George Touryliov ✔’s Post

Is it Self-Promotional Friday? After taking companies from $0 to $200m+, a $6.5b exit, and advising companies to 2x to 4x their pipeline growth month over month... I have combined all my experience, knowledge, and skills into a practical system called Oubound_OS. What does it contain? 🧱 a step-by-step guide to support Marketing Leaders and Builders in building the savagiest Outbound engine for B2B SaaS Startups. Here is a snapshot: 1) Know your customers & ICPs 2) Know what problems you solve and how you serve the market 3) Craft compelling and resonant messaging for ICPS 4) Develop programs to deliver your messaging 5) Document your processes 6) Utilize tools wisely (don't get trapped in the shiny tool syndrome) 7) Measure business-critical data: Sales Meetings, Sales Opportunities, Closed Won None of the above is set in stone and etched with blood! The key to success is open-mindedness, patience, determination, fluidity, and constant evolution. #outbound #pipeline #marketing #b2bsaas

Your marketing strategy should include customers - upsell, cross-sell, and LOYALTY programs! ——— 🔹 Hi, 👋🏾 I’m Tonya. 🔹 I help tech startups scale growth and increase ROI by aligning their marketing strategy with organizational goals. #StrategyOverBudget 🔹 Ask me how I drove a 30% increase in lead generation by aligning marketing and sales. #startupmarketing #startupgrowth #marketingstrategy #customerretention

How a framework (I hate this word but it’s true) for the Marketing<>Sales relationship will grow your business even at an early stage. 🚀 It sounds obvious, marketing and sales need to work together. But so many startups I see have a disjointed or nonexistent process for this cross-functional workstream. Here’s why you should push to change this. 1. You’ll get more qualified leads - the prospect entered the funnel via a marketing effort and now they’ll talk to sales. What are they expecting to hear? Learn more about? Who is this prospect? What data did they share thus far that can help sales close the deal? 2. You’ll know which USPs convert - if marketing has visibility into sales calls, they’ll discover which USPs resonate best for each persona and they’ll be able to optimize marketing materials accordingly. 3. Your time to conversion will improve - if sales keeps getting the same questions, the marketing team knows what content to produce to help answer. 4. You’ll know your ICP - if you’re getting a lot of MQLs but the sales team isn’t closing those leads, perhaps you need to reconsider the target persona. 5. You’ll learn the right moment to market and right channel to utilize, leading to smarter budget allocation and higher ROI - in sales calls they may learn that a specific event has triggered their interest in your product (new quarter, hire, etc.). Now you can build your lead-gen strategy accordingly. #growth #marketing #sales

Are you facing stagnant revenue streams? Before you consider any drastic changes, let's talk about a game-changer: aligning your marketing, sales and customer service teams. 🌟 Why Alignment Matters? - Improved Customer Retention: When marketing, sales and customer service work together, they create a unified customer journey. This synergy not only attracts but also retains customers, ensuring a steady revenue flow. - Generating Qualified Leads: Sales know the customers, and marketing knows how to reach them. When these teams collaborate, the leads are not just numerous, they're qualified and nurtured, ready for conversion. - Streamlined Processes: Alignment leads to efficiency. With both teams on the same page, your business processes become more streamlined, reducing friction and accelerating growth. 🔍 Take the First Step Struggling with stagnant revenue? It might be time to align your marketing, sales and customer service teams. This strategic move can be the catalyst for sustainable growth and improved profitability. 💡 How to Begin? Start with shared goals and metrics. Encourage regular communication between teams. Leverage HubSpot's tools to facilitate this alignment. Remember, the goal is to work together towards a common vision of growth. Let's break the silos and pave the way for a thriving business! #HubSpot #RevenueGrowth #RevOps #RevenueArchitecture

I recently spoke with Mimi J. about the challenges and opportunities in revenue enablement for SaaS and tech service start-ups. Here are a few key takeaways from our conversation. As the lead enabler behind her own consulting group, Mimi brings a unique approach to revenue enablement. Her insights are not just valuable, they are potential game-changers for any start-up looking to grow. Mimi focuses on three key pillars: 1️⃣ Sales: Driving your client sales process. 2️⃣ Sales Enablement: Empowering your team with leads, digital marketing, and content creation for seamless buyer engagement. 3️⃣ Revenue Enablement: Enhancing customer engagement through cross-functional support to turn prospects into loyal customers. After a thorough review of Mimi's 30-60-90 day plan, I was impressed by its practicality. It's a well-crafted strategy that can help build relationships, fine-tune strategies, and most importantly, achieve measurable growth. If you're a start-up aiming to scale and curious about a strategy to do it, you should have a chat with Mimi. #RevenueEnablement #techstartup #technetworking #techsales #SaaS

