SaaStr

FEBRUARY 14, 2023

As things appear to slow, how do we get back to the fundamentals, find the things that are great about SaaS that are measurable, and help people see the value in your business? When the overall interest rate is higher, you need to discount those future cash flows to the present to understand the value of the company today.

Profit margin 80

Profit margin Drivers/motivators Cross-sell Growth 80

A Sales Guy

SEPTEMBER 9, 2018

I talked to a packed house about problem-centric selling and how it changes the game of sales. The post Problem Centric Selling – Why No One Gives a S**t About Your Or Your Company appeared first on A Sales Guy. Here’s my full presentation. Watch it! It’s a good one.

Sell 136

Sell Gaming Presentation Sales 136

Membrain

JULY 21, 2019

Up until the other day, any possible connection between window washing and complex B2B sales would have never entered my mind. That is, not until we were getting our windows cleaned. When you live in NYC, you definitely don’t want to do this yourself.).

B2B 96

B2B Sales 96

SaaStr

DECEMBER 5, 2019

In this session, Managing Director & Co-Head of Workday Ventures, Leighanne Levensaler will dispel the myths of partnering with large companies and reveal the 10 things that aren’t obvious with this kind of partnership. And we had been talking about that and I also run corporate strategy. That’s how much I knew about it.

Strategize 52

Strategize Strategic partnership Start-ups Up-sell 52

Anthony Cole Training

JULY 6, 2015

In the Age of Google, the Age of the internet and the rapidly changing face of technology, one of the biggest challenges that companies face today includes making the jump from old ways to new ways.

Technology 150

Technology Technology Sales 150

SaaStr

APRIL 13, 2019

Here’s how I might think about it: $50,000 invested at say $1m valuation = 5%. But the math seems about right. The post How much equity is fair for my co-founder that is leaving after 2 years and $50,000 invested in the company? The company is about to launch. 10 year commitment as founders; he did 2 years of it.

Launch 40

Launch Contract 40

SalesforLife

APRIL 27, 2018

It’s difficult to deny that the sales environment is changing. Buyers are evolving, competition is increasing, and organizations are finding it more difficult to differentiate their products and services. The result is exactly what you would expect in this environment—a large number of sales reps missing quota each year.

Quota 92

Quota Sales Service Product 92

Anthony Cole Training

MARCH 21, 2024

It's difficult to choose what the toughest part of any sales manager’s job is and it can vary by company, industry or geography. Undoubtedly, it will be about people – finding the right salespeople, hiring and onboarding, coaching them on important deals and for skill development.

Sales 274

Sales Drivers/motivators 274

Hubspot

AUGUST 29, 2011

When I started my first company (this was back in my early twenties), I came across the Inc. The list carried great weight for me, because it was the most recognized national award for fast-growing companies. It was like the Fortune 500, but for private companies. Other Fun, Tweetable Facts About The Inc. 1) The Inc.

Growth 68

Growth Start-ups 68

Iannarino

FEBRUARY 26, 2024

With just over 33,000,000 companies in the United States, how would you go about this project? How would you figure out what companies are buying and what they need now? This would be an impossible task because, each day, the situation for millions of companies changes faster than you could collect the information.

B2B 222

B2B Sales 222

Iannarino

SEPTEMBER 28, 2023

To execute this tactic, the salesperson will start the conversation by talking about their company. It was thought that the customer would need to trust the company to buy from them. Because this might not always be enough, the salesperson would talk about their happy clients, adding additional proof.

Trust 284

Trust Clients Meeting Service 284

Iannarino

MARCH 10, 2024

I wasn’t prepared to hear a competitor trashing my company and explaining how they would do a better job than we were doing. There was nothing professional about his approach. He wanted to give me the experience he had every day. Nothing the caller said made any sense. I was amused.

