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Date: Mon, 29 Apr 2024 13:32:14 +0000 (UTC)
From: Ryan Allis <saasrise@mail.beehiiv.com>
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Subject: The New SaaS Growth Formula
Reply-To: Ryan Allis <ryan@saasrise.com>
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To: "andrew@sterlingcal.com" <andrew@sterlingcal.com>

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Caption:=20

My goal is for the article below is to **be one of the top 3 most useful ar=
ticles you=E2=80=99ve ever read about growing your SaaS business**.

Every week I=E2=80=99ll keep sending killer content on scaling your SaaS bu=
siness=E2=80=A6

This week, the featured article is my formula for building a CAC-based paid=
 advertising, content marketing, inbound sales, and outbound **sales growth=
 machine** for your recurring revenue company=E2=80=A6

I call it _The SaaS Growth Formula_.

So, let=E2=80=99s jump right in to the good stuff below=E2=80=A6

Let me know what you think!

-Ryan Allis

_P.S. - Don=E2=80=99t forget to take a moment to ___[join our weekly SaaS C=
EO mastermind here](https://link.mail.beehiiv.com/ss/c/u001.d1Y1-FGtvkksf5D=
-7I1gfdvb1VvSm5a8W0-LVmoN4MBc_sTeDrtp64YS3_mYU0GL/45x/RT9BkFHLTCqiMZejd6hWP=
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ay at 11am, 1pm, and 3pm ET (three time options)._

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g/t4/h001.fMqQQ88Qp6m4XR0J8AhllLJYc9-xD-utvgDUIYDUKw4
Caption:=20

# _**The New SaaS Growth Formula**_
_By Ryan Allis, Founder of ___[SaasRise](https://link.mail.beehiiv.com/ss/c=
/u001.d1Y1-FGtvkksf5D-7I1gfdvb1VvSm5a8W0-LVmoN4MBx17uM8rVcBKxoo_7dy4uS/45x/=
RT9BkFHLTCqiMZejd6hWPg/t5/h001.y7TFTp9WwG9JMuAozJgtnS1HlGoBBxYBrTNOQOTsfL4 =
& Former CEO/Co-Founder of iContact_

_**About the author:**__ Ryan Allis was the co-founder and CEO of iContact =
and grew the firm to 70,000 customers, 1 million users, 300 employees, $50M=
 per year in sales, and an exit for $169M. He is a three time INC 500 CEO a=
nd today he coaches SaaS CEOs on scaling. Ryan is the founder of ___[SaasRi=
se](https://link.mail.beehiiv.com/ss/c/u001.iONMcImK8a-Nu11tvHuwRzA0t_5eScH=
dzFd21xBwIugnAOPtittzz6NgLgh-ejVv/45x/RT9BkFHLTCqiMZejd6hWPg/t6/h001.z1prQ9=
RthVMbQe_FK7pm8a8gubR7qBdVsXJ1IJmu1BM the mastermind community for growth-f=
ocused SaaS CEOs. You can ___[apply to join here](https://link.mail.beehiiv=
.com/ss/c/u001.d1Y1-FGtvkksf5D-7I1gfdvb1VvSm5a8W0-LVmoN4MDjUkdFTFCcITeVNKx8=
YpcE/45x/RT9BkFHLTCqiMZejd6hWPg/t7/h001.kgl8ACwYFMM7_W_UQPLRqlHz3JUATLjzo30=
UFl0bC08

_There=E2=80=99s a simple formula I use every time when I=E2=80=99m helping=
 SaaS companies grow=E2=80=A6_

_I=E2=80=99ve used this formula to:_

* _Grow iContact to $50 million in annual revenue and 70,000 paying custome=
rs and then sell it for $169M_

* _Help the growth-oriented SaaS founders and CEOs I=E2=80=99ve worked with=
 like Derek Johnson of Tatango, Brandon Bornancin of Seamless.ai, Gabe Padv=
a of Revenue Accelerator, Marc Castro of Datalyse, and CC Puan of Green Pac=
ket build a sales growth machine._

_I call it, The Growth Formula._

_I=E2=80=99ve used it to grow my businesses and have also shared this formu=
la with the CEOs I coach -- and have seen really good sales results -- ofte=
n seeing sales growth above 100% in the year after implementation._

_The Growth Formula is a simple Go-To-Market (GTM) framework for growing yo=
ur business using digital marketing, inbound sales, and outbound sales effo=
rts._

_I call this the __**NEW **__Growth Formula because I=E2=80=99ve recently (=
today for the first time, actually) added in step 2 =E2=80=94 building a Co=
ntent Marketing Machine into the article. This is critical to establish cle=
ar dominance, authority, and omnipresence in your niche._

_Many SaaS companies never take off and pass the $10M in sales mark because=
 they rely only on customer word-of-mouth and the sales efforts of the CEO =
and founders, who then get ___exhausted and burnt out___. That=E2=80=99s a =
formula for disaster and slow growth._

_Implementing the four elements of The Growth Formula will help you rapidly=
 scale your company by building a scientific and scalable system of lead ge=
neration through digital marketing, inbound sales, and outbound sales effor=
ts._

_If you take the time to truly understand this formula -- AND actually impl=
ement it in your business -- your company=E2=80=99s sales will take off -- =
and instead of growing sales at 10-20% per year you can grow at 100% per ye=
ar or higher._

_So, take ten minutes and read the below=E2=80=A6 it will be worth it._

### __**What is The Growth Formula?**__

_So what=E2=80=99s the formula for SaaS sales growth? Let=E2=80=99s get to =
it._

_The Growth Formula has four components._

_In shorthand notation, the formula is shown as:_

_G(f) =3D SA + CM + IS + OS_

_Here=E2=80=99s what this means:_

_Growth is a function of =3D ___S___calable ___A___dvertising + ___C___onte=
nt ___M___arketing + ___I___nbound ___S___ales + ___O___utbound ___S___ales=
_

View image: (https://link.mail.beehiiv.com/ss/c/u001.iONMcImK8a-Nu11tvHuwRy=
6IuNhWBSU-OefUNG_54MFrp7oQZDQYoJZtF4HjyqrnkzkhEVCZ2wGoWyGWMYi-4YcGLiyKspRbo=
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AQKIZeGWYukQITHyXF3m9VAbQQgcQzJanz8
Caption:=20

_Understanding each of the four areas in depth is critical to accelerating =
the growth of your company. Let=E2=80=99s break down each component._

_If you want to grow, implementing all four of these disciplines properly i=
s absolutely essential. And I know you want your business to win=E2=80=A6 s=
o let=E2=80=99s dive in._

_Below I=E2=80=99ll describe how to set up a profitable paid advertising ca=
mpaign across all major ad platforms (for both cold traffic and retargeting=
), how to create a killer organic content marketing machine, how to build a=
n in-house team of sales reps to respond to all the warm leads you=E2=80=99=
ll be getting from paid ads, and how to set up a scalable outsourced or in-=
house SDR-led outbound sales campaign._

_Here we go..._

View image: (https://link.mail.beehiiv.com/ss/c/u001.iONMcImK8a-Nu11tvHuwRy=
6IuNhWBSU-OefUNG_54MFrp7oQZDQYoJZtF4HjyqrnkzkhEVCZ2wGoWyGWMYi-4YcGLiyKspRbo=
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1phRtTIGT7yJ9wyL43gJYzSqoi7poS8t8MA
Caption:=20

__**Step 1: Scalable Advertising - Growing Rapidly By Investing in Profitab=
le Ad Spend**__

_The first part of The Growth Formula is Scalable Advertising._

_Growth is a function of =3D __**Scalable Advertising**__ + Content Marketi=
ng + Inbound Sales + Outbound Sales_

_Regardless of whether you=E2=80=99re a B2B company (selling to businesses)=
 or B2C company (selling to consumers), the foundational element to growth =
is ___scalable advertising___._

_Without it, your lead volume will never be high enough to get past $10M in=
 annual sales -- a common place that many companies plateau at._

_I call it =E2=80=9CScalable Advertising=E2=80=9D because it is profitable =
advertising that is done with rigor, clear tracking, and an analytical mind=
. When you advertise with rigor and tracking set up properly, you can know =
immediately if a campaign is profitable or not._

_Many CEOs I talk to don=E2=80=99t understand how to scale their advertisin=
g. They either don=E2=80=99t advertise their SaaS products and services at =
all, or if they do, they throw money at Facebook ads, LinkedIn ads, or agen=
cies without clarity first on what they can afford to acquire a customer._

_Knowing your Maximum Customer Acquisition Cost (Max CAC) is essential BEFO=
RE you spend a dime on ads._

_So here=E2=80=99s how you figure out how much you can spend to acquire a c=
ustomer._

_There are two key elements you must know to set the foundation for scienti=
fic advertising:_

1. _**Lifetime Value (LTV)**__ =3D How much a customer spends with you duri=
ng the lifetime of them being a customer._


2. **Maximum Customer Acquisition Cost (Max CAC)** =3D How much you=E2=80=
=99re willing to spend to acquire an incremental customer up front. This sh=
ould be a percentage of your lifetime value, roughly between 10% and 33% of=
 your total lifetime revenue from the client, depending on how fast you wan=
t to grow and your profit margins.

**How to Calculate Your Company=E2=80=99s Lifetime Value (LTV)**

Here are three examples so you can learn how to calculate your own company=
=E2=80=99s lifetime value (LTV):

**Example 1: Subscription Business ($50/Mo.)**

For example, if you run a subscription business in which customers pay you =
$50 per month and on average stay around for 36 months before canceling, th=
en you have a Lifetime Value (LTV) of $1800. Knowing that you make $1800 in=
 sales from an average customer -- you can then decide how much of that amo=
unt you=E2=80=99d be willing to spend to acquire a customer up front. Depen=
ding on your margins and how fast you want to grow, you may choose to spend=
 as much as $600 up front in advertising costs to acquire a new customer. I=
f you want slow growth, invest around 1/10th of LTV into S&M. If you want f=
ast growth, invest up to 1/3rd of LTV into S&M.

**Example 2: B2B With Large Contract Sizes ($75,000)**

As another example, if you sell to businesses and your average Annual Contr=
act Value (ACV) is $75,000 and your customers stay 2 years on average befor=
e canceling, then you have a Lifetime Value (LTV) of $150,000. Depending on=
 your margins and how fast you want to grow, you may choose to spend as muc=
h as $50,000 up front in advertising costs to acquire a new customer.

**Example 3: Consumer Retail Ecommerce ($65/order)**
As a last example, if you sell retail products to consumers and the average=
 order is $65 and an average customer purchases 3 times in a year, then you=
 know you will make $195 in sales from a single customer in a year. Dependi=
ng on your margins and how fast you want to grow, you may choose to spend a=
s much as $65 up front in advertising costs to acquire a new customer.

If you operate a subscription business, tracking customer retention is easy=
. You simply use a tool like BareMetrics (or the subscription tracking tool=
 within Stripe) to track your paying subscribers, MRR, and ARR.

Once you=E2=80=99re successfully tracking customer retention, you can estim=
ate the lifespan of each customer using this formula:

Customer Lifespan =3D 1 / Churn

If for example your customers cancel their accounts at a rate of 3% per mon=
th, then the number of months of life of an average customer (their lifespa=
n) is:

Customer Lifespan =3D 1 / 0.03 =3D 33.3 months

Once you know your customer lifespan, you can multiply it by the average am=
ount you earn per customer per month to calculate the lifetime value (LTV) =
of your customer (as I wrote about in the section on Scalable Advertising).

The whole science of Customer Retention revolves around how to increase the=
 Lifetime Value of your customer.

Lifetime Value =3D Average Revenue Per Customer x Lifespan

So for iContact, we had $50 per month for 36 months on average and generate=
d an LTV of $1650.

To increase your LTV, you work on increasing Average Revenue Per Customer (=
through cross-selling and upselling) and on Customer Lifespan by improving =
customer retention (through providing a great product/service to your custo=
mer and working to anticipate their upcoming needs).

Once you know how much a customer is worth to you, you can decide on how mu=
ch you=E2=80=99re willing to spend to acquire a new customer. This is calle=
d your Maximum Customer Acquisition Cost (Max CAC).

So, if you have a business, take a few minutes now to calculate your Max CA=
C.

And don=E2=80=99t forget to take a moment to _[join our weekly SaaS CEO mas=
termind here](https://link.mail.beehiiv.com/ss/c/u001.d1Y1-FGtvkksf5D-7I1gf=
dvb1VvSm5a8W0-LVmoN4MACpqTMGRN5NiUWF-W2QphO/45x/RT9BkFHLTCqiMZejd6hWPg/t10/=
h001.2nt7AjnEmpT1cGreQl0skENO0AeU0Gzwz7IjSZojDK8 We meet every Wednesday!

_We=E2=80=99re offering a two-week free trial of our SaaS CEO Mastermind co=
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Caption:=20

### _**What To Do As a Venture Backed Company?**_

Venture-backed companies, or those with lots of cash in the bank, who want =
to grow at 100%+ per year often will spend 25-35% of the lifetime value of =
their customers up front in customer acquisition costs across channels like=
 Facebook, Instagram, LinkedIn, Google Adwords, Google Display Network, You=
Tube, affiliate marketing, radio, television, and direct mail. They will ei=
ther hire an in-house team or an external agency to manage their advertisin=
g campaigns.

I own the agency _[Hive Digital](https://link.mail.beehiiv.com/ss/c/u001.vn=
32HjsIh72AgrMzkUzxNedJ0xr8nEiAu73DEdeSCJV43EKQ7ilmbRbvFirwhYIYHF8XHu2WfOKPV=
F_FdAzOm1UdrbMJxJAahcIsOc2UTjntSNTni6xbvzX8B4mGxcnDdWcMfkTE-OKZVDvZMkV1S5OJ=
tewGaQ7N18EGG8IiCRupvWwHTO3t_9MztJQjTa9j/45x/RT9BkFHLTCqiMZejd6hWPg/t15/h00=
1.guacq5M78FD04QBjSkbHaAts3zjWvA8kvpa_mXe2WII and recommend using them for =
SEO/PPC as I=E2=80=99ve trained the team in my CAC-based advertising model.

For a SaaS company focused on growth, we recommend spending about 1/3rd of =
total customer lifetime value upfront on sales and marketing to acquire the=
 customer.

While investing in customer growth like this eats up cash up front (and req=
uires a healthy balance sheet), these companies are purchasing an ever-grow=
ing annuity stream of revenue--and these companies are usually valued as a =
multiple of their revenues. At the end of the day, growth is what matters f=
or venture-backed companies -- and a company growing at 100% per year will =
be valued 4x higher than a company growing at 50% per year.

### _**What To Do As a Non-Venture Backed Company?**_

If your company isn=E2=80=99t venture-backed (90% of SaaS companies aren=E2=
=80=99t) and you=E2=80=99re managing cash closely and don=E2=80=99t have a =
huge buffer to fall back on, start by setting your Maximum Customer Acquisi=
tion Cost (Max CAC) at _around 10%_ of the lifetime value of an average cus=
tomer, and then building up as you go.

* If for example you get an average of $150 per month for 30 months from yo=
ur customers before they cancel, then you have a lifetime value of $4500 an=
d you can spend around $450 in upfront advertising costs to get an incremen=
tal new customer -- while still maintaining a healthy cash balance.

* If for example you get an average of $100,000 per year for two years from=
 your customers before they cancel, then you have a lifetime value of $200,=
000 and you can spend around $20,000 in upfront advertising costs to get an=
 incremental new customer - while still maintaining a healthy cash balance.

Over time, as your sales grow (assuming your prices are high enough and you=
=E2=80=99ve built in enough margin for your company), you=E2=80=99ll start =
to build up a larger and larger cash balance in your business.

### _**Accelerating Your Growth As You Build Up Your Cash Balance**_

As you build up your cash balance, if you want to continue to accelerate yo=
ur growth you can:

1. Slowly begin to increase your Maximum Customer Acquisition Cost (Max CAC=
), and begin using your higher cash balance to invest in faster growth.

2. Take on capital from sources of non-dilutive revenue-based financing com=
panies like FounderPath, ClearBanc, or Indie.vc for additional capital

3. Take on a long-term loan from a bank or through a loan marketplace like =
Fundera or Lendio.

4. Use your higher revenue growth rates to explore raising a round of ventu=
re capital funding (usually you=E2=80=99ll need at least $1M+ in ARR and 50=
%+ annual growth rates to catch the eyes of most venture investors).

### _**Calculating Your Actual Customer Acquisition Cost**_

Once you know your desired Maximum Customer Acquisition Cost (Max CAC), sta=
rt by doing a test yourself (or via an agency) of some advertising campaign=
s and be sure you spend enough of a test budget to be able to acquire at le=
ast 2-3 customers so you can determine what your actual Customer Acquisitio=
n Cost (CAC) is. You=E2=80=99ll need to allocate a test budget large enough=
 to actually get a tracked paying customer from advertising to be able to c=
alculate your CAC.

You=E2=80=99ll want to establish what your:

* Lead Acquisition Cost (LAC) - the cost to get someone to fill out either =
an interest form, book a demo, download a lead magnet, join your email list=
, or start a free trial.

* Customer Acquisition Cost (CAC) - the cost in advertising spend of an inc=
remental new paying customer. As long as your CAC is lower than your Max CA=
C, you=E2=80=99re in business and it=E2=80=99s time to scale!

For example, let=E2=80=99s say you spend a $10,000 test budget across Faceb=
ook Ads and Google Adwords to determine what your actual LAC and CAC is. Fr=
om this $10k spend, let=E2=80=99s say you get 50 leads and 5 new customers.=
 This means:

Ad Spend: $10,000

Lead Acquisition Cost (LAC): $200

Customer Acquisition Cost (CAC): $2000

Let=E2=80=99s say you sell a B2B product that costs $12,000. Now, you=E2=80=
=99ve discovered a way to spend $2,000 to get $12,000 in up front sales. Mo=
st business owners would spend $2k to get $12k in revenue, especially knowi=
ng that you can upsell and cross-sell that customer on other products and s=
ervices. You=E2=80=99ve found a scalable campaign!

You can calculate your Lead Acquisition Cost in a matter of a few days and =
you can usually calculate your Customer Acquisition Cost in a month or two =
(it depends on how long your sales cycle is).

Once you find a scalable advertising channel, ramp up the spend by about 20=
% per week, continuing to track the LAC and CAC each week.

### _**Don=E2=80=99t Give Up On the First Few Tries - The Holy Grail is Fin=
ding a Profitable Scalable Channel**_

Be sure to not give up if you don=E2=80=99t find a profitable channel in th=
e first try. It can often take trying multiple agencies, multiple ad networ=
ks, many weeks ensuring tracking is working correctly, many landing pages, =
and many offers to get a profitable and scalable model working. Once you ge=
t it working however, you=E2=80=99ve discovered a major source of leads and=
 revenue growth that will substantially increase the value of your company.

Even brand marketing these days is done scientifically, based on the lift i=
n awareness and purchases within zip codes and viewing areas. If a company =
spends $500,000 on a brand campaign in Miami, they track the change in sale=
s from the area (in-store or online) and are able to pretty closely tie spe=
nd to results.

At iContact, the year before we sold the company to Vocus, we were able to =
spend $2 million per month in mostly online advertising to acquire 4,000 ne=
w customers per month at a $500 Customer Acquisition Cost. Those customers =
paid us an average of $1,650 over their lifetime -- and using this method w=
e reached 70,000 paying customers and sold the company for $169 million.

_**PRO TIP #1: **__Be sure to turn on retargeting ads right away. I like to=
 spend about 5-10% of my total ad budget on getting people who=E2=80=99ve a=
lready come to my site (and downloaded lead magnets, etc.) to come back._

_**PRO TIP #2: **__Create a lookalike audience on Meta using your current a=
nd past customer lists and active prospect lists to show your ads to people=
 who are similar in terms of demographics/psychographics/and work roles. St=
art with a 0.1% overlap for maximum similarity then expand it over time._

_**PRO TIP #3: **__We=E2=80=99ll get to this later =E2=80=94 but re-use the=
 email list you build in the Outbound Sales step with ___[Seamless.ai](http=
s://link.mail.beehiiv.com/ss/c/u001.cqI2MsBbMPPPlGrhFUGWkLtbQTu6DcFOHSqfX3c=
ZmTGk6j-RMAm8N3GZNty11S6BOX7S8bPukofAVDyakL12II0T4Nj6FWIxcIrSdWZYBPxbzzqXRL=
QdWgjNbSShXY6KQFtBS0Qv_jNjPItJytrF7Wu0oA1HGHQga1B5RgJtfdggKkmz1uVtIT23V_ST0=
WbY/45x/RT9BkFHLTCqiMZejd6hWPg/t16/h001._LLnGMm3e4km64AVLNnpPCkUpLgkkDK4jir=
fnoUSt0g Apollo, LinkedIn Sales Navigator, or Uplead to BUILD AN AD AUDIENC=
E on Meta and LinkedIn. You can actually upload the email list of cold lead=
s within your target market and show those people ads. You=E2=80=99ll appea=
r OMNIPRESENT to them at a very low cost ($1 to $3 per click for highly qua=
lified B2B leads). Send them to a landing page with a compelling lead magne=
t to get unheard of qualified and engaged B2B leads for $20 to $40 each._

Don=E2=80=99t forget to take a moment to _[join our weekly SaaS CEO masterm=
ind here](https://link.mail.beehiiv.com/ss/c/u001.d1Y1-FGtvkksf5D-7I1gfdvb1=
VvSm5a8W0-LVmoN4MACpqTMGRN5NiUWF-W2QphO/45x/RT9BkFHLTCqiMZejd6hWPg/t17/h001=
.suKTN0S8XMhUBDYQSgLWiQtui9wWwlTyd39JAXw31zE We meet every Wednesday at 1pm=
 and 4pm ET!

View image: (https://link.mail.beehiiv.com/ss/c/u001.iONMcImK8a-Nu11tvHuwRy=
6IuNhWBSU-OefUNG_54MFrp7oQZDQYoJZtF4HjyqrnkzkhEVCZ2wGoWyGWMYi-4YcGLiyKspRbo=
5767Fj5icyiktY2YoJwHTyFw2kifQxRpjxb_yGN_yjiYLlt8Dz8H49qLVK8NihM7EQqlNruKzBx=
-eTt82sK1CE78itFWkTAWLjopfNd78iNqatXtFuO4HFGszYKRcRSIxvw0Sztn0FD5NPYE8HW1Nu=
bKmv-nDJOKnrtd0ciiaXf_eSHOu6oPg/45x/RT9BkFHLTCqiMZejd6hWPg/t18/h001.ev9CIdg=
UoQwOHSEkWZAFNdfEfds_v3lKyLBWkClKVuE
Caption:=20

### _**Step 2: Content Marketing - Building a Content Marketing Machine tha=
t Demonstrates Your the Top Provider in Your Niche**_

If you can produce killer content regularly (like this newsletter article f=
or example) you can demonstrate that you know what the heck you=E2=80=99re =
talking about and that potential customers should buy from you. Why? Becaus=
e you clear know your stuff.

So take a page out of my playbook and every week (religiously) write a real=
ly good high quality article or case study and send it to people. Who do yo=
u send it to?

1. Warm leads on your existing email list

2. Outbound Leads in your specific target market (people usually appreciate=
 highly relevant and high quality content)

3. Existing customers as a thank you for being a customer

Any SaaS business should be able to build up a 10,000 person BeeHiiv newsle=
tter within their niche within 3-4 months. If you don=E2=80=99t have a 10k+=
 subscriber weekly newsletter within your niche =E2=80=94 what are you even=
 doing trying to compete in that niche!? Get on it!

I find a tool like BeeHiiv to have a MUCH higher deliverability rate than a=
 CRM tool like Hubspot or Salesforce.

Hire a content marketer if you need to. Hire a ghostwriter if you need to. =
Hire a designer to make it look good if you need to.

Just be consistent. Remember that the formula of success in life is vision =
+ belief + action + consistency. It=E2=80=99s the consistency part people m=
ess up with content marketing.

