Lars Grønnegaard Hansen

Linkedin message ads could be the easiest way to start with your first cold outbound campaign How did we do that at HyperTest B2B SaaS companies like to set-up meetings with their ICP (company, title, geography) as quickly as possible. Getting the attention of your ICP is the hardest thing in the initial days when no one knows you. Cold emails are a no-brainer. You need: ▶ A large enough email list of potential prospects ▶ A software to send out mails at volume to reach all as quickly as possible But this approach has 2 potential problems: 1️⃣ Takes a lot of time to build a list of verified prospects 2️⃣ Email senders have limits i.e. 500-600 emails / month to avoid spam filters Message ads which work exactly like emails sent as sponsored inmails can smartly avoid both problems. They help reach out to a verified audience fast and at scale that would otherwise take 20-24 months with emails. This is how it has worked for us in albeit a short experiment. Key Highlights - Sent ~20,000 targeted inmails in <45 days - Generated 7 opportunities at total cost of $2250 - Average CPL $33 & average cost / opportunity at $325 Why this worked better than conventional cold emails? 🚀 10x faster. Would have otherwise taken 20months for 20k mails 💰 40% cheaper on acquiring a pilot or opportunity 🎯 More targeted because we speak to EB directly This approach is not without limitations. Starts up good.

22

4 Kommentarer

𝗣𝗿𝗶𝗰𝗶𝗻𝗴 𝗦𝘁𝗿𝗮𝘁𝗲𝗴𝘆 𝗡𝗮𝘃𝗶𝗴𝗮𝘁𝗼𝗿 now available to download for FREE! ⬇ Interested? Good pricing starts with a solid Pricing Strategy. But how do you define the strategy? What are the options, and how do you pick the right one? Wouldn’t it be great if a tool could guide us through the reasoning and help us with the most difficult and important decisions we make while pricing our products or services? Good news! That’s exactly what the Pricing Strategy Navigator does! 😍 Like navigating a maze, you begin from the “Start box” and follow the arrows. By answering questions about your product, you will be guided through the options available to you. Perfect for collaborative workshops, this canvas allows teams to document their decision-making process, ensuring alignment before implementation. 𝗛𝗼𝘄 𝘁𝗼 𝗨𝘀𝗲: 🎯 For in-person workshops, print it in A0 format and use post-its for brainstorming. 🎯For remote sessions, use our interactive version on Miro. 𝗛𝗼𝘄 𝘁𝗼 𝗴𝗲𝘁 𝗶𝘁?  💡𝗟𝗲𝗮𝘃𝗲 𝗮 𝗰𝗼𝗺𝗺𝗲𝗻𝘁 𝗵𝗲𝗿𝗲 𝗼𝗿 𝗺𝗲𝘀𝘀𝗮𝗴𝗲 𝗺𝗲 for the direct links! 💡Know somebody who may need it? Just 𝘁𝗮𝗴 𝘆𝗼𝘂𝗿 𝗰𝗼𝗻𝗻𝗲𝗰𝘁𝗶𝗼𝗻𝘀 in a comment below #PricingStrategy #ProductManagement #BusinessStrategy #Innovation #workshop #miro #Miroverse

7

7 Kommentarer

Our strategy at PeakSpan is simple - scaling a growth company successfully should be an iterative, incremental process. The decisions and options you have in front of you at $3M of ARR scale are vastly different than those at $10M and different still from those at $25M and beyond - scale your way into success sensibly, putting your foot on the gas more and more when the data asserts that you’re ready for it and it’s the right thing to do. This video encapsulates our approach in a nutshell - swinging as hard as you can for a statistically unlikely outcome when you’re a young, still very much evolving business, simply isn’t the value maximizing strategy. https://lnkd.in/e96AzU_N

79

3 Kommentarer

Hey Linkedin 👋 I'm launching a new SaaS called Linker! And we got 229 Beta Testers in Less than 4 weeks. And we are launching on the 10th! So we have 11 days ⏳ to get another 274 members before we launch. And that's why we need your help, Linkedin! We need another 274 beta testers who ideally: ✅ Need more leads to grow their business ✅ Uses cold email campaigns to grow their business ✅ Uses cold outreach campaigns to grow their business ✅ Uses Linkedin to generate sales calls. So if you know at least 1 person who would need something like this. Tag'em below so they can see if Linker is a good fit for them🔥 In return, I can share with you my secret technique for never losing your keys again! 🔑 (Okay, maybe not. But I can offer a free personalized review of your current outreach strategy, which is almost as good, right? 😄) -------- Linker might be something they might want to check out because: It helps you to find verified emails and phone numbers, from Apollo, Sales Navigator, and Google Maps. And guess what! We also have an email verifier integrated, so you can verify emails from other sources. That's not it! It will also create personalized first lines so you can personalize your cold email or cold linkedin campaigns! We're giving unlimited email exports to people who join on the 10th of June! So if you know someone who might need something like this tag'em below or share this post. Thanks, Greg

