BTW | Edition - 14

Welcome to the Fourteenth Edition of Buy The Way - your weekly dose of SaaS sales and marketing stories from around the world! ??

This week, we cover a variety of topics, including:

• The Prospecting Plateau - Why More Accounts ≠ More Pipeline
• Scaling to $10M ARR, Go Opposite
• Growth vs Marketing

And we have two excellent podcasts, top of their line, and cherry-picked episodes for you to listen to.

So dive right in ??

What’s the buzz? ??

Hayes Davis breaks our hearts by saying, More Accounts ≠ More Pipeline!!

Why so cruel Hayes?

But turns out he has a legit point:

Instead of overwhelming your rep and confusing them with too many, he suggests that you figure out how to prioritize, coach, and keep your sales books fresh for improved results.

Read more about ‘Prospecting Plateau’ as he coins, here

Greg Head says “Growing from $5M to $10M ARR is almost the opposite game for B2B SaaS companies than getting to $1M in revenue”.

He tells us to drop the older playbook, where we had to play messy to get here, rather start thinking like an organized factory which ensures reliability and ensures customers get successful.

Read the whole piece of content here

Andrew Capland turns your attention towards the fine line between Growth and Marketing in B2B SaaS.

While marketing is accountable for KPIs like audience size, audience engagement, traffic, and leads, Growth is accountable for KPIs like new signups, activated accounts, PQLs, purchases, and self-service revenue.

Sip the tea here

Podcasts to tune into ??

Getting to club by Chris Orlob

As mentioned, Chris Orlob , the man who used to head sales at Gong, runs this podcast where he brings revenue experts and pokes the bear to spill out secrets.

In one of the recent episodes, he brought on Nate Nasralla and they both talked about “Bullet Proof Business case writing” to create business cases that close deals.

Tune into the full episode here

SaaS Marketing Superstars is a podcast hosted by Aaron Zakowski , where he uncovers proven growth strategies from CMOs and marketing leaders behind some of the fastest-growing SaaS companies. Each episode features an interview with a SaaS CMO, Founder, or marketer leader discussing a variety of topics.

One such episode features Nick Jordan ?? , a SaaS marketeer and an SEO expert, and they talk about B2B SEO Strategies to Rank #1 without Backlinks.

Tune in for the full episode here

That's all for the Fourteenth Edition folks, we hope you enjoy reading it.

Any feedback and comments are most welcome ??

Stay tuned for the Fifteenth Edition of?Buy The Way -?Your weekly dose of SaaS Sales & Marketing Stories ??

???Storylaner of the week:

An interactive demo that converted 22% of viewers into signups and 12% into paying customers ????

Meet Paresh Balar, Founder of Upmetrics, created an interactive demo to convert leads into paid customers, resulting in:

?? 78% engagement rate

?? 22% new signups

?? 12% paying customers

Mind-blowing stuff, right?

Try Storylane today!