Post the same content each week to your LinkedIn newsletter and then get a =
VA team to turn a 1000 word article into many different Twitter/X threads, =
LinkedIn posts, and company IG account (pictures of quotes with longer desc=
riptions).

Your job is to write the super high quality long-form piece.

If you can do 1 long form piece per week you can then apply Justin Welsh=E2=
=80=99s ContentOS system via an EA to turn it into many smaller pieces of c=
ontent each week.

1 long form killer piece per week, with the right EA, can turn into:

* 1 Email Newsletter

* 1 LinkedIn Newsletter

* 3 Blog Posts

* 20 Twitter/X threads

* 14 IG Posts

* 14 TikTok Videos (15 sec max)

* 7 IG Reels (90 sec max)

* 7 YouTube Videos (3 min max)

* 7 LinkedIn Carousels

It=E2=80=99s all about omnipresence and owning your market and mindshare wi=
thin your niche so that when buyers are ready to buy they already know who =
to buy from.

If you don=E2=80=99t like making content, get someone on your team that the=
ir job is SIMPLY TO PRODUCE GREAT CONTENT (written and short-form video) al=
l day long.

View image: (https://link.mail.beehiiv.com/ss/c/u001.iONMcImK8a-Nu11tvHuwRy=
6IuNhWBSU-OefUNG_54MFrp7oQZDQYoJZtF4HjyqrnkzkhEVCZ2wGoWyGWMYi-4YcGLiyKspRbo=
5767Fj5icyiktY2YoJwHTyFw2kifQxRpjxb_yGN_yjiYLlt8Dz8H4EZTS3jTM4WcCPz0dD57OVM=
0Or66w8uaBlX6_ILpoktPQnt1odxMprgYeErXvDys-XK43aOxjJdl6xoGWfmvcg-qKWb1HnL2w9=
X2LLwu7P6k564FBxV4VIgu41vS0EyFw/45x/RT9BkFHLTCqiMZejd6hWPg/t19/h001.FmRdh5G=
lzu_2JPDU-NZGfd1pQP69e80782WPx5CNYRw
Caption:=20

### _**Step 3: Inbound Sales - Building an Automated Inbound Sales System T=
hat Turns Your Leads Into Paying Customers**_

The third part of _The Growth Formula_ is Inbound Sales (IS).

_Growth is a function of =3D Scalable Advertising + Content Marketing +__ _=
_**Inbound Sales**__ + Outbound Sales_

You=E2=80=99ve now spent money to get valuable leads and to build a content=
 EMPIRE -- yet the biggest cause of companies not growing is that they don=
=E2=80=99t follow-up with the leads they have. The large majority of sales =
happen after the 3rd follow-up.

Inbound sales involves reaching out to leads that have already come in the =
door from paid advertising, social media, word-of-mouth and search engine o=
ptimization through both automated methods (retargeting, drip campaigns) an=
d non-automated methods (calls from sales development reps).

Once you get lots of inbound leads in the door from scalable advertising, i=
t=E2=80=99s time to build an automated follow-up system (using your CRM sys=
tem like Hubspot, Pipedrive, Salesforce, HighLevel, Drip, Ontraport, etc.).

I recommend putting all your leads on a 180-day nurturing campaign (sending=
 a piece of automated valuable content to them automatically every 5 days f=
or the first month after they enter your pipeline, and then every 10 days a=
fter that). Taking a week or two to develop this content if you don=E2=80=
=99t already have it is very worthwhile. Don=E2=80=99t skip this step!

You=E2=80=99ll increase your lead conversion by 50% simply by sending 30 pi=
eces of followups.

People don=E2=80=99t complain about getting TOO MUCH VALUABLE content. They=
 complain about getting irrelevant crap. If they leave your list, that=E2=
=80=99s okay.

As mentioned, be sure to turn on retargeting advertising across Facebook, I=
nstagram, YouTube, and the Google Display Network so that your brand become=
s omnipresent (seen everywhere) at a very low cost for those who have alrea=
dy visited your web site. This provides AIR COVER for your sales team at a =
very low cost.

I recommend using a 180-day (maximum number of days available) Facebook, In=
stagram, and Google Display Network retargeting campaign so they see your b=
rand everywhere (for a very low cost) while they are considering whether to=
 do business with you. You can show your ads across mobile and web to every=
 single website visitor and email subscriber you have for a very low cost (=
usually around $3 per 1000 ad impressions). Retargeting is a very low cost =
way of increasing your visitor to sale conversion ratio.

At iContact we built up a 50 person sales team. On our sales team, we had a=
bout:

* 20 Sales Development Reps (who vetted the leads that were coming in for 1=
5-day free trials)

* 15 Sales Executives (who closed the deals)

* 20 Account Managers (who managed the revenue once it was closed)

We were selling both our regular product iContact (that cost $10 to $699 pe=
r month) and a premium product called =E2=80=9CiContact Enterprise=E2=80=9D=
 that cost from about $1,000 to $25,000 per month depending on how many ema=
ils you sent.

Under the great leadership of our former SVP of Sales Kevin Fitzgerald and =
Director of Sales Eric Sternkopf, due to our inbound sales team we grew the=
 revenues of the iContact Enterprise product from $0 to $20 million.

### **The Steps to Automating Inbound Sales**

1. Get your leads coming into a CRM system like HubSpot, Salesforce, HighLe=
vel, Pipedrive, or Ontraport

2. Create an automated 180 day follow-up sequence to build rapport and cred=
ibility with your leads, sending high-quality content automatically every 5=
-10 days. Include information about your business and your products and ser=
vices with each message.

3. Turn on an omnipresence retargeting campaign. Use retargeting on Faceboo=
k and Google Display Network to show ads to your web site visitors and to y=
our leads to create the impression that your brand is everywhere online and=
 to re-engage them in the sales cycle with additional reports, downloads, l=
ead magnets, and more.

4. Have your Sales Development Reps (SDRs) follow-up immediately (ideally w=
ithin 1 hour) for every lead that comes in. The companies that grow are the=
 companies that follow-up with every single lead within 60 minutes of it co=
ming in (during business hours). The companies that don=E2=80=99t are the o=
nes that take 3 days to reply. Speed wins. Create the rule that any leads t=
hat come in that day must be followed-up with before the day is over.

5. Use SMS and WhatsApp when possible. When a lead comes in, if you=E2=80=
=99ve collected the mobile phone number of the lead, have your Sales Develo=
pment Rep (SDR) immediately send a personal 1:1 text message to the lead to=
 engage them immediately. If what you=E2=80=99re selling usually requires a=
 phone call, have the SDR offer to get on the phone with them right then. S=
peed and personal connection wins.

Don=E2=80=99t forget to take a moment to _[join our weekly SaaS CEO masterm=
ind here](https://link.mail.beehiiv.com/ss/c/u001.d1Y1-FGtvkksf5D-7I1gfdvb1=
VvSm5a8W0-LVmoN4MACpqTMGRN5NiUWF-W2QphO/45x/RT9BkFHLTCqiMZejd6hWPg/t20/h001=
.TWM97buJngWlZ4-k94QK-ZkD3OMOCASVEJlsJamk6e0 We meet every Wednesday at 1pm=
 and 4pm ET!


View image: (https://link.mail.beehiiv.com/ss/c/u001.iONMcImK8a-Nu11tvHuwRy=
6IuNhWBSU-OefUNG_54MFrp7oQZDQYoJZtF4HjyqrnkzkhEVCZ2wGoWyGWMYi-4YcGLiyKspRbo=
5767Fj5icyiktY2YoJwHTyFw2kifQxRpjxb_yGN_yjiYLlt8Dz8H8IuyDFlVMImiqbai4Mw-K84=
Wq9zj00KB7hCNgknCZDKZTfWaOFhgbmcqbgtxMztmia2eX1N7x07sLMfxyd8Pi30im5Wm_XrMhD=
FH-m185TsF-C4Abeiz6S68S0T80Fbug/45x/RT9BkFHLTCqiMZejd6hWPg/t21/h001.juFNO81=
45LxVxuCx0uj-IPraaEedcQz89Eaqb3d1gCI
Caption:=20

### _**Step 4: Outbound Sales - Creating a Growing Pipeline of Vetted Leads=
 for $10K+ Deals**_

The fourth component of _The Growth Formula_ is Outbound Sales (OS).

_Growth is a function of =3D Scalable Advertising + Content Marketing + Inb=
ound Sales + __**Outbound Sales**_

While inbound sales involves reaching out to leads that have already come i=
n the door, outbound sales involves generating new leads through cold prosp=
ecting (usually via 1:1 customized emails, FedEx packages, or by telephone)=
.

Outbound Sales is mostly applicable to B2B companies with products or servi=
ces that cost at least $10,000 annually (the economics simply don=E2=80=99t=
 work with lower cost products). If you sell a product to consumers that is=
 less than $10k, this section isn=E2=80=99t that relevant for you -- and I =
recommend focusing primarily on Scalable Advertising (SA) and Inbound Sales=
 (IS).

If you sell a product or services to businesses that is $10k or higher, thi=
s section is critical, so keep reading.

In my experience I=E2=80=99ve found that outbound sales works well for B2B =
sales where the annual contract value is $10k or higher. It works even bett=
er where the annual contract value is $25k or higher -- as then there is en=
ough margin to cover the cost of making the sale.

So how do you implement outbound sales? Well, you can build an in-house tea=
m or you can bring on a sales development agency that will do it for you an=
d simply set up meetings on the calendars of your sales people.

I recommend outsourcing your outbound sales efforts for at least a year to =
get it going quickly without having to bring on additional SDRs in-house.

For outbound sales, I recommend using a company called _[Revenue Accelerato=
r](https://link.mail.beehiiv.com/ss/c/u001.d1Y1-FGtvkksf5D-7I1gfZiAHWgei9_O=
IHWilMMH5os8YhelCujyNnHuADbvhepiuaq2mrF0YPYXyw-kwa6MV7oI_gUdStlKeC8BQx7VVsh=
vBr7ifH8CMIXPoo8RtmO1Y4dLGufUYZmjXiuJix-2Zt07odiUE4vSxBDRc5p2nTwoo26CSpxnMl=
TdJ-LJfc6j/45x/RT9BkFHLTCqiMZejd6hWPg/t22/h001.EhB6u_91U971S27OFbK85qXhpkyF=
dQjGxuCLYyoR9YQ I=E2=80=99ve used them personally for my clients and they d=
o a really great job. They charge a monthly retainer fee plus a per meeting=
 cost. They only make money if they are sending you vetted meetings.

### _**How to Do Outbound Sales Prospecting**_

Let=E2=80=99s say you sell accounting audit services with an Average Contra=
ct Value (ACV) of $50k per year to companies with $10M to $200M per year in=
 sales in the United States and that the decision maker you are selling to =
is the CFO and Controller.

With this example, your Sales Development Representatives (or your outsourc=
ed agency like RevenueAccelerator) would:

1. Go on _[ZoomInfo](https://link.mail.beehiiv.com/ss/c/u001.1udim7a5SvujZa=
QePlpyu13sWQHlV-nNqBUr8KuotVCnSuBLuJtsBQeq6A_QzXOu92IEmVZAD6u-T3kA5lyISRmZq=
ghv9gtg6tJXNJgLx2Xth6ZfJFWdSCl2uoJZ93gopfiMsEK45ynJH_nY7aPEZvNSV5e5V7PVqvQ9=
iDnrVwjaWn1NUdRpX_bN475PTlee/45x/RT9BkFHLTCqiMZejd6hWPg/t23/h001.lS54hBOiZ3=
xuT8DBTNMtI8euBUHf1ApuFDtOnTLmHPI _[Uplead](https://link.mail.beehiiv.com/s=
s/c/u001.Q5ZxEsqS3The1OniM4P-sTB8LGk1MPEuJ7sSxTi92bIw_qpuukDNULvhJP7pfuwLFb=
YRTe6VfLtT_Blpdx63zMHBn_HnHeGNgveK3XbmU4H8iWrgauEHGDDkRVfpBmENC5FDTTP8lZ_TS=
ak4FwIkGDXjeEwJ65ZdYbwHxYT8WTK2JtWhHG3K4Mh19uO8aOQp/45x/RT9BkFHLTCqiMZejd6h=
WPg/t24/h001.flCWlDfGL8rQfgsWloCjHIutXRwA6tp1ca--T5G6llc _[LeadIQ](https://=
link.mail.beehiiv.com/ss/c/u001.C3F-GaICR7fQJeCe9tPaU5h_2kqddZi9nsRBIl2SXmr=
hlNJW4ugcewMPErC0FOjdieutB6QG8Z7q3g1wjcL7SdCspd2dD6subIlcviKVfx2xLX9-2cGxWT=
lOyFErc4T8i-8iAmaEkqtX70aFWtJ7PDcb6nz_6vmxjgNdlGGHhRNqs8g6bLpdjBCJE3rIOiiCL=
xRUJc7kOFq9CkvdiFeFOHDhCKuFTeGwCycO5zbieQurPjGS5ZwzptxKroXgv7lWI_EjN6whsoko=
s8fPt5Al2kb3BNynFT8umFRevQ7ggrgNExBA1yGXxPbAZDFqzlel1TI8RvnoV2awOtv9BlS9TUs=
AXMRj1wt5CUrfChaNsiS0yUr000Uav4kT6WNQh2Eqyc-dXrVG8OgoF3mJxImiimTyO17GFEMPa2=
g96Fn-6534MVjkIoMzQRT3Eanl0MX0y-VJeUa8q6PLxsxueC_DNdbtfoROWu9SVF1xm_ijl18uN=
3zA-CaCSV1vQtDzjQyRmJ1lWoGAs5skozqOdXTW41vU38bUtR4IxJIWWcTwBm89Ycm9PBogJT5P=
7mYcQ2qroHQ4TavMTyh7S_BN3LjnrChkzxCqTVqTdn0XvNuFGNdvuc0jDWI1r631T7-gBstBkT_=
Z1xPDuUiLmXWA-9FvxCSNrsuy3MRfrnujtoU_5NOwAQZwR9Yh9w_NDY_ukC2ZsJNfsrXTYCZWyK=
oH-pHPaw/45x/RT9BkFHLTCqiMZejd6hWPg/t25/h001.JXD79-gBqd8nYZsD40Luv5U6wjfPFC=
N2Y3-a2rXdFcI or _[Seamless](https://link.mail.beehiiv.com/ss/c/u001.iONMcI=
mK8a-Nu11tvHuwR__u_6XrPeQVnvNjXRE6rT9v7KuFuVkpEaO7E6tXPy4cMb_F1t60YExwr_P_N=
7m7k3jgJ3MJErs-vmb1taFwwmNXoT6RJ3VXYg66Q0IrxHC40gx9-MCEhQRc2hWBaJyou_iqNcCy=
sK9EJyzzihPcZmyteo2i5wx1n6tVzbC1cl4a/45x/RT9BkFHLTCqiMZejd6hWPg/t26/h001.po=
zYpJynMFIZTWpdNsfynYFp53AsY2pQO5_QC9D1QjQ all sources of contact informatio=
n for B2B sales leads.

2. Create a list of the prospects who fit the criteria of the people you ar=
e targeting. For example, all the CFOs and Controllers in the USA at compan=
ies with $10M to $200M in sales yields 43,267 results on Uplead.

3. Download this list of leads (or a smaller portion of the list you want t=
o start with). The cost per lead usually ranges from $0.05 to $0.50 per lea=
d depending on how many you buy at once. Seamless also offers an unlimited =
plan. Only download the leads you actually plan to reach out to within 72 h=
ours. Never let lead data go stale.

4. Use a tool like _[YAMM](https://link.mail.beehiiv.com/ss/c/u001.iONMcImK=
8a-Nu11tvHuwR4L3ZW37NPe-8vJfq4eBpN4tu7kO2e6fWsghdMU-G1_EwEiGserf0d6brGhfiGr=
yCo5QiOEvcvawQJdos215c0tUUHdXc88WYFe8MY-J-29t01lrD2tiFsQjIKekyVXs6TE1x8nu9t=
ycbXAV2RNL1HMi_b8XZSiqBo8HHcKB6GZJpDqkDqVwwkRl7TgeClA85w/45x/RT9BkFHLTCqiMZ=
ejd6hWPg/t27/h001.66xHeOIAHkSR75_UbVmdk46BNmBNuDVi6YUa6u9UzR8 _[Reply.io](h=
ttps://link.mail.beehiiv.com/ss/c/u001.iONMcImK8a-Nu11tvHuwR13W6T4t5AQibMa9=
1d4jtiDuHl2m5NdTUpQOLjKH0D5RwpyZU6clTStas4qdk1VD0rNA1ZYzGSLEg3LQ5K8nKKFD6dB=
OJNhtQpsx6r0vKi6OfaWaXjQFEAmuNpinSY-X857gc1SuqKrD1OwLlZG4dRQShztlI5CnWI1MQr=
25fAxx/45x/RT9BkFHLTCqiMZejd6hWPg/t28/h001.2HXHV2ePv8tauLHER8-6UOrL9XJmnZQI=
RTuPrWlxWpg _[Outreach](https://link.mail.beehiiv.com/ss/c/u001.iONMcImK8a-=
Nu11tvHuwR8BoRempbCxqp8mN_oQonFdMRBDCsG9_-WLVj_A9R9dv11xMHDbpSEo4Lld7JTMQiP=
gTfkWWxn9dsYO532_vQ6DAZPhJ4IDM9swpyN6u2ZItCH_e5uzO0RQbteLjDVesMnPwzHlAO8Qzr=
vpOiiEo5hdFdwyrPOhm38rc0Bnm4jNW/45x/RT9BkFHLTCqiMZejd6hWPg/t29/h001.sFaITAX=
dGEsUdFLl0y2rcQ1HLoph36HFuO4z1KN8QHY or _[Hubspot](https://link.mail.beehii=
v.com/ss/c/u001.d1Y1-FGtvkksf5D-7I1gfbCT0BE8X-YuemAwl3xXysvkwFH8j4oogRbUfO6=
20Ae5RVg6QVVUuYDsbooWczpbRcCtOUUOdZ7nK_-5qzsJwvUwvYjHNmuWvTIkTr80DTmaWxVt7M=
zrwNlK__fdflmYHD7O0hQDaFN1GxikHTMrH-IEB9t8XOgf0EG6C5o8_JGZ/45x/RT9BkFHLTCqi=
MZejd6hWPg/t30/h001.3aCDeH2WOYTz_dq6VXtR92RkwmxfvXZFWbWsU2dcEFM (or your em=
ail inbox for slower speed) to send a customized 1:1 email to each prospect=
, demonstrating that they have spent time to research the person (via Linke=
dIn) and the company (via the web site).

5. Using the above tools, one Sales Development Rep (SDR) can send out arou=
nd 100 of these customized 1:1 emails per day (or as many as 200 if they ar=
e partnered with a data research associate who writes the custom text that =
goes out to each lead). You can also follow the same strategy using LinkedI=
n InMail and Linkedin Sales Navigator. Be sure that you have entry-level SD=
Rs sending out these messages (at $50k or so compensation packages) and not=
 $150k per year sales executives -- or the economics won=E2=80=99t work.

6. The goal of these 1:1 messages should be to demonstrate you=E2=80=99ve d=
one real research on the company and get the person to reply. Then, your SD=
R can build a relationship and set up a Zoom Meeting or Demo for your Sales=
 Executives.

7. If you don=E2=80=99t want to do this in-house, we recommend using a sale=
s development agency like _[Revenue Accelerator](https://link.mail.beehiiv.=
com/ss/c/u001.1geuw7piiFmyM9a_e_rvy9WZxhVHLXbzW5c_ZWL-lT2i_pg0MVQ2GXhhvJXnO=
HwGq9R8JOo4eV0B0aUvn341MIKZdLnKlmPZe31cIAUS2iOmfmMs8pZDsbIMYAJPVGHz6Kwp3uTd=
QmUdvArQHmcmA79yY8gdceSHoLdDMCCIIvvmiQjXq7kObYcrKtT-TmnQp0ZKVkI4Uw90x5bTE1s=
L5g/45x/RT9BkFHLTCqiMZejd6hWPg/t31/h001.HW_6kja6U2Hpwvaei-Q6bMFXCblcYGD1ugq=
7RN4JAqc Canada to do this for your company on a retainer + per meeting cos=
t.

### _**Why Outsource Outbound Sales?**_

Here are a few reasons we recommend outsourcing your Outbound Sales to a co=
mpany that specializes in the field like _[Revenue Accelerator](https://lin=
k.mail.beehiiv.com/ss/c/u001.uzxB9K_ZqIxNj1nLWdnSwqrwTGhkbWnND1TMaHPECEaDWU=
94_DZUjQ7h9imiQyVHlVtBt7IR_ybJ7v7IJGRUQbMQnx9tXR2EdPS-i6kkGz5MPA2YqAMrDKnt6=
VFSxpQteB42VIXacdsz8KOFdkmwYArpRYUEGH9Qk4jySAIQ17rHiGIjTNxZ8ml-Umti_uqK/45x=
/RT9BkFHLTCqiMZejd6hWPg/t32/h001.77VqN0DM8ET7jO1pzp59uQPSZLe47m16C3X82L3dUE=
4

1. You=E2=80=99ll need licenses to tools like ZoomInfo, Uplead, Apollo, Lin=
kedIn Sales Navigator, or Seamless.

2. You=E2=80=99ll need to hire a Sales Development Rep (SDR) or two in-hous=
e, which can cost around $50k to $60k per year per rep.

3. You=E2=80=99ll need to know how to set up your outbound reachout tool (Y=
AMM, Reply.io, Outreach, or Hubspot) and set up separate domain names for e=
mail so you aren=E2=80=99t reaching out from your main domain.

4. Getting the lead acquisition, lead research, and lead messaging right (b=
ody content/subject lines) often takes 6+ months to learn to do right -- an=
d that=E2=80=99s if you know what you=E2=80=99re doing.

What we find to be easier is to let the experts like _[Revenue Accelerator]=
(https://link.mail.beehiiv.com/ss/c/u001.uzxB9K_ZqIxNj1nLWdnSwqrwTGhkbWnND1=
TMaHPECEaDWU94_DZUjQ7h9imiQyVHlVtBt7IR_ybJ7v7IJGRUQbMQnx9tXR2EdPS-i6kkGz5MP=
A2YqAMrDKnt6VFSxpQteB42VIXacdsz8KOFdkmwYArpRYUEGH9Qk4jySAIQ17o-_OWKT_roRdfD=
5P2_zbFZ/45x/RT9BkFHLTCqiMZejd6hWPg/t33/h001.tkcyu00-ek5moa7ad8Ybpspx5DX8Sh=
hNGp1rYzAXiiU take care of the outbound sales up until the point where they=
 generate the vetted and booked meeting.

Once the meeting is booked by the Outbound Sales Agency, it then goes onto =
the calendar of your in-house Sales Executive (who is generally very apprec=
iative to be getting high-quality vetted meetings showing up on his or her =
calendar). You could also do these calls yourself in the beginning if your =
company is small, however to properly scale up your sales system you=E2=80=
=99ll need to build out both your lead generation processes and the size of=
 your sales team.

### _**In Summary - All Four Steps in Review**_

In review, there are four key parts to growth for most businesses:

_Growth is a function of =3D ___S___calable ___A___dvertising + ___C___onte=
nt ___M___arketing + ___I___nbound ___S___ales + ___O___utbound ___S___ales=
_

In shorthand notation, the formula is shown as:

_G(f) =3D SA + CM + IS + OS_

Here are all the steps to applying this formula to your business in review:

View image: (https://link.mail.beehiiv.com/ss/c/u001.iONMcImK8a-Nu11tvHuwRy=
6IuNhWBSU-OefUNG_54MFrp7oQZDQYoJZtF4HjyqrnkzkhEVCZ2wGoWyGWMYi-4YcGLiyKspRbo=
5767Fj5icyiktY2YoJwHTyFw2kifQxRpjxb_yGN_yjiYLlt8Dz8H6_3H223OPH9tkx3Kenvs4_8=
leOVdkBXtqNFRs5S8VXMATfUsp5cJz6ZybDxOUJ8qWAAVQ91JNmatNcHAt1VGS800TlYjKz--Ls=
9J3ClnPqueMz51j-lm770qGvTQBVuEw/45x/RT9BkFHLTCqiMZejd6hWPg/t34/h001.LZ1wJ34=
8utCo5Yfv2jsnX9zowztWkomkKhzLM_fRh7U
Caption:=20

**Step 1: Setting Up Your Scalable Advertising Campaigns to Generate Tens o=
f Thousands of Leads**

1. Calculate Your Lifetime Value (LTV)

2. Calculate Your Maximum Customer Acquisition Cost (Max CAC) - 5% to 33% o=
f your LTV, depending on your margins and how fast you want to grow.

