Mike | SaaS Lead Flow

The ultimate thread on how to grow your SaaS How is how you grow a B2B SaaS business to 6-7 figures in 2024: Introducing the '5-Step Launch & Grow Playbook' Just before I get into it... Why should you read this? In the last 7 years, I've helped dozens of B2B SaaS businesses scale to 6-7 figures in ARR within 12 months. Here are 3 of my most recent client results: -> B2B Recruitment SaaS books 64 demos and adds $45,000 in MRR within 7 weeks: -> B2B AI SaaS makes a $150,000 exit within 6 months: -> B2B Education SaaS goes from idea to a $8.5M Series A in 24 months -- You might be asking: So what exactly do these Founders come to me for? Most Founders are geniuses when it comes to building products. But when it comes to sales, they tend to struggle with these 3 main problems: 1) Booking demos but can't close them 2) Rely heavily on referrals or inbound to scale 3) Have no robust outbound system to consistently book 20+ demos every month In other words... They're not marketers. And that's exactly why they come to me. This is where I implement my outbound systems I've used for dozens of clients to help them scale. This is the 5-step process we follow: -- Step 1: Identify Your Target Market & Build Your Sales Funnel "The game is easiest when you pick the right audience." - Dan Kennedy Create one detailed ideal customer profile (ICP) based on: • Job title • Industry • Location • Revenue • Headcount Then build a sales funnel so they can convert from cold to sold. Here's a quick sales funnel structure: Cold outreach -> Social Platforms + Website -> Book a Call -- Step 2: Building an Outbound Engine that Books 25+ Demos Every Month Our goal here is to reach out to as many people in your ICP as possible. We do this by building outbound systems that align with your product and niche. This includes using one or several of these channels: 1) Cold Email 2) Cold Calling 3) Cold DMing on social media Key: Start by using multiple channels, then double-down on the ones which perform the best. And the more channels used = more demos booked. -- Step 3: Converting Leads into Booked Demos This is where your sales funnel comes in handy. When you reach out to leads, they'll check your website and socials. The content and social proof you share through them will build your authority and trust with the lead. And is what piques their interest and converts them to demos. -- Step 4: How to Close >60% of Your Demos There's only one real objection in demos: Trust. Why? When prospects trust you and believe you can help solve their problem - These 3 objections become logistical issues: 1) Time 2) Money 3) Partner Build rapport + give value = Convert >60% of demos booked (like I do). -- Step 5: Turning Customers into 'Customers for Life' Most B2B SaaS businesses focus on getting clients. But the key to a long-term and sustainable business is in retention. Obsess over your product AND provide a great customer experience. That way you turn every customer into a 'customer for life'. -- That's all. Appreciate you for reading this. If you need help scaling your B2B SaaS business, read the following Tweet below:

We sent an email to 2000 former customers yesterday announcing a B2B offer Here is what the Calendly looked like this morning

The ultimate thread on how to grow your SaaS How is how you grow a B2B SaaS business to 6-7 figures in 2024: Introducing the '5-Step Launch & Grow Playbook' Just before I get into it... Why should you read this? In the last 7 years, I've helped dozens of B2B SaaS businesses scale to 6-7 figures in ARR within 12 months. Here are 3 of my most recent client results: -> B2B Recruitment SaaS books 64 demos and adds $45,000 in MRR within 7 weeks: -> B2B AI SaaS makes a $150,000 exit within 6 months: -> B2B Education SaaS goes from idea to a $8.5M Series A in 24 months -- You might be asking: So what exactly do these Founders come to me for? Most Founders are geniuses when it comes to building products. But when it comes to sales, they tend to struggle with these 3 main problems: 1) Booking demos but can't close them 2) Rely heavily on referrals or inbound to scale 3) Have no robust outbound system to consistently book 20+ demos every month In other words... They're not marketers. And that's exactly why they come to me. This is where I implement my outbound systems I've used for dozens of clients to help them scale. This is the 5-step process we follow: -- Step 1: Identify Your Target Market & Build Your Sales Funnel "The game is easiest when you pick the right audience." - Dan Kennedy Create one detailed ideal customer profile (ICP) based on: • Job title • Industry • Location • Revenue • Headcount Then build a sales funnel so they can convert from cold to sold. Here's a quick sales funnel structure: Cold outreach -> Social Platforms + Website -> Book a Call -- Step 2: Building an Outbound Engine that Books 25+ Demos Every Month Our goal here is to reach out to as many people in your ICP as possible. We do this by building outbound systems that align with your product and niche. This includes using one or several of these channels: 1) Cold Email 2) Cold Calling 3) Cold DMing on social media Key: Start by using multiple channels, then double-down on the ones which perform the best. And the more channels used = more demos booked. -- Step 3: Converting Leads into Booked Demos This is where your sales funnel comes in handy. When you reach out to leads, they'll check your website and socials. The content and social proof you share through them will build your authority and trust with the lead. And is what piques their interest and converts them to demos. -- Step 4: How to Close >60% of Your Demos There's only one real objection in demos: Trust. Why? When prospects trust you and believe you can help solve their problem - These 3 objections become logistical issues: 1) Time 2) Money 3) Partner Build rapport + give value = Convert >60% of demos booked (like I do). -- Step 5: Turning Customers into 'Customers for Life' Most B2B SaaS businesses focus on getting clients. But the key to a long-term and sustainable business is in retention. Obsess over your product AND provide a great customer experience. That way you turn every customer into a 'customer for life'. -- That's all. Appreciate you for reading this. If you need help scaling your B2B SaaS business, read the following Tweet below:

