NewsletterDan Bruce

ICYMI: April 30, 2017

What we wrote

Marko Savic gathered with hundreds of fellow Sales Ops, Marketing Ops, and MarTech pro's when he attended the TOPO Summit a couple weeks ago. Here's 5 things he learned:
Five things I learned at TOPO Summit — 6-minute read. 

Bruce McKenzie, a friend of ours from 2-Minute Explainer, wrote a piece for our blog on using video to create conversational content in an ABM strategy. 
Account-based marketing demands conversational content – 9 minutes

What we're reading

  1. Lena Shaw explains the current state of Sales and Marketing stacks with companies invested in a number of siloed tools and platforms, and how in 2017 we should be looking to trim down with "best of breed" tools that should lead to better efficiency through the funnel. 
    Making MarTech Consolidation Work for Your Business — 3 minutes
     
  2. Ayaz Nanji points out the top three Sales challenges of 2017; too much time on non-sales activities, finding the right assets to assist in their sale, and spending time with prospects and clients. 
    The Top Sales Challenges of 2017 — 2 minutes
     
  3. Jeff Epstein talks about one of his favorite things about running a startup ... watching his employees grow and rise through the ranks. 
    8 Ways To Fast Track Your Career As A Startup Employee — 3 minutes
     
  4. David Skok shares a simple model of a SaaS business and highlights what key levers a CEO can pull that will have the biggest impact on funnel optimization. 
    Optimizing the SaaS Funnel from Top to Bottom — 37 minute [video]
     
  5. Allison Pickens and Nick Mehta tag-team a brilliant article on strong revenue growth, not from the straight-and-narrow pipe, but the Helix. 
    The Chief Revenue Officer’s Guide to Customer Success — 8 minutes
     
  6. Jim Brodo explains something that almost all of us have experienced: marketing fatigue. You know, like when you download some content and in return your inbox and voicemail gets filled up. Jim includes five marketing strategy areas to reconsider in order to avoid giving your prospects marketing fatigue. 
    Your Buyers Are Experiencing Marketing Fatigue; Here's What to Do About It — 9 minutes
     
  7. Casey Renner talks with Joe Sexton about preparing a startup sales organizations for going public. Great tips in here about sales enablement, using a formula-driven approach to scaling, and that everything starts and ends with the customer.
    Preparing Your Sales Org to Go Public — 13 minutes
     
  8. Antoine Buteau suggests that we rethink the idea that extraverted salespeople are ideal, and to start looking for ambiverts (a person whose personality has a balance of extrovert and introvert features.)
    Rethinking the Extraverted Sales Ideal: The Ambivert Advantage —  4 minutes
     
  9. Nikky Hofland offers some tools you should consider when developing an effective customer feedback flow.
    How To set Up A Customer Feedback Flow That Works — 7 minutes
     
  10. Tomasz Tunguz tackles the tricky question of how to structure the compensation sales teams should get and how developing sales motions, customer success sophistication, and compensation structures to enable growth is a key area for a SaaS businesses. 
    How Much To Compensate SaaS Sales Teams — 4 minutes

Meme of the week

On Wednesday, Beyoncé shared a photo of herself pointing at a menu, and (as expected) the internet did it's thing and quickly repurposed it into a quality meme. 

http://time.com/4757292/beyonce-restaurant-memes/

NewsletterDan Bruce
NewsletterDan Bruce

ICYMI: April 16, 2017

What we wrote

Chris Brennan, Content Marketing Manager at Phorest, joined me to talk about content marketing strategy.

"A lot of content today is about WHY to do something... but now HOW, and for me that's where the value is."

Chris goes on to talk about his unique view on what's wrong with content marketing today, how to qualify prospects with content, and writing about topics that matter. 