3. Put a test budget to work to calculate how much it costs to acquire a le=
ad (Lead Acquisition Cost or LAC) and how much it costs to acquire a custom=
er (Customer Acquisition Cost or CAC).

4. If your CAC is lower than your Max CAC, scale up the campaign until you =
are acquiring as many customers as your can.

5. If you can=E2=80=99t figure out how to do this in-house, try a good agen=
cy like _[Hive Digital](https://link.mail.beehiiv.com/ss/c/u001.vn32HjsIh72=
AgrMzkUzxNedJ0xr8nEiAu73DEdeSCJV43EKQ7ilmbRbvFirwhYIYHF8XHu2WfOKPVF_FdAzOm1=
zKVC932gDhQ1oEjeNsKByOVZhlyABMj5DiboARCqlkCd8uzO4MMKqtYOnStBtNgCjPqvfrTf3kg=
pM6V0ibTwS4laLZ3LQTbIgPK6fxDt7g/45x/RT9BkFHLTCqiMZejd6hWPg/t35/h001.hImnHxj=
2fC7-VqXmOdYrhco_wi4t44nIofvE2xE7ZiA (I own this agency and they are good!)

View image: (https://link.mail.beehiiv.com/ss/c/u001.iONMcImK8a-Nu11tvHuwRy=
6IuNhWBSU-OefUNG_54MFrp7oQZDQYoJZtF4HjyqrnkzkhEVCZ2wGoWyGWMYi-4YcGLiyKspRbo=
5767Fj5icyiktY2YoJwHTyFw2kifQxRpjxb_yGN_yjiYLlt8Dz8H8QecF8fIHuYwLcGb4wwP_yb=
yV8LYWaXwAXVahb1nM6vCfy6KtbJusuHMQbNfi9z66WetfBwhYMJI3EuEe-B4iX9UVJMPB9WeXa=
gzOT-QbIFdp4cXanjSMZMXFV9znZuHA/45x/RT9BkFHLTCqiMZejd6hWPg/t36/h001.zspVkbC=
ynk52VE0QPCpRmtC3oW7LKOcbckr1fKkb5X0
Caption:=20

**Step 2: Building a Content Marketing Machine**

1. Start a weekly newsletter on BeeHiiv (or via your existing CRM + Blog)

2. Send it to your customers and prospects

3. Start posting killer content weekly =E2=80=94 one long-form epic article=
 or case study per week. Provide IMMENSE value to build your authority and =
credibility in your niche.

4. Hire a VA to turn your weekly long-form article into many microposts and=
 microvideos across LinkedIn, Twitter/X, Threads, Facebook, Instagram, YouT=
ube, and TikTok. Aim to win in all four types of content:

  1. Long-form written (1000-5000 word posts like this one)

2. Short-from written (Many punchy 20-100 word posts for social media, usin=
g content from the long form hub)

3. Long-form video on YouTube (3 min - sad but true that 3 mins is long for=
m these days)

4. Short-form video on IG, FB Reels, LinkedIn, TikTok (15-90 seconds short =
key points that cover just one microtopic).

5. Write once for long-form email/blog, then have your VA publish 20x throu=
ghout the week across 7 other platforms based on that initial post. You can=
 be the person in the video or bring someone else on who becomes the face!

View image: (https://link.mail.beehiiv.com/ss/c/u001.iONMcImK8a-Nu11tvHuwRy=
6IuNhWBSU-OefUNG_54MFrp7oQZDQYoJZtF4HjyqrnkzkhEVCZ2wGoWyGWMYi-4YcGLiyKspRbo=
5767Fj5icyiktY2YoJwHTyFw2kifQxRpjxb_yGN_yjiYLlt8Dz8Hyam9uao0nTYPaLkuFqFhU_Z=
qIO118zJwuGDL5Faob0tTVWNjjkrXH3db_bdnRF-M3grQ54f3oLgmQSWmiBunH6PPQBTzNL9sJL=
PO0vtNiju1mzvLjgUcHySRDM8UsXm7Q/45x/RT9BkFHLTCqiMZejd6hWPg/t37/h001.uQYNAtx=
b9M3bvVtowExeRsIInRQa_CRJ-8tC5u9LIiA
Caption:=20

**Step 3: Automating Inbound Sales to Close Your Leads**

1. Get your leads coming into a CRM system like HubSpot, Salesforce, Pipedr=
ive, HighLevel, or Ontraport

2. Create an automated 180 day follow-up sequence to build rapport and cred=
ibility with your leads, sending high-quality content automatically every 5=
-10 days. Include information about your business and your products and ser=
vices with each message.

3. Turn on an omnipresence retargeting campaign. Use retargeting on Faceboo=
k and Google Display Network to show ads to your web site visitors and to y=
our leads to create the impression that your brand is everywhere online and=
 to re-engage them in the sales cycle with additional reports, downloads, l=
ead magnets, and more.

4. Have your Sales Development Reps (SDRs) follow-up immediately (ideally w=
ithin 1 hour) for every lead that comes in. The companies that grow are the=
 companies that **follow-up with every single lead within 90 seconds of it =
coming in**. The companies that don=E2=80=99t are the ones that take 3 days=
 to reply. Speed wins. Create the rule that any leads that come in that day=
 must be followed-up with before the day is over. Use a tool like WooSender=
 if you must to ensure you follow-up with all new leads with 90 seconds.

5. Use SMS and WhatsApp when possible. When a lead comes in, if you=E2=80=
=99ve collected the mobile phone number of the lead, have your Sales Develo=
pment Rep (SDR) immediately send a personal 1:1 text message to the lead to=
 engage them immediately. If what you=E2=80=99re selling usually requires a=
 phone call, have the SDR offer to get on the phone with them right then. S=
peed and personal connection wins.

View image: (https://link.mail.beehiiv.com/ss/c/u001.iONMcImK8a-Nu11tvHuwRy=
6IuNhWBSU-OefUNG_54MFrp7oQZDQYoJZtF4HjyqrnkzkhEVCZ2wGoWyGWMYi-4YcGLiyKspRbo=
5767Fj5icyiktY2YoJwHTyFw2kifQxRpjxb_yGN_yjiYLlt8Dz8H__-nI1kGitlE8SWi7p0Jj2U=
SE_JbPyQUCGvn-Yk7ZlPt9vwjjID12csT3DmyyUztyzZqsI3PHdq1UfsJrMsvoyEjBbTsewIWSK=
Q7OJzHs75e6DWaWzMLsP9k6udlO1dZw/45x/RT9BkFHLTCqiMZejd6hWPg/t38/h001.TXutSih=
70yPSgOmE7qywJmvjkG7Dnm7_QX8GWohFsxQ
Caption:=20

**Step 4: Scaling Outbound Sales (Just for B2B companies with $10K+ Custome=
r Value)**

1. Go on _[ZoomInfo](https://link.mail.beehiiv.com/ss/c/u001.1udim7a5SvujZa=
QePlpyu13sWQHlV-nNqBUr8KuotVCnSuBLuJtsBQeq6A_QzXOu92IEmVZAD6u-T3kA5lyISRmZq=
ghv9gtg6tJXNJgLx2Xth6ZfJFWdSCl2uoJZ93gopfiMsEK45ynJH_nY7aPEZvNSV5e5V7PVqvQ9=
iDnrVwjaWn1NUdRpX_bN475PTlee/45x/RT9BkFHLTCqiMZejd6hWPg/t39/h001.vtz3lL6WeL=
FEc4QkyQ5U-x2LYUci2AP3i-UpSgh18bA _[Uplead](https://link.mail.beehiiv.com/s=
s/c/u001.Q5ZxEsqS3The1OniM4P-sTB8LGk1MPEuJ7sSxTi92bIw_qpuukDNULvhJP7pfuwLFb=
YRTe6VfLtT_Blpdx63zMHBn_HnHeGNgveK3XbmU4H8iWrgauEHGDDkRVfpBmENC5FDTTP8lZ_TS=
ak4FwIkGDXjeEwJ65ZdYbwHxYT8WTK2JtWhHG3K4Mh19uO8aOQp/45x/RT9BkFHLTCqiMZejd6h=
WPg/t40/h001.-2FeBA1FUr-WBZX6iIZUQEHyQ32YI8c0HGjn5COY6nU _[LeadIQ](https://=
link.mail.beehiiv.com/ss/c/u001.iONMcImK8a-Nu11tvHuwR8_k2rGIFVxgbDXtshEuXE_=
hunUwSJ82c6ol-zfdeNdOCK03tChfWOWuahVy6o4T-ZbsdioHfZIBej3OEYr2LTgA-cZrIsfnEl=
p3K8RmLTMhY6VCX-M7i7pvIK3Z_L1e3eewbe-GKBaGs1OFAipwJoTn1CT6jx9P8FoCiDosy8JU/=
45x/RT9BkFHLTCqiMZejd6hWPg/t41/h001.GkbwaJMNRCiPkcQ68-bKbAqQITXo8O4CoIX0jvA=
lCWk _[Apollo](https://link.mail.beehiiv.com/ss/c/u001.iONMcImK8a-Nu11tvHuw=
R6oeup7rCLh6l6u3PupGWSq2-MEyuBJhoO9KmboF_bOYCUnfVSg4_1x1FUGwPJZZ_D1qzTz22GX=
Nv7yZFeMASdjrIFirkdg8rlzF3bW6PBN4LXPfzn8Bquh9cVvwJWGI0RS7rR1f_w683dnifVJJuQ=
1WyvH2t00s4rpSwnHK9mUW/45x/RT9BkFHLTCqiMZejd6hWPg/t42/h001.-NRzwKz3nxMoahTI=
sHX4vzBZacjVIu0kSaJxd8l0RZs or _[Seamless](https://link.mail.beehiiv.com/ss=
/c/u001.iONMcImK8a-Nu11tvHuwR__u_6XrPeQVnvNjXRE6rT9v7KuFuVkpEaO7E6tXPy4cMb_=
F1t60YExwr_P_N7m7k3jgJ3MJErs-vmb1taFwwmNXoT6RJ3VXYg66Q0IrxHC40gx9-MCEhQRc2h=
WBaJyou_iqNcCysK9EJyzzihPcZmyteo2i5wx1n6tVzbC1cl4a/45x/RT9BkFHLTCqiMZejd6hW=
Pg/t43/h001.ddADh_DW9zM0pqea66qZCZ0ouPCSa_xnRh-gN5Mzsqs all sources of cont=
act information for B2B sales leads.

2. Create a list of the prospects who fit the criteria of the people you ar=
e targeting. For example, all the CFOs and Controllers in the USA at compan=
ies with $10M to $200M in sales yields 43,267 results on Uplead.

3. Download this list of leads (or a smaller portion of the list you want t=
o start with). The cost per lead usually ranges from $0.05 to $0.50 per lea=
d depending on how many you buy at once. Seamless also offers an unlimited =
plan. Only download the leads you actually plan to reach out to within 72 h=
ours. Never let lead data go stale.

4. Use a tool like _[YAMM](https://link.mail.beehiiv.com/ss/c/u001.iONMcImK=
8a-Nu11tvHuwR4L3ZW37NPe-8vJfq4eBpN4tu7kO2e6fWsghdMU-G1_EwEiGserf0d6brGhfiGr=
yCo5QiOEvcvawQJdos215c0tUUHdXc88WYFe8MY-J-29t01lrD2tiFsQjIKekyVXs6TE1x8nu9t=
ycbXAV2RNL1HMi_b8XZSiqBo8HHcKB6GZJpDqkDqVwwkRl7TgeClA85w/45x/RT9BkFHLTCqiMZ=
ejd6hWPg/t44/h001.Tr-0rWFmqzPRB5ALwrZAyBmdEYDWoyI7ZPcpVAap8xU _[Reply.io](h=
ttps://link.mail.beehiiv.com/ss/c/u001.iONMcImK8a-Nu11tvHuwR13W6T4t5AQibMa9=
1d4jtiDuHl2m5NdTUpQOLjKH0D5RwpyZU6clTStas4qdk1VD0rNA1ZYzGSLEg3LQ5K8nKKFD6dB=
OJNhtQpsx6r0vKi6OfaWaXjQFEAmuNpinSY-X857gc1SuqKrD1OwLlZG4dRQShztlI5CnWI1MQr=
25fAxx/45x/RT9BkFHLTCqiMZejd6hWPg/t45/h001.Sp79ZhOX1flk5REC7kZWsswf9yCgZZaR=
-rScD0nM2LU _[Outreach](https://link.mail.beehiiv.com/ss/c/u001.iONMcImK8a-=
Nu11tvHuwR8BoRempbCxqp8mN_oQonFdMRBDCsG9_-WLVj_A9R9dv11xMHDbpSEo4Lld7JTMQiP=
gTfkWWxn9dsYO532_vQ6DAZPhJ4IDM9swpyN6u2ZItCH_e5uzO0RQbteLjDVesMnPwzHlAO8Qzr=
vpOiiEo5hdFdwyrPOhm38rc0Bnm4jNW/45x/RT9BkFHLTCqiMZejd6hWPg/t46/h001.th0e0b0=
czz4PdFFj5WYPJq0cQC-J5RD_zjEYSm_KR0s or _[Hubspot](https://link.mail.beehii=
v.com/ss/c/u001.d1Y1-FGtvkksf5D-7I1gfbCT0BE8X-YuemAwl3xXysvkwFH8j4oogRbUfO6=
20Ae5RVg6QVVUuYDsbooWczpbRcCtOUUOdZ7nK_-5qzsJwvUwvYjHNmuWvTIkTr80DTmaWxVt7M=
zrwNlK__fdflmYHD7O0hQDaFN1GxikHTMrH-IEB9t8XOgf0EG6C5o8_JGZ/45x/RT9BkFHLTCqi=
MZejd6hWPg/t47/h001.8U2R9OTdyQHEBHcnKMX8-jbUwaCBhx7Tb5NoTj1xlfE (or your em=
ail inbox for slower speed) to send a customized 1:1 email to each prospect=
, demonstrating that they have spent time to research the person (via Linke=
dIn) and the company (via the web site).

5. Using the above tools, one Sales Development Rep (SDR) can send out arou=
nd 100 of these customized 1:1 emails per day (or as many as 200 if they ar=
e partnered with a data research associate who writes the custom text that =
goes out to each lead). You can also follow the same strategy using LinkedI=
n InMail and Linkedin Sales Navigator. Be sure that you have entry-level SD=
Rs sending out these messages (at $50k or so compensation packages) and not=
 $150k per year sales executives -- or the economics won=E2=80=99t work.

6. The goal of these 1:1 messages should to be to demonstrate you=E2=80=99v=
e done real research on the company and get the person to reply. Then, your=
 SDR can build a relationship and set up a Zoom Meeting or Demo with for yo=
ur Sales Executive.

If you don=E2=80=99t want to do this in-house, we recommend using a sales d=
evelopment agency like _[Revenue Accelerator](https://link.mail.beehiiv.com=
/ss/c/u001.uzxB9K_ZqIxNj1nLWdnSwqrwTGhkbWnND1TMaHPECEaDWU94_DZUjQ7h9imiQyVH=
lVtBt7IR_ybJ7v7IJGRUQbMQnx9tXR2EdPS-i6kkGz5MPA2YqAMrDKnt6VFSxpQteB42VIXacds=
z8KOFdkmwYArpRYUEGH9Qk4jySAIQ17o-_OWKT_roRdfD5P2_zbFZ/45x/RT9BkFHLTCqiMZejd=
6hWPg/t48/h001._myoZJSVFjUd6XZQc55Tdil6mekVcVLMBMzf9D4fg2I out of San Franc=
isco to do this for your company on a retainer + per meeting cost.

## Want to Hire Me to Install This System in Your Business?

Let=E2=80=99s explore working together and see if there=E2=80=99s a mutual =
fit. I=E2=80=99ve recently finished up a successful four year assignment, s=
o that=E2=80=99s why I=E2=80=99m reaching out and doing some proactive mark=
eting to find the next right clients.=20

Don=E2=80=99t forget to take a moment to _[join our weekly SaaS CEO masterm=
ind here](https://link.mail.beehiiv.com/ss/c/u001.d1Y1-FGtvkksf5D-7I1gfdvb1=
VvSm5a8W0-LVmoN4MACpqTMGRN5NiUWF-W2QphO/45x/RT9BkFHLTCqiMZejd6hWPg/t49/h001=
.OO9cMmoEEv_lbnLrGNZPHZmRSizCLU-HwU70qB-ua0g

=20

_**About this article: **_If you like this article and want more my free 12=
40 slide _[SaaS Growth Playbook](https://link.mail.beehiiv.com/ss/c/u001.FF=
ZtJeQpwndDgTRpDqFJvL779viTrGYjpt97inVIgiLZQ9g5u9k_oAiPWOltrAVKz8lrf5_2Abliw=
gEUynxC4Nt37dbRcTclkgnRfDX9TA2W9M76YrVs82D113oFF8FGqJoreFciBTJAk71RglvMXCgO=
JPtYi1utHr2sTUKB3ICi3jMzfEaWQDREGDj2eSJcCTGi0na960TaoM0C037rqw/45x/RT9BkFHL=
TCqiMZejd6hWPg/t50/h001.b23fPU0hmjYngrdZDqurXBXjtY9yveICSsG-zta1Z80 goes in=
to even greater detail about each stage of this process.

_**Join the Community: **__For more how-to-scale-up support and content, __=
[apply to join SaasRise](https://link.mail.beehiiv.com/ss/c/u001.iONMcImK8a=
-Nu11tvHuwRzA0t_5eScHdzFd21xBwIuhHE5fVdXrNQFo6XHeISWoC/45x/RT9BkFHLTCqiMZej=
d6hWPg/t51/h001.8rSQd5oP6qGUCcT_0Zp_YUtpR-DKEzIsYpqZWZ1l_R8 our mastermind =
community for growth-focused SaaS CEOs. We offer a free two-week trial to t=
he community for qualified SaaS CEOs and founders._

_**About The Author**_

View image: (https://link.mail.beehiiv.com/ss/c/u001.iONMcImK8a-Nu11tvHuwRy=
6IuNhWBSU-OefUNG_54MFrp7oQZDQYoJZtF4HjyqrnkzkhEVCZ2wGoWyGWMYi-4YcGLiyKspRbo=
5767Fj5icyiktY2YoJwHTyFw2kifQxRpjxb_yGN_yjiYLlt8Dz8H0UdkdzGChwE_4f3-wBL459T=
erB7T9Iu29Lavpezgzt9pRCMTcxmFO7cnz2_vaq5G-9YZAxSrWgTEkIrYkUflgm0VxvYaFmArFd=
YlYsOHkjI/45x/RT9BkFHLTCqiMZejd6hWPg/t52/h001.6uqN3_a55aGLcWsfGigac1YUfAmXw=
hL6nUrBCMSOZAk
Caption:=20

_Ryan Allis is the founder of __[SaasRise](https://link.mail.beehiiv.com/ss=
/c/u001.iONMcImK8a-Nu11tvHuwRzA0t_5eScHdzFd21xBwIuhHE5fVdXrNQFo6XHeISWoC/45=
x/RT9BkFHLTCqiMZejd6hWPg/t53/h001.uqGronuF0G5DqyKbfCAh0TgTHyvDOstacllGCHJSf=
_U the mastermind community for growth-focused SaaS CEOs. He is a three tim=
e INC 500 CEO. He was previously CEO of iContact and grew the firm as found=
er/CEO to 70,000 customers, 1 million users, 300 employees, $50M per year i=
n sales, and an exit for $169M to Vocus (NASDAQ:VOCS)._

_Since the sale of iContact, Ryan has been the CEO coach to high-growth Saa=
S firms including Tatango, Seamless.ai, Pipeline, Datalyse, Green Packet, R=
evenue Accelerator, Galleon, and EventMobi. Ryan has been part of the EO an=
d Summit Series communities, and is the founder of Hive.org, a global commu=
nity for purpose-driven leaders._

_He holds an MBA from Harvard Business School, where he was Co-President of=
 the Social Enterprise Club and a member of the Harvard Graduate School Lea=
dership Institute._

## _**Four Helpful Free SaaS Growth Resources**_

View image: (https://link.mail.beehiiv.com/ss/c/u001.iONMcImK8a-Nu11tvHuwRy=
6IuNhWBSU-OefUNG_54MFrp7oQZDQYoJZtF4HjyqrnkzkhEVCZ2wGoWyGWMYi-4YcGLiyKspRbo=
5767Fj5icyiktY2YoJwHTyFw2kifQxRpjxb_yGN_yjiYLlt8Dz8HwXGdU21z2z4CB66FrRdmd81=
btj3_PV4caBX3S1hid9GMxrpgvihoKhwKm2SiZugEhSAj81UGJllQR04WAK_39pMYm1-bIoVlYo=
SyzZzAjdp6vKX3AhG0bU1J83gtTPlHw/45x/RT9BkFHLTCqiMZejd6hWPg/t54/h001.E_0Y0kQ=
Q99NJInPiNLa7WuvIutbPO3pBd283M23aT7M
Follow image link: (https://link.mail.beehiiv.com/ss/c/u001.FFZtJeQpwndDgTR=
pDqFJvL779viTrGYjpt97inVIgiLZQ9g5u9k_oAiPWOltrAVKz8lrf5_2AbliwgEUynxC4Nt37d=
bRcTclkgnRfDX9TA2W9M76YrVs82D113oFF8FGqJoreFciBTJAk71RglvMXCgOJPtYi1utHr2sT=
UKB3ICi3jMzfEaWQDREGDj2eSJcYcwSSOuXPrjZlAsPrnDcvA/45x/RT9BkFHLTCqiMZejd6hWP=
g/t55/h001.RJx_TGPVpYyoomixQCkJIWQXmkJyh0YI7KOYtPXGxl4
Caption:=20

_The most in-depth guide for scaling up SaaS companies from $0 to $50M in A=
RR. Including over 1,200 slides on every aspect of SaaS scaling._

[Download Now](https://link.mail.beehiiv.com/ss/c/u001.FFZtJeQpwndDgTRpDqFJ=
vL779viTrGYjpt97inVIgiLZQ9g5u9k_oAiPWOltrAVKz8lrf5_2AbliwgEUynxC4Nt37dbRcTc=
lkgnRfDX9TA2W9M76YrVs82D113oFF8FGqJoreFciBTJAk71RglvMXCgOJPtYi1utHr2sTUKB3I=
Ci3jMzfEaWQDREGDj2eSJcYcwSSOuXPrjZlAsPrnDcvA/45x/RT9BkFHLTCqiMZejd6hWPg/t56=
/h001.0WUMow-NP3LNnBi6vlFWn5EC2umKHcEEe8buN8YAbvY


