Justin Welsh

Pro tip: Strategic #CRO answers business questions. Tactical CRO does not address business questions (e.g. CTA color). Doesn't mean tactical CRO doesn't have a place. And in fact, if you're just getting started, most CRO programs end up being tactical FIRST while the flywheel starts spinning. BUT, strategic #CRO drives impact. It helps get buy in for MORE testing. It answers critical business questions. And most importantly - it DOES take some freaking time to analyze and spin up!!! Want to learn more? Listen to the full episode out NOW: https://lnkd.in/gYbDfCqg #Experimentation #Optimization

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Watch: Operating Partner Nir Goldstein discuss how to grow from $50M to $800M ARR with Omri Hurwitz! In this long form interview Nir dives into building scalable sales frameworks, creating sustainable growth mechanisms, and shares key lessons on scaling your ARR. Nir also discusses how Monday’s focus on product-market fit prepared him for the world of VC. Don't miss this in-depth conversation! Link in the comments below ⬇️

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🚀 "PLG is not anti-sales." Kyle Poyar, Operating Partner at OpenView, clears up a common misconception about Product-Led Growth (PLG) in this snippet from the Experience-focused Leaders podcast. He dives into how successful PLG companies like Calendly effectively integrate sales teams, showing that PLG and sales work hand-in-hand. Alex Shevelenko 💚✖️🧠 #relayto #podcast #PLG #ProductLedGrowth #Sales #Podcast #Leadership

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Here’s the hard truth: most SaaS companies will hit a wall of stagnant growth at some point. You’re not alone, but you don’t have to stay there. At Thrive Advisors, we know you want more than just a roadmap—you need real, actionable steps that lead to a profitable exit. We’re here to assess, strategize, and drive growth, so you’re not just moving forward but thriving. Here’s how we help SaaS companies break through the growth wall: 1️⃣ Assessment: Schedule a consultation with us, and we'll pinpoint where your growth is stalling. 2️⃣ Strategy: We design a custom plan to scale your sales, marketing, and operations seamlessly. 3️⃣ Action: Our team rolls up its sleeves to execute, fueling your business to its fullest potential and beyond. Let’s stop the cycle of stagnant growth and start building momentum. Schedule your consultation today and grab our free guide on our website, "5 Strategies to Accelerate SaaS Growth," so you can get your SaaS business on track toward success and a profitable exit. #SaaSGrowth #BusinessStrategy #ScaleYourBusiness #ProfitableExit #SaaSLeaders #GrowthHacking #ThriveAdvisors

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💬 More Calls. More Meetings. More Wins. 💬 BDRs, it’s time to step up your sales game. Here’s why teams love PrimeRole: 🚀 Seamless provider integration with LaCleo, Apollo & Cognism. 📈 62% phone coverage = Faster conversations. 💸 $45K+ annual savings = More wins for your team. No contracts. Just results. Ready for a free trial? Let’s talk! #SalesTools #PrimeRole #BDRPlaybook

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Missing revenue targets can be a symptom of three things in high-growth SaaS companies: 1. Lack of relevant messaging at different stages of the buyer's journey 2. Lack of proper, segmented pipeline being delivered to sales reps 3. Lack of experience in certain parts of the sales process on the rep’s part If the issue is #1, get marketing to help fill in the content gaps. If it’s #2, review how you segment the market and feed your team leads. If it’s #3, focus on improving training, coaching, and support for your reps. Hear more about driving sales efficiency with Matt Gallagher, Portfolio CRO at Hg Capital, in this episode of the podcast --> https://lnkd.in/e9gyYnjz

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SDRs remain key contributors to success in businesses that are folding ABM into their sales and marketing strategy. In this insightful article, let Propensity partner healthlaunchpad guide you through the world of the SDRs to: 🔍 Recognize the nuances between SDRs, BDRs, and MDRs 📈 Discover the essential metrics for driving continuous improvement in your sales development process 🌟 Understand how SDRs fit into Account-Based Marketing, from researching target accounts to personalized outreach 💡 Keep SDRs team engaged, motivated, and focused on long-term success https://ow.ly/hVCK50Ri58j #ABM #SDR #salesdevelopment #marketingstrategy #sales

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New episode 🎙🔥 Tune in to episode GTM 105 of The GTM Podcast to get insight directly from Sam Blond on: -Why investing early in sales ops and rev ops is critical for scaling revenue. -How to generate demand through creative campaigns and a "concentric circles" approach. -The risks of scaling sales teams too quickly based on flawed hiring models. -What VCs look for in a compelling founder pitch, beyond just business metrics. -Why focusing on generating pipeline is often better than optimizing conversions. -How to leverage customer marketing and "raving fans" as an early acquisition channel. + more Available wherever you get your podcasts, including the links in the comments👇

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🔒 HIPAA Compliance in HubSpot: How Your Team Can Benefit Navigating regulated industries just got easier with HubSpot's Smart CRM. You can securely store sensitive customer data and let your teams leverage HubSpot to its full potential. ⬇️ Here’s how different teams can benefit ⬇️ Start powering your go-to-market strategy. Stay tuned for more updates as HubSpot continues expanding its capabilities!

