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b2b saas b2b sales Jacco vanderKooij Prezi SaaS sales

5 Memorable Quotes on The Future of Sales

The Future of Sales

I just had the pleasure of lunch with Jacco vanderKooij who published an awesome video clip and a Prezi on the future of sales in SaaS that gathered over 100,000 views in the first month. Pretty good for a B2B topic!

The clip:

The prezi:

Here are some memorably quotes from our inspiring lunch:

1. “From Hunters to Peace Makers”

It is as if we have educated a generation of sales people to be hunters whereas what we need right now are peace makers that help build trust. Peace makers are focused on making a prospect or customer successful and are more akin to consultants than traditional sales managers.

2. “From Screaming to Whispering”

Using tools like Eloqua and Marketo we constantly bombard our prospects with our sales messages: it is like screaming. Now we need to move from screaming (to all customers) to whispering (to the right customers at the right time using social tools).

3. “Images and Emotions, not Arguments”

The message that resonates with the Instagram and Pinterest generation is images and emotions, not arguments. So more video and images, and less white papers and blogs.

4. “Relationships Matter”

Relationships really Matter. On Facebook relationships are fun, but on a business social business network like LinkedIn relationships really matter.

5. “Wow’m, Excite’m, Entertain’m”

When asked how his Prezi got so popular to quickly Jacco recalled that he often starts one of his talks on social selling by showing the cover of ESPN Magazine or Vogue. This is what we are competing with: to be heard you need very compelling content. Personally he is looking to Hollywood for inspiration on how to do this.

Give it a shot now! try Totango free!

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Adon Rigg cohort analysis Customer Analytics customer onboarding Insightful Selling Interview metrics SaaS sales trial conversion

Improve Trial Conversion – Focus, Filter and Analyze your Data

Adon Rigg

Do you know how it is that your company gets more and more leads then your sales people can handle but it’s still won’t justify hiring another sales person for your team?

Well, in many cases it’s just the case that your sales people need a “small push” that would help them understand which leads to refer first and that would make the difference on your customer onboarding picture.

Being at the Sales 2.0 conference, I’ve met Adon Rigg, the author of Insightful Selling, which told me that he too was enlightened to find tools which help in capture data, filter it and then analyze it in a way that could direct salespeople to focus on the most converted opportunities.

So how do we know who to focus on? easy – we’re gathering information from your metrics, build your cohort analysis and make the thinking for you. All you need to do is focus on the opportunities we offer and watch how your trial conversion is being increased!

Give it a shot now! try Totango free!

To read the full transcription of the video, click here

Video Transcription:

Hi, my name is Adon Rigg, author of Insightful Selling, and I’m just finishing up the Sales 2.0 conference here in San Francisco, which was absolutely fantastic.
My main takeaway would be that there are a lot of tools available such as some of the vendors here today which allows you to use programs and tools to capture information, filter that information and then put analytics or numbers to help make the efficiency of a salesperson a lot better and to help make them more effective in the field

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Case Study Totango News

20 Free Kindles for Attendees of ‘All About the Cloud’

Free Kindle for qualified prospects

Totango is offering a free Kindle to the first 20 qualified prospects to schedule an in-person demo with us during the All About Cloud conference.

Book a time now!

tungle.me/dominique.levin

tungle.me/obiehowe

In order to qualify you must be:

  • A software company with a publicly available product
  • A registered attendee to the All About the Cloud Conference

Totango is a sponsor of All About the Cloud and we will also be speaking on “The Power of the Customer“ panel.

The session is on Wednesday May 9 at 2:50 pm.

Moderator:

Shubber Ali, Silicon Valley Innovation Lead, Accenture

Panelists:

Todd Bursey, General Manager, Professional Services Automation, FinancialForce.com

Dominique Levin, Chief Marketing Officer, Totango

Jon Miller, Vice President, Marketing, Marketo

Jeff Yoshimura, VP Marketing, Zuora

Looking forward to see you there!

Categories
300mg converting metrics Customer Analytics Customer Engagement customer lifetime value increase revenues Interview mark kofman user behavior User Engagement

The Power of Measuring Customer Engagement

Mark Kofman-300mg

Talking about Customer Engagement, there are many metrics that could show a user engagement level, i.e. user are considered to be higher engaged if they refer your app to other potential user. Another example would be for returning users – users are more committed to your app if they keep coming back and use your app.

Talking to Mark Kofman, CEO and Co-Founder of 300.mg, these 2 metrics are what’s on his company’s schedule these days and using tools like Totango, help them calculate them correctly and exempt them from developing their own solution in-house.

Sometimes, understanding your users is not as simple as it looks, as it involves human behavior which is not always expected. Also, there are many metrics in the puzzle which complete a whole picture and any SaaS company should be measuring its most converting metrics and properly analyze them in order to grow customer lifetime value and accelerate revenues.