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</style></head><body class=3D"a" style=3D"margin:0px auto;padding:0px;word-=
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yle=3D"font-size:1rem"><div style=3D"display:none"> Building A Paid Adverti=
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;&#160;&#8204;&#160;&#8204;&#160;&#8204; </div><table role=3D"none" width=
=3D"100%" border=3D"0" cellspacing=3D"0" align=3D"center" cellpadding=3D"0"=
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=3D"top" style=3D"padding:10px 5px 10px 5px;"><table role=3D"none" width=3D=
"100%" border=3D"0" cellspacing=3D"0" cellpadding=3D"0" align=3D"center"><t=
r><td align=3D"center" valign=3D"top" style=3D"border:0px solid #FFFFFF;bor=
der-radius:10px;background-color:#f8e4e4;" class=3D"c"><table role=3D"none"=
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enter"><tr><td style=3D"height:0px;width:0px;"><div data-open-tracking=3D"t=
rue"> <img src=3D"https://link.mail.beehiiv.com/ss/o/u001.Ml-dsXohzBMjQzbZp=
_R5UA/45x/RT9BkFHLTCqiMZejd6hWPg/ho.gif" alt=3D"" width=3D"1" height=3D"1" =
border=3D"0" style=3D"height:1px !important;width:1px !important;border-wid=
th:0 !important;margin-top:0 !important;margin-bottom:0 !important;margin-r=
ight:0 !important;margin-left:0 !important;padding-top:0 !important;padding=
-bottom:0 !important;padding-right:0 !important;padding-left:0 !important;"=
/> </div></td></tr><tr id=3D"content-blocks"><td align=3D"center" valign=3D=
"top" style=3D"padding:15px 0px;"><table role=3D"none" width=3D"100%" borde=
r=3D"0" cellspacing=3D"0" cellpadding=3D"0" align=3D"center"><tr><td align=
=3D"center" valign=3D"top" style=3D"padding: 20px 15px 20px; " class=3D"dd"=
><table role=3D"none" border=3D"0" cellspacing=3D"0" cellpadding=3D"0" styl=
e=3D"margin:0 auto 0 auto;"><tr><td align=3D"center" valign=3D"top" style=
=3D"width:630px;"><a href=3D"https://link.mail.beehiiv.com/ss/c/u001.d1Y1-F=
Gtvkksf5D-7I1gfWkGw11k4H7s6J5NJaZfZSc5a6QmDzeenvyygyHkslhv-FeSShxxbjkdZcfHr=
qXP0p8VBMN8M-2kztQH8wEPHqfSwdbnbTFfBEBc3-smYa8F1faz2QC1BXCtBz1gPAKcYRFau70N=
uOXXeDBCYmcEjXM/45x/RT9BkFHLTCqiMZejd6hWPg/h57/h001.R8fgeqwOF6mcDEAvNpauSSU=
jfJmxt7IWkRUmLbIzmrQ" rel=3D"noopener noreferrer nofollow" style=3D"text-de=
coration:none;" target=3D"_blank"><img src=3D"https://media.beehiiv.com/cdn=
-cgi/image/fit=3Dscale-down,format=3Dauto,onerror=3Dredirect,quality=3D80/u=
ploads/asset/file/26714924-1725-41fa-a993-6b124d7ad48a/Screen_Shot_2024-01-=
19_at_4.00.49_PM.png?t=3D1705703287" alt=3D"" height=3D"auto" width=3D"630"=
 style=3D"display:block;width:100%;" border=3D"0"/></a></td></tr></table></=
td></tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-=
align:left;word-break:break-word;"><p> My goal is for the article below is =
to <b>be one of the top 3 most useful articles you=E2=80=99ve ever read abo=
ut growing your SaaS business</b>. </p></td></tr><tr><td class=3D"dd" align=
=3D"left" style=3D"padding:0px 15px;text-align:left;word-break:break-word;"=
><p> Every week I=E2=80=99ll keep sending killer content on scaling your Sa=
aS business=E2=80=A6 </p></td></tr><tr><td class=3D"dd" align=3D"left" styl=
e=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p> This week=
, the featured article is my formula for building a CAC-based paid advertis=
ing, content marketing, inbound sales, and outbound <b>sales growth machine=
</b> for your recurring revenue company=E2=80=A6 </p></td></tr><tr><td clas=
s=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;word-brea=
k:break-word;"><p> I call it <i>The SaaS Growth Formula</i>. </p></td></tr>=
<tr><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:le=
ft;word-break:break-word;"><p> So, let=E2=80=99s jump right in to the good =
stuff below=E2=80=A6 </p></td></tr><tr><td class=3D"dd" align=3D"left" styl=
e=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p> Let me kn=
ow what you think! </p></td></tr><tr><td class=3D"dd" align=3D"left" style=
=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p> -Ryan Alli=
s </p></td></tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0px 15=
px;text-align:left;word-break:break-word;"><p><i>P.S. - Don=E2=80=99t forge=
t to take a moment to </i><span style=3D"text-decoration:underline;"><i><a =
class=3D"link" href=3D"https://link.mail.beehiiv.com/ss/c/u001.d1Y1-FGtvkks=
f5D-7I1gfWkGw11k4H7s6J5NJaZfZSc5a6QmDzeenvyygyHkslhv-FeSShxxbjkdZcfHrqXP0p8=
VBMN8M-2kztQH8wEPHqfSwdbnbTFfBEBc3-smYa8F1faz2QC1BXCtBz1gPAKcYRFau70NuOXXeD=
BCYmcEjXM/45x/RT9BkFHLTCqiMZejd6hWPg/h58/h001.Wfn-l_DnnIn7Up0nh2DvW_v-gCHuU=
93uP4z6AyLh7jU" target=3D"_blank" rel=3D"noopener noreferrer nofollow"><spa=
n>join our weekly SaaS CEO mastermind here</span></a></i></span><i>. We mee=
t every Wednesday at 11am, 1pm, and 3pm ET (three time options).</i></p></t=
d></tr><tr><td align=3D"center" valign=3D"top" style=3D"padding: 20px 15px =
20px; " class=3D"dd"><table role=3D"none" border=3D"0" cellspacing=3D"0" ce=
llpadding=3D"0" style=3D"margin:0 auto 0 auto;"><tr><td align=3D"center" va=
lign=3D"top" style=3D"width:630px;"><a href=3D"https://link.mail.beehiiv.co=
m/ss/c/u001.d1Y1-FGtvkksf5D-7I1gfQjAgey-GwBFxt1SNHx5X-8ZAqk2fCkkvVIvs4AQfvT=
qJvwFJq1nCUQzQEF54c0r3oSkc_2PFvclzRbvMOsa3LV2xLLxQ8u2yQM-Ent-3sh-T11oH5Z_Og=
KF5mGVnV3KJYTC8Pvyifqcnv5oIz_bKOtc6q2M9RY9RSZ-kfW6n2Fb/45x/RT9BkFHLTCqiMZej=
d6hWPg/h59/h001.iQn1jHOT7ehiN-Ui337clvBrRU9HKjgfq0IjaXAY2Ys" rel=3D"noopene=
r noreferrer nofollow" style=3D"text-decoration:none;" target=3D"_blank"><i=
mg src=3D"https://media.beehiiv.com/cdn-cgi/image/fit=3Dscale-down,format=
=3Dauto,onerror=3Dredirect,quality=3D80/uploads/asset/file/02d6044f-9ac8-41=
ed-ab43-f02ff5ab0f19/machine-01.png" alt=3D"" height=3D"auto" width=3D"630"=
 style=3D"display:block;width:100%;" border=3D"0"/></a></td></tr></table></=
td></tr><tr><td id=3D"the-new-saa-s-growth-formula-by-rya" class=3D"dd" ali=
gn=3D"left" valign=3D"top" style=3D"padding:0px 15px;text-align:left;"><h1>=
<i><b>The New SaaS Growth Formula</b></i><br><i>By Ryan Allis, Founder of <=
/i><span style=3D"text-decoration:underline;"><i><a class=3D"link" href=3D"=
https://link.mail.beehiiv.com/ss/c/u001.d1Y1-FGtvkksf5D-7I1gfWkGw11k4H7s6J5=
NJaZfZSc5a6QmDzeenvyygyHkslhv-FeSShxxbjkdZcfHrqXP0p8VBMN8M-2kztQH8wEPHqfSwd=
bnbTFfBEBc3-smYa8F1faz2QC1BXCtBz1gPAKcYRFau70NuOXXeDBCYmcEjXM/45x/RT9BkFHLT=
CqiMZejd6hWPg/h60/h001.WAd2jcpPalamBOP7XUEr73Zc1WhgyDnqR5qbqyeZSFY" target=
=3D"_blank" rel=3D"noopener noreferrer nofollow"><span>SaasRise</span></a><=
/i></span><i> & Former CEO/Co-Founder of iContact</i></h1></td></tr><tr><td=
 class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;word=
-break:break-word;"><p><i><b>About the author:</b></i><i> Ryan Allis was th=
e co-founder and CEO of iContact and grew the firm to 70,000 customers, 1 m=
illion users, 300 employees, $50M per year in sales, and an exit for $169M.=
 He is a three time INC 500 CEO and today he coaches SaaS CEOs on scaling. =
Ryan is the founder of </i><span style=3D""><span style=3D"text-decoration:=
underline;"><i><a class=3D"link" href=3D"https://link.mail.beehiiv.com/ss/c=
/u001.d1Y1-FGtvkksf5D-7I1gfWkGw11k4H7s6J5NJaZfZSc5a6QmDzeenvyygyHkslhv-FeSS=
hxxbjkdZcfHrqXP0p8VBMN8M-2kztQH8wEPHqfSwdbnbTFfBEBc3-smYa8F1faz2QC1BXCtBz1g=
PAKcYRFau70NuOXXeDBCYmcEjXM/45x/RT9BkFHLTCqiMZejd6hWPg/h61/h001.By0Pm7Y8fw9=
5T8B21gEgFcIVG72VrR9MvBfAyT-H6iA" target=3D"_blank" rel=3D"noopener norefer=
rer nofollow"><span>SaasRise</span></a></i></span></span><i>, the mastermin=
d community for growth-focused SaaS CEOs. You can </i><span style=3D""><spa=
n style=3D"text-decoration:underline;"><i><a class=3D"link" href=3D"https:/=
/link.mail.beehiiv.com/ss/c/u001.d1Y1-FGtvkksf5D-7I1gfWkGw11k4H7s6J5NJaZfZS=
c5a6QmDzeenvyygyHkslhv-FeSShxxbjkdZcfHrqXP0p8VBMN8M-2kztQH8wEPHqfSwdbnbTFfB=
EBc3-smYa8F1faz2QC1BXCtBz1gPAKcYRFau70NuOXXeDBCYmcEjXM/45x/RT9BkFHLTCqiMZej=
d6hWPg/h62/h001.3njLAIlaOo1T3GowBXlKxtFhUrrUI6U9AjUesocwi0Y" target=3D"_bla=
nk" rel=3D"noopener noreferrer nofollow"><span>apply to join here</span></a=
></i></span></span><i>.</i></p></td></tr><tr><td class=3D"dd" align=3D"left=
" style=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p><i>T=
here=E2=80=99s a simple formula I use every time when I=E2=80=99m helping S=
aaS companies grow=E2=80=A6</i></p></td></tr><tr><td class=3D"dd" align=3D"=
left" style=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p>=
<i>I=E2=80=99ve used this formula to:</i></p></td></tr><tr><td style=3D"pad=
ding-bottom:12px;padding-left:37px;padding-right:27px;padding-top:12px;" cl=
ass=3D"ee"><div style=3D"margin-left:0px;" class=3D"edm_outlooklist"><ul st=
yle=3D"list-style-type:disc;margin:0px 0px;padding:0px 0px 0px 0px;"><li cl=
ass=3D"listItem ultext"><p style=3D"padding:0px;text-align:left;word-break:=
break-word;"><i>Grow iContact to $50 million in annual revenue and 70,000 p=
aying customers and then sell it for $169M</i></p></li><li class=3D"listIte=
m ultext"><p style=3D"padding:0px;text-align:left;word-break:break-word;"><=
i>Help the growth-oriented SaaS founders and CEOs I=E2=80=99ve worked with =
like Derek Johnson of Tatango, Brandon Bornancin of Seamless.ai, Gabe Padva=
 of Revenue Accelerator, Marc Castro of Datalyse, and CC Puan of Green Pack=
et build a sales growth machine.</i></p></li></ul></div></td></tr><tr><td c=
lass=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;word-b=
reak:break-word;"><p><i>I call it, The Growth Formula.</i></p></td></tr><tr=
><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;=
word-break:break-word;"><p><i>I=E2=80=99ve used it to grow my businesses an=
d have also shared this formula with the CEOs I coach -- and have seen real=
ly good sales results -- often seeing sales growth above 100% in the year a=
fter implementation.</i></p></td></tr><tr><td class=3D"dd" align=3D"left" s=
tyle=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p><i>The =
Growth Formula is a simple Go-To-Market (GTM) framework for growing your bu=
siness using digital marketing, inbound sales, and outbound sales efforts.<=
/i></p></td></tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0px 1=
5px;text-align:left;word-break:break-word;"><p><i>I call this the </i><i><b=
>NEW </b></i><i>Growth Formula because I=E2=80=99ve recently (today for the=
 first time, actually) added in step 2 =E2=80=94 building a Content Marketi=
ng Machine into the article. This is critical to establish clear dominance,=
 authority, and omnipresence in your niche.</i></p></td></tr><tr><td class=
=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;word-break=
:break-word;"><p><i>Many SaaS companies never take off and pass the $10M in=
 sales mark because they rely only on customer word-of-mouth and the sales =
efforts of the CEO and founders, who then get </i><span style=3D""><span st=
yle=3D"text-decoration:underline;"><i>exhausted and burnt out</i></span></s=
pan><i>. That=E2=80=99s a formula for disaster and slow growth.</i></p></td=
></tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-al=
ign:left;word-break:break-word;"><p><i>Implementing the four elements of Th=
e Growth Formula will help you rapidly scale your company by building a sci=
entific and scalable system of lead generation through digital marketing, i=
nbound sales, and outbound sales efforts.</i></p></td></tr><tr><td class=3D=
"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;word-break:br=
eak-word;"><p><i>If you take the time to truly understand this formula -- A=
ND actually implement it in your business -- your company=E2=80=99s sales w=
ill take off -- and instead of growing sales at 10-20% per year you can gro=
w at 100% per year or higher.</i></p></td></tr><tr><td class=3D"dd" align=
=3D"left" style=3D"padding:0px 15px;text-align:left;word-break:break-word;"=
><p><i>So, take ten minutes and read the below=E2=80=A6 it will be worth it=
.</i></p></td></tr><tr><td id=3D"what-is-the-growth-formula" class=3D"dd" a=
lign=3D"left" valign=3D"top" style=3D"padding:0px 15px;text-align:left;"><h=
3><span style=3D""><span style=3D"text-decoration:underline;"><i><b>What is=
 The Growth Formula?</b></i></span></span></h3></td></tr><tr><td class=3D"d=
d" align=3D"left" style=3D"padding:0px 15px;text-align:left;word-break:brea=
k-word;"><p><i>So what=E2=80=99s the formula for SaaS sales growth? Let=E2=
=80=99s get to it.</i></p></td></tr><tr><td class=3D"dd" align=3D"left" sty=
le=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p><i>The Gr=
owth Formula has four components.</i></p></td></tr><tr><td class=3D"dd" ali=
gn=3D"left" style=3D"padding:0px 15px;text-align:left;word-break:break-word=
;"><p><i>In shorthand notation, the formula is shown as:</i></p></td></tr><=
tr><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:lef=
t;word-break:break-word;"><p><i>G(f) =3D SA + CM + IS + OS</i></p></td></tr=
><tr><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:l=
eft;word-break:break-word;"><p><i>Here=E2=80=99s what this means:</i></p></=
td></tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-=
align:left;word-break:break-word;"><p><i>Growth is a function of =3D </i><s=
pan style=3D""><span style=3D"text-decoration:underline;"><i>S</i></span></=
span><i>calable </i><span style=3D""><span style=3D"text-decoration:underli=
ne;"><i>A</i></span></span><i>dvertising + </i><span style=3D""><span style=
=3D"text-decoration:underline;"><i>C</i></span></span><i>ontent </i><span s=
tyle=3D""><span style=3D"text-decoration:underline;"><i>M</i></span></span>=
<i>arketing + </i><span style=3D""><span style=3D"text-decoration:underline=
;"><i>I</i></span></span><i>nbound </i><span style=3D""><span style=3D"text=
-decoration:underline;"><i>S</i></span></span><i>ales + </i><span style=3D"=
"><span style=3D"text-decoration:underline;"><i>O</i></span></span><i>utbou=
nd </i><span style=3D""><span style=3D"text-decoration:underline;"><i>S</i>=
</span></span><i>ales</i></p></td></tr><tr><td align=3D"center" valign=3D"t=
op" style=3D"padding: 20px 15px 20px; " class=3D"dd"><table role=3D"none" b=
order=3D"0" cellspacing=3D"0" cellpadding=3D"0" style=3D"margin:0 auto 0 au=
to;"><tr><td align=3D"center" valign=3D"top" style=3D"width:630px;"><img sr=
c=3D"https://media.beehiiv.com/cdn-cgi/image/fit=3Dscale-down,format=3Dauto=
,onerror=3Dredirect,quality=3D80/uploads/asset/file/cf444dde-8262-4ccd-9482=
-65e8d7b546fc/Screen_Shot_2023-09-28_at_3.53.40_PM.png" alt=3D"" height=3D"=
auto" width=3D"630" style=3D"display:block;width:100%;" border=3D"0"/></td>=
</tr></table></td></tr><tr><td class=3D"dd" align=3D"left" style=3D"padding=
:0px 15px;text-align:left;word-break:break-word;"><p><i>Understanding each =
of the four areas in depth is critical to accelerating the growth of your c=
ompany. Let=E2=80=99s break down each component.</i></p></td></tr><tr><td c=
lass=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;word-b=
reak:break-word;"><p><i>If you want to grow, implementing all four of these=
 disciplines properly is absolutely essential. And I know you want your bus=
iness to win=E2=80=A6 so let=E2=80=99s dive in.</i></p></td></tr><tr><td cl=
ass=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;word-br=
eak:break-word;"><p><i>Below I=E2=80=99ll describe how to set up a profitab=
le paid advertising campaign across all major ad platforms (for both cold t=
raffic and retargeting), how to create a killer organic content marketing m=
achine, how to build an in-house team of sales reps to respond to all the w=
arm leads you=E2=80=99ll be getting from paid ads, and how to set up a scal=
able outsourced or in-house SDR-led outbound sales campaign.</i></p></td></=
tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align=
:left;word-break:break-word;"><p><i>Here we go...</i></p></td></tr><tr><td =
align=3D"center" valign=3D"top" style=3D"padding: 20px 15px 20px; " class=
=3D"dd"><table role=3D"none" border=3D"0" cellspacing=3D"0" cellpadding=3D"=
0" style=3D"margin:0 auto 0 auto;"><tr><td align=3D"center" valign=3D"top" =
style=3D"width:630px;"><img src=3D"https://media.beehiiv.com/cdn-cgi/image/=
fit=3Dscale-down,format=3Dauto,onerror=3Dredirect,quality=3D80/uploads/asse=
t/file/bb0ec214-b274-460f-adea-008d1904df9a/Screen_Shot_2023-09-28_at_3.59.=
34_PM.png" alt=3D"" height=3D"auto" width=3D"630" style=3D"display:block;wi=
dth:100%;" border=3D"0"/></td></tr></table></td></tr><tr><td class=3D"dd" a=
lign=3D"left" style=3D"padding:0px 15px;text-align:left;word-break:break-wo=
rd;"><p><span style=3D""><span style=3D"text-decoration:underline;"><i><b>S=
tep 1: Scalable Advertising - Growing Rapidly By Investing in Profitable Ad=
 Spend</b></i></span></span></p></td></tr><tr><td class=3D"dd" align=3D"lef=
t" style=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p><i>=
The first part of The Growth Formula is Scalable Advertising.</i></p></td><=
/tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-alig=
n:left;word-break:break-word;"><p><i>Growth is a function of =3D </i><span =
style=3D"color:rgb(191, 144, 0);"><i><b>Scalable Advertising</b></i></span>=
<i> + Content Marketing + Inbound Sales + Outbound Sales</i></p></td></tr><=
tr><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:lef=
t;word-break:break-word;"><p><i>Regardless of whether you=E2=80=99re a B2B =
company (selling to businesses) or B2C company (selling to consumers), the =
foundational element to growth is </i><span style=3D""><span style=3D"text-=
decoration:underline;"><i>scalable advertising</i></span></span><i>.</i></p=
></td></tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;te=
xt-align:left;word-break:break-word;"><p><i>Without it, your lead volume wi=
ll never be high enough to get past $10M in annual sales -- a common place =
that many companies plateau at.</i></p></td></tr><tr><td class=3D"dd" align=
=3D"left" style=3D"padding:0px 15px;text-align:left;word-break:break-word;"=
><p><i>I call it =E2=80=9CScalable Advertising=E2=80=9D because it is profi=
table advertising that is done with rigor, clear tracking, and an analytica=
l mind. When you advertise with rigor and tracking set up properly, you can=
 know immediately if a campaign is profitable or not.</i></p></td></tr><tr>=
<td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;w=
ord-break:break-word;"><p><i>Many CEOs I talk to don=E2=80=99t understand h=
ow to scale their advertising. They either don=E2=80=99t advertise their Sa=
aS products and services at all, or if they do, they throw money at Faceboo=
k ads, LinkedIn ads, or agencies without clarity first on what they can aff=
ord to acquire a customer.</i></p></td></tr><tr><td class=3D"dd" align=3D"l=
eft" style=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p><=
i>Knowing your Maximum Customer Acquisition Cost (Max CAC) is essential BEF=
ORE you spend a dime on ads.</i></p></td></tr><tr><td class=3D"dd" align=3D=
"left" style=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p=
><i>So here=E2=80=99s how you figure out how much you can spend to acquire =
a customer.</i></p></td></tr><tr><td class=3D"dd" align=3D"left" style=3D"p=
adding:0px 15px;text-align:left;word-break:break-word;"><p><i>There are two=
 key elements you must know to set the foundation for scientific advertisin=
g:</i></p></td></tr><tr><td style=3D"padding-bottom:12px;padding-left:37px;=
padding-right:27px;padding-top:12px;" class=3D"ee"><div style=3D"margin-lef=
t:0px;" class=3D"edm_outlooklist"><ol start=3D"1" style=3D"list-style-type:=
decimal;margin:0px 0px;padding:0px 0px 0px 0px;"><li class=3D"listItem ulte=
xt"><p style=3D"padding:0px;text-align:left;word-break:break-word;"><i><b>L=
ifetime Value (LTV)</b></i><i> =3D How much a customer spends with you duri=
ng the lifetime of them being a customer.</i><br></p></li><li class=3D"list=
Item ultext"><p style=3D"padding:0px;text-align:left;word-break:break-word;=
"><b>Maximum Customer Acquisition Cost (Max CAC)</b> =3D How much you=E2=80=
=99re willing to spend to acquire an incremental customer up front. This sh=
ould be a percentage of your lifetime value, roughly between 10% and 33% of=
 your total lifetime revenue from the client, depending on how fast you wan=
t to grow and your profit margins. </p></li></ol></div></td></tr><tr><td cl=
ass=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;word-br=
eak:break-word;"><p><b>How to Calculate Your Company=E2=80=99s Lifetime Val=
