#1 - Platform Sends Site Visitors To Your Slack 🕵‍♀️

A new method of converting web traffic has emerged.

By installing a simple script onto your website, RB2B will forward the individual LinkedIn profiles of otherwise anonymous US-based web visitors straight into an internal Slack channel.

This opens up a world of potential outbound automation with complimentary tools like Clay.

Founder Adam Robinson is dubbing this approach ‘inbound led outbound’ and the early results look promising. Taylor Haren reported as high as 26x better conversion by reaching out to identified web visitors vs an average cold campaign.

The product is free to try and seems well worth a test drive.

#2 - Most Revenue Leaders Missed Renewal Targets 📉

According to the recent State of Revenue Leadership report by Gong, a whopping 73% of organizations surveyed missed their renewal targets over the last 12 months.

Contributing factors include competitive pressure and increased CFO-level scrutiny on new and renewing SaaS investment.

Churn has been a momentum killer for many SaaS businesses lately and it continues to come up as a top executive-level priority in 2024.

Only around 34% of AE commission plans incorporated renewal rates in 2023 - I wonder if we'll see that shift 🤔'

#3 - The Email Deliverability Bible 📩

Totango and Catalyst Software completed a notable merger in the Customer Success world with broad B2B revenue implications.

On the ‘Topline’ podcast, Catalyst's CEO Edward Chiu said they have seen increased demand as companies scramble to retain customers, and focus more on growing existing accounts.

They believe joining forces gives both companies the best chance to address that demand.

CS tech isn’t as prominent as sales or marketing tools, but 'protecting and growing' customer revenue is rising the list of priorities in SaaS so keep an eye on this trend.

✍ Post of the week ✍

Kyle Asay apparently loves a good deal update, and he has seen a lot of SaaS sales cycles over the years.

He recently shared 10 ‘sales realities’ that he has absorbed, and these insights are spot on (eg. ‘no velocity, no deal’). Link here: https://lnkd.in/gKk3pef4