What we're reading

  1. Shanelle Mullin explains why growth process > growth hacks. 
    The Growth Marketing Process: How to Shake Your Growth Hack Addiction — 22 minutes
  2. Steli Efti lets business leaders out there (yes, that means you,) that delivering bad news is a responsibility and privilege, and there is a right and wrong way to approach it. This is a must-read. 
    Sales leaders, here’s how to deliver bad news to your team (a no B.S. 5-step guide) — 7 minutes
  3. First Round Review explains that have the data to tell the difference between vanity metrics and sanity metrics, but it comes down to having the discipline to focus on what matters. 
    I’m Sorry, But Those Are Vanity Metrics — 19 minutes
  4. Andy Raskin writes about positioning your product as more than a "nice-to-have" platform and how to drive urgency with sales. 
    How Great Sales Narratives Drive Urgency — 6 minutes
  5. Brock Benefiel answers some pretty important when starting and expanding your sales team to avoid prospecting woes. 
    Why do SDRs fail? — 6 minutes
  6. Tomasz Tunguz talks about how to create tension in your marketing messaging, and how it can be so beneficial to your business. 
    Creating Tension In Your Startup's Marketing Positioning — 3 minutes
  7. David Heinemeier Hansson makes a guest appearance o the "Everyone Hates Marketers" podcast to talk about the language of B******t. This is pretty entertaining, give it a listen. 
    E001 – DHH – The Language of B******t — One hour listen

Meme of the week

It's been a busy week, but this one tweet summarizes it pretty well ... 

NewsletterDan Bruce
NewsletterDan Bruce

ICYMI: April 2, 2017

What we wrote

Seth Lieberman, Founder and CEO of SnapApp, joined us to talk about how he sees Sales and Marketing working. We talk about team alignment, what he expects from his Sales and Marketing leaders, and (as usual) his favorite '90s dance song.
Seth Lieberman on what CEOs want from Sales and Marketing leaders — 12-minute read

Marko Savic wrote a guest piece on funnel volatility for our friends over at Engagio. 
How to Determine if ABM is Right for Your Organization — 6 minutes

Brandon Redlinger, Head of Growth at Engagio, returned the favor and guest wrote a piece on our blog that will help you to determine if ABM is a good strategy for your company. 
How to Determine if Account Based Marketing is Right for Your Organization — 6 minutes

What we're reading

  1. John Hurley talks about the rise of revenue ops, and how the teams that are succeeding most are taking a comprehensive and integrated approach. 
    Why Marketing & Sales Operations Make Growth Possible — 6 minutes
  2. Thomas Carney ran a pricing experiment that paid off big time. It won't work for every company, but the point the point to get out of this article is that spending just a few hours per month analyzing pricing could make a huge difference.
    How Quartile-Based Pricing Doubled This SaaS Company’s MRR Growth — 10 minutes
  3. Ada Chen Rekhi compiled some great benchmark numbers looking at conversion rates from a freemium/free trial offering to paid. How do you stack up?
    Freemium and Free Trial Conversion Benchmarks — 4 minutes
  4. The folks at Gong ran an interesting experiment on how men and women sell differently. Trust me, you'll want to see the results for this one. 
    30,469 Sales Calls Reveal Women Violate Rules of Selling, Yet Still Close More Deals — 5 minutes
  5. Andrew Nguyen delivers a data filled article looking at what metrics B2B marketers look at as their primary indicator of success. 
    13 Diverse Ways B2B Marketers Do Marketing Measurement [DATA] — 4 minutes
  6. Max Altschuler and Jorge Soto share the method they used to develop their sales stack and give some pointers that can improve anyone's outbound strategy. 
    Designing Your Sales Stack so that Customers Come to You — 16 minutes
  7. Jennifer Ross tackles the topic of marketing measurement and how the role of CMO can help to ensure measurement success. 
    Marketing Measurement: What’s the CMO Got to Do With It? — 3 minutes

Meme of the week

So over the past week, James Comey (Director of the FBI) let it slip that he has a secret Twitter and Instagram account. 

One reporter, Ashley Feinberg, took it upon herself to track down these mystery accounts. 

Take a look at what she was able to dig up here

Meme of the week

So over the past week, James Comey (Director of the FBI) let it slip that he has a secret Twitter and Instagram account. 

One reporter, Ashley Feinberg, took it upon herself to track down these mystery accounts. 

Take a look at what she was able to dig up here

NewsletterDan Bruce
NewsletterDan Bruce

ICYMI: March 19, 2017

What we wrote

Marko Savic wrote a guest post for Lead Fuze on measuring velocity in the sales process.

"Sales velocity helps us forecast, work backwards from our goals, and troubleshoot our process."