ue (LTV)</b></p></td></tr><tr><td class=3D"dd" align=3D"left" style=3D"padd=
ing:0px 15px;text-align:left;word-break:break-word;"><p> Here are three exa=
mples so you can learn how to calculate your own company=E2=80=99s lifetime=
 value (LTV): </p></td></tr><tr><td class=3D"dd" align=3D"left" style=3D"pa=
dding:0px 15px;text-align:left;word-break:break-word;"><p><b>Example 1: Sub=
scription Business ($50/Mo.)</b></p></td></tr><tr><td class=3D"dd" align=3D=
"left" style=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p=
> For example, if you run a subscription business in which customers pay yo=
u $50 per month and on average stay around for 36 months before canceling, =
then you have a Lifetime Value (LTV) of $1800. Knowing that you make $1800 =
in sales from an average customer -- you can then decide how much of that a=
mount you=E2=80=99d be willing to spend to acquire a customer up front. Dep=
ending on your margins and how fast you want to grow, you may choose to spe=
nd as much as $600 up front in advertising costs to acquire a new customer.=
 If you want slow growth, invest around 1/10th of LTV into S&M. If you want=
 fast growth, invest up to 1/3rd of LTV into S&M. </p></td></tr><tr><td cla=
ss=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;word-bre=
ak:break-word;"><p><b>Example 2: B2B With Large Contract Sizes ($75,000)</b=
></p></td></tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0px 15p=
x;text-align:left;word-break:break-word;"><p> As another example, if you se=
ll to businesses and your average Annual Contract Value (ACV) is $75,000 an=
d your customers stay 2 years on average before canceling, then you have a =
Lifetime Value (LTV) of $150,000. Depending on your margins and how fast yo=
u want to grow, you may choose to spend as much as $50,000 up front in adve=
rtising costs to acquire a new customer. </p></td></tr><tr><td class=3D"dd"=
 align=3D"left" style=3D"padding:0px 15px;text-align:left;word-break:break-=
word;"><p><b>Example 3: Consumer Retail Ecommerce ($65/order)</b><br>As a l=
ast example, if you sell retail products to consumers and the average order=
 is $65 and an average customer purchases 3 times in a year, then you know =
you will make $195 in sales from a single customer in a year. Depending on =
your margins and how fast you want to grow, you may choose to spend as much=
 as $65 up front in advertising costs to acquire a new customer. </p></td><=
/tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-alig=
n:left;word-break:break-word;"><p> If you operate a subscription business, =
tracking customer retention is easy. You simply use a tool like BareMetrics=
 (or the subscription tracking tool within Stripe) to track your paying sub=
scribers, MRR, and ARR. </p></td></tr><tr><td class=3D"dd" align=3D"left" s=
tyle=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p> Once y=
ou=E2=80=99re successfully tracking customer retention, you can estimate th=
e lifespan of each customer using this formula: </p></td></tr><tr><td class=
=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;word-break=
:break-word;"><p> Customer Lifespan =3D 1 / Churn </p></td></tr><tr><td cla=
ss=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;word-bre=
ak:break-word;"><p> If for example your customers cancel their accounts at =
a rate of 3% per month, then the number of months of life of an average cus=
tomer (their lifespan) is: </p></td></tr><tr><td class=3D"dd" align=3D"left=
" style=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p> Cus=
tomer Lifespan =3D 1 / 0.03 =3D 33.3 months </p></td></tr><tr><td class=3D"=
dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;word-break:bre=
ak-word;"><p> Once you know your customer lifespan, you can multiply it by =
the average amount you earn per customer per month to calculate the lifetim=
e value (LTV) of your customer (as I wrote about in the section on Scalable=
 Advertising). </p></td></tr><tr><td class=3D"dd" align=3D"left" style=3D"p=
adding:0px 15px;text-align:left;word-break:break-word;"><p> The whole scien=
ce of Customer Retention revolves around how to increase the Lifetime Value=
 of your customer. </p></td></tr><tr><td class=3D"dd" align=3D"left" style=
=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p> Lifetime V=
alue =3D Average Revenue Per Customer x Lifespan </p></td></tr><tr><td clas=
s=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;word-brea=
k:break-word;"><p> So for iContact, we had $50 per month for 36 months on a=
verage and generated an LTV of $1650. </p></td></tr><tr><td class=3D"dd" al=
ign=3D"left" style=3D"padding:0px 15px;text-align:left;word-break:break-wor=
d;"><p> To increase your LTV, you work on increasing Average Revenue Per Cu=
stomer (through cross-selling and upselling) and on Customer Lifespan by im=
proving customer retention (through providing a great product/service to yo=
ur customer and working to anticipate their upcoming needs). </p></td></tr>=
<tr><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:le=
ft;word-break:break-word;"><p> Once you know how much a customer is worth t=
o you, you can decide on how much you=E2=80=99re willing to spend to acquir=
e a new customer. This is called your Maximum Customer Acquisition Cost (Ma=
x CAC). </p></td></tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:=
0px 15px;text-align:left;word-break:break-word;"><p> So, if you have a busi=
ness, take a few minutes now to calculate your Max CAC. </p></td></tr><tr><=
td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;wo=
rd-break:break-word;"><p> And don=E2=80=99t forget to take a moment to <spa=
n style=3D"text-decoration:underline;"><a class=3D"link" href=3D"https://li=
nk.mail.beehiiv.com/ss/c/u001.d1Y1-FGtvkksf5D-7I1gfWkGw11k4H7s6J5NJaZfZSc5a=
6QmDzeenvyygyHkslhv-FeSShxxbjkdZcfHrqXP0p8VBMN8M-2kztQH8wEPHqfSwdbnbTFfBEBc=
3-smYa8F1faz2QC1BXCtBz1gPAKcYRFau70NuOXXeDBCYmcEjXM/45x/RT9BkFHLTCqiMZejd6h=
WPg/h63/h001.8PBcQRMNXKomTl4OPxDe7L7i3dS4F5K4x-S6_u8DOmM" target=3D"_blank"=
 rel=3D"noopener noreferrer nofollow"><span>join our weekly SaaS CEO master=
mind here</span></a></span>. We meet every Wednesday! </p></td></tr><tr><td=
 class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;word=
-break:break-word;"><p><i>We=E2=80=99re offering a two-week free trial of o=
ur SaaS CEO Mastermind community. Apply to join us at </i><span style=3D"te=
xt-decoration:underline;"><i><a class=3D"link" href=3D"https://link.mail.be=
ehiiv.com/ss/c/u001.d1Y1-FGtvkksf5D-7I1gfWkGw11k4H7s6J5NJaZfZSc5a6QmDzeenvy=
ygyHkslhv-FeSShxxbjkdZcfHrqXP0p8VBMN8M-2kztQH8wEPHqfSwdbnbTFfBEBc3-smYa8F1f=
az2QC1BXCtBz1gPAKcYRFau70NuOXXeDBCYmcEjXM/45x/RT9BkFHLTCqiMZejd6hWPg/h64/h0=
01.QN93k2z_Mx2enyLJ_xIFQK3-cTy2WbW18LT0ov3dKV4" target=3D"_blank" rel=3D"no=
opener noreferrer nofollow"><span>https:/</span></a></i></span><span style=
=3D"text-decoration:underline;"><i><a class=3D"link" href=3D"https://link.m=
ail.beehiiv.com/ss/c/u001.d1Y1-FGtvkksf5D-7I1gfWkGw11k4H7s6J5NJaZfZSc5a6QmD=
zeenvyygyHkslhv-FeSShxxbjkdZcfHrqXP0p8VBMN8M-2kztQH8wEPHqfSwdbnbTFfBEBc3-sm=
Ya8F1faz2QC1BXCtBz1gPAKcYRFau70NuOXXeDBCYmcEjXM/45x/RT9BkFHLTCqiMZejd6hWPg/=
h65/h001.mbTBUzZ4cLTWxsFxBfFrDgdNG8GuxkjUlStQvMgwq_Y" target=3D"_blank" rel=
=3D"noopener noreferrer nofollow"><span>/saasrise.com</span></a></i></span>=
</p></td></tr><tr><td align=3D"center" valign=3D"top" style=3D"padding: 20p=
x 15px 20px; " class=3D"dd"><table role=3D"none" border=3D"0" cellspacing=
=3D"0" cellpadding=3D"0" style=3D"margin:0 auto 0 auto;"><tr><td align=3D"c=
enter" valign=3D"top" style=3D"width:630px;"><a href=3D"https://link.mail.b=
eehiiv.com/ss/c/u001.d1Y1-FGtvkksf5D-7I1gfWkGw11k4H7s6J5NJaZfZSc5a6QmDzeenv=
yygyHkslhv-FeSShxxbjkdZcfHrqXP0p8VBMN8M-2kztQH8wEPHqfSwdbnbTFfBEBc3-smYa8F1=
faz2QC1BXCtBz1gPAKcYRFau70NuOXXeDBCYmcEjXM/45x/RT9BkFHLTCqiMZejd6hWPg/h66/h=
001.gQ-pomKTIPAKIVVCaVNEfT3d48CAUxzhSeshKfwN5fU" rel=3D"noopener noreferrer=
 nofollow" style=3D"text-decoration:none;" target=3D"_blank"><img src=3D"ht=
tps://media.beehiiv.com/cdn-cgi/image/fit=3Dscale-down,format=3Dauto,onerro=
r=3Dredirect,quality=3D80/uploads/asset/file/5bc500b9-0c8e-4092-994b-2d7adf=
e7f25e/saasrise_homepage.jpg?t=3D1705703380" alt=3D"" height=3D"auto" width=
=3D"630" style=3D"display:block;width:100%;" border=3D"0"/></a></td></tr></=
table></td></tr><tr><td id=3D"what-to-do-as-a-venture-backed-comp" class=3D=
"dd" align=3D"left" valign=3D"top" style=3D"padding:0px 15px;text-align:lef=
t;"><h3><span style=3D""><span style=3D"text-decoration:underline;"><b>What=
 To Do As a Venture Backed Company?</b></span></span></h3></td></tr><tr><td=
 class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;word=
-break:break-word;"><p> Venture-backed companies, or those with lots of cas=
h in the bank, who want to grow at 100%+ per year often will spend 25-35% o=
f the lifetime value of their customers up front in customer acquisition co=
sts across channels like Facebook, Instagram, LinkedIn, Google Adwords, Goo=
gle Display Network, YouTube, affiliate marketing, radio, television, and d=
irect mail. They will either hire an in-house team or an external agency to=
 manage their advertising campaigns. </p></td></tr><tr><td class=3D"dd" ali=
gn=3D"left" style=3D"padding:0px 15px;text-align:left;word-break:break-word=
;"><p> I own the agency <span style=3D"text-decoration:underline;"><a class=
=3D"link" href=3D"https://link.mail.beehiiv.com/ss/c/u001.vn32HjsIh72AgrMzk=
UzxNedJ0xr8nEiAu73DEdeSCJV43EKQ7ilmbRbvFirwhYIYHF8XHu2WfOKPVF_FdAzOm1UdrbMJ=
xJAahcIsOc2UTjntSNTni6xbvzX8B4mGxcnDdWcMfkTE-OKZVDvZMkV1S1RofaZmmdyOkLCM71s=
k3vQ/45x/RT9BkFHLTCqiMZejd6hWPg/h67/h001.ygNEa7akj4487vGPI1_EcBiLqmEZQl9Pys=
8eZ06nn3I" target=3D"_blank" rel=3D"noopener noreferrer nofollow"><span>Hiv=
e Digital</span></a></span> and recommend using them for SEO/PPC as I=E2=80=
=99ve trained the team in my CAC-based advertising model. </p></td></tr><tr=
><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;=
word-break:break-word;"><p> For a SaaS company focused on growth, we recomm=
end spending about 1/3rd of total customer lifetime value upfront on sales =
and marketing to acquire the customer. </p></td></tr><tr><td class=3D"dd" a=
lign=3D"left" style=3D"padding:0px 15px;text-align:left;word-break:break-wo=
rd;"><p> While investing in customer growth like this eats up cash up front=
 (and requires a healthy balance sheet), these companies are purchasing an =
ever-growing annuity stream of revenue--and these companies are usually val=
ued as a multiple of their revenues. At the end of the day, growth is what =
matters for venture-backed companies -- and a company growing at 100% per y=
ear will be valued 4x higher than a company growing at 50% per year. </p></=
td></tr><tr><td id=3D"what-to-do-as-a-non-venture-backed-" class=3D"dd" ali=
gn=3D"left" valign=3D"top" style=3D"padding:0px 15px;text-align:left;"><h3>=
<span style=3D""><span style=3D"text-decoration:underline;"><b>What To Do A=
s a Non-Venture Backed Company?</b></span></span></h3></td></tr><tr><td cla=
ss=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;word-bre=
ak:break-word;"><p> If your company isn=E2=80=99t venture-backed (90% of Sa=
aS companies aren=E2=80=99t) and you=E2=80=99re managing cash closely and d=
on=E2=80=99t have a huge buffer to fall back on, start by setting your Maxi=
mum Customer Acquisition Cost (Max CAC) at <span style=3D""><span style=3D"=
text-decoration:underline;">around 10%</span></span> of the lifetime value =
of an average customer, and then building up as you go. </p></td></tr><tr><=
td style=3D"padding-bottom:12px;padding-left:37px;padding-right:27px;paddin=
g-top:12px;" class=3D"ee"><div style=3D"margin-left:0px;" class=3D"edm_outl=
ooklist"><ul style=3D"list-style-type:disc;margin:0px 0px;padding:0px 0px 0=
px 0px;"><li class=3D"listItem ultext"><p style=3D"padding:0px;text-align:l=
eft;word-break:break-word;"> If for example you get an average of $150 per =
month for 30 months from your customers before they cancel, then you have a=
 lifetime value of $4500 and you can spend around $450 in upfront advertisi=
ng costs to get an incremental new customer -- while still maintaining a he=
althy cash balance. </p></li><li class=3D"listItem ultext"><p style=3D"padd=
ing:0px;text-align:left;word-break:break-word;"> If for example you get an =
average of $100,000 per year for two years from your customers before they =
cancel, then you have a lifetime value of $200,000 and you can spend around=
 $20,000 in upfront advertising costs to get an incremental new customer - =
while still maintaining a healthy cash balance. </p></li></ul></div></td></=
tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align=
:left;word-break:break-word;"><p> Over time, as your sales grow (assuming y=
our prices are high enough and you=E2=80=99ve built in enough margin for yo=
ur company), you=E2=80=99ll start to build up a larger and larger cash bala=
nce in your business. </p></td></tr><tr><td id=3D"accelerating-your-growth-=
as-you-bui" class=3D"dd" align=3D"left" valign=3D"top" style=3D"padding:0px=
 15px;text-align:left;"><h3><span style=3D""><span style=3D"text-decoration=
:underline;"><b>Accelerating Your Growth As You Build Up Your Cash Balance<=
/b></span></span></h3></td></tr><tr><td class=3D"dd" align=3D"left" style=
=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p> As you bui=
ld up your cash balance, if you want to continue to accelerate your growth =
you can: </p></td></tr><tr><td style=3D"padding-bottom:12px;padding-left:37=
px;padding-right:27px;padding-top:12px;" class=3D"ee"><div style=3D"margin-=
left:0px;" class=3D"edm_outlooklist"><ol start=3D"1" style=3D"list-style-ty=
pe:decimal;margin:0px 0px;padding:0px 0px 0px 0px;"><li class=3D"listItem u=
ltext"><p style=3D"padding:0px;text-align:left;word-break:break-word;"> Slo=
wly begin to increase your Maximum Customer Acquisition Cost (Max CAC), and=
 begin using your higher cash balance to invest in faster growth. </p></li>=
<li class=3D"listItem ultext"><p style=3D"padding:0px;text-align:left;word-=
break:break-word;"> Take on capital from sources of non-dilutive revenue-ba=
sed financing companies like FounderPath, ClearBanc, or Indie.vc for additi=
onal capital </p></li><li class=3D"listItem ultext"><p style=3D"padding:0px=
;text-align:left;word-break:break-word;"> Take on a long-term loan from a b=
ank or through a loan marketplace like Fundera or Lendio. </p></li><li clas=
s=3D"listItem ultext"><p style=3D"padding:0px;text-align:left;word-break:br=
eak-word;"> Use your higher revenue growth rates to explore raising a round=
 of venture capital funding (usually you=E2=80=99ll need at least $1M+ in A=
RR and 50%+ annual growth rates to catch the eyes of most venture investors=
). </p></li></ol></div></td></tr><tr><td id=3D"calculating-your-actual-cust=
omer-ac" class=3D"dd" align=3D"left" valign=3D"top" style=3D"padding:0px 15=
px;text-align:left;"><h3><span style=3D""><span style=3D"text-decoration:un=
derline;"><b>Calculating Your Actual Customer Acquisition Cost</b></span></=
span></h3></td></tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0p=
x 15px;text-align:left;word-break:break-word;"><p> Once you know your desir=
ed Maximum Customer Acquisition Cost (Max CAC), start by doing a test yours=
elf (or via an agency) of some advertising campaigns and be sure you spend =
enough of a test budget to be able to acquire at least 2-3 customers so you=
 can determine what your actual Customer Acquisition Cost (CAC) is. You=E2=
=80=99ll need to allocate a test budget large enough to actually get a trac=
ked paying customer from advertising to be able to calculate your CAC. </p>=
</td></tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;tex=
t-align:left;word-break:break-word;"><p> You=E2=80=99ll want to establish w=
hat your: </p></td></tr><tr><td style=3D"padding-bottom:12px;padding-left:3=
7px;padding-right:27px;padding-top:12px;" class=3D"ee"><div style=3D"margin=
-left:0px;" class=3D"edm_outlooklist"><ul style=3D"list-style-type:disc;mar=
gin:0px 0px;padding:0px 0px 0px 0px;"><li class=3D"listItem ultext"><p styl=
e=3D"padding:0px;text-align:left;word-break:break-word;"> Lead Acquisition =
Cost (LAC) - the cost to get someone to fill out either an interest form, b=
ook a demo, download a lead magnet, join your email list, or start a free t=
rial. </p></li><li class=3D"listItem ultext"><p style=3D"padding:0px;text-a=
lign:left;word-break:break-word;"> Customer Acquisition Cost (CAC) - the co=
st in advertising spend of an incremental new paying customer. As long as y=
our CAC is lower than your Max CAC, you=E2=80=99re in business and it=E2=80=
=99s time to scale! </p></li></ul></div></td></tr><tr><td class=3D"dd" alig=
n=3D"left" style=3D"padding:0px 15px;text-align:left;word-break:break-word;=
"><p> For example, let=E2=80=99s say you spend a $10,000 test budget across=
 Facebook Ads and Google Adwords to determine what your actual LAC and CAC =
is. From this $10k spend, let=E2=80=99s say you get 50 leads and 5 new cust=
omers. This means: </p></td></tr><tr><td class=3D"dd" align=3D"left" style=
=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p> Ad Spend: =
$10,000 </p></td></tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:=
0px 15px;text-align:left;word-break:break-word;"><p> Lead Acquisition Cost =
(LAC): $200 </p></td></tr><tr><td class=3D"dd" align=3D"left" style=3D"padd=
ing:0px 15px;text-align:left;word-break:break-word;"><p> Customer Acquisiti=
on Cost (CAC): $2000 </p></td></tr><tr><td class=3D"dd" align=3D"left" styl=
e=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p> Let=E2=80=
=99s say you sell a B2B product that costs $12,000. Now, you=E2=80=99ve dis=
covered a way to spend $2,000 to get $12,000 in up front sales. Most busine=
ss owners would spend $2k to get $12k in revenue, especially knowing that y=
ou can upsell and cross-sell that customer on other products and services. =
You=E2=80=99ve found a scalable campaign! </p></td></tr><tr><td class=3D"dd=
" align=3D"left" style=3D"padding:0px 15px;text-align:left;word-break:break=
-word;"><p> You can calculate your Lead Acquisition Cost in a matter of a f=
ew days and you can usually calculate your Customer Acquisition Cost in a m=
onth or two (it depends on how long your sales cycle is). </p></td></tr><tr=
><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;=
word-break:break-word;"><p> Once you find a scalable advertising channel, r=
amp up the spend by about 20% per week, continuing to track the LAC and CAC=
 each week. </p></td></tr><tr><td id=3D"dont-give-up-on-the-first-few-tries=
" class=3D"dd" align=3D"left" valign=3D"top" style=3D"padding:0px 15px;text=
-align:left;"><h3><span style=3D""><span style=3D"text-decoration:underline=
;"><b>Don=E2=80=99t Give Up On the First Few Tries - The Holy Grail is Find=
ing a Profitable Scalable Channel</b></span></span></h3></td></tr><tr><td c=
lass=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;word-b=
reak:break-word;"><p> Be sure to not give up if you don=E2=80=99t find a pr=
ofitable channel in the first try. It can often take trying multiple agenci=
es, multiple ad networks, many weeks ensuring tracking is working correctly=
, many landing pages, and many offers to get a profitable and scalable mode=
l working. Once you get it working however, you=E2=80=99ve discovered a maj=
or source of leads and revenue growth that will substantially increase the =
value of your company. </p></td></tr><tr><td class=3D"dd" align=3D"left" st=
yle=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p> Even br=
and marketing these days is done scientifically, based on the lift in aware=
ness and purchases within zip codes and viewing areas. If a company spends =
$500,000 on a brand campaign in Miami, they track the change in sales from =
the area (in-store or online) and are able to pretty closely tie spend to r=
esults. </p></td></tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:=
0px 15px;text-align:left;word-break:break-word;"><p> At iContact, the year =
before we sold the company to Vocus, we were able to spend $2 million per m=
onth in mostly online advertising to acquire 4,000 new customers per month =
at a $500 Customer Acquisition Cost. Those customers paid us an average of =
