Welcome to the latest edition of B2B Conversations, wherein we deliver an easily digestible summary of what’s trending in a specific area of the B2B space on social media. This week, we’re getting SaaSy with top articles, media and even an exciting SaaS conference in Paris. As always, we use Nexalogy, a leading social analytics tool, to help identify timely and topical links to news you can use. Let the SaaS talk begin!
The SaaS-Enabled Online Marketplace:
— Alexandra Roată (@AlexandraRoata) April 24, 2016
While B2C and C2C online marketplaces like Amazon, Etsy and Uber have excelled at attracting buyers before there are enough sellers, and vice versa, B2B marketplaces have struggled to pull in buyers and sellers simultaneously. But B2B pros take heart—a new sophisticated strategy is emerging that promises to help B2B marketplaces get off the ground. Freightos CEO Zvi Schreiber examines how SaaS applications are taking over the business world, and how the SaaS-enabled marketplace business model is accelerating a new generation of business automation.
— Chargify (@Chargify) April 22, 2016
Acknowledging that user onboarding is critical to SaaS success, Chargify asked SaaS leaders and companies known for great user onboarding, “For companies looking to improve user onboarding, what is the #1 tip you wish someone gave you early on?” After interviewing more than a dozen executives and thought leaders, some common themes emerged. Considering what’s most important to your customers when they’re first getting set up with your product will get you off to a smooth start. It’s equally important to help new users understand the value of your product—that “ah-ha” moment—as soon as possible. Action-based communications and metrics are also essential components of the optimal onboarding experience.
B2B SaaS Conferences:
— B2B Rocks (@B2B_Rocks) April 27, 2016
Europe’s B2B community is abuzz about B2B Rocks, a leading conference for B2B and SaaS startups that kicks off June 1 in Paris. Spring is the best time of year to visit the City of Lights, and with leading SaaS builders and lovers convening to share actionable insights and inspiring conversation at one of Europe’s best executive events, this is one of the year’s can’t-miss conferences. Highlights include round-tables, open discussions and networking activities, as well as addresses from leading B2B and SaaS executives and thought leaders. Speakers will include Bernard Liautaud of Balderton Capital, Rachel Delacour of BIME by Zendesk and Point Nine Capital’s Christoph Janz.
B2B SaaS Podcast:
— Lucy Lee (@lucylee411) April 22, 2016
Brian Burns, host of The Brutal Truth about Sales & Selling podcast, tackles the number one problem for SaaS sales people—the dearth of quality inbound leads—and the biggest mistake enterprise SaaS companies make—listing all their pricing on their website. “The only reason companies do this is because everyone else is doing it,” says Burns, but price posting encourages potential customers to comparison shop your competitors. What an easily avoidable way to lose great inbound leads!
B2B SaaS Infographic:
— Jack Kosakowski (@JackKosakowski1) March 21, 2016
ONDiGO co-founder and COO Ohad Oren shares this Salesforce infographic guiding you step by step to sales success. Understanding what it takes to sell your product or service is the key to business success. It starts with having the right personality for successful selling. Next comes perfecting sales and discovery calls and honing your voicemail and followup email skills.
“Sales success requires salespersons to constantly be adapting and improving their skills,” says Oren. “It can take years to learn all the hacks and tricks behind a successful sales process and even then, when dealing with people, there are no guarantees. The best you can do is to arm yourself with the best practices for every situation.”
We’ll be back next week with another edition of B2B Conversations. As always, if you have any B2B content we think we should share next week, let us know via @b2bnewsnetwork.
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