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Your best skill to enable? Focused deep work. Try this quick tip across your GTM team: 1️⃣ Teach the art of calendar blocking → Carve out chunks of uninterrupted time every day → Teach your team to guard these blocks 2️⃣ Implement the 'Green Money' system Color code revenue-generating activities in green Think: → Pipeline building → Deal management → Follow-ups Everything else? Different colors, lower priority. 3️⃣ Weekly 'Green Audit' → Challenge team to increase their 'green time' → Track % of week spent on actual selling → Identify and eliminate non-selling time 📌 Why this works: → Visual wake-up call (How much green do you see?) → Focuses team on high-impact tasks → Reduces time lost to non-critical functions CRM updates and internal comms are necessary. But they don't directly drive revenue. Focus on your $$$ activities. h/t Alex Alleyne -- 👋 P.S. Do you color code your calendar?

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99% of SaaS companies focus on their ideal customer profile (ICP), but only a few can show this chart 👇 Kyle Poyar - thank you for the clear breakdown. 👏 What it means to focus on your ICP: 1️⃣ Know the number of accounts in your ICP. 2️⃣ Identify exact buyers and market to them (using tools like Clay, Keyplay). 3️⃣ Track how many are aware of you (email opens, ad engagement, website visits). 4️⃣ Know how many are interested (demos, free accounts, webinars, high-intent pages). 5️⃣ Track how many are considering a purchase (SQLs, PQLs, PQAs). 6️⃣ Know how many are selecting and engaged in the buying process. 7️⃣ Track how many become enterprise customers. Focus on reaching the right people and turning them into customers, regardless of your GTM strategy. 🎬 #SaaS #ICP #marketing

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What do ~1,000 B2B SaaS companies tell us about churn in 2024? The trends are clear, and the stakes are high. Churn isn’t just a number—it’s a signal. A signal that companies need to act on before customers leave. 𝗞𝗲𝘆 𝗛𝗶𝗴𝗵𝗹𝗶𝗴𝗵𝘁𝘀: • Churn dropped to 𝟰.𝟮% in 2024 from 𝟰.𝟰% last year. • 𝟯.𝟱% voluntary churn vs. 𝟬.𝟳% involuntary churn. • ARPU of $𝟮𝟱-$𝟱𝟬 shows the highest churn at 𝟴.𝟳%. • Churn spikes to 𝟮𝟱% when decision-makers leave. • The first 3 months are critical: churn drops from 𝟭𝟬% to 𝟰% with the right onboarding strategies. How do you prevent churn before it happens? By spotting and acting on churn signals. UserMotion automate churn prediction, helping you keep at-risk customers and protect your revenue. 📥 See the full report and discover how to reduce churn: https://lnkd.in/dcn4jqJN

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HubSpot Community Mood: Hip HIPAA, hooray!!! 🍾 #Healthcare industry and businesses the world over who need to maintain HIPAA compliance ensuring the ultimate security over your data -- go ahead and turn on "We Are The Champions" by Queen because your day has arrived. After many years of patiently waiting, the BETA for storing sensitive data in HubSpot is here! It's finally time to begin leveraging the world's most powerful, innovative, and top-rated business automation platform which meets all of your data protection needs. Drop-the-mic moments being on-brand for HubSpot in 2024 is an understatement: ▶ Content Hub 🔥 ▶ Service Hub Reinvented 🚀 ▶ and, at long last....HIPAA compliant data security!!⚕️🩺 🏥 🔒 At this pace, it's hard to fathom things getting any better, yet we all know INBOUND 2024 is going to collectively drop our jaws -- *Deadpool has entered the chat* Bluleadz has worked with numerous healthcare companies in our 14+ years as a certified HubSpot solutions partner, and we're genuinely ecstatic about this monumental, highly-anticipated product evolution. What a time to be a HubSpotter 😎 Learn more details here → https://hubs.li/Q02zFSxS0

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Is Your ICP Ready for 2025? Most companies waste Q1 targeting the wrong accounts. Run this quick audit to see if your ICP needs work: 1️⃣ Your "ideal" accounts seem interested but never buy → High engagement, no deals. 2️⃣ Your ICP is too broad → “Healthcare companies” or “any SaaS business” isn’t focused enough to guide your team. 3️⃣ Your 2024 wins don’t align with your ICP → If your best accounts don’t fit your target, your ICP is off track. 4️⃣ You’re using the same ICP across regions → Buyer needs and behaviors vary—your approach should too. 5️⃣ Your ICP ignores timing signals → You’re missing key moments like leadership changes or funding announcements that drive readiness. 6️⃣ Your team struggles to predict pipeline performance → Forecasting feels inconsistent or unreliable. 7️⃣ Your ICP prioritizes company size over challenges → Targeting "big companies" misses accounts with real, solvable problems. 8️⃣ You’re targeting too many segments → Spreading efforts across multiple niches is diluting results. 9️⃣ Your ICP doesn’t show what makes you different → You’re blending in with competitors instead of standing out. 🔟 Your ICP is based on ambition, not reality → You’re chasing accounts you want instead of those who need you. If you hit more than 3 of these, it’s time to rethink your ICP and set yourself up for success in 2025.

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🌊 Why We Love the Water—And the Freedom It Represents Ever wish you could have more freedom? More time with family, build your own brand, and have control over your success? For those of you in sales, especially SaaS SDRs, who want to take your skills and build something uniquely yours, this is your opportunity. With a white-label solution, you can create and grow your personal brand, using the same skills you already have, but building your brand instead of someone else’s. 🌐 Join our webinar! See the comments for a link to learn how you can leverage your own video SaaS platform to sell to businesses. #Entrepreneurship #PersonalBrand #VideoMarketing

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