$1,650 over their lifetime -- and using this method we reached 70,000 payin=
g customers and sold the company for $169 million. </p></td></tr><tr><td cl=
ass=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;word-br=
eak:break-word;"><p><i><b>PRO TIP #1: </b></i><i>Be sure to turn on retarge=
ting ads right away. I like to spend about 5-10% of my total ad budget on g=
etting people who=E2=80=99ve already come to my site (and downloaded lead m=
agnets, etc.) to come back.</i></p></td></tr><tr><td class=3D"dd" align=3D"=
left" style=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p>=
<i><b>PRO TIP #2: </b></i><i>Create a lookalike audience on Meta using your=
 current and past customer lists and active prospect lists to show your ads=
 to people who are similar in terms of demographics/psychographics/and work=
 roles. Start with a 0.1% overlap for maximum similarity then expand it ove=
r time.</i></p></td></tr><tr><td class=3D"dd" align=3D"left" style=3D"paddi=
ng:0px 15px;text-align:left;word-break:break-word;"><p><i><b>PRO TIP #3: </=
b></i><i>We=E2=80=99ll get to this later =E2=80=94 but re-use the email lis=
t you build in the Outbound Sales step with </i><span style=3D"text-decorat=
ion:underline;"><i><a class=3D"link" href=3D"https://link.mail.beehiiv.com/=
ss/c/u001.iyAWl8tDr5maJHjvCnzL4AH2HBLZkpi2PHwSwd7gWYKlZA_V9B4LlnqLsCsrOlxrq=
IPQ-MMK_TUb-8B912XXIj2qOh4LoOTLh0nvmrhPZml4RQuf7Qelc7MR30rJSvlYbOTeQTC2H4Ss=
jQfkxPwHENodardlCRGTQpGiyfdIPHE/45x/RT9BkFHLTCqiMZejd6hWPg/h68/h001.CVPkNb_=
SDB4kNxRtDrQWoWui_jnB1l8lcuONy5Z9qcE" target=3D"_blank" rel=3D"noopener nor=
eferrer nofollow"><span>Seamless.ai</span></a></i></span><i>, Apollo, Linke=
dIn Sales Navigator, or Uplead to BUILD AN AD AUDIENCE on Meta and LinkedIn=
. You can actually upload the email list of cold leads within your target m=
arket and show those people ads. You=E2=80=99ll appear OMNIPRESENT to them =
at a very low cost ($1 to $3 per click for highly qualified B2B leads). Sen=
d them to a landing page with a compelling lead magnet to get unheard of qu=
alified and engaged B2B leads for $20 to $40 each.</i></p></td></tr><tr><td=
 class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;word=
-break:break-word;"><p> Don=E2=80=99t forget to take a moment to <span styl=
e=3D"text-decoration:underline;"><a class=3D"link" href=3D"https://link.mai=
l.beehiiv.com/ss/c/u001.d1Y1-FGtvkksf5D-7I1gfWkGw11k4H7s6J5NJaZfZSc5a6QmDze=
envyygyHkslhv-FeSShxxbjkdZcfHrqXP0p8VBMN8M-2kztQH8wEPHqfSwdbnbTFfBEBc3-smYa=
8F1faz2QC1BXCtBz1gPAKcYRFau70NuOXXeDBCYmcEjXM/45x/RT9BkFHLTCqiMZejd6hWPg/h6=
9/h001.WhdyHUHSW4Lw8KeBWEYmZzwKcrmYBd6-hPZIaHCc9iY" target=3D"_blank" rel=
=3D"noopener noreferrer nofollow"><span>join our weekly SaaS CEO mastermind=
 here</span></a></span>. We meet every Wednesday at 1pm and 4pm ET! </p></t=
d></tr><tr><td align=3D"center" valign=3D"top" style=3D"padding: 20px 15px =
20px; " class=3D"dd"><table role=3D"none" border=3D"0" cellspacing=3D"0" ce=
llpadding=3D"0" style=3D"margin:0 auto 0 auto;"><tr><td align=3D"center" va=
lign=3D"top" style=3D"width:630px;"><img src=3D"https://media.beehiiv.com/c=
dn-cgi/image/fit=3Dscale-down,format=3Dauto,onerror=3Dredirect,quality=3D80=
/uploads/asset/file/84c137fc-d165-4b19-ab48-cad890b6ff5a/Screen_Shot_2023-0=
9-28_at_3.56.44_PM.png" alt=3D"" height=3D"auto" width=3D"630" style=3D"dis=
play:block;width:100%;" border=3D"0"/></td></tr></table></td></tr><tr><td i=
d=3D"step-2-content-marketing-building-a" class=3D"dd" align=3D"left" valig=
n=3D"top" style=3D"padding:0px 15px;text-align:left;"><h3><span style=3D"">=
<span style=3D"text-decoration:underline;"><b>Step 2: Content Marketing - B=
uilding a Content Marketing Machine that Demonstrates Your the Top Provider=
 in Your Niche</b></span></span></h3></td></tr><tr><td class=3D"dd" align=
=3D"left" style=3D"padding:0px 15px;text-align:left;word-break:break-word;"=
><p> If you can produce killer content regularly (like this newsletter arti=
cle for example) you can demonstrate that you know what the heck you=E2=80=
=99re talking about and that potential customers should buy from you. Why? =
Because you clear know your stuff. </p></td></tr><tr><td class=3D"dd" align=
=3D"left" style=3D"padding:0px 15px;text-align:left;word-break:break-word;"=
><p> So take a page out of my playbook and every week (religiously) write a=
 really good high quality article or case study and send it to people. Who =
do you send it to? </p></td></tr><tr><td style=3D"padding-bottom:12px;paddi=
ng-left:37px;padding-right:27px;padding-top:12px;" class=3D"ee"><div style=
=3D"margin-left:0px;" class=3D"edm_outlooklist"><ol start=3D"1" style=3D"li=
st-style-type:decimal;margin:0px 0px;padding:0px 0px 0px 0px;"><li class=3D=
"listItem ultext"><p style=3D"padding:0px;text-align:left;word-break:break-=
word;"> Warm leads on your existing email list </p></li><li class=3D"listIt=
em ultext"><p style=3D"padding:0px;text-align:left;word-break:break-word;">=
 Outbound Leads in your specific target market (people usually appreciate h=
ighly relevant and high quality content) </p></li><li class=3D"listItem ult=
ext"><p style=3D"padding:0px;text-align:left;word-break:break-word;"> Exist=
ing customers as a thank you for being a customer </p></li></ol></div></td>=
</tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-ali=
gn:left;word-break:break-word;"><p> Any SaaS business should be able to bui=
ld up a 10,000 person BeeHiiv newsletter within their niche within 3-4 mont=
hs. If you don=E2=80=99t have a 10k+ subscriber weekly newsletter within yo=
ur niche =E2=80=94 what are you even doing trying to compete in that niche!=
? Get on it! </p></td></tr><tr><td class=3D"dd" align=3D"left" style=3D"pad=
ding:0px 15px;text-align:left;word-break:break-word;"><p> I find a tool lik=
e BeeHiiv to have a MUCH higher deliverability rate than a CRM tool like Hu=
bspot or Salesforce. </p></td></tr><tr><td class=3D"dd" align=3D"left" styl=
e=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p> Hire a co=
ntent marketer if you need to. Hire a ghostwriter if you need to. Hire a de=
signer to make it look good if you need to. </p></td></tr><tr><td class=3D"=
dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;word-break:bre=
ak-word;"><p> Just be consistent. Remember that the formula of success in l=
ife is vision + belief + action + consistency. It=E2=80=99s the consistency=
 part people mess up with content marketing. </p></td></tr><tr><td class=3D=
"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;word-break:br=
eak-word;"><p> Post the same content each week to your LinkedIn newsletter =
and then get a VA team to turn a 1000 word article into many different Twit=
ter/X threads, LinkedIn posts, and company IG account (pictures of quotes w=
ith longer descriptions). </p></td></tr><tr><td class=3D"dd" align=3D"left"=
 style=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p> Your=
 job is to write the super high quality long-form piece. </p></td></tr><tr>=
<td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;w=
ord-break:break-word;"><p> If you can do 1 long form piece per week you can=
 then apply Justin Welsh=E2=80=99s ContentOS system via an EA to turn it in=
to many smaller pieces of content each week. </p></td></tr><tr><td class=3D=
"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;word-break:br=
eak-word;"><p> 1 long form killer piece per week, with the right EA, can tu=
rn into: </p></td></tr><tr><td style=3D"padding-bottom:12px;padding-left:37=
px;padding-right:27px;padding-top:12px;" class=3D"ee"><div style=3D"margin-=
left:0px;" class=3D"edm_outlooklist"><ul style=3D"list-style-type:disc;marg=
in:0px 0px;padding:0px 0px 0px 0px;"><li class=3D"listItem ultext"><p style=
=3D"padding:0px;text-align:left;word-break:break-word;"> 1 Email Newsletter=
 </p></li><li class=3D"listItem ultext"><p style=3D"padding:0px;text-align:=
left;word-break:break-word;"> 1 LinkedIn Newsletter </p></li><li class=3D"l=
istItem ultext"><p style=3D"padding:0px;text-align:left;word-break:break-wo=
rd;"> 3 Blog Posts </p></li><li class=3D"listItem ultext"><p style=3D"paddi=
ng:0px;text-align:left;word-break:break-word;"> 20 Twitter/X threads </p></=
li><li class=3D"listItem ultext"><p style=3D"padding:0px;text-align:left;wo=
rd-break:break-word;"> 14 IG Posts </p></li><li class=3D"listItem ultext"><=
p style=3D"padding:0px;text-align:left;word-break:break-word;"> 14 TikTok V=
ideos (15 sec max) </p></li><li class=3D"listItem ultext"><p style=3D"paddi=
ng:0px;text-align:left;word-break:break-word;"> 7 IG Reels (90 sec max) </p=
></li><li class=3D"listItem ultext"><p style=3D"padding:0px;text-align:left=
;word-break:break-word;"> 7 YouTube Videos (3 min max) </p></li><li class=
=3D"listItem ultext"><p style=3D"padding:0px;text-align:left;word-break:bre=
ak-word;"> 7 LinkedIn Carousels </p></li></ul></div></td></tr><tr><td class=
=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;word-break=
:break-word;"><p> It=E2=80=99s all about omnipresence and owning your marke=
t and mindshare within your niche so that when buyers are ready to buy they=
 already know who to buy from. </p></td></tr><tr><td class=3D"dd" align=3D"=
left" style=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p>=
 If you don=E2=80=99t like making content, get someone on your team that th=
eir job is SIMPLY TO PRODUCE GREAT CONTENT (written and short-form video) a=
ll day long. </p></td></tr><tr><td align=3D"center" valign=3D"top" style=3D=
"padding: 20px 15px 20px; " class=3D"dd"><table role=3D"none" border=3D"0" =
cellspacing=3D"0" cellpadding=3D"0" style=3D"margin:0 auto 0 auto;"><tr><td=
 align=3D"center" valign=3D"top" style=3D"width:630px;"><img src=3D"https:/=
/media.beehiiv.com/cdn-cgi/image/fit=3Dscale-down,format=3Dauto,onerror=3Dr=
edirect,quality=3D80/uploads/asset/file/c7b34ca6-9cea-40da-9193-3c92a9b5755=
a/Screen_Shot_2023-09-28_at_3.57.11_PM.png" alt=3D"" height=3D"auto" width=
=3D"630" style=3D"display:block;width:100%;" border=3D"0"/></td></tr></tabl=
e></td></tr><tr><td id=3D"step-3-inbound-sales-building-an-au" class=3D"dd"=
 align=3D"left" valign=3D"top" style=3D"padding:0px 15px;text-align:left;">=
<h3><span style=3D""><span style=3D"text-decoration:underline;"><b>Step 3: =
Inbound Sales - Building an Automated Inbound Sales System That Turns Your =
Leads Into Paying Customers</b></span></span></h3></td></tr><tr><td class=
=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;word-break=
:break-word;"><p> The third part of <i>The Growth Formula</i> is Inbound Sa=
les (IS). </p></td></tr><tr><td class=3D"dd" align=3D"left" style=3D"paddin=
g:0px 15px;text-align:left;word-break:break-word;"><p><i>Growth is a functi=
on of =3D Scalable Advertising + Content Marketing +</i><span style=3D"colo=
r:rgb(191, 144, 0);"><i>=C2=A0</i></span><span style=3D"color:rgb(191, 144,=
 0);"><i><b>Inbound Sales</b></i></span><i> + Outbound Sales</i></p></td></=
tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align=
:left;word-break:break-word;"><p> You=E2=80=99ve now spent money to get val=
uable leads and to build a content EMPIRE -- yet the biggest cause of compa=
nies not growing is that they don=E2=80=99t follow-up with the leads they h=
ave. The large majority of sales happen after the 3rd follow-up. </p></td><=
/tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-alig=
n:left;word-break:break-word;"><p> Inbound sales involves reaching out to l=
eads that have already come in the door from paid advertising, social media=
, word-of-mouth and search engine optimization through both automated metho=
ds (retargeting, drip campaigns) and non-automated methods (calls from sale=
s development reps). </p></td></tr><tr><td class=3D"dd" align=3D"left" styl=
e=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p> Once you =
get lots of inbound leads in the door from scalable advertising, it=E2=80=
=99s time to build an automated follow-up system (using your CRM system lik=
e Hubspot, Pipedrive, Salesforce, HighLevel, Drip, Ontraport, etc.). </p></=
td></tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-=
align:left;word-break:break-word;"><p> I recommend putting all your leads o=
n a 180-day nurturing campaign (sending a piece of automated valuable conte=
nt to them automatically every 5 days for the first month after they enter =
your pipeline, and then every 10 days after that). Taking a week or two to =
develop this content if you don=E2=80=99t already have it is very worthwhil=
e. Don=E2=80=99t skip this step! </p></td></tr><tr><td class=3D"dd" align=
=3D"left" style=3D"padding:0px 15px;text-align:left;word-break:break-word;"=
><p> You=E2=80=99ll increase your lead conversion by 50% simply by sending =
30 pieces of followups. </p></td></tr><tr><td class=3D"dd" align=3D"left" s=
tyle=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p> People=
 don=E2=80=99t complain about getting TOO MUCH VALUABLE content. They compl=
ain about getting irrelevant crap. If they leave your list, that=E2=80=99s =
okay. </p></td></tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0p=
x 15px;text-align:left;word-break:break-word;"><p> As mentioned, be sure to=
 turn on retargeting advertising across Facebook, Instagram, YouTube, and t=
he Google Display Network so that your brand becomes omnipresent (seen ever=
ywhere) at a very low cost for those who have already visited your web site=
. This provides AIR COVER for your sales team at a very low cost. </p></td>=
</tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-ali=
gn:left;word-break:break-word;"><p> I recommend using a 180-day (maximum nu=
mber of days available) Facebook, Instagram, and Google Display Network ret=
argeting campaign so they see your brand everywhere (for a very low cost) w=
hile they are considering whether to do business with you. You can show you=
r ads across mobile and web to every single website visitor and email subsc=
riber you have for a very low cost (usually around $3 per 1000 ad impressio=
ns). Retargeting is a very low cost way of increasing your visitor to sale =
conversion ratio. </p></td></tr><tr><td class=3D"dd" align=3D"left" style=
=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p> At iContac=
t we built up a 50 person sales team. On our sales team, we had about: </p>=
</td></tr><tr><td style=3D"padding-bottom:12px;padding-left:37px;padding-ri=
ght:27px;padding-top:12px;" class=3D"ee"><div style=3D"margin-left:0px;" cl=
ass=3D"edm_outlooklist"><ul style=3D"list-style-type:disc;margin:0px 0px;pa=
dding:0px 0px 0px 0px;"><li class=3D"listItem ultext"><p style=3D"padding:0=
px;text-align:left;word-break:break-word;"> 20 Sales Development Reps (who =
vetted the leads that were coming in for 15-day free trials) </p></li><li c=
lass=3D"listItem ultext"><p style=3D"padding:0px;text-align:left;word-break=
:break-word;"> 15 Sales Executives (who closed the deals) </p></li><li clas=
s=3D"listItem ultext"><p style=3D"padding:0px;text-align:left;word-break:br=
eak-word;"> 20 Account Managers (who managed the revenue once it was closed=
) </p></li></ul></div></td></tr><tr><td class=3D"dd" align=3D"left" style=
=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p> We were se=
lling both our regular product iContact (that cost $10 to $699 per month) a=
nd a premium product called =E2=80=9CiContact Enterprise=E2=80=9D that cost=
 from about $1,000 to $25,000 per month depending on how many emails you se=
nt. </p></td></tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0px =
15px;text-align:left;word-break:break-word;"><p> Under the great leadership=
 of our former SVP of Sales Kevin Fitzgerald and Director of Sales Eric Ste=
rnkopf, due to our inbound sales team we grew the revenues of the iContact =
Enterprise product from $0 to $20 million. </p></td></tr><tr><td id=3D"the-=
steps-to-automating-inbound-sal" class=3D"dd" align=3D"left" valign=3D"top"=
 style=3D"padding:0px 15px;text-align:left;"><h3><b>The Steps to Automating=
 Inbound Sales</b></h3></td></tr><tr><td style=3D"padding-bottom:12px;paddi=
ng-left:37px;padding-right:27px;padding-top:12px;" class=3D"ee"><div style=
=3D"margin-left:0px;" class=3D"edm_outlooklist"><ol start=3D"1" style=3D"li=
st-style-type:decimal;margin:0px 0px;padding:0px 0px 0px 0px;"><li class=3D=
"listItem ultext"><p style=3D"padding:0px;text-align:left;word-break:break-=
word;"> Get your leads coming into a CRM system like HubSpot, Salesforce, H=
ighLevel, Pipedrive, or Ontraport </p></li><li class=3D"listItem ultext"><p=
 style=3D"padding:0px;text-align:left;word-break:break-word;"> Create an au=
tomated 180 day follow-up sequence to build rapport and credibility with yo=
ur leads, sending high-quality content automatically every 5-10 days. Inclu=
de information about your business and your products and services with each=
 message. </p></li><li class=3D"listItem ultext"><p style=3D"padding:0px;te=
xt-align:left;word-break:break-word;"> Turn on an omnipresence retargeting =
campaign. Use retargeting on Facebook and Google Display Network to show ad=
s to your web site visitors and to your leads to create the impression that=
 your brand is everywhere online and to re-engage them in the sales cycle w=
ith additional reports, downloads, lead magnets, and more. </p></li><li cla=
ss=3D"listItem ultext"><p style=3D"padding:0px;text-align:left;word-break:b=
reak-word;"> Have your Sales Development Reps (SDRs) follow-up immediately =
(ideally within 1 hour) for every lead that comes in. The companies that gr=
ow are the companies that follow-up with every single lead within 60 minute=
s of it coming in (during business hours). The companies that don=E2=80=99t=
 are the ones that take 3 days to reply. Speed wins. Create the rule that a=
ny leads that come in that day must be followed-up with before the day is o=
ver. </p></li><li class=3D"listItem ultext"><p style=3D"padding:0px;text-al=
ign:left;word-break:break-word;"> Use SMS and WhatsApp when possible. When =
a lead comes in, if you=E2=80=99ve collected the mobile phone number of the=
 lead, have your Sales Development Rep (SDR) immediately send a personal 1:=
1 text message to the lead to engage them immediately. If what you=E2=80=99=
re selling usually requires a phone call, have the SDR offer to get on the =
phone with them right then. Speed and personal connection wins. </p></li></=
ol></div></td></tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0px=
 15px;text-align:left;word-break:break-word;"><p> Don=E2=80=99t forget to t=
ake a moment to <span style=3D"text-decoration:underline;"><a class=3D"link=
" href=3D"https://link.mail.beehiiv.com/ss/c/u001.d1Y1-FGtvkksf5D-7I1gfWkGw=
11k4H7s6J5NJaZfZSc5a6QmDzeenvyygyHkslhv-FeSShxxbjkdZcfHrqXP0p8VBMN8M-2kztQH=
8wEPHqfSwdbnbTFfBEBc3-smYa8F1faz2QC1BXCtBz1gPAKcYRFau70NuOXXeDBCYmcEjXM/45x=
/RT9BkFHLTCqiMZejd6hWPg/h70/h001.mWquasDbm8ktJrSLKxOJxpJHZ0KD0HgglLYqq2ye9V=
g" target=3D"_blank" rel=3D"noopener noreferrer nofollow"><span>join our we=
ekly SaaS CEO mastermind here</span></a></span>. We meet every Wednesday at=
 1pm and 4pm ET! </p></td></tr><tr><td class=3D"dd" align=3D"left" style=3D=
"padding:0px 15px;text-align:left;word-break:break-word;"><p></p></td></tr>=
<tr><td align=3D"center" valign=3D"top" style=3D"padding: 20px 15px 20px; "=
 class=3D"dd"><table role=3D"none" border=3D"0" cellspacing=3D"0" cellpaddi=
ng=3D"0" style=3D"margin:0 auto 0 auto;"><tr><td align=3D"center" valign=3D=
"top" style=3D"width:630px;"><img src=3D"https://media.beehiiv.com/cdn-cgi/=
image/fit=3Dscale-down,format=3Dauto,onerror=3Dredirect,quality=3D80/upload=
s/asset/file/4c8f8fb6-b546-480f-afc9-b249b35a7c09/Screen_Shot_2023-09-28_at=
_3.57.26_PM.png" alt=3D"" height=3D"auto" width=3D"630" style=3D"display:bl=
ock;width:100%;" border=3D"0"/></td></tr></table></td></tr><tr><td id=3D"st=
ep-4-outbound-sales-creating-a-gr" class=3D"dd" align=3D"left" valign=3D"to=
p" style=3D"padding:0px 15px;text-align:left;"><h3><span style=3D""><span s=
tyle=3D"text-decoration:underline;"><b>Step 4: Outbound Sales - Creating a =
Growing Pipeline of Vetted Leads for $10K+ Deals</b></span></span></h3></td=
></tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-al=
ign:left;word-break:break-word;"><p> The fourth component of <i>The Growth =