Check it out on the Lead Fuze blog 👇
Sales Velocity: A Process for Accelerating Your Pipeline — 4-minute read

What we're reading

  1. Steve Woods encourages us to stop thinking about selling to a company, but rather the employees within that company. Shift the focus away from "they" and put on "him/her" and the message that will resonate with them specifically. 
    Turbocharge Account Based Sales by Removing One Word — 3 minutes
  2. Natasha Wahid does her best "Mythbusters" impression and debunks some common thoughts about A/B testing. 
    “The more tests, the better!” and other A/B testing myths, debunked — 7 minutes
  3. Nick Frost writes a great article that will take you from thinking about implementing an account-based sales strategy, to actually putting one into practice. 
    The Stack You Need to Be an Expert with Account-Based Sales — 11 minutes
  4. Steve Blank gives a strong argument towards adding "no excuses" to your companies list of core values, and for good reason. 
    The No Excuses Culture — 6 minutes
  5. Brandon Redlinger highlights some powerful women working in revenue related roles, a side of business that's historically been dominated by men. 
    The Top 50 Women in Revenue That You Should Know — 8 minutes
  6. Doug Kessler writes an interesting article about the marketing data lake, similar to a data warehouse, but with some important differences that apply directly to marketers. 
    The rise of the marketing data lake — 5 minutes
  7. Michaela Lehr breaks down exactly what churn means, how to measure it, and how to present it. She also quotes Shania Twain, which is pretty amazing, so you should give this a read.
    Depicting Churn (Accurately): The Real Deal from a Metrics Nerd — 9 minutes
  8. Kasey Hicks talks with Tess Brigham about how she coaches business leaders to get curious and put the ego aside when facing difficult times. 
    How To Be an Empathetic Leader in a Time of Uncertainty — 6 minutes
  9. Joel Gascoigne, co-founder and CEO of Buffer, offers some insight towards his view of company retreats after the first eight he's run. 
    The Power of Company Retreats: Thoughts after the 8th Buffer Retreat — 6 minutes
  10. Marc Eglon explains how to find the ideal price for your product, different pricing options/strategies, how to pitch your price once you've settled on one, freemium options, and... pretty much anything to do with pricing strategies that you can think of. The ultimate sales guide to setting and discussing pricing — 24 minutes

Meme of the week

This week's meme is about one of the most controversial topics of all-time. You either use it or don't, love it or hate it... there is no in between. Of course, I'm talking about the Oxford comma, quite possibly the most polarizing punctuation marks in existence. 

In recent news out of Maine, the Oxford comma has caused quite a stir with group of truck drivers that are suing their employer, Oakhurst Dairy, for over 4 years worth of overtime pay. 

Read the full story here

NewsletterDan Bruce
NewsletterDan Bruce

ICYMI: March 5, 2017

What we wrote

This week we were lucky enough to talk with the amazingly talented Joanna Wiebe. She's Co-founder and Copywriter for Copy Hackers, as well as Co-founder and Head of Growth at a newer startup called Airstory

"Copy is your online salesperson."

If you agree with the statement above, which you should, give this one a read.

Joanna Wiebe on Writing Copy that Sells — 17-minute read

What we're reading

  1. Sophia Bernazzani writes about how La La Land — whoops, I'm so sorry, there's been a mistake — Moonlight! How Moonlight can teach us, marketers, important lessons about bold visuals, social proof, and storytelling. 
    What Marketers Can Learn from The Success of Moonlight — 8 minutes
  2. Nora Jenkins writes a piece to encourage the tech industry to start taking Human Resources a little more seriously so you can avoid mistakes of companies like Uber. 
    Tech: It’s Time To Grow Up About HR — 4 minutes
  3. Drift ran an experiment to measure the lead response rate of 433 B2B SaaS companies. How do you stack up?
    We Tested The Response Times Of 433 Sales Teams — 6 minutes
  4. Josh Nussbaum writes the fifth installment of a seven-part series focusing on disruption vs. enablement. Links to the first four are included. 
    Disruption vs. Enablement: New Products — 7 minutes
  5. Heidi Cohen asks if you know your audience as well as you know your best friend? If not, then you probably can't create the content they really want and need.  
    Content Marketing Audience: Do You Know Your Readers? — 12 minutes
  6. Myk Pono goes in-depth with a great piece on designing marketing campaigns and the importance of market segmentation. 
    How to Design Marketing Campaigns — 25 minute read
  7. Amrita Chandra shares her thoughts, notes, and experiences from being a part of an early-stage marketing team. 
    Building a marketing team from scratch — 7 minutes
  8. David Cummings contrasts the differences between "standard sales" and account-based sales. 
    Standard Sales vs Account-Based Sales — 3 minutes
  9. Justin Rosenstein pitches the importance of a roadmap and delivers this beautiful quote: "Without a clear plan, you might find yourself running a race without a route."
    How Roadmap Week helps us turn big ideas into reality — 6 minutes
  10. David Cancel made the realization that everyone falls along a spectrum with momentum-makers on one end and perfectionists at the other. Which one are you?
    Are You a Momentum-Maker or a Perfectionist? — 4 minutes

