A reseller typically purchases the SaaS at a discounted price and bill their client directly. I've seen reseller discounts range between 10% and 50%. The discount should be competitive with your industry, and allow a reasonable ROI for resellers. The reseller discount is typically for the life o...
B2B or B2C, at the end of the day.... you're dealing with "P2P" People to People. If your message is relevant within the context, you will get a high rate of response. Based on our experience, we start by doing research into the demo and where they live. And create highly targeted video camp...
Several years ago, I manufactured product and stumbled upon a website called RangeMe. I assume there are others like it. With this platform, I could post my products and their wholesale cost and margins. Then, retailers and distributors could see my products and choose whether or not to engage ...
In my experience, the longer sales cycle requires more attention. The metrics will be unique to your business, but you can't go wrong with these: Marketing & Sales Metrics Look at metrics that will help you scale and project growth, and then accelerate opportunity to close velocity #s and conve...
You are facing a classic chicken and egg problem. You want premium projects but cannot get them because you haven't done any yet. To solve this, you need to think from your target customers standpoint. Why would a customer buy from you? What do you offer that others don't have? Once you define th...
Simple answers for simple problems - Three quick options that can be used solo or together. For Amazon, you have to get in the Buy Box on the product detail page. Also, having a high amount of positive feedback and the lowest price helps - as well as shipping out for Prime customers. 1. Ge...
I've done a lot of customer development in this market. Here's what's worked for me well. Find your potential customer (actual decision maker) on Linkedin. Send them a "friend" connection request with something like: "I acknowledge we don't know each other yet but I am the Founder of a new co...
It's a difficult one to answer because Hubspot is a continuously evolving platform. What isn't working so well today will be great tomorrow. The speed at which they are developing is mind blowing. I've been watching this now for 1.5 years and it's pretty amazing. They're doing some pretty cool s...
There is a LOT to unpack here, and without knowing a lot more about your process, ideal client, the problem you're solving for them, it is hard to give a detailed and concise answer. But I'll give an "In general" one: Sales are often held up my a lack of accountability or the ability to make a ...
What sort of SMBs are you looking for? There are over 5.68m SMBs in the US and you would be hard pressed to find a public list of each one. However, if you know a location and/or an industry, you can start with a place like hoovers.com or yellowpages.com. Hope this helps! Let me know if you ha...