Metrics & Chill - Predictable Growth for B2B
204 episodes - English - Latest episode: about 1 month ago - ★★★★★ - 31 ratingsThis podcast will help you grow your B2B company, quarter over quarter, and year over year. In each episode, you'll get strategies, frameworks, and insights that help you drive predictable, consistent growth, and improve your GTM strategy. Seasoned B2B leaders share how they use data, forecast growth, set & hit goals, grow revenue, and more. The best B2B companies use a combination of data, experience, and gut to grow. This show will help you do the same.
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Episodes
130: Tactical Ideas to Drive Growth (w/ Ryan O'Hara, Request For Meeting)
February 22, 2023 10:00 - 1 hour - 57 MBLearn how Ryan O'Hara uses data to validate product ideas, and double down on the marketing channels there are already working.
129: Hit Your Best Quarter Ever By Adding Leading Activities (w/ Brandon Powell, HatchWorks)
February 15, 2023 10:00 - 42 minutes - 38.8 MBLinks Try Benchmarks Explorer Learn More About Databox Subscribe to our newsletter for episode summaries, benchmark data, and more Do you have trouble setting goals at your company? Or that you don't have any real control over hitting them? Learn how Brandon Powell (CEO of HatchWorks) implemented a new goal-setting process to lead his team to their best quarter ever.
128: Using KPIs to Drive Holistic Growth (w/ Benyamin Elias, Podia)
February 08, 2023 10:00 - 1 hour - 70.8 MBBenyamin Elias, VP of Marketing at Podia, shares how to have a well-informed marketing gut and how to use KPIs to inform the growth of your business.
127: The State of Business Reporting (w/ Pete Caputa, Databox)
February 01, 2023 10:00 - 49 minutes - 45.3 MBLinks Try Benchmarks Explorer Learn More About Databox Subscribe to our newsletter for episode summaries, benchmark data, and more Read the full report (here) Pete's LinkedIn Posts Most companies are still cutting and pasting into spreadsheets/slides Picking metrics is hard. Few do it correctly. Marketing is the most measured activity. Is that a good thing? Sharing company performance transparently is not the standard, but it probably should be. Seven habits the highest p...
126: Starting And Growing a Community (w/ Mike Rizzo, MarketingOps.com)
January 25, 2023 10:00 - 44 minutes - 40.4 MBGet insights from Community-Led Founder Mike Rizzo, on how to start and grow a successful community that drives meaningful growth to your business.
125: Using "Process KPIs" to Hit Goals (Hillary Carpio, Snowflake)
January 18, 2023 10:00 - 33 minutes - 31.1 MBLearn how Hillary Carpio (Sr. Dir. of ABM at Snowflake) uses “Process KPIs” to ensure her team can create sustainable, repeatable processes that help them hit their goals.
124: Doubling Email Subscribers (w/ Camille Trent)
January 11, 2023 10:00 - 1 hour - 63.2 MBLearn how Camille Trent used LinkedIn to double email subscribers from 6k to 12k in just 1 month.
123: Improving Landing Page Conversion by 55% in 30 Days (w/ Peyton Walbeck, Nectar)
January 04, 2023 10:00 - 42 minutes - 38.5 MBLearn how Peyton Walbeck increased Nectar's landing page conversion by 55% in 30 days.
End Of Year Announcement
December 28, 2022 10:00 - 2 minutes - 1.99 MBThanks for a great 2022! A few updates from the Databox team, as we wrap up this year.
122: Building Repeatable Revenue Streams (w/ Tory Kindlick, Refine Labs)
December 21, 2022 10:00 - 37 minutes - 34.2 MBLearn how Refine Labs uses their new Revenue R&D method to build new, sustainable revenue streams for clients.
121: Growing Traffic by 20% in 30 Days (w/ Brendan Hufford, Growth Sprints)
December 14, 2022 10:00 - 37 minutes - 34.5 MBLearn how Brendan Hufford (founder of Growth Sprints) grew ActiveCampaign’s traffic by 20% (in just 30 days).
120: Increasing Monthly Traffic by 313% (w/ Nate Turner, Ten Speed)
December 07, 2022 10:00 - 56 minutes - 51.9 MBLearn how Nate Turner and his team at Ten Speed were able to help their B2B SaaS Client increase monthly traffic by 313% and double free trial signups.
119: Setting Marketing KPIs & Goals (w/ Kristina Simonson, Privy)
November 30, 2022 10:00 - 51 minutes - 47.6 MBLearn the framework Kristina Simonson is using to structure the marketing functions, mission statements, and KPIs at Privy.