Meme of the week

Here's your daily dose of weirdness provided by this tribe of turkeys circling a deceased cat trying to... resurrect it? 

 

NewsletterDan Bruce
NewsletterDan Bruce

ICYMI: February 19, 2017

What we wrote

We talked with Ron Tite, CEO of The Tite Group, about the creation of original content.

"In content marketing, distribution is just as important as creation." 

Ron is a hilarious guy, and a creative genius. We talk about his content creation process, how to slice-and-dice content to match up with the buyer's journey, and the importance of a content distribution strategy. 

Ron Tite on Creating Original Content — 11-minute read

What we're reading

  1. Sam DeBrule highlights four tactics to help build a high-performing SQL machine. If you understand the formula in the title, you should read this. If you don't you should also read this (but for different reasons.) 
    ICP + TAM = A Sales Qualified Lead Machine — 8 minutes
  2. Liz Cain gives her argument for why it may be a smart idea to consolidate your operations teams. Interesting read. 
    Business Ops is the New Sales and Marketing Ops — 5 minutes
  3. David Cohen (investor) gives some advice on how to (not) talk about price when pitching your product/company. Instead, focus on showing value. 
    Make Price the Last Thing — 3 minutes
  4. Tim Kopp takes a brief look at the history of the CMO and walks through seven personas (most) CMO's fit into.
    No Marketer Is An Island: Meet The 7 Personas Of The Modern CMO — 7 minutes
  5. Tyler Douglas talks about the somewhat new trend of tech CEO's asking for product feedback via Twitter, and actually taking the time to respond to the responses. 
    Why tech CEOs are turning to Twitter for product feedback — 7 minutes
  6. Eric Siu explains the six elements that play into having a successful product launch.
    6 Elements of a Successful Product Launch — 6 minutes
  7. Gaetan Gachet shares some unique tips that they used early on at Algolia to get sales off the ground. 
    Algolia: The Most Impactful Early Sales Tactics — 5 minutes
  8. Tom Morisse put together an interesting article looking at Artificial Intelligence in three aspects: scientific/tech, product/business, and macro. 
    AI's New New Age — 13 minutes
  9. Dave Kellogg writes about the Marketing advantage that comes from having a holistic, analytical approach to looking at your business. 
    The Evolution of Marketing Thanks to SaaS — 3 minutes
  10. Hiten Shah encourages you to put a little bit more focus on making your early-stage product fantastic before you go worrying about sales, marketing, or design. 
    Nothing Matters Unless Your SaaS Product is on Point — 15 minutes

Meme of the week

So, this is a pretty great story... 

Remember a couple weeks ago when the New England Patriots made an unbelievable comeback in the Super Bowl? 

Well, midway through that game when New England was losing, tennis star Genie Bouchard made a harmless little bet to one hopeful Patriots fan via Twitter. 

The bet? That Genie would go on a date with @punslayintwoods if the Patriots comeback and win. 

Well as we now know, the Patriots did indeed comeback and win, and lucky for @punslayintwoods, Genie is a women of her word and actually went through with the date.

The best part of all this? Reports say that there will be a second date!

NewsletterDan Bruce
NewsletterDan Bruce

ICYMI: February 5, 2017

What we wrote

Marko Savic wrote a post about alternative facts in your funnel (don't worry, this isn't a post about politics.) This is a must read that will give you ideas about getting Sales and Marketing aligned using proven facts. 

"Reality only has one set of facts.
A Service Level Agreement (or SLA) binds Marketing and Sales to a shared reality."