@toddsaunders SaaS is now leveraged by and for entrepreneurs and owners Working for those companies is going to be rare You have to own the companies

I heard an incredible analogy from a VC friend that I can’t stop thinking about. “The moat in software was the cost of building software. And Claude Code just mass produced a bridge.” It’s wild when you think about the impact of this. The SaaS boom produced a few dozen billionaires and a bunch of zero sum winners. But the AI SaaS era will mass produce millionaires. There will be fewer ServiceTitans hitting $5B valuations, and instead there will be 50,000 companies doing $500K-$5M each, run by 1-3 people with deep expertise and huge margins. To be clear, I believe that the total value of software goes up, and the number of companies created goes up exponentially. But the number of people who capture the value also goes up 100x. I don’t believe in the “SaaS is dying” headline, I think it’s missing the point. It’s simply that the power of SaaS is changing hands.

When you're a young buck F30u30 seems important Now Im glad I didnt get it. Seems like it increases the likelihood of fraud and criminal record by a significant margin :)

In Phoenix AZ, the sun rose at 6:46am this morning. It set 6:31pm this evening. They are on Permanent Standard Time. They love it. We should all be like Arizona.

@AZLandInvestor Best kept secret Amazing operators in 10+ industries Best weather in the country 6 months / year

I’m here for this! -AZ = top state for foreign direct investment… emerging Silicon Desert -Scottsdale = fastest growth rate of millionaires in U.S. over past decade -AZ = top copper producing state; would rank 4th in world as a country -Maricopa County = largest pop. increases

Arbitrage is my favorite business model. Period.

Easiest advice to give Yet hardest to implement "Increase your prices" It always works in your favor Why? Reduces bad fit clients Increases top line revenue and profitability

I've sold alot of software and services the last few years When people try to negotiate after the deal is verbally closed...don't budge. It is a sport for them And a red flag

@NickAbraham12 BuT I dIdNt CoNsEnT

Tons of people commented on my post about cold calling website visitors. They said prospecting via browsing behavior was creepy. Then they opened Instagram, saw 3 ads from sites they visited yesterday, and thought "wow, what a coincidence!"

Surreal moment when that wire hits. 1 month of work with a single customer paid more than my annual salary at a F25 company Betting on yourself can be really hard But when it clicks, it's impossible to go back 🚀

Momentum is a strange thing You can FEEL it before you see it You know it's there but tough to explain It's similar to the 2nd mile when you start jogging, things just start to get easier

Visited Scottsdale recently and cannot overstate how gorgeous it is. If you're depressed, move to Scottsdale. It's clean. Everyone is good looking. The food scene is incredible. The natural beauty of the landscape is unmatched. And it's always sunny so you can enjoy it year round. Impossible to imagine being unhappy while living in Scottsdale.

@RobRan6116 Good frame! Sometimes you gotta stick around for family etc. I get it I’ll take being happy in the sun over feeling “tough” I’ve had enough hard shit happen to need the weather to prove that for me 🥶

@MichaelScottBlu Every brutally cold day I've had here in the NE, I just reframe it as being a tough northerner.

Walking the boardwalk in Maui and a chick stops, looks at her phone and goes "iTs SnOwInG aT hOmE :( " I am so grateful I built a life I don't need to "escape the cold" from And trust me - I grew up in the cold gray. I didn't know a better life existed until I wa 23 But so glad I could GTFO of there

@collin_ruth89 No doubt Don’t take it personally lol

@MichaelScottBlu Insane. Red flag client tbh

This was my second call with a lead... He brought in his partner on this one. They absolutely grilled me. I nailed every question (I don't deserve their business if I couldn't). Received a verbal commitment from a client. "Let's do it. Send over the contract." I sent the contract right after the call. Next day rolls around, still not signed. So I follow up. No response. Three days later I send another email. Crickets. THE MOST FRUSTRATING THING as a business owner. Why give a verbal commitment if you're not gonna pull the trigger. Not the first time it's happened either. Guess it's just part of the game.

@collin_ruth89 Worst such case. A guy verbally handshook me in person to start in October. Invoiced on the spot He couldn’t get logged into his bank to pay via ACH. Next day I saw him again and he said he was working on it blah blah Still haven’t gotten him signed up…

@collin_ruth89 Have you ever sold SaaS? This happens to me multiple times per month That includes A) not leaving the call without the next call booked B) agreement on price, timing, and onboarding date You’re in sales. It’s a part of the game.

@P_JayL Appreciate you John

@MichaelScottBlu You deserve it boss! Enjoy 🫡

Working from Hawaii the next 2 weeks Something inspiring about waking up on the beach I'm not good at vacations because I can't really turn it "off" But Damn is this place spectacular

If it takes less than 10 minutes to get done Just do it now Not worth keeping the brain space reserved for small tasks