2

2 Kommentarer

Your product hook is probably not catchy enough Fabian Haglund from StoreSprint shared juicy product insights on episode 35 of Hot SaaS! We covered: 🪝To start with consultancy, and then go SaaS 🪝Avoiding custom and non-scalable implementations 🪝How to slice and find your ICP - and say no to a huge customer 🪝Understand and bet on your product hooks 🪝Hacking wins with inspo from the ”change workspace”-feature in Slack 🪝Ask yourself: Are our users ready to TRULY adopt self-service? Available where you listen to pods and watch videos. Search for Hot SaaS or climb the linktree in my profile 🤙🏼 #HotSaaS 🌶🚀

38

1 Kommentar

For all the product companies running on Linear - I can highly recommend Productlane 👇 Building your product in public has been proven to lead to higher product adaption and more stickiness. #ProductDevelopment #Linear #BuildInPublic #Productlane #ProductManagement

22

1 Kommentar

Next week Funnelytics is doing a big product release and I can't wait! In anticipation of next week's major Funnelytics product release, I decided to create a short guide on how to accurately predict funnel performance, before spending time or money building anything.    (Can you guess what the product release is going to be? 👀 🕵️)   Here’s a concise step-by-step guide to help you get started: #1) Outline Your Funnel Structure Map out each step of the funnel. Use the 6 essential funnel templates as a guide to get started, since 99% of high converting funnels will be one (or a combination) of these 6 funnels. (comment below "Funnel Templates" if you want me to send them to you) #2) Specify Your Targets What's your marketing budget? What are your revenue or KPI targets? What is the frequency or timeline you have to hit those KPIs (per day, per week, per month - or is it for a set time range)? If you don't know what you are trying to achieve, then having a forecast isn't very useful.   #3) Set Your Product Prices, Marketing Spend and Estimated Traffic Volumes Your customer journey/funnel should always be mapped all the way to a purchase, because let's face it - nothing else matters! In order to properly calculate ROI, you'll need to establish the average purchase value and the marketing spend. #4) Research Industry Benchmarks For Conversion Rates Look up conversion rate benchmarks for your industry and similar funnels. More details on this next week - we've got something prepared that will make this very easy for you.   #5) Set Your Conversion Rates Set realistic conversion rates across each step of the funnel based on benchmarks and historical data.    #6) Run Different Scenarios Play with different conversion rates to see how it will impact the ROI of your funnel. Establish a Best, Worst and Likely case scenarios to see the possible outcomes   #7) Compare to Real Data Of course, a forecast is just that - a forecast! You need to compare your forecast to your real numbers to see what's Red, Yellow and Green! Where did you crush it, and where did you fall short?   #8) Adjust the Forecast Based on Real Data Your actual data will guide how you adjust your forecast and where you focus your efforts to make more money from the same marketing spend. By following these steps, you'll be able to create a solid funnel forecast that guides your efforts and helps you make the most of your marketing budget.   Typically this would take HOURS to build in a spreadsheet. Next week, I'm going to show you how you can do it in minutes.

18

4 Kommentarer

Best way to find Product Market Fit: Do a lot of customer support! Answering support requests directly as a founder or C-level leader is an amazing way to truly understand your customer's experience with your product. Even if your company has grown out of the startup stage, having product leaders and even CEOs talk to customers directly is massively underrated! #customersupport #customerservice #startups #saas

50

10 Kommentarer

Q4 is the most important season for SaaS In November, SaaS companies see an 11-24% increase in average MRR Even higher if you play your cards right But you don’t just walk into Q4 with a plan The results you get from Q4 come from your preparations in Q3 Q3 is all about figuring out your ICP & the Q4 roadmap Q4 is all about executing the Q4 roadmap Promotional deals, marketing efforts, localising campaigns Records are broken when opportunity meets preparation Don’t miss this opportunity