Formula</i> is Outbound Sales (OS). </p></td></tr><tr><td class=3D"dd" alig=
n=3D"left" style=3D"padding:0px 15px;text-align:left;word-break:break-word;=
"><p><i>Growth is a function of =3D Scalable Advertising + Content Marketin=
g + Inbound Sales + </i><span style=3D"color:rgb(191, 144, 0);"><i><b>Outbo=
und Sales</b></i></span></p></td></tr><tr><td class=3D"dd" align=3D"left" s=
tyle=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p> While =
inbound sales involves reaching out to leads that have already come in the =
door, outbound sales involves generating new leads through cold prospecting=
 (usually via 1:1 customized emails, FedEx packages, or by telephone). </p>=
</td></tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;tex=
t-align:left;word-break:break-word;"><p> Outbound Sales is mostly applicabl=
e to B2B companies with products or services that cost at least $10,000 ann=
ually (the economics simply don=E2=80=99t work with lower cost products). I=
f you sell a product to consumers that is less than $10k, this section isn=
=E2=80=99t that relevant for you -- and I recommend focusing primarily on S=
calable Advertising (SA) and Inbound Sales (IS). </p></td></tr><tr><td clas=
s=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;word-brea=
k:break-word;"><p> If you sell a product or services to businesses that is =
$10k or higher, this section is critical, so keep reading. </p></td></tr><t=
r><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left=
;word-break:break-word;"><p> In my experience I=E2=80=99ve found that outbo=
und sales works well for B2B sales where the annual contract value is $10k =
or higher. It works even better where the annual contract value is $25k or =
higher -- as then there is enough margin to cover the cost of making the sa=
le. </p></td></tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0px =
15px;text-align:left;word-break:break-word;"><p> So how do you implement ou=
tbound sales? Well, you can build an in-house team or you can bring on a sa=
les development agency that will do it for you and simply set up meetings o=
n the calendars of your sales people. </p></td></tr><tr><td class=3D"dd" al=
ign=3D"left" style=3D"padding:0px 15px;text-align:left;word-break:break-wor=
d;"><p> I recommend outsourcing your outbound sales efforts for at least a =
year to get it going quickly without having to bring on additional SDRs in-=
house. </p></td></tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0=
px 15px;text-align:left;word-break:break-word;"><p> For outbound sales, I r=
ecommend using a company called <span style=3D"text-decoration:underline;">=
<a class=3D"link" href=3D"https://link.mail.beehiiv.com/ss/c/u001.d1Y1-FGtv=
kksf5D-7I1gfZiAHWgei9_OIHWilMMH5os8YhelCujyNnHuADbvhepiuaq2mrF0YPYXyw-kwa6M=
V7oI_gUdStlKeC8BQx7VVshvBr7ifH8CMIXPoo8RtmO1Y4dLGufUYZmjXiuJix-2Zt07odiUE4v=
SxBDRc5p2nTwGCUUFaorCI08eaxoYxbR0/45x/RT9BkFHLTCqiMZejd6hWPg/h71/h001.-XWYI=
RdkrNAiR4N9NjmcdKIcMo0B-M0eoeLItDoRiB8" target=3D"_blank" rel=3D"noopener n=
oreferrer nofollow"><span>Revenue Accelerator</span></a></span>. I=E2=80=99=
ve used them personally for my clients and they do a really great job. They=
 charge a monthly retainer fee plus a per meeting cost. They only make mone=
y if they are sending you vetted meetings. </p></td></tr><tr><td id=3D"how-=
to-do-outbound-sales-prospectin" class=3D"dd" align=3D"left" valign=3D"top"=
 style=3D"padding:0px 15px;text-align:left;"><h3><span style=3D""><span sty=
le=3D"text-decoration:underline;"><b>How to Do Outbound Sales Prospecting</=
b></span></span></h3></td></tr><tr><td class=3D"dd" align=3D"left" style=3D=
"padding:0px 15px;text-align:left;word-break:break-word;"><p> Let=E2=80=99s=
 say you sell accounting audit services with an Average Contract Value (ACV=
) of $50k per year to companies with $10M to $200M per year in sales in the=
 United States and that the decision maker you are selling to is the CFO an=
d Controller. </p></td></tr><tr><td class=3D"dd" align=3D"left" style=3D"pa=
dding:0px 15px;text-align:left;word-break:break-word;"><p> With this exampl=
e, your Sales Development Representatives (or your outsourced agency like R=
evenueAccelerator) would: </p></td></tr><tr><td style=3D"padding-bottom:12p=
x;padding-left:37px;padding-right:27px;padding-top:12px;" class=3D"ee"><div=
 style=3D"margin-left:0px;" class=3D"edm_outlooklist"><ol start=3D"1" style=
=3D"list-style-type:decimal;margin:0px 0px;padding:0px 0px 0px 0px;"><li cl=
ass=3D"listItem ultext"><p style=3D"padding:0px;text-align:left;word-break:=
break-word;"> Go on <span style=3D"text-decoration:underline;"><a class=3D"=
link" href=3D"https://link.mail.beehiiv.com/ss/c/u001.xHcbFi26Ipy0_UgFMqtNM=
VYSzwpWRCqgdwg3k5_vw5axYlubmzm2jAxUeFdHtSl_4QadF5i6LUbHBLIAO_tP_nX8zom9IQ6e=
tLa2jVasZZKmnD8EEi5OfJEZ05VDTmKfUVIKrNkCdqL2jIOVddwDktqzCzBAxsbbiBrPqTBCRLA=
/45x/RT9BkFHLTCqiMZejd6hWPg/h72/h001.vR3Sftc7pVDQo-ql5bV_EKFGm8AQyvbJJ_ZCA2=
BZnIk" target=3D"_blank" rel=3D"noopener noreferrer nofollow"><span>ZoomInf=
o</span></a></span>, <span style=3D"text-decoration:underline;"><a class=3D=
"link" href=3D"https://link.mail.beehiiv.com/ss/c/u001.bpHA1-KLmkC0bjIfwb5H=
5axtw5vKPtoNGKmj_mO6bjBB_gibGumazrjLMy6vniJuswDK-8R345j0VpXN4MqrlueaK-VOEet=
wlDOj_YrfP14sxfs_goRHlKxCWI__1vc-NELcc2EGxHIDUOaHzmW1oS7eaqnoms7l2nxzjEVO7t=
g/45x/RT9BkFHLTCqiMZejd6hWPg/h73/h001.KhTGXJC4e7LqBRhhzBNO7DBF25FLYbQ-V6RkU=
IOYjgk" target=3D"_blank" rel=3D"noopener noreferrer nofollow"><span>Uplead=
</span></a></span>, <span style=3D"text-decoration:underline;"><a class=3D"=
link" href=3D"https://link.mail.beehiiv.com/ss/c/u001.C3F-GaICR7fQJeCe9tPaU=
5h_2kqddZi9nsRBIl2SXmrhlNJW4ugcewMPErC0FOjdZxjcQ5Yj1--PHBAlr-KUzGYRFjXWYkPM=
JUha7Kkicgp1ZJniRJ_CJxZgW4_uotNSfCu9K98jU7Ole4GyrAxUZlhXj3WZAN5eN3OCbe918YC=
o3RCQAmLomkx4mq6rjQA6RxZ95ne9xGN_-LJ1eg2LJP5Clxfhfih9K8o66MqGj4UK3ldFBJhhbl=
lmocQAm65h_S2xihpkFwPVNSV1_sdq3Q_8copTvyOO93hQKFCENhqxjXjFIakB1mJjMzDri6WTO=
NlvsIlf5cU86KTETcpCZp7bDR6TWZpR3kKFpcG_OxDfmI1djEWEAy1vSIUW6OXUlz0dBtMx6ux9=
HvbmeexnhHE7a1QM-iCOGSfc__4kR9CtJ8-513x0evUtIEBTHcGVkzx9F7ONmN_bOrWXlyasVsq=
5ooF8EufYBgO9X1s1HUrtA6YWWegR2MSUcQXGSKwIS25hjYIIMoSh4jRZR_2r-RnQD9_C0WBhXj=
yzHF6S0V9YiU5Te7Viwy4I4ocBU0ciBmeOg8AC4eBw8sAG7hN9C1JLtNKndUTxTIDu1x9NTecke=
OPzbJN8yMKB6U5HMYeA/45x/RT9BkFHLTCqiMZejd6hWPg/h74/h001.Cnp5KA1XmHRaCCfsYCs=
pSo3lv0Lsy-iO6zajuAxd9G8" target=3D"_blank" rel=3D"noopener noreferrer nofo=
llow"><span>LeadIQ</span></a></span> or <span style=3D"text-decoration:unde=
rline;"><a class=3D"link" href=3D"https://link.mail.beehiiv.com/ss/c/u001.d=
1Y1-FGtvkksf5D-7I1gfdtebuESC4oxLHnLeq8VJ5bz2-G-STH-4B84It-plvAjhijgWIMsFxlN=
R1gZlMUZqlim1Xe-4r2p7LxMD9F92TgidYLSRTfE8yGQVvhqxwL9R3wiMZlv9NLy81Q3qg_EyVt=
DL7QYvn8FsCsXyAuzaBEYQsbAVfZV0Ii9qGv-EF3i/45x/RT9BkFHLTCqiMZejd6hWPg/h75/h0=
01.iO3oM6r4DIyoluNWJn3HIXUedz1cZqc0_M0KnW1eB6E" target=3D"_blank" rel=3D"no=
opener noreferrer nofollow"><span>Seamless</span></a></span>, all sources o=
f contact information for B2B sales leads. </p></li><li class=3D"listItem u=
ltext"><p style=3D"padding:0px;text-align:left;word-break:break-word;"> Cre=
ate a list of the prospects who fit the criteria of the people you are targ=
eting. For example, all the CFOs and Controllers in the USA at companies wi=
th $10M to $200M in sales yields 43,267 results on Uplead. </p></li><li cla=
ss=3D"listItem ultext"><p style=3D"padding:0px;text-align:left;word-break:b=
reak-word;"> Download this list of leads (or a smaller portion of the list =
you want to start with). The cost per lead usually ranges from $0.05 to $0.=
50 per lead depending on how many you buy at once. Seamless also offers an =
unlimited plan. Only download the leads you actually plan to reach out to w=
ithin 72 hours. Never let lead data go stale. </p></li><li class=3D"listIte=
m ultext"><p style=3D"padding:0px;text-align:left;word-break:break-word;"> =
Use a tool like <span style=3D"text-decoration:underline;"><a class=3D"link=
" href=3D"https://link.mail.beehiiv.com/ss/c/u001.GBgRNYLdYZrSBOCz-LtJjEcjB=
G0JPxnKZ-UD6ttzlwKl7jc0E0GqI7JOCOa7_xTOMkkBrOT962rqKGmpk61lZCUyxw4Hqmk4mkUv=
L9cKwrHn6bRzgMDJpeqbvLPkbQxZYsG7xb5Ga8LSx-CUvQ3OnGNbA8WruhKPZLWJZ7DqStc3UE3=
w4nyeK41VkVnABRhR/45x/RT9BkFHLTCqiMZejd6hWPg/h76/h001.3pTzdo0R_jde5ypwoi826=
E1amPO_I6N_PxqDT3zvyaw" target=3D"_blank" rel=3D"noopener noreferrer nofoll=
ow"><span>YAMM</span></a></span>, <span style=3D"text-decoration:underline;=
"><a class=3D"link" href=3D"https://link.mail.beehiiv.com/ss/c/u001.O8Uf80q=
7NLe7YZfgpnT7ZuMjvVRqUSRcmyavIPke2z7PNIcxR-x-um0FWbuUoaoxHb61e1Iqz6AHW1ihcF=
CG-heGvOZ74HMVrGcvdRXe1VlsoohrwAgFilzIIr68KBmTIvPFD_kvqvETxfDCQybvY6TYkzjsL=
QwGiXuuIjTGC2g/45x/RT9BkFHLTCqiMZejd6hWPg/h77/h001.uoda3-xFoXqmaJPuS-QbTOyH=
ILRUzQmTvWNAIw2dHOs" target=3D"_blank" rel=3D"noopener noreferrer nofollow"=
><span>Reply.io</span></a></span>, <span style=3D"text-decoration:underline=
;"><a class=3D"link" href=3D"https://link.mail.beehiiv.com/ss/c/u001.d1Y1-F=
Gtvkksf5D-7I1gfbNUPxjWkN7lIEtV6b_3wuxCun-5kSUCwvqidYhiAh0g1pypccTG7Ss23eeph=
dwQaOR3xSHjPVKig0AEK-ET85bxFN4r9ceHnrAOQnBLbdzS33n4cWM8BQaeCEiYPVy4P6Ma2vK9=
GJc7F7Ck_IKAzP7wtTGvl52kf6N07HLoy_GW/45x/RT9BkFHLTCqiMZejd6hWPg/h78/h001.Xn=
7iOtlCY3PNzkqdjxqSRNxwlEoGCLpFeZUwfjHdi58" target=3D"_blank" rel=3D"noopene=
r noreferrer nofollow"><span>Outreach</span></a></span>, or <span style=3D"=
text-decoration:underline;"><a class=3D"link" href=3D"https://link.mail.bee=
hiiv.com/ss/c/u001.d1Y1-FGtvkksf5D-7I1gfbCT0BE8X-YuemAwl3xXysvkwFH8j4oogRbU=
fO620Ae5RVg6QVVUuYDsbooWczpbRVyj08HIdPsNb8FBll3V2PlqQ-aMo8BRHYWtmVGa6WBt1SS=
dOMFaocc8htOAX6Y4FVQrWqG8SNBksNrZlAqilDxmCHVUDfVNSHkfrqsk9b3J/45x/RT9BkFHLT=
CqiMZejd6hWPg/h79/h001.74sYn_M-pEyDyo7aUx-ZUHMYALnb_-NK5hwHIbzJqpw" target=
=3D"_blank" rel=3D"noopener noreferrer nofollow"><span>Hubspot</span></a></=
span> (or your email inbox for slower speed) to send a customized 1:1 email=
 to each prospect, demonstrating that they have spent time to research the =
person (via LinkedIn) and the company (via the web site). </p></li><li clas=
s=3D"listItem ultext"><p style=3D"padding:0px;text-align:left;word-break:br=
eak-word;"> Using the above tools, one Sales Development Rep (SDR) can send=
 out around 100 of these customized 1:1 emails per day (or as many as 200 i=
f they are partnered with a data research associate who writes the custom t=
ext that goes out to each lead). You can also follow the same strategy usin=
g LinkedIn InMail and Linkedin Sales Navigator. Be sure that you have entry=
-level SDRs sending out these messages (at $50k or so compensation packages=
) and not $150k per year sales executives -- or the economics won=E2=80=99t=
 work. </p></li><li class=3D"listItem ultext"><p style=3D"padding:0px;text-=
align:left;word-break:break-word;"> The goal of these 1:1 messages should b=
e to demonstrate you=E2=80=99ve done real research on the company and get t=
he person to reply. Then, your SDR can build a relationship and set up a Zo=
om Meeting or Demo for your Sales Executives. </p></li><li class=3D"listIte=
m ultext"><p style=3D"padding:0px;text-align:left;word-break:break-word;"> =
If you don=E2=80=99t want to do this in-house, we recommend using a sales d=
evelopment agency like <span style=3D"text-decoration:underline;"><a class=
=3D"link" href=3D"https://link.mail.beehiiv.com/ss/c/u001.uzxB9K_ZqIxNj1nLW=
dnSwqrwTGhkbWnND1TMaHPECEaDWU94_DZUjQ7h9imiQyVHlVtBt7IR_ybJ7v7IJGRUQbMQnx9t=
XR2EdPS-i6kkGz5MPA2YqAMrDKnt6VFSxpQteB42VIXacdsz8KOFdkmwYArpRYUEGH9Qk4jySAI=
Q17oUV6jHR_9IF7lf5iUB0xme/45x/RT9BkFHLTCqiMZejd6hWPg/h80/h001.ILB537B1Xmfj7=
liEYtaiPdbc93rRz5X_AZMGNQQDKoE" target=3D"_blank" rel=3D"noopener noreferre=
r nofollow"><span>Revenue Accelerator</span></a></span>, Canada to do this =
for your company on a retainer + per meeting cost. </p></li></ol></div></td=
></tr><tr><td id=3D"why-outsource-outbound-sales" class=3D"dd" align=3D"lef=
t" valign=3D"top" style=3D"padding:0px 15px;text-align:left;"><h3><span sty=
le=3D""><span style=3D"text-decoration:underline;"><b>Why Outsource Outboun=
d Sales?</b></span></span></h3></td></tr><tr><td class=3D"dd" align=3D"left=
" style=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p> Her=
e are a few reasons we recommend outsourcing your Outbound Sales to a compa=
ny that specializes in the field like <span style=3D"text-decoration:underl=
ine;"><a class=3D"link" href=3D"https://link.mail.beehiiv.com/ss/c/u001.uzx=
B9K_ZqIxNj1nLWdnSwqrwTGhkbWnND1TMaHPECEaDWU94_DZUjQ7h9imiQyVHlVtBt7IR_ybJ7v=
7IJGRUQbMQnx9tXR2EdPS-i6kkGz5MPA2YqAMrDKnt6VFSxpQteB42VIXacdsz8KOFdkmwYArpR=
YUEGH9Qk4jySAIQ17oUV6jHR_9IF7lf5iUB0xme/45x/RT9BkFHLTCqiMZejd6hWPg/h81/h001=
.a7ywrWVC99UGAPseAT4PWX46dBYrHWN1CKDUAdAbeTQ" target=3D"_blank" rel=3D"noop=
ener noreferrer nofollow"><span>Revenue Accelerator</span></a></span>: </p>=
</td></tr><tr><td style=3D"padding-bottom:12px;padding-left:37px;padding-ri=
ght:27px;padding-top:12px;" class=3D"ee"><div style=3D"margin-left:0px;" cl=
ass=3D"edm_outlooklist"><ol start=3D"1" style=3D"list-style-type:decimal;ma=
rgin:0px 0px;padding:0px 0px 0px 0px;"><li class=3D"listItem ultext"><p sty=
le=3D"padding:0px;text-align:left;word-break:break-word;"> You=E2=80=99ll n=
eed licenses to tools like ZoomInfo, Uplead, Apollo, LinkedIn Sales Navigat=
or, or Seamless. </p></li><li class=3D"listItem ultext"><p style=3D"padding=
:0px;text-align:left;word-break:break-word;"> You=E2=80=99ll need to hire a=
 Sales Development Rep (SDR) or two in-house, which can cost around $50k to=
 $60k per year per rep. </p></li><li class=3D"listItem ultext"><p style=3D"=
padding:0px;text-align:left;word-break:break-word;"> You=E2=80=99ll need to=
 know how to set up your outbound reachout tool (YAMM, Reply.io, Outreach, =
or Hubspot) and set up separate domain names for email so you aren=E2=80=99=
t reaching out from your main domain. </p></li><li class=3D"listItem ultext=
"><p style=3D"padding:0px;text-align:left;word-break:break-word;"> Getting =
the lead acquisition, lead research, and lead messaging right (body content=
/subject lines) often takes 6+ months to learn to do right -- and that=E2=
=80=99s if you know what you=E2=80=99re doing. </p></li></ol></div></td></t=
r><tr><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:=
left;word-break:break-word;"><p> What we find to be easier is to let the ex=
perts like <span style=3D"text-decoration:underline;"><a class=3D"link" hre=
f=3D"https://link.mail.beehiiv.com/ss/c/u001.uzxB9K_ZqIxNj1nLWdnSwqrwTGhkbW=
nND1TMaHPECEaDWU94_DZUjQ7h9imiQyVHlVtBt7IR_ybJ7v7IJGRUQbMQnx9tXR2EdPS-i6kkG=
z5MPA2YqAMrDKnt6VFSxpQteB42VIXacdsz8KOFdkmwYArpRYUEGH9Qk4jySAIQ17oUV6jHR_9I=
F7lf5iUB0xme/45x/RT9BkFHLTCqiMZejd6hWPg/h82/h001.fzzon-BM0Dx61oEsNpOX3Mmoqf=
mtMzw_2jOqGkpQnw4" target=3D"_blank" rel=3D"noopener noreferrer nofollow"><=
span>Revenue Accelerator</span></a></span> take care of the outbound sales =
up until the point where they generate the vetted and booked meeting. </p><=
/td></tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text=
-align:left;word-break:break-word;"><p> Once the meeting is booked by the O=
utbound Sales Agency, it then goes onto the calendar of your in-house Sales=
 Executive (who is generally very appreciative to be getting high-quality v=
etted meetings showing up on his or her calendar). You could also do these =
calls yourself in the beginning if your company is small, however to proper=
ly scale up your sales system you=E2=80=99ll need to build out both your le=
ad generation processes and the size of your sales team. </p></td></tr><tr>=
<td id=3D"in-summary-all-four-steps-in-review" class=3D"dd" align=3D"left" =
valign=3D"top" style=3D"padding:0px 15px;text-align:left;"><h3><span style=
=3D""><span style=3D"text-decoration:underline;"><b>In Summary - All Four S=
teps in Review</b></span></span></h3></td></tr><tr><td class=3D"dd" align=
=3D"left" style=3D"padding:0px 15px;text-align:left;word-break:break-word;"=
><p> In review, there are four key parts to growth for most businesses: </p=
></td></tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;te=
xt-align:left;word-break:break-word;"><p><i>Growth is a function of =3D </i=
><span style=3D""><span style=3D"text-decoration:underline;"><i>S</i></span=
></span><i>calable </i><span style=3D""><span style=3D"text-decoration:unde=
rline;"><i>A</i></span></span><i>dvertising + </i><span style=3D""><span st=
yle=3D"text-decoration:underline;"><i>C</i></span></span><i>ontent </i><spa=
n style=3D""><span style=3D"text-decoration:underline;"><i>M</i></span></sp=
an><i>arketing + </i><span style=3D""><span style=3D"text-decoration:underl=
ine;"><i>I</i></span></span><i>nbound </i><span style=3D""><span style=3D"t=
ext-decoration:underline;"><i>S</i></span></span><i>ales + </i><span style=
=3D""><span style=3D"text-decoration:underline;"><i>O</i></span></span><i>u=
tbound </i><span style=3D""><span style=3D"text-decoration:underline;"><i>S=
</i></span></span><i>ales</i></p></td></tr><tr><td class=3D"dd" align=3D"le=
ft" style=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p> I=
n shorthand notation, the formula is shown as: </p></td></tr><tr><td class=
=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;word-break=
:break-word;"><p><i>G(f) =3D SA + CM + IS + OS</i></p></td></tr><tr><td cla=
ss=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;word-bre=
ak:break-word;"><p> Here are all the steps to applying this formula to your=
 business in review: </p></td></tr><tr><td align=3D"center" valign=3D"top" =
style=3D"padding: 20px 15px 20px; " class=3D"dd"><table role=3D"none" borde=
r=3D"0" cellspacing=3D"0" cellpadding=3D"0" style=3D"margin:0 auto 0 auto;"=
><tr><td align=3D"center" valign=3D"top" style=3D"width:630px;"><img src=3D=
"https://media.beehiiv.com/cdn-cgi/image/fit=3Dscale-down,format=3Dauto,one=
rror=3Dredirect,quality=3D80/uploads/asset/file/ca315de9-026e-4b95-af06-317=
19c313111/Screen_Shot_2023-09-28_at_4.23.06_PM.png" alt=3D"" height=3D"auto=
" width=3D"630" style=3D"display:block;width:100%;" border=3D"0"/></td></tr=
></table></td></tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0px=
 15px;text-align:left;word-break:break-word;"><p><b>Step 1: Setting Up Your=
 Scalable Advertising Campaigns to Generate Tens of Thousands of Leads</b><=
/p></td></tr><tr><td style=3D"padding-bottom:12px;padding-left:37px;padding=
-right:27px;padding-top:12px;" class=3D"ee"><div style=3D"margin-left:0px;"=
 class=3D"edm_outlooklist"><ol start=3D"1" style=3D"list-style-type:decimal=
;margin:0px 0px;padding:0px 0px 0px 0px;"><li class=3D"listItem ultext"><p =
style=3D"padding:0px;text-align:left;word-break:break-word;"> Calculate You=
r Lifetime Value (LTV) </p></li><li class=3D"listItem ultext"><p style=3D"p=
adding:0px;text-align:left;word-break:break-word;"> Calculate Your Maximum =
Customer Acquisition Cost (Max CAC) - 5% to 33% of your LTV, depending on y=
our margins and how fast you want to grow. </p></li><li class=3D"listItem u=
ltext"><p style=3D"padding:0px;text-align:left;word-break:break-word;"> Put=
 a test budget to work to calculate how much it costs to acquire a lead (Le=
ad Acquisition Cost or LAC) and how much it costs to acquire a customer (Cu=
stomer Acquisition Cost or CAC). </p></li><li class=3D"listItem ultext"><p =
style=3D"padding:0px;text-align:left;word-break:break-word;"> If your CAC i=
s lower than your Max CAC, scale up the campaign until you are acquiring as=
 many customers as your can. </p></li><li class=3D"listItem ultext"><p styl=
e=3D"padding:0px;text-align:left;word-break:break-word;"> If you can=E2=80=
=99t figure out how to do this in-house, try a good agency like <span style=
=3D"text-decoration:underline;"><a class=3D"link" href=3D"https://link.mail=
.beehiiv.com/ss/c/u001.vn32HjsIh72AgrMzkUzxNedJ0xr8nEiAu73DEdeSCJV43EKQ7ilm=
bRbvFirwhYIYHF8XHu2WfOKPVF_FdAzOm1UdrbMJxJAahcIsOc2UTjntSNTni6xbvzX8B4mGxcn=
DdWcMfkTE-OKZVDvZMkV1S1RofaZmmdyOkLCM71sk3vQ/45x/RT9BkFHLTCqiMZejd6hWPg/h83=
/h001.iSo116Mem7Vuz6pv3Poq-njkwtjon6XVSLRYZm1sw7I" target=3D"_blank" rel=3D=
"noopener noreferrer nofollow"><span>Hive Digital</span></a></span> (I own =
this agency and they are good!) </p></li></ol></div></td></tr><tr><td align=
=3D"center" valign=3D"top" style=3D"padding: 20px 15px 20px; " class=3D"dd"=
><table role=3D"none" border=3D"0" cellspacing=3D"0" cellpadding=3D"0" styl=
e=3D"margin:0 auto 0 auto;"><tr><td align=3D"center" valign=3D"top" style=
