SaaStr

MAY 15, 2024

A lot of you reading SaaStr are probably more B2B SaaS oriented and may not be paying attention to the consumer market, but it’s already massive and is continuing to grow quickly. You can tune into Workshop Wednesday every single Wednesday at 10 a.m. You can tune into Workshop Wednesday every single Wednesday at 10 a.m.

Growth 105

Growth B2B UX B2C 105

Iannarino

JULY 31, 2021

The more you focus on these major outcomes, the better your results. You really only need two OKRs to drive your success in sales —opportunity creation and opportunity capture—though I could be persuaded to add a third. But even if you don’t, take some time to read Measure What Matters by John Doerr, who Grove forced into sales.

Objectives and Key Results 343

Objectives and Key Results Contract Sales Clients 343

Iannarino

JULY 11, 2021

The Gist: Many thought leaders recommend that you should not pitch your clients, a model that suggests not starting with “why us.”. There are, however, things that you should pitch if you want to make your conversations valuable to your clients, all of which improve your position. What you need to do is “switch your pitch.”

Pitch 285

Pitch Clients Conversion Consult 285

SaaStr

MARCH 30, 2024

One of the biggest mistakes I see after $1m in trying to enter new market segments, new verticals, where you have zero traction. Then, you’ll have enough folks and experience to put a small team on a new initiative / segment / market. I know you can do it all. But there’s a reason you hired managers.

Start-ups 109

Start-ups Growth Closing Customers 109

Iannarino

AUGUST 2, 2021

As you start to recognize how much professional sales has changed and how impotent the legacy approaches are, you start to realize just how many structures and strategies were designed to solve the sales organization’s problems, not create value for the client. You need to make sales. You need help now.

Process 329

Process Sales Clients Conversion 329

SaaStr

MAY 16, 2024

When March 2020 hit, you laughed when you heard stories of engineers working 4-6 hour jobs, but it became rampant on the revenue side of the industry. When March 2020 hit, you laughed when you heard stories of engineers working 4-6 hour jobs, but it became rampant on the revenue side of the industry. 2021 was the boom.

B2B 79

B2B Angle X-functional Trust 79

Iannarino

JANUARY 9, 2022

Less than half of salespeople reach their goals because their clients don't find the experience to be valuable enough to continue the sales conversation. When you consistently create value for your client, you all but ensure a won deal. Ninety minutes of prospecting a day will cure what ails you.

Negotiate 164

Negotiate Intrinsic Clients Sales 164

ClickFunnels

AUGUST 16, 2021

The post Split Testing – What It Is & Why You Should Be Doing It appeared first on ClickFunnels. You have probably heard the term “split testing”. Why should you use split testing to optimize your sales funnel? Split testing can help you do that. Why Should You Use Split Testing To Optimize Your Sales Funnel?

A/B testing 246

A/B testing Conversion Technique Follow-up 246

Iannarino

AUGUST 1, 2021

Recency bias will cause you to believe that a new lead will be easier to convert, even though this isn’t true. At a key moment, he exhorts them that when “your mind plays tricks on you, you play tricks back.” Why You Want to Believe a New Lead Is Better. You have to scratch it to see if you’ve won.

Intrinsic 319

Intrinsic Clients Contact Contract 319

Iannarino

JUNE 24, 2021

The Gist: Advice to “do whatever it takes to win the deal” is presented without the necessary guardrails. When what you’re doing isn’t working, you need to change your approach. Do all the things that are necessary for you to succeed, without violating your values. Invest More in Personal Development.

Sales 294

Sales Cross-sell Clients B2B 294

Tibor Shanto

FEBRUARY 8, 2022

The more you manage it, honestly, the more consistently you will exceed quota. Beyond words, actions will tell you where the prospect is, and what they will require to progress. Forget politics, you gotta love Reagan when he said “Trust, but verify.” If the structural underpinnings are not there, art will not help you.

Pipeline 282

Pipeline Quota Prospecting Follow-up 282

SaaStr

DECEMBER 1, 2023

Dear SaaStr: What Do You Do When You Lose a Deal? #1: But a special one for Lost Deals You Want to Win Back Later. Because you’ll have at least 3 more chances to close them — if you go long: 10 months out (Renewal #1). If your competitor doesn’t remain competitive and deliver enough value.