3

How customer research fits Full-Funnel Marketing. 1. AWARENESS Collect insight about ICP: - Challenges - Jobs-to-be-done - KPIs and OKRs - Channels they use for education and research - Topics they are interested in - Feedback loops to improve your content and messaging 2. DEMAND GENERATION Collect insights on: - How they try to solve their challenge - Misconceptions they have about potential solutions - How they search for information to solve their challenge - How do they discover and evaluate vendors 3. DEMAND CAPTURE Collect insights on ICP's: - Purchase criteria  - Objections  - Vendor vetting process For specific accounts, at different touch-points, collect insights about:   - Their top priority business objectives - Specific needs and requi - Cost of inaction - Responsibilities of individual buyers 4. SALES Collect insights about: - What triggered the buying process - Who is involved and impacted by the challenges - Why it's important to solve it now - Whose budget will pay for it - Their process to get approvals - Why they decided to talk to you - How they heared about you - Their specific purchase criteria 5. CLIENT SUCCESS Interview your Champions about: - Who are the power users - What is the business value of your product (make it tangible) - Before/after status Create internal case studies you can use for upsell.  Update your messaging with the collected insights. 6. EXPANSION & UPSELLS Collect insights about: - Their evolving priorities  - Other active projects/departments/regions where your product might be helpful - Key buying committee members, and how to approach them - Organizing internal co-marketing activities with your Champion ---- Your GTM strategy should be driven by customer insights, not by trends, cpmpetition or what thought leaders are saying (aka "We should be on TikTok") or generic market research. The more information you'll be able to collect across the buyer journey, the better your pipeline will be. And the best way to do it, is to embed your customer research into key touch points with buyers and customers. #b2b #gtmstrategy #b2bmarketing

120

11 Kommentarer

Positioning your SaaS product in a way that creates results starts with making choices. If you've read my posts from Tuesday (https://lnkd.in/d78hefN2) you've likely already thought: but how? I've reflected on the +100 repositioning projects I've been involved in. Here are the 5 most critical choices that move the needle most: 1 - What you are prepared NOT to talk about. While 100% of your SaaS product matters to you, only 5% matters to your customers. 2 - What you dare to take position on. Standing out is about daring to claim your position. If you do not clearly explain how you stand out, your competitor will happily take advantage of that. 3 - What your customers secretly want. Don't focus on how you compare against your competitors; focus on what your customers silently aspire to most. 4 - What you are prepared to leave to your competitors. It is not only about attracting the right customers; it's also about repelling the wrong ones. 5 - What nerves you need to hit with precision. Weak SaaS positioning is often factual. The strongest SaaS positioning is emotional, memorable and brutally honest—that gets noticed and talked about. The more specific your choices, The more reliable your growth. ----------------------- Give this a repost ♻️ to help your B2B SaaS peers If you found this valuable, I share a daily tip with 1,000+ Sales-Led SaaS founders on the secrets to become a remarkable Saas business. Join here: valueinspiration [dot] com / daily

6

6 Kommentarer

Ever wished you could offer customer support 24/7 without turning your team into zombies? 🧟‍♀️ Turns out, it's totally possible! At Swifteq we just put together a guide on how to make the switch to round-the-clock support without sacrificing sanity. In this guide, you'll learn: ✅ How to decide if 24/7 support is the right move for your company (hint: it might not be!) ✅ The secrets to building a team that can handle the extra hours ✅ How to leverage tech like AI chatbots to streamline your workflow 🤖 ✅ Tips for creating a schedule that keeps everyone happy (and well-rested) Whether you're a small team or a large enterprise, this guide has something for everyone. So, head over to the blog and check it out! 👇 https://lnkd.in/eBrJr4v5

7

How do you use LinkedIn when you are a young startup looking for shortcuts to your series A? In this clip from a longer podcast with SaaS Club and Omer Khan I share what we did at Dreamdata and how we made that work

3

To all the founders and VCs out there who still focus on good ol' traffic as a measure of success: 🙈 🙉 🙊Traffic without conversion is just noise. I can't believe that in 2024 we still need to talk about this. 🙈 🙉 🙊 Your north star shouldn't be traffic-related. Not even when it comes to your SEO strategy. Here’s why you might want to rethink focusing solely on traffic Quality Over Quantity: Not all traffic is created equal. A high volume of visitors who bounce quickly or don't engage with your content doesn't contribute to your growth. Period. Instead, focus on attracting and retaining the right audience who find value in your content and convert into loyal customers. Engagement Is Key: Google and other search engines are smart. They understand when users engage with a site and when they don't. Just blindly driving traffic to a page that users will bounce from won’t do you any good. Organic growth thrives on engagement. Focus on user metrics. Did they read the article? Did they engage with it? What areas worked best on my product page? Is my content easily understood? Conversion Rates Matter: Traffic without conversions is pure noise. Prioritize metrics that reflect your business goals. Don't let the internet mess with your head. NO, you do not need 1M unique users a month to be successful. You need enough users that convert to paying customers. That might be 10, 50, 100, or 1,000. It depends on your product. SEO Performance: While traffic can indicate SEO success, take some time for your product's sake and look deeper. Right keywords, right intent, right pages, organic conversions—so many things make more sense than tons of traffic. Content Relevance: Organic growth is fueled by relevant content. Analyze which topics, formats, and channels drive the most engagement and conversions. This helps you tailor your strategy to meet your audience’s needs and preferences. User Experience: High traffic with poor user experience can harm your brand. Focus on user experience more than anything. I've been doing SEO for the past 15 years. If anyone asks me what we should focus on between A & B, my answer always has and forever will be "whatever improves user experience." Everyone wants to be Canva nowadays, but no one wants to do the work. They all want to copy the "SEO Strategy."