Using an SLA to build Sales & Marketing alignment — 5-minute read

What we're reading

1. Nis Frome drops some wisdom from Sun Tzu, the ancient Chinese war general and author of The Art of War. 

"The success of your startup is determined before you ship a single line of code.”

How An Ancient Chinese War General Would Run Your Startup Better — 10 minutes

2. Heidi Vandermeer gives some tips on how to move your ideal online visitor down the funnel by creating a purposeful path for engagement. 
How to Build a Path for Engagement Using a Content Hub — 3 minutes

3. Ulrik Bo Larsen takes what we've learned about how social learning fits into the modern customer journey in 2016 and explains how to take it a step further in 2017. 
Social Listening in 2017: The Next Frontier in Social Media — 4 minutes

4. Tomasz Tunguz gives his arguments on whether early-stage companies should focus on growth or churn with limited resources. 
Which To Prioritize - Churn Or Growth? — 3 minutes

5. Ada Chen Rekhi shares the advice she gives to startups about structuring a marketing organization and making initial hires. 
Anatomy of a Marketing Organization — 9 minutes

6. Randy Frisch writes the perfect article for Super Bowl Sunday relating Demand Gen to football.
4 Ways Demand Generation Marketing Is Like Football — 7 minutes

7. Ronell Smith gives permission to steal his daughter's effective outreach approach to getting to that 'yes' we're all looking for with cold outreach programs. 
Why You Should Steal My Daughter's Playbook for Effective Email Outreach — 7 minutes

8. Chris Brophy reminds you that your customers don't care about your product (or your competitors,) but rather the progress they will see from using your product. 
Your Customers Don’t Care About Your Product: They Care About Progress — 13 minutes

9. Wesley Young looks at a recent study on what SMBs find most challenging about purchasing a marketing tech. He goes on to suggest sales tips to capitalize on those challenges, dealing with competition, and how to gain trust. 
SMBs are overwhelmed with digital marketing choices — 9 minutes

10. Tomasz Tunguz leads a panel with Craig Kerstiens, Nisha Ahluwalia, and Kiyota Tamura to talk about their experiences building successful demand gen teams. 
[Video] Dive Into Demand Generation With Tomasz Tunguz — 39-minute video

Meme of the week

It's Super Bowl Sunday 🏈 🎉

Here’s the latest from Bad Lip Reading (you don’t have to be a football fan to find these clips hilarious.)

"NFL 2017" — A Bad Lip Reading of the NFL

P.S. Rather see Bad Lip Reading of the inauguration of Donald Trump? See it here.

P.P.S What about Star Wars? Click here

NewsletterDan Bruce
NewsletterDan Bruce

ICYMI: January 22, 2017

What we wrote

Marko Savic wrote a piece to help you bridge the gap between tactical marketing metrics and revenue metrics. Regardless of your companies marketing strategy, it's important to be measuring the impact Marketing has on revenue. This is a must-read. 
'Using metrics to integrate Marketing and Sales' — 6 minute read

We interviewed Paul Jeszenszky, Performance Marketing Lead at Airbnb, about how design can be a differentiator. We look at how design can be used at different stages in a company, short-term vs. long-term thinking, and getting executive buy-in. 
'Paul Jeszenszky on Design as a Differentiator' — 11 minutes

What we're reading

  1. Nicholas Little wants you to forget the old approach of throw it against the wall and see what sticks with large amounts of leads, and focus on a smaller, more targeted list 🎯  Your sales process will thank you. 
    3 Tips to Maximize the ROI of Your Lead Gen Activities — 6 minutes
  2. Todd Berkowitz looked at some large scale surveys they did at Gartner to develop of list of trends we can look forward to in the coming year.
    10 Fearless Predictions for B2B Tech Sales and Marketing in 2017 — 8 minutes
  3. Robbie Richards compiled a list of 139 great content marketing blogs 😳 but
    don't worry, it's broken down by category. 
    139 Content Marketing Blogs to Watch in 2017 — 2 minutes
  4. First Round Reviews published a fantastic post on the biggest problem in content marketing: clickbait headlines. This is a worthwhile read if you've got the time. 
    The [Adjective] [Number] Things You Need to Know About Clickbait — 16 minutes
  5. Brandon Redlinger got advice from some of the top ABM experts about where account-based strategies are heading in 2017. 
    25 ABM Experts Give 2017 Predictions & Advice — 16 minutes
  6. Gill Allouche points out some useful metrics to track your account-based initiatives that will better allow you to connect marketing initiatives to revenue. 
    Account-Based Marketing Metrics You're Not Using — 7 minutes
  7. Jake Sorofman drops some interesting statistics around the growing budget of a CMO, and how much of it goes towards buying tech 💰
    CMO Role Expands With Rising Marketing Budgets — 4 minutes
  8. Kimberly Whitler made a list of the biggest social influencers on CMOs today along with the topics that they care most about. Check it out.
    The Top 20 Influencers Of CMOs — 5 minutes
  9. Hiten Shah has put together a list of questions to serve as a framework for rapid decision making. 
    How To Grow Your Startup By Asking Better Questions — 10 minutes
  10. Brandon Redlinger talks about Account-Based Sales Development. How it's so much more than cold-calling, the impact it has on the company, and who owns it. 
    The Account Based Sales Development Revolution Is Upon Us — 7 minutes