118: [Replay] Doubling Trial Conversions w/ Personalized Video (w/ Casey Hill, Bonjoro)
November 23, 2022 10:00 - 23 minutes - 21.3 MBLearn how Casey Hill, Head of Growth at Bonjorno, used personalized video to 2x trial conversion signup.
117: Sourcing 50% of Deals via Outbound (w/ Dee Acosta, Metadata)
November 16, 2022 10:00 - 58 minutes - 53.8 MBLearn how Dee Acosta sourced 50% of all his deals via outbound, and his approach to differentiation, cold outreach, and more.
116: Driving 83 G2 Reviews (w/ Nick Bennett, Alyce)
November 09, 2022 12:29 - 42 minutes - 38.5 MBLearn how Nick Bennett drove 83 G2 reviews in 1 quarter, in order to drive signups, improve retention, build social proof and tons more.
115: Increasing Signups By 30% (w/ Rand Fishkin, SparkToro)
November 02, 2022 09:00 - 52 minutes - 47.7 MBLearn how Rand Fishkin and the team at SparkToro thinks about the value of so-called "vanity metrics", and uses zero-click content to build their social following and drive signups from social.
114: Increasing MRR by 10x (w/ Asia Orangio, DemandMaven)
October 26, 2022 09:00 - 1 hour - 56.9 MBLinks Try Benchmarks Explorer Learn More About Databox Subscribe to our newsletter for episode summaries, benchmark data, and more How They Moved The Needle 1. They boosted retention by offering a discount for the next year, and the ability to pause (vs cancel) a plan. When travel screeched to a halt and churn started to ramp up, the CEO and his team focused on retention. They prevented it in two ways: If things were going OK for customers, they could upgrade for another year...
113: Growing Customers & Revenue (w/ Tim Soulo, Ahrefs)
October 19, 2022 09:00 - 48 minutes - 44.5 MBLinks Try Benchmarks Explorer Learn More About Databox Subscribe to our newsletter for episode summaries, benchmark data, and more Insights Tim Shared 1. If you aim at improving a metric, your strategy will be optimized to hit that metric. And that might not be in the best interest of your company. This often happens in marketing. Teams will hit their KPI, even if the work isn’t driving more important results down-funnel. For example, Tim said if he were charged with driving m...
112: Increasing ABM Account Engagement by 50% (w/ Peter Zawistowicz, Pace)
October 12, 2022 09:00 - 56 minutes - 52 MBLinks Try Benchmarks Explorer Learn More About Databox Subscribe to our newsletter for episode summaries, benchmark data, and more At the time, Gremlin had raised a great Series B and was growing significantly. They had product-market fit, and were looking to scale. Their goal was to make the sales and marketing funnel more efficient, so they decided to test an account-based (ABM) approach. Where many companies go wrong here, is only focusing on target account engagement: blast...
111: Increasing Inbound to MQL Conversion by 20% (w/ AJ Alonzo, demandDrive)
October 05, 2022 09:00 - 49 minutes - 45.6 MBLinks Try Benchmarks Explorer Learn More About Databox Subscribe to our newsletter for episode summaries, benchmark data, and more How They Improved It 1. He hosts a weekly meeting with sales to review conversion and lead health. AJ hosts a weekly meeting with sales to get continual feedback on lead quality, and to learn how many marketing-driven leads are either becoming opportunities or leading to pipeline revenue. This helps him: make sure marketing and sales are rowing i...
110: Growing Organic Visitors by 299% (w/ Emilia Korczynska, Userpilot)
September 28, 2022 09:00 - 43 minutes - 40.3 MBLinks Try Benchmarks Explorer Learn More About Databox Subscribe to our newsletter for episode summaries, benchmark data, and more Going All-In on Organic In the first year, Emilia was the only marketer at Userpilot. They tested just about every channel to try and get early traction: paid, webinars, events… they tried everything. But she was spread thin, and attribution was hard with so many experiments. The company was growing, but she needed to focus. She joined our very ow...
109: Driving 3,500 Paid Accounts Through a Virtual Event (w/ Anna Tutckaia, ManyChat)
September 21, 2022 09:00 - 58 minutes - 53.8 MBLinks Try Benchmarks Explorer Learn More About Databox Subscribe to our newsletter for episode summaries, benchmark data, and more Why a Virtual Event? The event is called IG Summit. The website is beautiful (it actually won some awards) – https://igsummit.com/. But what made Anna believe this was a bet worth making? Or put differently, how could you know if a play like this would work for you? It started by analyzing their Net Revenue Retention (NRR). They found that users wh...
