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EPISODE SUMMARY SEO is one of the most effective strategies that SaaS companies should consider. When done right, it's a cost-efficient strategy that can boost a startup's growth. SaaS-Story in the Making host Matt Wolach and Bright Line Media's Founder and CEO, Barrett O'Neill, talks about the importance of SEO strategy, content creation, and optimizing learning for SaaS Startups. PODCAST-AT-A-GLANCE Podcast: SaaS-Story in the Making Episode: Episode No 199., “How to Grow Your SaaS Startup with SEO” Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor Guest: Barret O’Neill, Founder, and CEO of Bright Line Media   TOP TIPS FROM THIS EPISODE Create Compelling Content Consistently  Use Long-Tail Keywords          If Needed, Make It Someone’s Job          EPISODE HIGHLIGHTS SEO Is Essential Put Skin in the Game TOP QUOTES Barrett O’Neill [04:51] “Having a little bit of skin in the game and that forces you to learn quickly, then [it] accelerates that growth curve.” [11:13] “The only way to get organic traffic that converts is to start doing SEO.” [15:26] “Not every piece of content has to be earth-shattering, but it's about showing up. And again, the consistency–like being in the game.” Matt Wolach [06:05] “When you put skin in when you put some money into a business, you're extremely motivated to make sure that you see a return on it.” [12:23] “If you do [SEO] it right, someone else spends a lot of money on marketing, somebody searches them or searches a keyword about them, and YOU pop up.”   LEARN MORE To learn more about Barrett O’Neill and Bright Line Media, visit https://brightlinesocial.com/.  You can also find Barrett O’Neill on LinkedIn at: https://www.linkedin.com/in/barrettoneill/.   For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.

EPISODE SUMMARY In this episode of SaaS-Story in the Making, host Matt Wolach sits with Radd Co-Founder and CMO Natalie Staub as they talk about the rise of e-commerce and how influencer marketing is crucial for businesses. Being a digital marketing and social media senior lecturer at Middlesex University, Staub knows her way in marketing trends and how companies can grow through powerful strategies that can help them keep up with the demands of the industry. PODCAST-AT-A-GLANCE Podcast: SaaS-Story in the Making Episode: Episode No. 197, “Why Influencer Marketing is a Powerful Marketing Strategy” Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor Guest: Natalie Staub, Co-Founder, and CMO of Radd TOP TIPS FROM THIS EPISODE Maximize Influencers’ Social Power  Identify How Influencers Can Help You Grow Influencers Allow Brands to Target a Wider Audience Brands Can Borrow and Re-communicate their Values through Influencers Helps With The Formation of a Brand Community Find the Right Influencers for You Lay Out Your Values Clear Identify your Target audience EPISODE HIGHLIGHTS The Pandemic Accelerated eCommerce  What Brands Miss Out On TOP QUOTES Natalie Staub [06:40] “If you work in the era of influencer marketing, you know that even before social media, we all turn to some form of an opinion leader– opinion format to help us formulate decision making.”. [09:36] “The influencer needs to be inspiring because we all want to grow. We don't want to be who we are today– we want to be who we can be tomorrow and the hereafter. And so we look to find an influencer that allows us growth in one way.” [11:14] “Customers are not looking just to buy products and services. Customers want magic, they want a story, and your brand be better telling stories that are consistent with its values.” [20:31] ”Balance comes with creating very clear priorities. No, black and white, what's important for me, and what is not.”   Matt Wolach [08:47] “It creates kind of a buzz, and it starts to create a groundswell, something viral.” [10:37] “When you're building your brand, make sure that you relate to your customers.” LEARN MORE To learn more about Natalie Staub and Radd, visit https://raddcontent.com/. You can also find Natalie Staub on LinkedIn at: https://www.linkedin.com/in/nataliestaub/. For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.

EPISODE SUMMARY Sales can be tricky—you need to showcase your product without compromising a great customer experience. In this episode of SaaS-Story in the Making, Matt Wood, CEO of CheetahIQ, shares the importance of sales research with host Matt Wolach.  Wood explains how research and prospect intelligence can prepare salespeople to perform better and close more deals. This method may sometimes be the most neglected part of the process but here’s why you need to start dedicating your time to it. PODCAST-AT-A-GLANCE Podcast: SaaS-Story in the Making Episode: Episode No. 195, “How Sales Research Can Help You Close More Deals” Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor Guest: Matt Wood, CEO of CheetahIQ & Founder of 10 Mile Solutions TOP TIPS FROM THIS EPISODE Know Exactly What You Want  Improve SDRs and AEs’ Performance  Prospects Love it when You Do Your Homework EPISODE HIGHLIGHTS The Five by Five Framework  Prospects Don’t Trust Salespeople  TOP QUOTES Matt Wood [08:00] ”The relevance during outreach and booking meetings is really about breaking through the noise and standing out so you can book the meeting.” [08:50] “Research out there says that 88% of buyers, in the b2b space, believe that salespeople are unprepared for discovery calls and because they're unprepared, they are unable to build trust, they're not becoming a trusted adviser.” [14:25] “We want to be that trusted advisor with a seat at the table– who is like the name implies– trusted by the prospects so that they look at you as someone who can help them solve problems.” [19:41] “If you can understand your market, really understand your problem and how you saw that and how you message that to the customers.” Matt Wolach [13:32] ”I love that five by five framework. That's something that I could train someone on. I could say, okay, I need five insights in five minutes. So you don't have to waste a lot of time. But you can get really good things and have a fantastic conversation with somebody or have a great positive outreach campaign that's going to work that's going to hit on things that they appreciate.” [15:35] “[Research] It works for multiple different roles, the SDR, they've got their stuff, the AEs doing their thing. So everybody can kind of see what's going on with this prospect.” LEARN MORE To learn more about Matt Wood and CheetahIQ, visit https://www.cheetahiq.com/. For 10 Mile Solutions, visit https://10milesolutions.com/. You can also find Matt Wood on LinkedIn at: https://www.linkedin.com/in/matthewnwood/. For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.

