publishers of these reviews are driving their own traffic.

Without changing anything about your product, here’s how your ‘B’ variation is better:

- Your website ranks higher on Google
- You get more traffic and product awareness
- You convert more paying customers

Why? These product review sites have their own marketing strategies, attract and educate the exact kind of people your product is for, and link directly to your site.

It’s like recruiting an army of marketers without paying a dime!

If you aren’t leveraging word-of-mouth marketing through product reviews… then you’re leaving money on the table.

But there are some very specific best practices to make sure you get the most out of customer reviews.

What are they? Check out this week’s video to find out.

To leverage product reviews and accelerate your company growth, these are the 5 cornerstone techniques:

1. Capture Feedback
2. Craft Profile
3. Grease Flow
4. Leverage Reviews
5. Maintain Momentum

As a SaaS coach, I’ve seen many of my clients using reviews to drive demand and volume for their signups, trials, and demos.

I’ve always done this with my own software companies too, even asking for reviews and encouraging our customer base to be vocal with their product experience.

There’s one major takeaway I want you to get from this video, though.

Don’t just cross your fingers and hope for reviews. 

Create an environment that makes them happen.

Have you thought about leveraging product reviews? Leave a comment on the video with your story. Looking forward to hearing it.

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Dan Martell has advised more startups than his hometown has people and teaches startup founders like you how to scale. 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.

+ 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


Exclusive Download: Review Collector Maximizer™ – When, Where & How to Ask For Reviews, Plus The Top List of Sites That Really Move The Needle in Driving Qualified Leads - https://bit.ly/2ZjDMOb

Jun 22, 2020

Exclusive Download: Game Tape Reviewer™ – Improve Your Sales Process & Get Everyone On Your Team Closing Like Your Best Salesperson Using Structured Call Reviews - https://bit.ly/2B203Yy

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“10x more money per customer?”

Cha-ching! 

Moving your business upmarket can mean massive revenue boosts.

It’s where the big-bucks get made.

Upmarket customers are the affluent, enterprise-level businesses that demand more from your SaaS… but also write bigger checks without even blinking.

By moving upmarket, your company’s growth can scale quicker from fewer customers.

I bet you’re already thinking: “SIGN ME UP!”

Like a cartoon character, your eyeballs become dollar signs, tongue hanging out, dreaming “money-money-money”!

Careful.

It’s a trap.

I’ve had the privilege of working closely with SaaS founders, seeing the numbers behind the scenes and I can tell you this:

Moving upmarket can destroy your business.

I’ve seen businesses commit to aggressively pursuing these upmarket customers by hiring new teams and launching new campaigns…

…only to fall flat on their face.

What happens then? You retreat. Tail between your legs, you let go of your new teams and crawl back to the market of low-ROI customers in the hopes of recouping some costs.

You simply can’t make that transition without a strategy.

This is Mark Roberge’s specialty.

Mark was HubSpots Chief Revenue Officer, a lecturer at Harvard Business School, ranked in Forbes top 30 Social Sellers in the world and the writer of The Sales Acceleration Formula.

A while ago I had a conversation with Mark about the process he uses to build a strategy for moving upmarket successfully.

That conversation inspired this week’s video.

If you want to transition to upmarket customers, then these are the 5 points I consider necessary to pull it off.

1. GTM metrics (it’ll make sense in the video)
2. Segment Map
3. Triple Review
4. Capture Fix
5. Lock-In Playbook

It should be no surprise to you that everything in business requires good strategies.

Some entrepreneurs just ride the right wave at the right time unaware that a portion of their success was luck.

But repeatable success is a different story.

In the last 20 years, I’ve started multiple 7-figure businesses in different industries, and successfully exited 3. Each company has challenged me in new ways I could never have imagined.

The only thing I can attribute to my success was remaining extremely realistic, grounded and developing proven strategies.

That’s why I make these videos for you every week.

Drop by the video here and leave me a comment. I love hearing from you and challenging my own thoughts.

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Dan Martell has advised more startups than his hometown has people and teaches startup founders like you how to scale. 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.

+ 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


Exclusive Download: Game Tape Reviewer™ – Improve Your Sales Process & Get Everyone On Your Team Closing Like Your Best Salesperson Using Structured Call Reviews - https://bit.ly/2B203Yy

Jun 15, 2020

Exclusive Download: Preloaded Year™ Template – 1-Page Visual Color-Coordinated Outline of Your Full Year Mapped Out Around Your Business & Personal Life - https://bit.ly/3cZpAPj

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12 months, 1 piece of paper, A4 only.

Does it fit?

Can you write a plan for your next year on a single piece of paper?

If not, then… your plan is too complex.

(This is coming from a guy who LOVES spreadsheets.)

Your next 12 months are going to fly by whether you want them to or not. The question is: Are you going to get 12-months’ worth of life out of them?

In business, it feels like everything has attachments, pivot tables, linked documents and subfolders. We’re used to overcomplicating things.

But when you’re faced with a decision that you have to make on the spot, does that overcomplication help?

No.

This is when simplified strategies work best.

It’s why I advocate for systems, models and playbooks in business. It takes that complexity and purifies it into something manageable.

Same with planning your life.

Years ago, my wife and I were struggling. I was building my company Clarity.fm and she was growing her agency.

2 entrepreneurs, with 2 kids… and LOTS of demand on our time.

It was hard to live an integrated life with the right balance of work, family and fun. So we had to get serious about planning our future in a way that was manageable.

We had to make it fit on a single page.

I learned this strategy from Taki Moore and it’s made my life so much more streamlined.

Want to know how you can do it?

Get yourself a piece of paper and pen (or a Google Doc), and follow along with this video.

Here’s the steps to get 12-months of life-planning on a single piece of paper.