There are 5 SaaS discovery mistakes that most sales teams make. Fix these, and you can unlock faster pipeline velocity & more closed-won deals. 1) Stop opening with your founding story. Only investors and your product champions care about this. Don’t waste your first 5 minutes (which is such VALUABLE time) on the journey of how you got here. Get straight to the point on how you can help this prospect. ~ 2) Get buy-in before moving on. This sounds like “do you mind if I walk you through how we’ve helped other [personas] solve [pain]?”. The psychology of saying ‘yes’ is powerful! It builds subconscious trust and peaks genuine curiosity. ~ 3) Stop selling features. Most reps agree with this statement, yet most still struggle to get it right. Even if your prospect already knows what feature they're looking for, good luck closing that deal once Finance gets involved. You know the phrase - 'sell pain killers, not vitamins'. ~ 4) Don’t ask yes/no questions. People tune out FAST. And worse than that, they won’t tell you they have. Ultimately, no one wants to appear stupid - they won’t tell you they don’t understand something or that they weren’t actually paying attention. It’s up to YOU to gracefully fish out the truth. Instead of asking if they liked the demo … try asking how they envision their team using feature A Instead of asking if they’ve encountered X problem before … try listing the top 3 pain points you help people with and ask them which one they resonate with most. ~ 5) Disqualify like your life depends on it. There’s nothing more valuable than your time. Being stretched thin between 20 ok deals is WORSE than being dedicated to 5 strong deals. Open and close the call with the same intention - finding value for the prospect. Don’t be afraid to ask if the solution/results you’re offering are valuable enough to continue the conversation. Directness is always the answer. #sales #productled #gtm — If this was helpful, you may also find value in my free newsletter: https://bit.ly/3JlTYH5 Each week, I share frameworks that help SaaS startups grow with product-led GTM motions. And if you have any other discovery frameworks, shout out in the comments!

I've created well over £100m in pipeline over my career. And I've worked with some incredibly high performing teams and individuals. The common thread? Resonant content. Content that earns attention in noisy and competitive markets. Content that builds trust where there's no pre-existing relationship. Content that creates credibility even where the startup is new to a market. Top performers have an innate ability to create it. But that's hard to scale, and it's typically why >80% of revenue is often driven by just 5-10% of individuals. So I've broken down the different elements that make up resonant content, so you can create it too. #b2b #saas #revenue #growth #sales #marketing

Most of the businesses are facing these symptoms today; -Lack of demand -Sales stalling out -Concerns about PMF -Decreased close rates -Too many unqualified leads If your business is also one of them, it is an indicator of a broken GTM Strategy. 3/4 As a startup founder, I dedicate the majority of my time to building an effective GTM for Fasthr AI, and Here are the golden lessons that I've learned: 1. Ask your customers how they'd feel if your product suddenly stopped working. If more than 40% wouldn't be bothered, you need to make your product more appealing. 2. Differentiate between complaints and dire problems. Only sell to customers whose need for your product is “urgent” and “important”, not just random rants and complaints. 3. Create a highly specific ICP for your business, targeting customers with ARR, between $0 to $500k. Your contact list should consist of 1,500 to 2,000 potential prospects who fit this profile. 4. You can truly gauge PMF after 26 sales and by maintaining a 60-80% retention rate along with successful renewals over a 90-day period. 5. Before assembling a sales team, the primary focus should be on developing a top-notch recurring MQL pipeline. 6. Founders should handle sales until they reach $500k in revenue. They have a much better chance of getting a meeting through cold outreach. Building a great product is not enough, it needs distribution too! 📈 What's the best GTM advice you have received? Let me know in the comments! #saas #startup #gtm #founders

CRITICAL mistake SaaS companies make when layering sales into their PLG motion: → They fail to define their strategy. Before buying all of the latest technology and hiring a dozen reps, you need to figure out what exactly it is that you want Sales to do. Otherwise, you’ll end up overbuilding. Funny enough, you can make really counterintuitive initiatives work as long as they're part of your strategy. Example: Years ago, Pipedrive decided they didn’t want to cannibalize inbound. So, they asked their sales team to only reach out to their best-fit, lowest-intent prospects. Targeting this intersection of people who are unlikely to buy – but really should! – turned out to be a great way to layer in sales to their PLG strategy. And the rest is history. Other companies allow their reps to reach out to every single person who comes in as a lead. This isn’t a bad strategy in and of itself. But when you have 100s of new leads a day, and you spread sales effort evenly across them, you're probably neglecting the best leads and building an inefficient machine. Even worse, it's my experience that the least-qualified leads tend to be the first to respond to your sales team – a huge waste of time and resources. I’ve been there before, and it’s a frustrating situation to find yourself in... A better strategy? *Actually* decide the strategy. Then, make sure you have the right people and layer in the right technology. Strategy, people, technology – in that order. #saas #revops #sales #marketing #startups

With LeadMachine+Ai, you can automate your sales and marketing efforts, ensuring that your business continues to attract, nurture, and close leads around the clock, effortlessly boosting your sales on autopilot. To get started, visit: https://bit.ly/3GYTtRY #sales #marketing #profitability #operations #executive #growth #sustainable #practices #business #strategy