To measure YOUR customer engagement and increase your revenueSignup here for free!

To read the full transcription of the video, click here

   

Video Transcription:

My name is Mark, and I am CEO. and cofounder of 300.mg.
We’ve built an education center for all your collaboration activities. so we like consolidate all the indications which comes from Dropbox and Google Docs and other things at work with the team. I’d say a couple of months we are in beta right now and doing lots of tweaks and lots of experiments with the application right now.
Since we are coming from 500 start-ups. So, as you might have guessed if you know about Dave McClure’s activation acquisition of AARRR metrics. So, this is probably one of the core things what we do and in addition to the beta we also use a lot of metrics called Virility to understand how our current users actually referring the product to other users.
So, these are the two core things which we do. I think right now one of the most important ones is returning users. Basically, in this we track it simply, if user has been signed up last week like before last week, and if he is still coming back to the applications, so, this what we call a returning user in our system.
Just basically the only thing we are doing, and yeah its like lots of experiments we try out different positioning, ideas, different products, feature improvements. I would say everything what we do is to actually to increase that part, to measure the things which we are trying to achieve, have less metrics probably, not more, and focus on two or three things which we are trying to once and not more.
We try to use the tools and Totango is one of them but clearly something with other people who has built in that, and ideally we would not like to do any calculations or full metrics for this part and overall but there are some components which neither of the tools do, so we to need to do that ourselves.

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all about the cloud

Totango to Present at ‘All About the Cloud’ Conference

All about the cloud logo

I’m so excited! In just a few days, we’re going to present in All About the Cloud conference, taking place on May 8-10, San Francisco at the Palace Hotel.
The subject of our session is: “The Power of the Customer“.

In the Cloud, business is about relationships. Customers want control and the “Social Web” provides the customer with more power today than ever before. It is increasingly important for companies to, not only build those customer relationships but also monitor and track feedback from customers and prospects alike. Hear experts discuss the most efficient practices for growing your business by building long-term customer relationships and supporting the powers at the hands of your customers.

The session is on Wednesday May 9 at 2:50 pm.

Moderator:

Shubber Ali, Silicon Valley Innovation Lead, Accenture

Panelists:

Todd Bursey, General Manager, Professional Services Automation, FinancialForce.com

Dominique Levin, Chief Marketing Officer, Totango

Jon Miller, Vice President, Marketing, Marketo

Jeff Yoshimura, VP Marketing, Zuora

Looking forward to see you there!

Categories
Customer Engagement customer lifetime value customer retention Customer Retention & Churn customer success increase customer retention retention SaaS Marketing SaaS sales Totango News

6 Sure Fire Tips to Retain and Grow Customers

zendesk-logo-e1291107356736

In the week that we also announced integration with Zendesk (see below), I wanted to remind you of the “6 Sure Fire Tips to Retain and Grow Customers” webinar where Totango will be co-presenting with Zendesk.

The webinar will take place Tomorrow, Thursday, April 26th @ 10am PT.
If you still haven’t registered, please go ahead and do so in this URL

Here are some more details about the event:

6 Sure Fire Tips to Retain and Grow Customers

Customer success starts with understanding how your customers are using your product and what problems they might experience. It ends with more relevant and efficient information delivered at the right time, via the right channel.

During this webinar, you will learn the six things you can do today to retain and grow your customers. Zendesk is joining forces with Totango to share with you the insider secrets to transforming your customer support organization into a revenue center and turn prospects into life-long fans of your brand and services. Register here.

I am looking forward to see you there!

Regarding the integration with Zendesk which we accidentally omitted from our news update yesterday:

Integrate Totango with your Zendesk Help Desk

If you use Zendesk to manage your help desk, you can easily create a feed of ticketing activity into your Totango account, expanding your engagement database. You will then be able to tell which accounts are opening support tickets, how this influences their use of the application and their likelihood to subscribe to premium plans or to cancel their account. Read more

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Totango News

What’s New with Totango?

News

I thought it would be a good time to review what is new with Totango this month – so many things are going on that I want to share with our readers!

We are continuously growing and therefore still hiring and we are proud to be recognized with a THINKstrategies “Best in SaaS Showplace” award and with articles in the Wall Street JournalMashable and Sandhill.com. Above all, I am excited about the new features added to Totango in the past weeks. Use them to accelerate revenues at Totango!

We’re also going to conduct the following webinars which we’d love you to be part on:

  • Webinar with Zendesk: 6 Surefire Tips to Retain & Grow Customers. This Thursday, April 26th @ 10am PT Register Now
  • Totango Master Class: Online demo of new Totango features to increase your trial conversion, customer retention and drive user expansion. Tuesday, May 8th @ 11am PT, Register Now

Application News!