EPISODE SUMMARY SaaS companies often focus on arbitrary areas of marketing and tend to overlook some of the best tactics that can help them grow. In this episode, Marc Thomas, the Head of Growth at Powered By Search, shares his expertise and experiences in marketing and sales growth with SaaS-Story in the Making Host, Matt Wolach. Thomas shared the most common marketing mistakes SaaS companies make and how you can solve them. PODCAST-AT-A-GLANCE Podcast: SaaS-Story in the Making Episode: Episode No. 194, “SaaS Marketing Mistakes that Destroy Your Growth” Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor Guest: Marc Thomas, Head of Growth at Powered By Search TOP TIPS FROM THIS EPISODE Writing Sales Copy That Only Contains Product Features Positioning for a General Audience Not Understanding How to Execute a Full Funnel EPISODE HIGHLIGHTS Predictable Growth Methodology MQL is not Dead TOP QUOTES Marc Thomas [03:18] “Most people don't need an SEO or PPC consultant. They need someone to help them work out the economics of their growth model.” [07:01] “Predictable growth methodology allows us to, say, ‘let's structure this conversation rather than just going hey, let's, let's start anew every time.‘ But SaaS businesses grow because they acquire customers profitably and retain them for a long time.’ [14:32] “Lead magnets for generating effective MQLs, which will later convert into an SQL or a deal. All of this relies on a solid position, messaging, and then tactical work above that.” [23:09] “It's an old-fashioned, unsexy thing to do to create a lead magnet and then say, ‘Hey, thanks for downloading our lead magnet, here's another thing.’ But look, you know what’s sexy? Revenue.”   Matt Wolach [07:42] “It's critical to know exactly what those [SaaS metrics] are. And you know how you can leverage them and use them to get them bench to the right benchmarks and get them accelerated.” [19:23] “You’ve got to have the perfect fit, right-fit customers to be able to work.” [23:56] “A lead magnet is a guide or document or something of value you're sharing in exchange for usually an email…  But it's something that a lot of SaaS companies kind of miss out on and don't take advantage of. They either don't use that as a strategy, or they don't know how to convert people from it.” LEARN MORE To learn more about Marc Thomas and Powered By Search, visit: https://www.poweredbysearch.com/.  You can also find Marc Thomas on LinkedIn at: https://www.linkedin.com/in/marc-thomas-4a91ba1b/?originalSubdomain=uk. For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.

EPISODE SUMMARY Marketing can appear complex with all of the tools and strategies that promise to help a business grow. In this episode of SaaS Story in the Making, host Matt Wolach and Founder and CEO of Box Out Marketing, Tyler Garns, talk about how an effective marketing strategy doesn’t have to be complicated. Garns shares his expertise on marketing and how businesses can employ simple actions that can lead to their desired results. PODCAST-AT-A-GLANCE Podcast: SaaS-Story in the Making Episode: Episode No 194., “Why You Don’t Have to Be a Marketing Genius to Create an Effective Marketing Strategy.” Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor Guest: Tyler Garns, Founder, and CEO of Box Out Marketing  TOP TIPS FROM THIS EPISODE Stop Doing What Everyone Else is Doing  Start Defining your Strategy through your Business & Pricing Model Have Fast and Slow Tracks EPISODE HIGHLIGHTS Business Owners Throw Money at the Marketing Problem Keep it Simple TOP QUOTES Tyler Garns [02:17] “Most business owners are masters of their craft. They're great at what they do. [But} they're not necessarily marketers. And so what they tend to do is, they just throw money at the marketing problem.” [02:55] “The business owner and the founder– the visionary needs to take some ownership of the marketing strategy, tie it in with their big business vision, and make sure all that stuff's aligned, and then they can delegate appropriately.” [06:24] “You have to define your own land; you have to know that it's the right strategy for your business model. Once you've got all that stuff lined up, then you can go– you can go hard.” [14:07] “We spent money. And did we make money? Or did we lose money? That's the ultimate question. And if you can track that well and be confident in that data, You can go crazy [and] you can grow really fast.”  [16:08] “The multi-step, multi-touch attribution stuff doesn't help unless we know the basics– the foundation and where we're at.”   Matt Wolach [06:48] “They often drift or grow in circles because they're not doing the right thing at the right time, with the right amount of focus on a particular topic. [03:45] “Most of the deals are done after five follow-ups. So a large majority of people are not following up or doing it very few times.”   LEARN MORE To learn more about Tyler Garns and Box Out Marketing, visit https://www.boxoutmarketing.com/tyler-garns/. You can also find Tyler Garns on LinkedIn at: https://www.linkedin.com/in/tylergarns/.  For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.