108: Improving Scaled to Productivity (w/ Amanda Ono, Resolver)
September 14, 2022 09:00 - 44 minutes - 40.7 MBLinks Try Benchmarks Explorer Learn More About Databox Subscribe to our newsletter for episode summaries, benchmark data, and more Why Scaled to Productivity? The metric she focused on is Scaled to Productivity: how fast they could get new hires to 70% utilization while feeling confident, and able to lead a successful implementation with the biggest customers. As Resolver’s product matured and they started stabilizing gross margin, they started to think about scale.Specificall...
107: Driving Inbound Sales Accepted Opportunities (SAO's) in 3 Steps (w/ MJ Peters, CoLab)
September 07, 2022 09:00 - 46 minutes - 42.4 MBLinks Try Benchmarks Explorer Learn More About Databox Subscribe to our newsletter for episode summaries, benchmark data, and more Driving Inbound SAOs We got to chat with the brilliant MJ Peters (VP of Marketing at CoLab), to hear about the 3 main levers she pulls to drive inbound SAOs. Namely: Eyeballs Messaging First Sales Call We’ll go through a summary of each of these levers below, and pull out some insights on how she’s using them to grow CoLab’s SAOs and revenue. H...
106: Growing Organic Traffic to the Blog (w/ Fara Rosenzweig, WorkRamp)
August 31, 2022 09:00 - 43 minutes - 39.4 MBLinks Try Benchmarks Explorer Learn More About Databox Subscribe to our newsletter for episode summaries, benchmark data, and more Reaching New Prospective Customers Since most of WorkRamp’s ideal customers might not be ready to make a purchase decision, or even know much about the category, they set out to bring in more new potential customers to the blog. The goal was simple: deliver helpful content visitors would bookmark, share, and come back to, in order to build brand awa...
105: Growing Lead to Opportunity Conversion Rate by 49%
August 24, 2022 09:00 - 46 minutes - 42.7 MBLinks Try Benchmarks Explorer Learn More About Databox Subscribe to our newsletter for episode summaries, benchmark data, and more Driving Demand for Clients Jonathan and the team at Omni Lab are focused on using paid channels to generate demand that drives pipeline for clients. The primary, lagging indicators they track are: Demos for sales led or Trials for PLG Pipeline Lead to Opp Opp to Rev CAC Payback Revenue Along with a host of other leading metrics, to know how ...
104: Growing Inbound Leads by 50% (w/ Brad Hoos, The Outloud Group)
August 17, 2022 09:00 - 44 minutes - 40.7 MBLinks Try Benchmarks Explorer Learn More About Databox Subscribe to our newsletter for episode summaries, benchmark data, and more Why Inbound Leads? Like many agencies, they relied for years on doing great work, delivering results, and getting referrals. They had a growing brand and a strong reputation and were growing year over year. But recently, they finally decided to invest more in marketing, for 2 reasons. First, they were structurally ready for it. They had a strong t...
103: Gaining 1,200 New MQLs via Virtual Events (w/ Ollie Whitfield, VanillaSoft)
August 10, 2022 09:00 - 49 minutes - 45.5 MBLinks Try Benchmarks Explorer Learn More About Databox Subscribe to our newsletter for episode summaries, benchmark data, and more Why MQLs? If you spend any amount of time on LinkedIn, you might see any number of posts proclaiming that “the MQL is dead”. But Ollie and his marketing team at VanillaSoft don’t think so. In fact, MQLs are the primary metric Ollie works to move the needle on. They share a common metric with the sales team to ensure that they’re driving high value ...
102: Generating SQLs via LinkedIn Ads (w/ Gabriel Ehrlich, Remotion)
August 03, 2022 09:00 - 53 minutes - 49 MBLinks Try Benchmarks Explorer Learn More About Databox Subscribe to our newsletter for episode summaries, benchmark data, and more Insights on Driving SQLs via LinkedIn Ads: 1. Use benchmarks to identify competitive advantages. Look for instances where SQL rate (lead to meeting ratio) is 2-3x higher than average, and come up with a hypothesis as to what caused that growth. Then, see if you can duplicate it in another campaign. Once Remotion finds meaningful variance, they de...
101: Driving 70% of Qualified Pipeline via Inbound (w/ Pete Lorenco, Alyce)
July 27, 2022 09:00 - 1 hour - 57.1 MBLinks Try Benchmarks Explorer Learn More About Databox Subscribe to our newsletter for episode summaries, benchmark data, and more Why Qualified Pipeline via Inbound? The whole team is focused on driving net new logo revenue. So Pete focuses his team on qualified pipeline to contribute to that goal, and be aligned with the rest of the team. They define “pipeline” as “total booked revenue” (= when a scheduled demo meeting takes place). Since they aim for a win rate of ≥ 20%, th...