The Customer Health Dashboard

Driving customer retention and expansion just got easier

The new Totango Customer Health Dashboard identifies customers in good, average and poor health in one easy view so you can proactively engage and drive customer retention and customer expansion. You can change the classifications based on the time spent in the application, visit frequency and Customer Engagement Score, a measure of relative activity compared to other customers. Read more

The Appbox.js

Convert more users by communicating from inside your application

Appbox.js LogoConvert more free users into paid customers and expand usage for existing customers by communicating with users inside your application: send a message welcoming new customers or announce new features. Appbox.js was developed by Totango to provide a real-time communication channel with the users of your application. And the best part: it’s free! Give it a try today!

Totango API for iPad and iPhone Applications

Understand customer behavior on your iPhone and iPad (iOS) apps

Now you can easily instrument your iPhone and iPad applications with Totango, making it easier than ever to see how users are engaging and interacting with your mobile apps.
Easily identify the mobile users who are most likely candidates to upgrade to paid subscriptions or drive revenues via customer retention and customer expansion just like you are doing on the web. Read more

And there are more coming! stay tuned…

Categories
Product updates

Introducing the Totango iOS API

iPhone-iPad

We’re pleased to release a new Totango integration package for iOS developers. Now you can easily instrument your iPhone and iPad applications with Totango, making it easier than ever to see how users are engaging and interacting with your mobile apps and answer questions such as:

– Which of my users are using our mobile app on a regular basis
– What are the most common functions used
– What impact does this have on conversion to premium plans or churn

The package is completely open source and is available on github. It takes just a few minutes to get your mobile app instrumented and running. Give it a try!

Categories
Customer Analytics Customer Engagement customer success HubSpot Lifecycle Marketing Marketing Marketo Response SaaS Marketing SaaS sales User Engagement

What is the Connection between Lifecycle Marketing and Automated Nurturing?

Robot and a Human Hand

Reading Fergus Gloster’s post on Marketo’s blog got me thinking how Lifecycle marketing has dramatically evolved lately.

Fergus states that Marketing Qualified Leads (MQL) won’t turn into Sales Qualified Leads (SQL) by themselves – this phase can’t be automated and requires human interaction.

I agree with Fergus about the necessity of an additional role which businesses should consider. This role should help submitting qualified leads for the sales team. Mark Roberge, VP Sales at Hubspot has also talked about this by distinguishing the Hunter’s job from the Farmers.

I also talked in the past about the necessity of the Customer Success role in the SaaS industry new generation model.

But how would this function know which leads are qualified for their sales team? Well, Marketo is offering their scoring system, which based on user behavior on your website, which is a really efficient tool!
However, how would you know what leads are doing inside your APP?
For example, would you react differently if a new signup of yours signed up once and didn’t invite new users for your service rather than a user who logged in 3 times and invite 2 of his colleagues? Of course you would! You would like to invest more on the second user which reflects a higher level of engagement, won’t you?

And what if several users have entered one of your most important pages which suppose to lead for a sale and then signed out and never go back? you would probably want to look at that page again and figure out conversion issues, right?

This is why Totango service also offer the engagement score that would show you in-app engagement involvement.

But why compromise on one of the solutions – why not use them both?

This is why Totango and Marketo have joined forces and now Totango is also offering integration with Marketo’s services – this is how you could both know what’s happening in your application, get analysis on wha’t going on your app and then use Marketo strong nurturing tool to send your users exactly what they need to know by the stage they’re stuck on or need help with – the perfect match – Totango’s Lifecycle Marketing with Marketo’s automated nurturing – can you afford not to have it?

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Award BoSS Award THINKstrategies zendesk

Totango Wins the Best of SaaS Showplace (BoSS) Award

BoSS Award Logo

THINKstrategies, Inc., the leading strategic consulting company focused on the business implications of the on-demand services market, announced today that Totango has been named the winner of the Best of SaaS Showplace (BoSS) Awards.

The purpose of the Best of SaaS Showplace (BoSS) Award program is to recognize SaaS companies who are delivering solutions which produce measurable business benefits for their customers.

“An example of the measurable business benefits which can be derived from Totango’s solution is Zendesk, a SaaS customer service solution company founded in Denmark in 2007. The company serves over 15,000 companies, including Adobe, Sony, OpenTable and Groupon. Zendesk offers a 30-day free trial and has been able to improve the user onboarding process and increase trial conversions by about 30% by using Totango’s Cloud-based customer engagement platform.” as quoted from the award announcement.
Read Totango’s Award Submission

The BoSS Awards are part of an ongoing THINKstrategies Cloud Computing Showplace campaign to recognize SaaS companies producing tangible business benefits for specific user organizations. These benefits can include increased sales, lower costs, higher customer satisfaction, faster operations and greater profitability.