Clients 250

Clients Meeting B2B Sales 250

Iannarino

SEPTEMBER 19, 2023

Talking up your company to gain credibility, to talking about your solution as the best in class, to telling stories about your clients fail to create value for your contacts, unless you believe they want you to remind them of what they already read on your website.

Contact 307

Contact Sales Clients Conversion 307

Iannarino

JANUARY 14, 2024

An example of a push strategy is when a person sends you an InMail with a pitch about their company and their solution, which is often followed by a link to schedule a meeting. Typically, the person using this approach knows nothing about you to suggest that you might be a prospect.

Pitch 245

Pitch Clients B2B Sales 245

Iannarino

FEBRUARY 22, 2024

When a buyer is required to make a rare decision they must get right on the first try, they worry about making a mistake that may harm their results and their status in their company. If you think selling B2B is challenging , you might not realize how difficult B2B buying is.

B2B 239

B2B Sell Sales 239

SaaStr

MAY 15, 2019

The post I received an offer to work for Kleiner Perkins as an executive assistant but I’m worried about the how the company will do without Mary Meeker. I assume a huge % of KPCB’s LPs/investors have invested in Mary Meeker’s new firm, so from an LP perspective, maybe not even that much has changed. View original question on quora.

Closing 40

Closing 40

SaaStr

APRIL 25, 2024

You’re worried about a bunch of VCs replacing you. A few high-level things to think about. But you’re really worried about the grey area in the middle. The company does reasonably well, or at least, doesn’t fail. Six tips: Don’t sell too much of the company. It’s not your company anymore. That’s fair.

Finance 86

Finance Legal Up-sell Trust 86

Martech

APRIL 17, 2024

In the opening years of this third decade of the 21st Century, email became the saving grace for many enterprise and mid-level companies. Email was the quick pivot, the messaging and the low-cost way to insert their companies into the customer experience in the inbox. This is a central focus for enterprise companies.

Technology 117

Technology Technology Niche Campaign 117

SaaStr

JUNE 4, 2022

Dear SaaStr: What’s the Harder Part About SaaS Companies, At Each Stage? The hardest part changes every 12–24 months, and the whole company changes every 30-36 months or so. Your life becomes all about recruiting, even more than it was. Most SaaS products are inexpensive. And human churn.

Growth 139

Growth Start-ups Engineering Closing 139

Salesforce

MARCH 19, 2024

The company was poised for rapid growth, but it couldn’t train customer service representatives (CSRs) quickly enough to keep up with its expansion. To tackle this challenge, the company turned to a novel solution: generative AI. And we’re not just talking about structured data like a spreadsheet or a relational database.

Trust 122

Trust Represent Start-ups Technology 122

Martech

APRIL 19, 2024

New regulations and growing public concerns over data collection practices have forced companies to rethink their strategies. This shift toward a privacy-first environment has led to significant organizational restructuring for over 80% of companies. Consumer privacy has become a major focus in the digital advertising industry.

Strategize 104

Strategize Trust Legal Retail 104

SaaStr

APRIL 13, 2024

I’ve been through it twice as a founder and about ten times as an investor. They assemble a list of companies they should pay attention to based on media, events, and customer and partner conversations. You’d be surprised how leaders at Big Tech Cos hear of startups, and who they know about, and who they don’t.

Cross-sell 104

Cross-sell Engineering Conversion Product 104

Martech

APRIL 25, 2024

Company A bought Company B for a reason. The combined company typically promises quick synergies,” said veteran marketing technologist Steve Petersen. Sometimes the acquiring company is stricter about contract terms,” said Petersen. “I’ve Even so, you need to ask about customer support continuity.

Contract 72

Contract Legal Price Technology 72

Partners in Excellence

APRIL 11, 2024

Very few people care enough to say, “Dave, you can do so much better… ” Jill and I share a common dream, how to make a difference—in the people/companies we work with, in our communities, and in society. Yet, if I wanted to start my own company it was necessary to learn how to sell. What did I love about it?