100: Doubling Free-to-Paid Conversion Rate (w/ Amanda Natividad, SparkToro)
July 20, 2022 09:00 - 40 minutes - 36.8 MBLinks Try Benchmarks Explorer Learn More About Databox Subscribe to our newsletter for episode summaries, benchmark data, and more Why Free-to-Paid Conversion? Amanda had a gut sense that since “audience research” was still pretty early and search volume was relatively low, they needed to nail the onboarding experience when people did give them a try. She started working with Forget The Funnel, who helped them identify 2 big opportunities: 1) Increase free-to-paid conversion....
99: Growing HIRO Pipeline by 76% (w/ Chris Walker, Refine Labs)
July 13, 2022 09:00 - 38 minutes - 34.9 MBLinks Try Benchmarks Explorer Learn More About Databox Subscribe to our newsletter for episode summaries, benchmark data, and more Why HIRO Pipeline? Refine Labs helps drive demand and pipeline revenue for SaaS companies from Series A through D. When they hit 30~ Clients, the team went to measure how many pipeline dollars those clients would get for every $1 they spent in ads. Chris wanted to be able to show what the growth of their pipeline was (across all clients) from the ti...
99: Increasing HIRO Pipeline by 76% (w/ Chris Walker, Refine Labs)
July 13, 2022 09:00 - 38 minutes - 35.4 MBWhy HIRO Pipeline? Refine Labs helps drive demand and pipeline revenue for SaaS companies from Series A through D. When they hit 30~ Clients, the team went to measure how many pipeline dollars those clients would get for every $1 they spent in ads. Chris wanted to be able to show what the growth of their pipeline was (across all clients) from the time they started working with his team, to then. But he had a problem. He realized that out of all their clients, none defined pipeline...
98: Increasing Sales Efficiency Ratio (w/ Referral Rock)
July 06, 2022 09:00 - 32 minutes - 30.2 MBThe metric: Sales Efficiency Ratio In this episode, we’re covering Sales Efficiency Ratio: which the Referral Rock team defines as “the ratio of salesperson sales, vs non-salesperson generated sales.” John Bonini chats with Josh Ho, founder and CEO of Referral Rock, to learn how they improved their Sales Efficiency Ratio, and as a result: Onboarded customers faster Increased user’s “speed to launch” rate Removed a bottleneck to growth And were able to do more, with less Why S...
98: Increasing Sales Efficiency Ratio (w/ Josh Ho, Referral Rock)
July 06, 2022 09:00 - 32 minutes - 29.8 MBLinks Try Benchmarks Explorer Learn More About Databox Subscribe to our newsletter for episode summaries, benchmark data, and more The metric: Sales Efficiency Ratio In this episode, we’re covering Sales Efficiency Ratio: which the Referral Rock team defines as “the ratio of salesperson sales, vs non-salesperson generated sales.” John Bonini chats with Josh Ho, founder and CEO of Referral Rock, to learn how they improved their Sales Efficiency Ratio, and as a result: Onboarde...
97: Increasing Free Trial to Customer Conversion to 70% (w/ CallRail)
June 29, 2022 09:30 - 33 minutes - 30.7 MBCallRail is an incredibly data-driven company. They transparently share performance metrics across the entire team, to foster accountability and ownership. By looking at the metrics regularly, they’re never surprised to see a low or high number at the end of the month. And they work together to try and identify negative (or positive) trends when they see them happening in real-time. In this episode, Jason Rozenblat (VP of Strategic Accounts) shares how CallRail grew Free Trial ...
97: Increasing Free Trial to Customer Conversion to 70% (w/ Jason Rozenblat, CallRail)
June 29, 2022 09:30 - 32 minutes - 30.2 MBLinks Try Benchmarks Explorer Learn More About Databox Subscribe to our newsletter for episode summaries, benchmark data, and more CallRail is an incredibly data-driven company. They transparently share performance metrics across the entire team, to foster accountability and ownership. By looking at the metrics regularly, they’re never surprised to see a low or high number at the end of the month. And they work together to try and identify negative (or positive) trends when ...
96: Improving Website Conversion Rate by 6% (w/ Help Scout)
June 23, 2022 09:00 - 33 minutes - 30.7 MBIn this episode John Bonini chats with Adam Goyette, VP of Marketing at Help Scout, to learn how they grew their website conversion rate, and why that metric became a priority for the team. You’ll learn… How the Help Scout executive team sets annual goals How the marketing team identifies where to invest their time and money How improving the website conversion rate became a priority Why Website Conversion Rate? Each year, the Help Scout executive team works together to identi...