Meme of the week

Although we're fairly sure that this sign is fake, it's too good to pass up for this week's meme.

View the original tweet here

NewsletterDan Bruce
Dan Bruce

ICYMI: January 8, 2017

What we wrote

As we ring in 2017, let's reflect back on this past year by looking at our top three blog posts of 2016.

  1. Kelly Winter on Sales and Marketing's (Dysfunctional) Relationship

  2. Myke Hurley on Podcast Ads  

  3. Pete Caputa on the Sales Process

What we're reading

  1. Douglas Burdett rounds up the top 15 marketing books of 2016 in one convenient list.
    'Top 15 Marketing Books of 2016' — 12 minute read
  2. Kevin George takes us down memory lane to look at how email has changed throughout the years and where it's headed in the years to come. 
    'Travel through Time: Visualizing the Evolution of Emails' — 8 minutes
  3. Randy Frisch issues a challenge to content marketers. A challenge that encourages marketers to focus less on SEO, lead gen, and shares, and more on entertaining your audience. If you create content, you need to read this.
    'A Challenge: Entertain With Your Content' — 8 minutes
  4. Jessica Mehring has a nine step process to help with your content creation strategy. Coming up with content concept ideas is the easy part, but actually turning it into content can be a little more tricky 🤔
    'Content Creation Considerations' — 6 minutes
  5. Tom Scearce offers an framework that covers everything to do with account-based everything. 
    'The Account-Based Everything Framework' — 29 minutes
  6. Kelly O'Hara talks about a number of trends to look for in 2017 including video, Facebook live, and user generated content. 
    'B2B Marketing Trends for 2017 [Infographic]' — 2 minutes
  7. Michael Litt discusses how video communication can help aid many communication problems we face today when using outdated text communication. 
    'A CEO's Tips for Using DIY Video for Consumer Marketing' — 4 minutes
  8. Carol Krol writes about customer journey mapping, and although it isn't new, the process behind creating the maps is 🗺
    'Customer Journey Mapping Emerging As Top Priority' — 5 minutes
  9. Ayaz Nanji uncovers some interesting stats about how companies are using their marketing automation systems. Stats cover how much companies are using their automation system, the goals they have, and what their biggest barriers to success are. 
    'How B2B Companies Are Using Marketing Automation' — 2 minutes
  10. Uberflip shares how you can optimize your workspace for creativity. New year, new space? 
    'How to Optimize Your Workspace & Habits for Creativity' — 4 minutes

Meme of the week

As we're all now somewhat settled into 2017, it's time to say goodbye to what many believe is the worst year yet... 2016 👋  

It was a year full of ups and downs, a crazy presidential race, and a shocking amount of celebrity deaths, but 2016 saved something special for it's grand finale... to completely embarrass Mariah Carey.

Dan Bruce
Dan Bruce

ICYMI: December 11, 2016

ICYMI: December 11, 2016 by FunnelCake

Dan Bruce
NewsletterDan Bruce

ICYMI: August 21, 2016

FunnelCake interviews Jon Miller, co-founder and CEO of Engagio, about account based marketing. 

This week's newsletter features articles from David Skok, Lincoln Murphy, and Scott Britton, with (no surprise) another appearance involving Donald Trump in the 'Meme of the Week'.

NewsletterDan Bruce