Selling Saas

Duane Dufault discusses the tier one MQLs should be the sales team's top priority for outreach and engagement during the trial phase. These tier one MQLs are identified as the leads with the highest …

Steffen Hedebrandt discussed the benefits of diversified thinking in a team and suggested that pairing intuitive and rational people together can be beneficial. They explain that having a mix of diff…

In this episode, they also discuss the gap between cool marketing tactics and their actual effectiveness. Duane points out that there is a lot of fluff on LinkedIn and other platforms, where people t…

The episode highlights the significance of founder-led sales for startups. The founder must understand how different personas frame the problem they are solving, as there could be various versions of…

In this episode, Duane Dufault, talks about the process of going from an inbound, product-led growth SMB type of company to outbound and upstream. He explains the six primary steps to do that, starti…

The episode emphasizes that customer success is the most important department in a company. While acquiring new customers is important, it is equally important to focus on keeping existing customers.…

This episode also stresses the importance of self-awareness and intuition for entrepreneurs. Martin believes that self-awareness is the most valuable trait he possesses as an entrepreneur, as it allo…

The conversation shifts to entrepreneurship and the mindset of problem-solving. Duane emphasizes the importance of being a problem solver first and foremost, and how this skill can lead to finding bu…

The conversation covers the use of trust to accelerate sales cycles and create new opportunities. A strategic sales rep might use the same approach to expand into new buying centers or a customer suc…

This conversation discusses the use of AI in sales and how it can help automate and scale the process of identifying relationships and crafting messages. It is stressed, however, that AI should be us…

Some of the conversation between Duane Dufault and Dan Goodman talks about how to identify red flags when selecting a new company to work for. Dan suggests that one red flag is if the CEO is adamant …

The conversation discussed the importance of focus when it comes to marketing and gaining customers for a business. It was noted how companies often go too broad and try to market to everyone, leadin…

In Ton Dobbe's book, he has connected business with sports and used an anecdote of his own experience of visiting Nazareth in Portugal and witnessing the enormous waves there. He then explains how he…

Enablement plays an important role in any organization, as it sets the strategic vision, demystifies success, and helps equip people to go to market in the best way possible. Revenue enablement, as i…

This conversation is about how to use the data from sales pipelines to increase success. To do this, one needs to find the wins in the sales pipeline. This can be done by looking at the conversion ra…

Part of their conversation is about the biggest challenge a non-technical, non-product founder faces when building software. The founder has been doing this full time since July, and their main conce…

Duane discussed the importance of conducting regular funnel analysis for marketing and sales. He suggested that this should be done at least once a month and could be done as often as once a week, de…

The conversation is about the toxic working environment found in many businesses. Dan Goodman, who has heard many stories from people in confidence about their experiences with toxic workplaces, Sinc…

In this episode, Duane defines go to market and funnel as the steps in customer acquisition, starting from lead to churn. Duane then explains why it is important to do a funnel audit and a customer a…

The conversation between Duane Dufault and guest Sarah Filipiak focuses on effective leadership and coaching. Sarah believes that in order to unlock someone's potential, a leader needs to understand …