96: Improving Website Conversion Rate by 6% (w/ Adam Goyette, Help Scout)
June 23, 2022 09:00 - 33 minutes - 30.3 MBLinks Try Benchmarks Explorer Learn More About Databox Subscribe to our newsletter for episode summaries, benchmark data, and more In this episode John Bonini chats with Adam Goyette, VP of Marketing at Help Scout, to learn how they grew their website conversion rate, and why that metric became a priority for the team. You’ll learn… How the Help Scout executive team sets annual goals How the marketing team identifies where to invest their time and money How improving the web...
95: How KlientBoost’s Improved Customer Engagement and Retention with a Unique Approach to Setting Client Goals
July 02, 2021 09:00 - 26 minutes - 24.7 MBIn this episode of Metrics & Chill, KlientBoost’s founder, Jonathan Dane joins the show to talk about how identifying and improving one metric helped boost customer engagement, customer retention, productivity, employee happiness, and so much more.
95: Increasing % of Client Goals Achieved (w/ Jonathan Dane, KlientBoost)
July 02, 2021 09:00 - 26 minutes - 36.5 MBIn this episode of Metrics & Chill, KlientBoost’s founder, Jonathan Dane joins the show to talk about how identifying and improving one metric helped boost customer engagement, customer retention, productivity, employee happiness, and so much more.
94: From 3 Hours to Just 17 Minutes: How Databox Reduced Customer Service Response Time in One Week
June 25, 2021 09:00 - 26 minutes - 23.8 MBIn this episode of Metrics & Chill podcast, find out how Databox reduced median first response time from more than 3 hours to just 17 minutes. Learn what the team did, how they did it, and measures that have been implemented to ensure this success is long-term and sustainable.
94: Reducing Customer Service Response Time by 90% (w/ Databox)
June 25, 2021 09:00 - 25 minutes - 35.1 MBIn this episode of Metrics & Chill podcast, find out how Databox reduced median first response time from more than 3 hours to just 17 minutes. Learn what the team did, how they did it, and measures that have been implemented to ensure this success is long-term and sustainable.
93: Google’s Page Experience Update: How to Better Prepare Your Agency and Clients According to Pepperland Marketing
June 18, 2021 09:00 - 32 minutes - 44.9 MBIn this episode of Metrics and Chill, Sean Henri, Founder and CEO at Pepperland marketing, shares the latest Google Page Experience update details, including how his agency prepared themselves and their clients and the changes they implemented.
92: Increasing SQLs by 142% (w/ Marc Thomas, Powered by Search)
June 11, 2021 09:00 - 26 minutes - 37 MBIn this episode of Metrics and Chill, Mark Thomas, Head of Growth at Powered by Search, walked us through how he, as the only marketing hire, drove the strategy that led to an increase in Sales Qualified Leads by 142% quarter-over-quarter.
92: How Powered by Search Increased Sales Qualified Leads by 142% Quarter-Over-Quarter
June 11, 2021 09:00 - 27 minutes - 25.1 MBIn this episode of Metrics and Chill, Mark Thomas, Head of Growth at Powered by Search, walked us through how he, as the only marketing hire, drove the strategy that led to an increase in Sales Qualified Leads by 142% quarter-over-quarter.
91: How Sweet Fish Media Reduced Revenue Churn Rate by 12% in 12 Months
June 04, 2021 09:00 - 23 minutes - 21.6 MBIn this episode of the Metrics & Chill podcast, Logan Lyles, VP of Customer Experience at Sweet Fish Media, talked about how they lowered revenue churn from 15% to 3% in 12 months despite the pandemic.
91: Reducing Revenue Churn Rate by 12% (w/ Logan Lyles, Sweet Fish Media)
June 04, 2021 09:00 - 23 minutes - 31.9 MBIn this episode of the Metrics & Chill podcast, Logan Lyles, VP of Customer Experience at Sweet Fish Media, talked about how they lowered revenue churn from 15% to 3% in 12 months despite the pandemic.
90: How the Weidert Group Improved Goal Conversion Rates for a Client by 77% (Year-Over-Year)
May 28, 2021 09:00 - 25 minutes - 23.5 MBJonathan Stanis, Director of User Experience, and Frank Isca, a strategist at Weidert Group, joined John Bonini on an episode of the Metrics and Chill podcast to discuss how they improved one key metric for their client: Goal conversion rate.