Iannarino

MARCH 2, 2024

There is something better than leads. In some industries, you are better off with a strategy built on a list of targets. These targets will not need to be qualified because you know they already buy what you sell, even though they are currently buying from one of your competitors. This is something we describe as a competitive displacement , a nicer way of saying "stealing your competitor's client.

Clients 198

Clients Sell Sales 198

Partners in Excellence

MARCH 2, 2024

Preface: I first met Rene Voorhost years ago when he was the Nordics/Benelux sales manager for National Instruments. I don’t recall exactly how we met, I think he saw me speaking and later reached out to say, “Dave, I think there is a better way to think about these things.” Since then, he’s become a thought partner in helping me develop tools and models on driving sales performance.

Sell 106

Sell Education Territory Engineering 106

SaaStr

MARCH 2, 2024

“My App Stack” is a new series where we dig in with top CMOs, CROs, CTOs and CEOs on just what apps they’re really using to run their business. I always learn a lot from these — they are in essence a best practices list from each leader. Last time we had a great one with Rachel Wolan, CPO at Webflow, check it out here. This week we have Job van der Voort, CEO at Remote!

Presentation 96

Presentation Meeting Product Growth 96

Partners in Excellence

MARCH 2, 2024

Over the past few years, I’ve noticed a trend among sellers. There seems to be no passion for what sellers do. To many, it’s a job, a way to make a living. Many, after reading posts from “experts” are solely focused on the “big bucks,” and the majority of them fail. Selling is one of the toughest things to do well.

Sell 104

Sell Clients Sales 104

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Follow-up

Partners in Excellence

MARCH 2, 2024

Preface : Wolrad Claudy is a great friend and client. I first met him years ago when he ran global sales for Tekelec (acquired by Oracle). He’s one of the most fascinating sales leaders I’ve worked with. Since Tekelec, he has been involved in a number of technology start-ups, has developed a specialized fund, providing seed capital to some start-ups.

Sell 101

Sell Negotiate Relationship building Up-sell 101

Partners in Excellence

MARCH 2, 2024

Preface: Maria Boulden is one of my closest friends. I suspect much is based on our love of really bad puns. But most of it is how deeply I respect her as a leader. She is currently Vice President of Executive Partner Sales at Gartner. Prior to that, she ran one of the largest segments at Dupont, responsible for billions in annual revenue. Here’s Maria: “I graduated with a degree in chemical engineering with a chemistry minor.

Sell 73

Sell Manufacturing Technical Sales Engineering 73

Partners in Excellence

MARCH 2, 2024

Preface: I first met Alex Shootman when he was running sales at Eloqua. We had talked on the phone a few times, but our first meeting was on the exhibit floor at Dreamforce. While his time was probably better spent talking to customers, he took time to have a great conversation. Since then, we talk, periodically, sharing ideas. He’s a master at building companies, including Apptio, Workfront, and now as CEO of Alkamai.

Sell 73

Sell Up-sell Promote Meeting 73

Partners in Excellence

MARCH 2, 2024

Preface: Eric Anderson is my brother-in-law. He’s the “cool guy” in the family. We started hanging out in college, he went into the Peace Corps in Kenya, then came home, riding a motorcycle from Nairobi, up the Nile, and across Europe. He’s always been involved in extreme sports, racing and motorcycles. First as a driver (winning lots of races like the Baja 1000).

Sell 73

Sell Non-Profits Manufacturing GTM 73