Sell 105

Sell Manufacturing Up-sell Launch 105

Martech

APRIL 23, 2024

Consumers inundated with marketing messages are receptive when the message is about a high-priority item they’ve purchased. The company discovered this when they began sending messages to customers post-purchase with accurate shipping and delivery details. In 2022, the brand opened its first five retail stores.

Click Through Rate 95

Click Through Rate Territory Retail Service 95

Martech

APRIL 18, 2024

The second-annual Green Media Summit at New York’s Javits Center last week showed the promise of greener pastures for marketers and customers concerned about harmful business practices overheating the planet. At the summit, sustainable adtech company Scope3 introduced the GMP+ green media offering. Image: Green Media Summit.

Transportation 101

Transportation Finance Strategize Promote 101

Salesforce

FEBRUARY 20, 2024

Rather than allow the diagnosis to bring her down, she instead vowed to raise awareness about the condition. “I Raising awareness about rare conditions and the unique challenges that individuals face is crucial for developing effective therapies and treatments. I did what any millennial would do. Download the free guide 1.

Pharmaceutical 137

Pharmaceutical Healthcare Drivers/motivators Appointment 137

Search Engine Land

APRIL 11, 2024

The label appears as a grey box positioned underneath the company name, logo and URL as demonstrated in the screenshot below: The feature is not clickable, and so the purpose of it is causing confusion amongst PPC marketers. If Google starts forcing companies into their competitors’ ad auctions, it could be bad for business.

User Experience 103

User Experience Engineering Service Process 103

Martech

APRIL 15, 2024

Informatica helps companies — including Toyota, Unilever and Deloitte — manage data across cloud and on-premise systems. It has a market cap of more than $11 billion and last year debuted Claire GPT, a generative AI tool to help companies handle data. It was taken private in 2015 for about $5.3 Why we care.

Closing 79

Closing CRM Follow-up Technology 79

Search Engine Land

APRIL 12, 2024

Picture this: a popular tech company (let’s call it Techify) launches a new product, relying on its traditional channels for disseminating information and gathering feedback. Monitoring and reputation management Techify should closely monitor discussions about its brand on Reddit, mirroring effective reputation management practices.

Contact 113

Contact Trust Represent Follow-up 113

Martech

MARCH 12, 2024

Creative technology company Canva launched its latest campaign promoting a growing number of collaborative and AI-powered tools for businesses. In that time, the company doubled its MAU to 170 million and quadrupled its paying subscriber base to 16 million. They also care about saving time and reducing costs and scaling output.

B2B 114

B2B Customers Teamwork Campaign 114

Martech

APRIL 23, 2024

No matter what is happening in the larger industry you operate in, your company might be going gangbusters. After your company invests in marketing technology, you might think your research into such solutions is over. The issues they have, when considered together, will give you hints about the direction your provider might take.

Government 89

Government Technology Technology Trust 89

ConversionXL

AUGUST 12, 2020

You’re not just adding more to their plate but also to think about new ways of working—ways that may conflict with their current priorities. Share data or insights company-wide. Our client Laura Borghesi, Senior Director of Growth Marketing at MongoDB, talked to us about how she created a CoE. Get CCOs to represent.

Customers 74

Customers Cross-sell Objectives and Key Results UX 74

SaaStr

APRIL 17, 2024

A few years ago, Harry Glaser sold his company, Periscope Data, for $130M. But then growth flatlined for a couple of years, and it was time to talk about selling. From the start of the company to a couple of years after being acquired, it was about a ten-year journey altogether. They’re bought. Why Do Offers Come?

Sell 65

Sell Negotiate Up-sell Price 65

Martech

MARCH 29, 2024

Whenever I hear a company announce a major agile transformation, I run. Get real about customer centricity Up to 80% of companies believe they provide a superior customer experience, but only 8% of their customers agree, per a 2022 Bain & Co. No one wants to be transformed unless they initiate and control the change.

Manufacturing 110

Manufacturing Promote Pipeline Technique 110