Zee Jeremic - Transforming Funnel Performance

In the latest episode of the SaaS Fuel™ Expert Series, Jeff is joined by Zee Jeremic, founder and CEO of MASS Engines, as they dive into transforming funnel performance. The focus is on revenue operations, which is responsible for aligning sales and marketing to deliver better conversions and more revenue to the organization. Zee emphasizes the importance of measuring the lead generation process, conducting a buyer journey mapping exercise, and using attribution to measure ROI on various investments. Tune in to discover new strategies and insights for revenue growth in SaaS businesses!Key Takeaways[00:00:33] Maximize sales velocity to accelerate growth.[00:08:03] Buyers Google for solutions, not sales reps.[00:12:28] Big companies resist change, and miss opportunities.[00:13:58] Measuring & managing funnel advances business performance.[00:18:42] Sales and marketing are different teams. Minimize sales involvement. Analyze and engage with opportunities.[00:24:38] Content is key for educating buyers.[00:27:48] Buyer journey examined to improve content.[00:31:51] Understanding Attribution for effective marketing investments.[00:34:25] New marketing measurement challenges traditional strategies.[00:40:56] AI can optimize conversions with good data.[00:42:26] "Good content answers buyer's challenges, provides solution"Tweetable Quotes"It's about understanding every stage of your sales cycle, understanding and identifying where the friction lies. And tirelessly working on solutions to reduce that friction and speed things up, make it easy for the buyer." — Jeff Mains 00:00:33"Adaptation is change and people hate change. And large organizations, as collections of people hate change, and so this is where you start like anything else. " — Zee Jeremic 00:12:28"It's a content game. And when we look at what companies are still doing, companies are still stuck in doing marketing from like 2010 when we're talking, it's all about content." — Zee Jeremic 00:24:38“Good way to learn a little bit about we'll get a little hint from sales around who they want to talk to and what do they usually say when sales are talking to them." — Zee Jeremic 00:27:48"It's about having richer data sets that you can examine to get insight around what the value is of some of the investments that we're making." — Zee Jeremic 00:31:51"It's not about attributing every single thing and making it perfect. It's about getting a richer data set that you can actually start making some decisions on." — Zee Jeremic 00:34:25"Productivity Tips for Beginners": "The easy solution is, oh, I need to go buy some software to do this.