Contract 105

Contract Gaming Campaign Closing 105

Martech

MAY 6, 2024

However, first-party data isn’t enough, unless you’re a tech giant like Meta or Google. Even if you have an abundance of it, you may not see the whole image without validation from other sources. Using these tools helps you close information gaps and make informed predictions to anticipate future customer behavior.

Customers 107

Customers Trust Campaign Closing 107

Understanding the Sales Force

FEBRUARY 20, 2024

Some players focus on their own numbers but in a team sport that relies so much on individual performance, the overall emphasis is on winning games, winning series, and winning championships. What would happen if the focus in selling went from numbers to wins? Win account #1? Win account #2? Win account #3?

Pitch 77

Pitch Sports Quota Price 77

SaaStr

AUGUST 19, 2023

If you can’t raise another fund, you get paid at least something to manage your existing investments for 10+ years. Why will the LPs give you another fund? Are you really producing Alpha to NASDAQ? Challenge #2: Winning Deals. Then they have to “win” the best deals. Why will you win?

Customers 93

Customers 93

SaaStr

FEBRUARY 9, 2024

Here’s Tiago Paiva, CEO of $10B Talkdesk, talking about how he spends 80% of his time recruiting now … up from 0% at $1m ARR: It’s OK you haven’t done it before. You’ll figure out how to sell your product in the early days — after all, you know it better than anyone else. After that you have to recruit the best of the best to win.

Engineering 103

Engineering Up-sell Sell Product 103

Partners in Excellence

NOVEMBER 6, 2023

I’ve written, often, about how we “settle” for win rates of 15-20% and are happy achieving our growth goals. They could easily double revenue by doubling win rates to a mediocre 30-40%. They seldom consider, “What might we achieve if we looked at doubling win rates? What does it take for us to do this?”

Territory 142

Territory Growth Presentation Meeting 142

Partners in Excellence

SEPTEMBER 19, 2023

By social feeds are filled with connection requests suggesting, “I’d like to tell you how we can guarantee and endless stream of high quality leads… ” In addition to all the techniques suggested for filling the top of our pipelines, AI is here to save us! The most obvious and least addressed is improving our win rates!

Pipeline 107

Pipeline Tradeshows High impact Technique 107

Partners in Excellence

AUGUST 22, 2023

If we don’t have enough pipeline, we simply won’t make our numbers. In my interviews, I asked the question, “How much pipeline do you have to have?” When challenged with the question, “Does that mean you only have a 12.5% win rate,” he responded, “Making our numbers is critical!

Sell 105

Sell Pipeline Prospecting Up-sell 105

SaaStr

DECEMBER 2, 2023

Where you burn a ton of cash is “buying” sales. Shoving sales reps into segments where you don’t have enough leads / enough demand. Brutal head-to-head competition in areas you might not otherwise compete. If you can raise a ton of capital, it’s one strategy to win and crush the competition.

B2B 89

B2B Quota Account management Gaming 89

Partners in Excellence

NOVEMBER 2, 2023

As you might expect, the calendars are packed with meeting after meeting–on all sorts of things. We see them leading team meetings, but usually these are fairly one way discussions, “You aren’t hitting the numbers, you need to do more!” We see plummeting win rates. I talk to them about it.

Pipeline 111

Pipeline Meeting Technology Technology 111

SaaStr

MARCH 30, 2021

But really, it means you aren't doing any effective marketing. Few things will demotivate your sales team more than a very low win rate. But a low win rate is, if nothing else, clearly an opportunity. In fact, if you have an A+ engineering team, it might be borderline great news. You just can’t close them.

Growth 114

Growth Closing CRM Engineering 114

Martech

DECEMBER 6, 2023

Dealing with martech vendors Martech vendor negotiations are never the same – even when dealing with a company you already do business with. Product features and capabilities — along with pricing — can change based on the vendor’s company goals, financial needs and other factors you may not be privy to.

Negotiate 104

Negotiate Price Contract Represent 104

Partners in Excellence

APRIL 5, 2024

As you will see, Martin has a fascinating and rich career an selling. Martin articulates something that I think so many of us find so exciting about selling: “The main reason is that it challenges you to reinvent yourself and stay current with your knowledge because it is the most dynamic industry of all.

Sell 115

Sell Territory Consult Contract 115

Search Engine Land

NOVEMBER 28, 2023

All the pivot tables in the world won’t save your bacon if you fail to drive results. This short, simple article will help get you back to basics right in time to kick-start growth for next year. But what if that’s not soon enough, not fast enough or just not enough in general? Could you set your sights high, then?