Big Rocks First
Revenue Milestones
Think Once
Stress Test
Work The Plan

Now I know what you’re thinking:

“Rigid plans don’t work, Dan…”

That’s just it. You’ve got to plan for flexibility and for things to change. I expect 10% of my year to change. The other 90% might get shifted around, but they’ll happen… because I’m planning for it.

If something dramatic changes (like Coronavirus) in your life, that’s totally ok…

Just pull out the paper, reset and you’re good to go.

This is a system that reduces stress, streamlines your decisions AND is flexible enough to know that your year is going to change… all while getting the most out of it.

Your time is yours. It’s up to you to use it well.

Get on it.

See you in the comments.

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Dan Martell has advised more startups than his hometown has people and teaches startup founders like you how to scale. 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.

+ 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


Exclusive Download: Preloaded Year™ Template – 1-Page Visual Color-Coordinated Outline of Your Full Year Mapped Out Around Your Business & Personal Life - https://bit.ly/3cZpAPj

Jun 8, 2020

DOWNLOAD: Customer Support Builder™ - Best Practices, Processes, and Flows to Build a World-Class Support Experience That's Less Time Consuming - https://bit.ly/2MGhuQY

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There’s a GOLDMINE of product insights right underneath your nose…

And you’re probably ignoring it.

A treasure trove of data at your fingertips about new product features, your ideal customers, and opportunities for new verticals or marketing funnels you have left untapped.

This is the high-level stuff that I coach people through, and you’ve already got it.

Hiding in plain sight.

Where is it?

It’s in your customer support tickets.

Customer Support is one of my favourite things to talk about. I love it!

I performed customer support PERSONALLY for 2 years while building Clarity

Why? Because it’s an incredible opportunity for a founder to learn from your customers, guide product strategy and make sure your product is serving real people.

Most CEOs and founders delegate their customer support as SOON as they can.

I get it. You want to work on the high-level strategy.

But… make a habit of scanning your support tickets.

If you’re smart about interpreting those requests and tracing them back to find product insights or marketing hacks, you’ll scale faster.

For my companies, I made sure Customer Support was one of our competitive advantages and we have since been recognized as having some of the best support in the industry.

Want to know what we did? In this video, I’ll walk you through our strategies to turn Customer Support from a burden to a privilege.

I’ll break it down into 5 key components behind my Customer Support growth-hacking strategy. Here we go:

1. Customer Outcomes
2. Support Support (Yes, you read that right)
3. Flow Escalation
4. Measure the Metrics
5. Productize the Knowledge Base

One thing I LOVE about Customer Support is that it’s your opportunity to set word-of-mouth marketing alight.

No matter how many ads you are running or marketing funnels you’ve built, people trust the recommendations of other people most.

Word-of-mouth marketing trumps all others.

Having a kickass Customer Support system means active customers are getting incredible first-hand experiences from your team… and that translates into direct recommendations.

Looking back at my experience across 5 companies, I’d say the 2 things that made our support world-class were:

1. We documented and backfilled lessons learned from support, and put them into a growing knowledge base.
2. We used automation, snippets and text expanders to quickly use templatized answers to common customer issues.

The result? Support demand dropped and so did response time.

Tune in to the video right here to get a dose of Customer Support strategy that’ll turn dreaded tickets into welcome insights.

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Dan Martell has advised more startups than his hometown has people and teaches startup founders like you how to scale. 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.

+ 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


DOWNLOAD: Customer Support Builder™ - Best Practices, Processes, and Flows to Build a World-Class Support Experience That's Less Time Consuming - https://bit.ly/2MGhuQY

Jun 1, 2020

Ever noticed my black wedding ring? Want to know a secret about it?

It’s electronic (made by Oura).

It measures a lot of cool stuff about my body, including my sleep.

I didn’t care about sleep for YEARS. It wasn’t until I had kids (aka: human alarm clocks) that I had to dial in my routine and structure.

As soon as I started measuring my sleep, I knew I wanted to manage it better and get more from it.

I wanted a world-class sleep every night.

I met with biohackers and sleep nerds who’ve performed countless studies on what makes sleep great. I read their books, ran my experiments and tuned my body to maximize sleep.

Now I fall asleep almost instantly and get a sleep quality score of 93 / 94 most nights.

My 8-hours each night is so restful that I know I get WAY more out of each day. I’m sharper, more focused, and have clarity of mind. 

I recommend all entrepreneurs improve their sleep.

I don’t expect you to go to the lengths I have. I know it’s not for everyone… but I have some strong opinions on sleep and want to share the short version with you.

If you want to get a quick improvement without all the experimenting, then here it is.

Here are the 6 deep-sleep tips for you that I outline in this video.

Daily Dumps (Hilarious name, I know… but stick with me!)
Early To bed
Cold Room
Ramp Down
Black Out
No Consumption ← The truth hurts…

I’m no stranger to stress. I bet you aren’t either.

Running your own software business is guaranteed to have stressful moments

But wouldn’t you be a better leader and grow a stronger company if you slept well every night, and could face the stress of each day fully energized?

Just try it.

Don’t believe the myth that you have to run on 4 hours of sleep per night because “there’s too much to do in 24 hours”.

In this video, I mention lots of resources, apps, devices and experts for improving your sleep. I’ve put all of those together into a resource pack for you too.

Although I recommend you start by checking out the video, the resource list is right here when you need it.

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Dan Martell has advised more startups than his hometown has people and teaches startup founders like you how to scale. 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.

+ 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


How To Get To Sleep When Your Mind Is Racing: https://youtu.be/4mQx5WHN2b4
Oura Ring: https://ouraring.com/
SleepStream 2: https://apps.apple.com/us/app/sleepstream-2/id432771824
Sleep Master Sleep Mask: https://amzn.to/2MefgYK

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