=3D"width:630px;"><img src=3D"https://media.beehiiv.com/cdn-cgi/image/fit=
=3Dscale-down,format=3Dauto,onerror=3Dredirect,quality=3D80/uploads/asset/f=
ile/22bf1a9a-278e-4b79-8d1e-e22d6fe7b0bb/Screen_Shot_2023-09-28_at_3.56.44_=
PM.png" alt=3D"" height=3D"auto" width=3D"630" style=3D"display:block;width=
:100%;" border=3D"0"/></td></tr></table></td></tr><tr><td class=3D"dd" alig=
n=3D"left" style=3D"padding:0px 15px;text-align:left;word-break:break-word;=
"><p><b>Step 2: Building a Content Marketing Machine</b></p></td></tr><tr><=
td style=3D"padding-bottom:12px;padding-left:37px;padding-right:27px;paddin=
g-top:12px;" class=3D"ee"><div style=3D"margin-left:0px;" class=3D"edm_outl=
ooklist"><ol start=3D"1" style=3D"list-style-type:decimal;margin:0px 0px;pa=
dding:0px 0px 0px 0px;"><li class=3D"listItem ultext"><p style=3D"padding:0=
px;text-align:left;word-break:break-word;"> Start a weekly newsletter on Be=
eHiiv (or via your existing CRM + Blog) </p></li><li class=3D"listItem ulte=
xt"><p style=3D"padding:0px;text-align:left;word-break:break-word;"> Send i=
t to your customers and prospects </p></li><li class=3D"listItem ultext"><p=
 style=3D"padding:0px;text-align:left;word-break:break-word;"> Start postin=
g killer content weekly =E2=80=94 one long-form epic article or case study =
per week. Provide IMMENSE value to build your authority and credibility in =
your niche. </p></li><li class=3D"listItem ultext"><p style=3D"padding:0px;=
text-align:left;word-break:break-word;"> Hire a VA to turn your weekly long=
-form article into many microposts and microvideos across LinkedIn, Twitter=
/X, Threads, Facebook, Instagram, YouTube, and TikTok. Aim to win in all fo=
ur types of content: </p><ol start=3D"1" style=3D"list-style-type:decimal;m=
argin:0px 0px;padding:0px 0px 0px 0px;"><li class=3D"listItem ultext"><p st=
yle=3D"padding:0px;text-align:left;word-break:break-word;"> Long-form writt=
en (1000-5000 word posts like this one) </p></li><li class=3D"listItem ulte=
xt"><p style=3D"padding:0px;text-align:left;word-break:break-word;"> Short-=
from written (Many punchy 20-100 word posts for social media, using content=
 from the long form hub) </p></li><li class=3D"listItem ultext"><p style=3D=
"padding:0px;text-align:left;word-break:break-word;"> Long-form video on Yo=
uTube (3 min - sad but true that 3 mins is long form these days) </p></li><=
li class=3D"listItem ultext"><p style=3D"padding:0px;text-align:left;word-b=
reak:break-word;"> Short-form video on IG, FB Reels, LinkedIn, TikTok (15-9=
0 seconds short key points that cover just one microtopic). </p></li></ol><=
/li><li class=3D"listItem ultext"><p style=3D"padding:0px;text-align:left;w=
ord-break:break-word;"> Write once for long-form email/blog, then have your=
 VA publish 20x throughout the week across 7 other platforms based on that =
initial post. You can be the person in the video or bring someone else on w=
ho becomes the face! </p></li></ol></div></td></tr><tr><td align=3D"center"=
 valign=3D"top" style=3D"padding: 20px 15px 20px; " class=3D"dd"><table rol=
e=3D"none" border=3D"0" cellspacing=3D"0" cellpadding=3D"0" style=3D"margin=
:0 auto 0 auto;"><tr><td align=3D"center" valign=3D"top" style=3D"width:630=
px;"><img src=3D"https://media.beehiiv.com/cdn-cgi/image/fit=3Dscale-down,f=
ormat=3Dauto,onerror=3Dredirect,quality=3D80/uploads/asset/file/dd70c272-14=
d2-464c-8e3c-1dcba3fd13dd/Screen_Shot_2023-09-28_at_3.57.11_PM.png" alt=3D"=
" height=3D"auto" width=3D"630" style=3D"display:block;width:100%;" border=
=3D"0"/></td></tr></table></td></tr><tr><td class=3D"dd" align=3D"left" sty=
le=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p><b>Step 3=
: Automating Inbound Sales to Close Your Leads</b></p></td></tr><tr><td sty=
le=3D"padding-bottom:12px;padding-left:37px;padding-right:27px;padding-top:=
12px;" class=3D"ee"><div style=3D"margin-left:0px;" class=3D"edm_outlooklis=
t"><ol start=3D"1" style=3D"list-style-type:decimal;margin:0px 0px;padding:=
0px 0px 0px 0px;"><li class=3D"listItem ultext"><p style=3D"padding:0px;tex=
t-align:left;word-break:break-word;"> Get your leads coming into a CRM syst=
em like HubSpot, Salesforce, Pipedrive, HighLevel, or Ontraport </p></li><l=
i class=3D"listItem ultext"><p style=3D"padding:0px;text-align:left;word-br=
eak:break-word;"> Create an automated 180 day follow-up sequence to build r=
apport and credibility with your leads, sending high-quality content automa=
tically every 5-10 days. Include information about your business and your p=
roducts and services with each message. </p></li><li class=3D"listItem ulte=
xt"><p style=3D"padding:0px;text-align:left;word-break:break-word;"> Turn o=
n an omnipresence retargeting campaign. Use retargeting on Facebook and Goo=
gle Display Network to show ads to your web site visitors and to your leads=
 to create the impression that your brand is everywhere online and to re-en=
gage them in the sales cycle with additional reports, downloads, lead magne=
ts, and more. </p></li><li class=3D"listItem ultext"><p style=3D"padding:0p=
x;text-align:left;word-break:break-word;"> Have your Sales Development Reps=
 (SDRs) follow-up immediately (ideally within 1 hour) for every lead that c=
omes in. The companies that grow are the companies that <b>follow-up with e=
very single lead within 90 seconds of it coming in</b>. The companies that =
don=E2=80=99t are the ones that take 3 days to reply. Speed wins. Create th=
e rule that any leads that come in that day must be followed-up with before=
 the day is over. Use a tool like WooSender if you must to ensure you follo=
w-up with all new leads with 90 seconds. </p></li><li class=3D"listItem ult=
ext"><p style=3D"padding:0px;text-align:left;word-break:break-word;"> Use S=
MS and WhatsApp when possible. When a lead comes in, if you=E2=80=99ve coll=
ected the mobile phone number of the lead, have your Sales Development Rep =
(SDR) immediately send a personal 1:1 text message to the lead to engage th=
em immediately. If what you=E2=80=99re selling usually requires a phone cal=
l, have the SDR offer to get on the phone with them right then. Speed and p=
ersonal connection wins. </p></li></ol></div></td></tr><tr><td align=3D"cen=
ter" valign=3D"top" style=3D"padding: 20px 15px 20px; " class=3D"dd"><table=
 role=3D"none" border=3D"0" cellspacing=3D"0" cellpadding=3D"0" style=3D"ma=
rgin:0 auto 0 auto;"><tr><td align=3D"center" valign=3D"top" style=3D"width=
:630px;"><img src=3D"https://media.beehiiv.com/cdn-cgi/image/fit=3Dscale-do=
wn,format=3Dauto,onerror=3Dredirect,quality=3D80/uploads/asset/file/cd6995e=
6-6b26-4a30-9512-086c1dacf41e/Screen_Shot_2023-09-28_at_3.57.26_PM.png" alt=
=3D"" height=3D"auto" width=3D"630" style=3D"display:block;width:100%;" bor=
der=3D"0"/></td></tr></table></td></tr><tr><td class=3D"dd" align=3D"left" =
style=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p><b>Ste=
p 4: Scaling Outbound Sales (Just for B2B companies with $10K+ Customer Val=
ue)</b></p></td></tr><tr><td style=3D"padding-bottom:12px;padding-left:37px=
;padding-right:27px;padding-top:12px;" class=3D"ee"><div style=3D"margin-le=
ft:0px;" class=3D"edm_outlooklist"><ol start=3D"1" style=3D"list-style-type=
:decimal;margin:0px 0px;padding:0px 0px 0px 0px;"><li class=3D"listItem ult=
ext"><p style=3D"padding:0px;text-align:left;word-break:break-word;"> Go on=
 <span style=3D"text-decoration:underline;"><a class=3D"link" href=3D"https=
://link.mail.beehiiv.com/ss/c/u001.xHcbFi26Ipy0_UgFMqtNMVYSzwpWRCqgdwg3k5_v=
w5axYlubmzm2jAxUeFdHtSl_4QadF5i6LUbHBLIAO_tP_nX8zom9IQ6etLa2jVasZZKmnD8EEi5=
OfJEZ05VDTmKfUVIKrNkCdqL2jIOVddwDktqzCzBAxsbbiBrPqTBCRLA/45x/RT9BkFHLTCqiMZ=
ejd6hWPg/h84/h001.SAJSGmNVkiovqk-51kuO_bwb-6APk7fjUGC-vi-Uh0A" target=3D"_b=
lank" rel=3D"noopener noreferrer nofollow"><span>ZoomInfo</span></a></span>=
, <span style=3D"text-decoration:underline;"><a class=3D"link" href=3D"http=
s://link.mail.beehiiv.com/ss/c/u001.bpHA1-KLmkC0bjIfwb5H5axtw5vKPtoNGKmj_mO=
6bjBB_gibGumazrjLMy6vniJuswDK-8R345j0VpXN4MqrlueaK-VOEetwlDOj_YrfP14sxfs_go=
RHlKxCWI__1vc-NELcc2EGxHIDUOaHzmW1oS7eaqnoms7l2nxzjEVO7tg/45x/RT9BkFHLTCqiM=
Zejd6hWPg/h85/h001.0mC5OstJgkG_-8HszNVvaOzHzh_FoZqylkJRX1Ez4vY" target=3D"_=
blank" rel=3D"noopener noreferrer nofollow"><span>Uplead</span></a></span>,=
 <span style=3D"text-decoration:underline;"><a class=3D"link" href=3D"https=
://link.mail.beehiiv.com/ss/c/u001.C3F-GaICR7fQJeCe9tPaUzSVQF3q9vefzqHmKLFA=
MVn_pOXRqQlZ54jyMuu_d7MNw60wcpddKieTpF-MmFwu3coz_BTnifaj5oqiwDn2uqjTSVzUly_=
-US-8LdAXgV8OdrqiXPB6fG47MdnWVcHzyBu0rLloaltZO-TN8Hjp3l0/45x/RT9BkFHLTCqiMZ=
ejd6hWPg/h86/h001.2gFTWWeQKP4-bp5MWPk8axHDjOaSfMc5A0WRuryQAGI" target=3D"_b=
lank" rel=3D"noopener noreferrer nofollow"><span>LeadIQ</span></a></span>, =
<span style=3D"text-decoration:underline;"><a class=3D"link" href=3D"https:=
//link.mail.beehiiv.com/ss/c/u001.d1Y1-FGtvkksf5D-7I1gfQ7VR6xGVn8m5j2DbZo3B=
Itc-F6QoS8CTqH2svpJT-vFR5Pk8zqSST2hJSgCte5WNPU84lK3Tp66rHFxklS4T9RpsBu025sG=
ekTixxEUKwc0Wimk4yU7PHnkux0k2GPLkcZvVOtmdONt2WIZQdk_DvA/45x/RT9BkFHLTCqiMZe=
jd6hWPg/h87/h001.F0RSeNu542-4a6qw1AYZx-h8CtlMkfsvnMVKgLxh_j0" target=3D"_bl=
ank" rel=3D"noopener noreferrer nofollow"><span>Apollo</span></a></span>, o=
r <span style=3D"text-decoration:underline;"><a class=3D"link" href=3D"http=
s://link.mail.beehiiv.com/ss/c/u001.d1Y1-FGtvkksf5D-7I1gfdtebuESC4oxLHnLeq8=
VJ5bz2-G-STH-4B84It-plvAjhijgWIMsFxlNR1gZlMUZqlim1Xe-4r2p7LxMD9F92TgidYLSRT=
fE8yGQVvhqxwL9R3wiMZlv9NLy81Q3qg_EyVtDL7QYvn8FsCsXyAuzaBEYQsbAVfZV0Ii9qGv-E=
F3i/45x/RT9BkFHLTCqiMZejd6hWPg/h88/h001.UJcvCXvowyo7V-Rjui1KXg08rv19msgXhPY=
VKQiOfBw" target=3D"_blank" rel=3D"noopener noreferrer nofollow"><span>Seam=
less</span></a></span>, all sources of contact information for B2B sales le=
ads. </p></li><li class=3D"listItem ultext"><p style=3D"padding:0px;text-al=
ign:left;word-break:break-word;"> Create a list of the prospects who fit th=
e criteria of the people you are targeting. For example, all the CFOs and C=
ontrollers in the USA at companies with $10M to $200M in sales yields 43,26=
7 results on Uplead. </p></li><li class=3D"listItem ultext"><p style=3D"pad=
ding:0px;text-align:left;word-break:break-word;"> Download this list of lea=
ds (or a smaller portion of the list you want to start with). The cost per =
lead usually ranges from $0.05 to $0.50 per lead depending on how many you =
buy at once. Seamless also offers an unlimited plan. Only download the lead=
s you actually plan to reach out to within 72 hours. Never let lead data go=
 stale. </p></li><li class=3D"listItem ultext"><p style=3D"padding:0px;text=
-align:left;word-break:break-word;"> Use a tool like <span style=3D"text-de=
coration:underline;"><a class=3D"link" href=3D"https://link.mail.beehiiv.co=
m/ss/c/u001.GBgRNYLdYZrSBOCz-LtJjEcjBG0JPxnKZ-UD6ttzlwKl7jc0E0GqI7JOCOa7_xT=
OMkkBrOT962rqKGmpk61lZCUyxw4Hqmk4mkUvL9cKwrHn6bRzgMDJpeqbvLPkbQxZYsG7xb5Ga8=
LSx-CUvQ3OnGNbA8WruhKPZLWJZ7DqStc3UE3w4nyeK41VkVnABRhR/45x/RT9BkFHLTCqiMZej=
d6hWPg/h89/h001.3hSjoeMila6asrkfOAgsyue5lrP4tVBwY_FIGataZUk" target=3D"_bla=
nk" rel=3D"noopener noreferrer nofollow"><span>YAMM</span></a></span>, <spa=
n style=3D"text-decoration:underline;"><a class=3D"link" href=3D"https://li=
nk.mail.beehiiv.com/ss/c/u001.O8Uf80q7NLe7YZfgpnT7ZuMjvVRqUSRcmyavIPke2z7PN=
IcxR-x-um0FWbuUoaoxHb61e1Iqz6AHW1ihcFCG-heGvOZ74HMVrGcvdRXe1VlsoohrwAgFilzI=
Ir68KBmTIvPFD_kvqvETxfDCQybvY6TYkzjsLQwGiXuuIjTGC2g/45x/RT9BkFHLTCqiMZejd6h=
WPg/h90/h001.vfS8gCdyTv5KjbX96p4sXTNrttwsOY_Co4FiQ5uhfIc" target=3D"_blank"=
 rel=3D"noopener noreferrer nofollow"><span>Reply.io</span></a></span>, <sp=
an style=3D"text-decoration:underline;"><a class=3D"link" href=3D"https://l=
ink.mail.beehiiv.com/ss/c/u001.d1Y1-FGtvkksf5D-7I1gfbNUPxjWkN7lIEtV6b_3wuxC=
un-5kSUCwvqidYhiAh0g1pypccTG7Ss23eephdwQaOR3xSHjPVKig0AEK-ET85bxFN4r9ceHnrA=
OQnBLbdzS33n4cWM8BQaeCEiYPVy4P6Ma2vK9GJc7F7Ck_IKAzP7wtTGvl52kf6N07HLoy_GW/4=
5x/RT9BkFHLTCqiMZejd6hWPg/h91/h001.EKxrJt8zJxRvwIzJExp0EoOmdpCdL-IjY1fjvbDP=
E8k" target=3D"_blank" rel=3D"noopener noreferrer nofollow"><span>Outreach<=
/span></a></span>, or <span style=3D"text-decoration:underline;"><a class=
=3D"link" href=3D"https://link.mail.beehiiv.com/ss/c/u001.d1Y1-FGtvkksf5D-7=
I1gfbCT0BE8X-YuemAwl3xXysvkwFH8j4oogRbUfO620Ae5RVg6QVVUuYDsbooWczpbRVyj08HI=
dPsNb8FBll3V2PlqQ-aMo8BRHYWtmVGa6WBt1SSdOMFaocc8htOAX6Y4FVQrWqG8SNBksNrZlAq=
ilDxmCHVUDfVNSHkfrqsk9b3J/45x/RT9BkFHLTCqiMZejd6hWPg/h92/h001.UIaxXen-TkAT9=
Wvz24nPtaFFsdAzpR0nKhjow9C1Tjc" target=3D"_blank" rel=3D"noopener noreferre=
r nofollow"><span>Hubspot</span></a></span> (or your email inbox for slower=
 speed) to send a customized 1:1 email to each prospect, demonstrating that=
 they have spent time to research the person (via LinkedIn) and the company=
 (via the web site). </p></li><li class=3D"listItem ultext"><p style=3D"pad=
ding:0px;text-align:left;word-break:break-word;"> Using the above tools, on=
e Sales Development Rep (SDR) can send out around 100 of these customized 1=
:1 emails per day (or as many as 200 if they are partnered with a data rese=
arch associate who writes the custom text that goes out to each lead). You =
can also follow the same strategy using LinkedIn InMail and Linkedin Sales =
Navigator. Be sure that you have entry-level SDRs sending out these message=
s (at $50k or so compensation packages) and not $150k per year sales execut=
ives -- or the economics won=E2=80=99t work. </p></li><li class=3D"listItem=
 ultext"><p style=3D"padding:0px;text-align:left;word-break:break-word;"> T=
he goal of these 1:1 messages should to be to demonstrate you=E2=80=99ve do=
ne real research on the company and get the person to reply. Then, your SDR=
 can build a relationship and set up a Zoom Meeting or Demo with for your S=
ales Executive. </p></li></ol></div></td></tr><tr><td class=3D"dd" align=3D=
"left" style=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p=
> If you don=E2=80=99t want to do this in-house, we recommend using a sales=
 development agency like <span style=3D"text-decoration:underline;"><a clas=
s=3D"link" href=3D"https://link.mail.beehiiv.com/ss/c/u001.uzxB9K_ZqIxNj1nL=
WdnSwqrwTGhkbWnND1TMaHPECEaDWU94_DZUjQ7h9imiQyVHlVtBt7IR_ybJ7v7IJGRUQbMQnx9=
tXR2EdPS-i6kkGz5MPA2YqAMrDKnt6VFSxpQteB42VIXacdsz8KOFdkmwYArpRYUEGH9Qk4jySA=
IQ17oUV6jHR_9IF7lf5iUB0xme/45x/RT9BkFHLTCqiMZejd6hWPg/h93/h001.Pag4I_81uSjm=
VQpaPwMb5dk6MZG18bMr0upx-NkJJPM" target=3D"_blank" rel=3D"noopener noreferr=
er nofollow"><span>Revenue Accelerator</span></a></span> out of San Francis=
co to do this for your company on a retainer + per meeting cost. </p></td><=
/tr><tr><td id=3D"want-to-hire-me-to-install-this-sys" class=3D"dd" align=
=3D"left" valign=3D"top" style=3D"padding:0px 15px;text-align:left;"><h2>Wa=
nt to Hire Me to Install This System in Your Business?</h2></td></tr><tr><t=
d class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;wor=
d-break:break-word;"><p> Let=E2=80=99s explore working together and see if =
there=E2=80=99s a mutual fit. I=E2=80=99ve recently finished up a successfu=
l four year assignment, so that=E2=80=99s why I=E2=80=99m reaching out and =
doing some proactive marketing to find the next right clients. </p></td></t=
r><tr><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:=
left;word-break:break-word;"><p> Don=E2=80=99t forget to take a moment to <=
span style=3D"text-decoration:underline;"><a class=3D"link" href=3D"https:/=
/link.mail.beehiiv.com/ss/c/u001.d1Y1-FGtvkksf5D-7I1gfWkGw11k4H7s6J5NJaZfZS=
c5a6QmDzeenvyygyHkslhv-FeSShxxbjkdZcfHrqXP0p8VBMN8M-2kztQH8wEPHqfSwdbnbTFfB=
EBc3-smYa8F1faz2QC1BXCtBz1gPAKcYRFau70NuOXXeDBCYmcEjXM/45x/RT9BkFHLTCqiMZej=
d6hWPg/h94/h001.M16Gsgfw8VVuEq68Ee_0WYPC0ik0f8cDXUx3eZBGT0Y" target=3D"_bla=
nk" rel=3D"noopener noreferrer nofollow"><span>join our weekly SaaS CEO mas=
termind here</span></a></span>. </p></td></tr><tr><td class=3D"dd" align=3D=
"left" style=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p=
> =C2=A0 </p></td></tr><tr><td class=3D"dd" align=3D"left" style=3D"padding=
:0px 15px;text-align:left;word-break:break-word;"><p><i><b>About this artic=
le: </b></i>If you like this article and want more my free 1240 slide <span=
 style=3D"text-decoration:underline;"><a class=3D"link" href=3D"https://lin=
k.mail.beehiiv.com/ss/c/u001.FFZtJeQpwndDgTRpDqFJvL779viTrGYjpt97inVIgiLZQ9=
g5u9k_oAiPWOltrAVKz8lrf5_2AbliwgEUynxC4Nt37dbRcTclkgnRfDX9TA2W9M76YrVs82D11=
3oFF8FGqJoreFciBTJAk71RglvMXCgOJPtYi1utHr2sTUKB3ICi3jMzfEaWQDREGDj2eSJc3iMe=
085bcLeO1MZ6hq__KA/45x/RT9BkFHLTCqiMZejd6hWPg/h95/h001.LN9u_hshyS0nv8JPk-Vw=
vjHhzQmrw20ry5CzAg_wzZI" target=3D"_blank" rel=3D"noopener noreferrer nofol=
low"><span>SaaS Growth Playbook</span></a></span> goes into even greater de=
tail about each stage of this process. </p></td></tr><tr><td class=3D"dd" a=
lign=3D"left" style=3D"padding:0px 15px;text-align:left;word-break:break-wo=
rd;"><p><i><b>Join the Community: </b></i><i>For more how-to-scale-up suppo=
rt and content, </i><span style=3D"text-decoration:underline;"><a class=3D"=
link" href=3D"https://link.mail.beehiiv.com/ss/c/u001.d1Y1-FGtvkksf5D-7I1gf=
WkGw11k4H7s6J5NJaZfZSc5a6QmDzeenvyygyHkslhv-FeSShxxbjkdZcfHrqXP0p8VBMN8M-2k=
ztQH8wEPHqfSwdbnbTFfBEBc3-smYa8F1faz2QC1BXCtBz1gPAKcYRFau70NuOXXeDBCYmcEjXM=
/45x/RT9BkFHLTCqiMZejd6hWPg/h96/h001.PJwiyfXUiZBQzWI4Fckl7czn20lfPAdcBbPn2u=
jwl4M" target=3D"_blank" rel=3D"noopener noreferrer nofollow"><span>apply t=
o join SaasRise</span></a></span><i>, our mastermind community for growth-f=
ocused SaaS CEOs. We offer a free two-week trial to the community for quali=
fied SaaS CEOs and founders.</i></p></td></tr><tr><td class=3D"dd" align=3D=
"left" style=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p=
><i><b>About The Author</b></i></p></td></tr><tr><td align=3D"center" valig=
n=3D"top" style=3D"padding: 20px 15px 20px; " class=3D"dd"><table role=3D"n=
one" border=3D"0" cellspacing=3D"0" cellpadding=3D"0" style=3D"margin:0 aut=
o 0 auto;"><tr><td align=3D"center" valign=3D"top" style=3D"width:346px;"><=
img src=3D"https://media.beehiiv.com/cdn-cgi/image/fit=3Dscale-down,format=
=3Dauto,onerror=3Dredirect,quality=3D80/uploads/asset/file/9ff47f84-0f4b-48=
d4-b76d-0f3facc1a071/Ryan_Allis_Headshot_.jpg" alt=3D"" height=3D"auto" wid=
th=3D"346" style=3D"display:block;width:100%;" border=3D"0"/></td></tr></ta=
ble></td></tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px=
;text-align:left;word-break:break-word;"><p><i>Ryan Allis is the founder of=
 </i><span style=3D"text-decoration:underline;"><a class=3D"link" href=3D"h=
ttps://link.mail.beehiiv.com/ss/c/u001.d1Y1-FGtvkksf5D-7I1gfWkGw11k4H7s6J5N=
JaZfZSc5a6QmDzeenvyygyHkslhv-FeSShxxbjkdZcfHrqXP0p8VBMN8M-2kztQH8wEPHqfSwdb=
nbTFfBEBc3-smYa8F1faz2QC1BXCtBz1gPAKcYRFau70NuOXXeDBCYmcEjXM/45x/RT9BkFHLTC=
qiMZejd6hWPg/h97/h001.oCPKrhlMgqt4gAUDAgu6D1INQBFKDPgjiZT_RcDJupk" target=
=3D"_blank" rel=3D"noopener noreferrer nofollow"><span>SaasRise</span></a><=
/span><i>, the mastermind community for growth-focused SaaS CEOs. He is a t=
hree time INC 500 CEO. He was previously CEO of iContact and grew the firm =
as founder/CEO to 70,000 customers, 1 million users, 300 employees, $50M pe=
r year in sales, and an exit for $169M to Vocus (NASDAQ:VOCS).</i></p></td>=
</tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-ali=
gn:left;word-break:break-word;"><p><i>Since the sale of iContact, Ryan has =
been the CEO coach to high-growth SaaS firms including Tatango, Seamless.ai=
, Pipeline, Datalyse, Green Packet, Revenue Accelerator, Galleon, and Event=
Mobi. Ryan has been part of the EO and Summit Series communities, and is th=
e founder of Hive.org, a global community for purpose-driven leaders.</i></=
p></td></tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;t=
ext-align:left;word-break:break-word;"><p><i>He holds an MBA from Harvard B=
usiness School, where he was Co-President of the Social Enterprise Club and=
 a member of the Harvard Graduate School Leadership Institute.</i></p></td>=
</tr><tr><td id=3D"four-helpful-free-saa-s-growth-reso" class=3D"dd" align=
=3D"left" valign=3D"top" style=3D"padding:0px 15px;text-align:left;"><h2><i=
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e most in-depth guide for scaling up SaaS companies from $0 to $50M in ARR.=
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