4

2 Simple Ways To Improve Your Checkout Page Conversion ⬇ Too many marketers put all their focus on their social media, emails, and sales pages – and then just set up a generic checkout from their payment processor’s default template and call it a day. But if the checkout page is the last touch in your customer journey – don’t you want to feel 100% confident in it’s ability to close the sale? Yep…thought so. So here are a few tips on how to increase your checkout page conversions so you can feel confident your entire customer journey is dialed-in and optimized for results. 1 – Use Countdown Timers Countdown timers are powerful tools to create a sense of urgency and drive conversions. Here are some key tips to maximize their effectiveness… Make It Visible – Ensure that the countdown timer is displayed on your webpage in a highly-visible location, requiring no scrolling for visitors to see it. This grabs attention and reinforces urgency to close the sale. Set a Relevant Deadline – Countdown timers work best when the deadline is near. Set them up for a timeframe that feels urgent AND not too far in the future. I like to count backwards from 1-2 weeks out of cart closing. Consistency Is Key – Maintain consistency across your marketing channels by using the same countdown timer in emails, sales pages, and other promotional materials. It’s a small detail, but it’ll have a big impact on potential customers. 2 – Streamline Your Checkout Process Streamlining the checkout process can significantly boost conversion rates. Here’s what I’d do to make your checkout process cleaner… Cut Unnecessary Fields – Review your checkout form and cut any fields that aren’t absolutely essential for completing the transaction. Simplifying the form reduces friction and encourages customers to complete their purchase without having to think too much about it or back out at the last minute. Split Your Forms – If certain information is necessary but could be collected in stages, split your checkout form into multiple parts. This approach makes the process feel less overwhelming for users AND allows you to follow up with an “abandon cart” sequence if customers drop off before pressing “Complete Your Purchase” Implement One-Click Options – Enable one-click upsells and checkouts whenever possible. This reduces the time and effort required for customers to finalize their purchase and makes the checkout process feel easy. Get my best marketing strategies each week in my newsletter–The Two Percent! Subscribe at the link in the comments!

6

3 Kommentarer

AI SOFTWARE PRICING: PRICE BASED ON METRICS IN YOUR CONTROL AI-Native Software Founders: I'm sure by now, you've all read the posts around how you should price your products based on end-customer outcomes (vs seats or other old-school methods). While this is all good, I have a caveat for you. Be careful that you only price based on metrics that you have control over. For example, if you're building an AI SDR agent that's used by other companies as a replacement for human SDRs, the temptation might be to price based on appointments scheduled by the AI agent. The challenge with this is that you don't have control over the product quality / differentiation, the competitive dynamics, or even the customer mindset when they get a message from you. For all these reasons, the right metric to price on is an intermediate metric under your control, such as "activities" (where an activity might be generating a lead list, composing a personalized email to a prospect, etc). One can estimate how many activities a SDR completes per month, and the AI SDR agent should be able to tirelessly accomplish multiples of this number at a fraction of the price. And so hopefully, the cost per appointment should be lower than with a human SDR. But it's a folly to price on this. A good analogy is search advertising. Google could have priced search ads as cost per conversion instead of cost per click, since Google has tremendous amounts of conversion data (from Google Analytics, Chrome, etc). However, ultimately the conversion rate on the website is impacted by many factors not under Google's control (product, offer, marketing message, website design, etc), and it doesn't make sense to price on conversions. Google reports the number of conversions per campaign, since they can track it, but they don’t price on it. Don’t confuse being able to track something with being able to influence or control it. tl;dr Figure out a leading indicator that's fully under your control, and price based on this intermediate metric, vs on the eventual outcome. PS this exercise of finding the right metric to price on, is not easy. You must deeply align with customer outcomes and understand the entire chain of events that leads to value being delivered, and figure out what the right event is to price on. An ultimate balancing act. A critical ingredient to do this well is having a feedback loop around outcomes as a guardrail.

