The biggest mistake SaaS companies make
SaaS companies should create content that buyers need, how to transition from MQLs to SQLs, unignorable subject lines - and why you shouldn't do PLG if you're starting a B2B SaaS.
Hi folks 👋
Most SaaS companies do not think of themselves as content creators.
In fact, they use content as an aid to sell.
But, that’s where they sound selfish and risk losing potential prospects.
Instead, what if you could create and distribute content that’s useful to buyers?
Like How-Tos, guides, and templates and publishing them on Gumroad. Stick in your email id there, and get subscribers to your newsletter.
Imagine the amount of content that SaaS companies can help their buyers with. The good thing is you don’t need any fancy graphics or presentations.
Even simple Google Docs or Spreadsheets would do.
Sam Browne explains how to generate income + getting email subscribers via this simple technique.
Go test it for yourself.
On that note, let’s dive in to all the awesome marketing stuff that I curated for you 👇
Reading time: ~5 minutes
The Best Marketing Tips On LinkedIn This Week 📝
MQLs are dead. Because sales teams inherently focus on $$$. That’s why Chip House explains how to make the transition from MQL to SQL way of thinking.
If you’re looking for customer research, use these 96 questions that ABM expert Vladimir Blagojević put together. You’ll probably end up discovering an entire goldmine in there.
If you’re creating content clusters, focus on the conversion not traffic. By doing that, you know what your audience is looking for, says Trish Seidel.
Koalapalooza AI came up with a list of 20 tools that could transform how we live and work. I liked Ideacadabra - it helps you find hot trends for your audience on YouTube, Instagram, TikTok, and Twitter.
The Best Sales Tips On LinkedIn This Week 😎
Pierre Herubel breaks down the cold emailing process into 6 steps. I doubt if I have seen a simpler guide than this one before.
Sales guru Josh Braun came up with a list of unignorable (geez! That’s a solid word! ) subject lines. Steal these to get your first prospects through the door.
All of us face objections. But what you do after the objection will determine whether you’ll open the closed doors or not. Charlotte Johnson has a list of really simple structure to handle objections. And, it hardly sounds sales-y. (Pro tip: Call as soon as you receive the objection email.)
What’s cooking in Tech this week? 🍳
Kevin Chu highlights the State of Software Spend report from Battery, a top VC firm who backed Amplitude, Marketo, & Coinbase. Looks like buyer sentiment is down to 50.2 in Q1 2022 versus 55.4 in Q3 2022 (the higher the number higher the likelihood of companies spending more).
But, all is not doom and gloom in the report. Companies with revenues of $500 million are accounting for bigger spends. Moreover, fintech, technology, and healthcare companies prefer spending more on tech tools than on people.
So you know who to target.Launching a new B2B SaaS? Don’t do PLG straight off the bat. Because it is still quite difficult to erase the friction that business teams will go through while adapting to your new product.
Moreover, getting them to realise the Aha! value will take a lot out of you. Andrew Verboncouer cautions you on this one and I think he’s got a great point.
Until next time folks! Missed our earlier coverage? Binge read it now:
Peace and Love 🙏
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Picture credit: Gumroad