Growth 110

Growth CTR Gaming Start-ups 110

Search Engine Land

JANUARY 26, 2024

Winning and losing clients is part of the agency business. But with the right processes in place, you can smooth client transitions and maintain positive relationships no matter the outcome. Managing client transitions seamlessly As a search agency, you are always trying to win new business. or before you go to sleep?

Clients 91

Clients Referrals Trust Pitch 91

Understanding the Sales Force

MARCH 13, 2024

When complete, they email the proposal back to procurement and hope to win. They become a resource, an asset, a partner and not only help write the specifications of the next RFP, but write the specs in such a way that they are the only company that can win the business. It seems obvious, doesn’t it? Think Boeing.

Manufacturing 77

Manufacturing Territory Price Finance 77

SaaStr

SEPTEMBER 3, 2022

You can’t settle here. You have to find someone at least as good as you, ideally better. A mediocre “coder” CTO because you can’t code … won’t really work out. A mediocre “business guy” that can’t really marketing and sales won’t really get you those key early customers. You need to know your 10x feature.

Niche 105

Niche Growth Customers Product 105

Search Engine Land

MAY 6, 2024

So if you want the bullet points, here’s my best attempt: A mentor : Mark understood the world and how to win within its parameters better than anyone. An award winning marketer : Mark has been winning awards for his work since 2015. Fair warning…I wrote a lot. Check out his bio on Search Lab for the full list.

X-functional 116

X-functional Sports Represent Start-ups 116

SaaStr

OCTOBER 3, 2023

Your Startup is in One of Four Stages As a startup, you fall into one of four stages. You can see in the diagram above that there are many examples of revenue plays, and as your company grows, it becomes even more multi-threaded. Pipe conversion — All solutioning and commercials involved to turn your pipeline into wins.

B2B 91

B2B GTM Objectives and Key Results X-functional 91

Understanding the Sales Force

MARCH 13, 2024

He started strong which you can see here. When complete, they email the proposal back to procurement and hope to win. They become a resource, an asset, a partner and not only help to write the specifications of the next RFP, but write the specs in such a way that they are the only company that can win the business.

Territory 68

Territory Manufacturing Finance Consult 68

Search Engine Land

FEBRUARY 26, 2024

He said: “We were just big enough to play but probably not big enough to win, if that makes sense.” Read our Google antitrust trial updates for everything you need to know. ” What the DOJ is saying. Why we care. On the other hand, Bing has 3% of the global market share, according to StatCounter.

Territory 114

Territory Engineering Market share Sell 114

Search Engine Land

OCTOBER 13, 2023

Here’s everything you need to know. Dr. Adam Juda, Google’s Vice President of Product Management in Search Ads Quality Systems, explained at the federal antitrust trial: The highest bidder doesn’t automatically win the ad auction. How does Google pick an ad auction winner? How does Ad Rank work?

Price 117

Price CTR Click Through Rate Campaign 117

SaaStr

JANUARY 30, 2024

And I’m highlighting so if it’s you — you can get a bit of a kick in the arse and go do something about it. It’s a SaaS startup that basically fell out of product-market fit after the 2021 boom … but has enough revenue and high enough NRR to keep going. Is that you? How badly do you want it?

GTM 89

GTM Finance Growth Gaming 89

Partners in Excellence

NOVEMBER 9, 2023

I appreciate her patient voice saying, “Dave you are making a mistake, are you going to pay attention to me?” As a result, we are looking at any hack that enables us to get those goals…… Your customers are just waiting for you to come to them with those deep discounts. we only win 20% of those.)

Pipeline 129

Pipeline Drivers/motivators Technology Technology 129

Partners in Excellence

FEBRUARY 15, 2024

” The rationale they provide goes something like: “If your top performers have win rates 2X more than the average for the rest of your sales team, then giving them your best leads will drive 2X yield over giving them to others! You don’t want to be wasting your leads!” They become overloaded and overwhelmed.

Start-ups 109

Start-ups Up-sell Sell Product 109

SaaStr

JANUARY 20, 2022

Q: Sales team has a 7% win rate over last 6 months. Not to be too much of a Pollyanna — but a 7% win rate isn’t all bad. In fact, if you have an A+ engineering team, it might be borderline great news. A 7% win rate certainly means you are losing 93% of deals … but it also means you are getting invited into a ton of deals.

Sales 94

Sales Growth Closing Engineering 94