343

13 Kommentarer

B2B Pixel - A Lit launch by Instantly.ai 🔥 🚀 ... Have you heard the buzz about Nils Schneider's latest announcement? The CEO of Instantly.ai just dropped a game-changer for all of us in outbound sales: the B2B Pixel! 🎉 🌟 How Does It Help? 🌟 1. 𝐑𝐞𝐚𝐥-𝐓𝐢𝐦𝐞 𝐄𝐧𝐠𝐚𝐠𝐞𝐦𝐞𝐧𝐭 𝐈𝐧𝐬𝐢𝐠𝐡𝐭: The B2B Pixel lets you know when your prospects are actively engaging with your content. No more guesswork – you'll get a heads-up exactly when they're interested. This means you can time your follow-ups perfectly, hitting them up when they're most likely to respond. 𝐂𝐚𝐬𝐞 𝐒𝐜𝐞𝐧𝐚𝐫𝐢𝐨: Example: You've sent out a killer whitepaper to a list of potential clients. With B2B Pixel, you'll get notified when they open and engage with the document, so you can follow up with a tailored message right when they're thinking about your solution. 2. 𝐈𝐧𝐜𝐫𝐞𝐚𝐬𝐞𝐝 𝐂𝐨𝐧𝐯𝐞𝐫𝐬𝐢𝐨𝐧 𝐑𝐚𝐭𝐞𝐬: Knowing when your prospects are hot allows you to act quickly and close deals faster. This immediate insight can significantly boost your conversion rates, as you're reaching out at the peak of their interest. 𝐂𝐚𝐬𝐞 𝐒𝐜𝐞𝐧𝐚𝐫𝐢𝐨: Example: Imagine you’ve just launched a new feature and sent an email blast about it. The B2B Pixel tells you who’s reading it and diving deep into the details. You can then send a personalized email or even make a call, offering a demo right when they're most curious about your new offering. 3. 𝐄𝐧𝐡𝐚𝐧𝐜𝐞𝐝 𝐏𝐞𝐫𝐬𝐨𝐧𝐚𝐥𝐢𝐳𝐚𝐭𝐢𝐨𝐧: With data from the B2B Pixel, you can tailor your approach to each prospect. Understanding what content they’re engaging with allows you to customize your outreach, making it more relevant and effective. 𝐂𝐚𝐬𝐞 𝐒𝐜𝐞𝐧𝐚𝐫𝐢𝐨: Example: If a prospect spends a lot of time on a specific product page, you can send them case studies and testimonials related to that product, showing them exactly how it can solve their problems. 🚀 𝐖𝐡𝐲 𝐈𝐭 𝐌𝐚𝐭𝐭𝐞𝐫𝐬 🚀 𝘌𝘧𝘧𝘪𝘤𝘪𝘦𝘯𝘤𝘺: By targeting your outreach when prospects are most engaged, you save time and effort. 𝘌𝘧𝘧𝘦𝘤𝘵𝘪𝘷𝘦𝘯𝘦𝘴𝘴: Personalized, timely follow-ups are far more likely to convert into sales. Insight: Gain a deeper understanding of what interests your prospects, allowing for more strategic planning and execution. This is just scratching the surface of what B2B Pixel can do. It's a free tool that promises to transform how we handle outbound sales, making our efforts more efficient and impactful. Hats off to Nils Schneider and the team at Instantly.ai for bringing this innovative tool to the table. Let's leverage this tech and take our outbound sales game to the next level! 🚀 Can't wait to use it and compare it with RB2B What are your thoughts on the B2B Pixel? Share your experiences and let's discuss how we can make the most of this exciting new tool! #Sales #OutboundSales #B2B #Innovation #SalesTools #Instantly #B2BPixel #SalesTech

6

1 Kommentar

🔍 Don't talk to the wrong crowd with your product and landing page, talk to the ICP instead. Picture this: 100 people visit your site, but only 3 are your Ideal Customer Profile (ICP). The other 97? Close, but not quite. If your message is too broad, no one gets it, and all 100 leave without a second thought. 💡 Here’s the switch-up: Broad Communication: ❌ Low engagement, high bounce rate. ICP-Focused Communication: ✅ Higher engagement, more conversions. When you speak directly to your ICP about solving their specific problems: 1️⃣ Clarity: They know your product is "made" for them. 2️⃣ Engagement: More likely to engage, even beyond your ICP. 3️⃣ Conversion: Higher chances of turning trials into paid users by addressing their specific needs. Let’s focus on what our ICP truly needs to see better results!

6