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How to describe your business as an equation

Lenny Rachitsky

B2B SaaS equations A B2B SaaS business sells cloud-hosted software on a subscription basis (that’s what makes it software as a service—SaaS) to other businesses (that’s what makes it B2B). B2B SaaS businesses typically monetize in one of two ways— per seat (e.g.

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Getting conversational: HubSpot’s CEO on a new species of disruptor

Intercom, Inc.

Brian also shares HubSpot’s strategy for creating an industry-defining category that helped more than 86,000 customers in over 120 countries move from unwelcome outbound marketing to permission-based inbound marketing. It’s going to be really hard to create an inbound marketing category.

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Creating An Enterprise SaaS Marketing Strategy

Userpilot

Inbound works really well for smaller SaaS businesses, whether B2B or B2C. When you’re trying to sell to an upmarket target audience, you have to realize that the sales process is a lot more hands-on than the search engine optimization or inbound marketing efforts that you used to get your current customers.

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How GetAccept uses all of Intercom to grow its revenue by 450%

Intercom, Inc.

Enter GetAccept , the all-in-one platform for B2B sales teams that brings video, live chat, proposal design, document tracking and e-signatures together to simplify the life of a sales team. After trialling some other solutions, we chose Intercom because it centralizes inbound and outbound conversations without the friction that CRMs add.” .

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Best Practices for Accelerating the Sales Process

Think about it: with outbound prospecting, requests from management, scheduled demos, and inbound calls, chaos can quickly work its way into your strategy, deeming a “speed wins” selling mentality downright ineffective. The bottom line is that, in B2B sales, speed is useless without control.

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Avoid the land of no decision: 6 critical questions for every discovery call

Intercom, Inc.

Whether you’re dealing with an inbound or outbound lead, this is a softball question that helps uncover your prospect’s motivations for checking out your product. For inbound leads I tailor the question to ask, “What drove you to request a demo?” The average number of people involved in B2B purchases has climbed to 7.

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Marketing-Led Growth: How It Differs From Other Growth Strategies?

Userpilot

Such an outbound approach distinguishes it from the MLG strategy, which focuses more on inbound initiatives like content creation and distribution. The sales team proactively reaches out to potential customers, nurtures them, and converts them into paying customers. Marketing-led growth vs. sales-led growth.