SaaStr

APRIL 12, 2020

It rarely beats the competition. Competiton bashing (too quickly at least). Yes, FUD and competition bashing can work. It does not save a sale. What it really does is create urgency to close. Relying on SDRs to always qualify your deals. Yes, SDRs are great. It’s still your job to own the sale. where practical.

Legal 138

Legal Sales Prospecting Closing 138

Partners in Excellence

APRIL 25, 2022

Often, we focus on all the things we did; we engaged the right people, we talked about the issues that were important to them, we had a superior solution, we were more compelling than the competition. We can learn so much more than just that we were chosen over the competition. First, we are never perfect, even if we win.

Process 101

Process Customers Sales 101

Partners in Excellence

AUGUST 19, 2020

Second, the customer is looking at the competitor for a reason, if we start blindly trashing the competition, we are also trashing the customer and their thinking. At the same time, we can’t ignore the competition. Not only the competition, but us, as well.) Related Posts: Beating The Competition!

Product 111

Product Process Customers Sales 111

ConversionXL

SEPTEMBER 17, 2018

” Regardless, knowing one or two data languages—even at a beginner level—is a great help for an online professional’s daily job and, consequently, huge advantage over your competition. .” Python, SQL, JavaScript, and Bash were created by different computer scientists in different circumstances. JavaScript.

SQL 134

SQL A/B testing Structured Query Language X-functional 134

Partners in Excellence

JULY 14, 2020

It seemed an inordinate part of the discussion focused on the competition. People went back and forth on their strengths relative to the competitors, the relationships the competitors had with the customer, strategies to deal with the competition. ” But we seldom develop competitive strategies to deal with this possibility. .”

Education 107

Education Price Clients Process 107

SaaStr

JUNE 20, 2023

Constant bashing of competitor. How strong is the competition? Dear SaaStr: What remarks have a salesperson said to you that lost them the sale? A quick list here: “You are wasting my time”. I don’t think this was meant to be said aloud, but many B-tier reps say and think this all the time. A prospect’s time is always valuable.

Contract 77

Contract Legal Sales Price 77

SaaStr

NOVEMBER 18, 2022

The two biggest mistakes business leaders can make in a competitive space are thinking their competitors are too smart or, alternately, too dumb. Snow and Blond dive deep into competition — how to position yourself against competitors and make the most of that competition. . Psst… the answer is yes! And it has. .

Gaming 85

Gaming Launch Price Closing 85

Search Engine Land

OCTOBER 24, 2023

Prioritize growth over chasing highly competitive keywords for vanity ranking positions. Managing an SEO team usually means that you’re taking on the world with some talented people. So, how can you lead an SEO team effectively, helping to grow their skill sets in the right direction? Ranking KPIs are impractical and limiting.

Drivers/motivators 100

Drivers/motivators Intrinsic SQL Education 100

PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. B2B sales organizations may often find that this process is highly time-consuming and requires significant investments in manual labor. In many cases, just initiating the first contact doesn’t deliver any business growth. B2B sales prospecting in a nutshell.

Prospecting 98

Prospecting B2B Objectives and Key Results Referrals 98

Partners in Excellence

MAY 17, 2019

At some point, we or colleagues may choose to go work someplace else–even our competition. Most of the time, there is intense competition–I want to beat them, just as they want to beat me. Sometimes our customers choose competition, either because their solution is better or because we may have been outsold.

Meeting 86

Meeting Trust Closing Prospecting 86

Highspot

MARCH 27, 2019

Something was different about the 2019 GeekWire Bash. Attendance continued to grow, the dodgeball competition was fierce, but what really stood out was the excitement in the air emanating from the fresh, excited faces of young company leaders, employees, and families. It’s no secret that Seattle’s tech scene is booming.

Meeting 40

Meeting Education Finance Retail 40

Partners in Excellence

NOVEMBER 4, 2018

As they asked for my preferences, the choices I was given were only their traditional competition–other old line business publications. As they asked for my preferences, the choices I was given were only their traditional competition–other old line business publications. But today competition has changed.

Contract 77

Contract Territory Up-sell Service 77

Search Engine Land

FEBRUARY 16, 2023

Google’s search choice screen had virtually no effect on search market share, perhaps by design 2021: As an antitrust remedy, the choice screen had not only failed to make the search market a more competitive space, it may have even reinforced Google’s dominant position. The court didn’t bite.

Networking 89

Networking Gaming Commission Engineering 89

Partners in Excellence

NOVEMBER 30, 2012

My friends at OpenView Labs asked for my views on “bashing” the competition. As you might guess, I have some pretty strong opinions on it. To read the accompanying article, visit my friends at OpenView: The Single Worst Thing A Sales Person Can Do! There’s quite a discussion at the site, join in!

Sales 92

Sales 92

Partners in Excellence

AUGUST 3, 2015

I asked, what competition are they looking at, what do they think of them? Sales people dance around the competition issue. They don’t want the customer to look at competitors, they don’t want to make the customer aware of competition, they are afraid that bringing up the issue of competition might disadvantage them.

Up-sell 91

Up-sell Customers Sell Sales 91

Partners in Excellence

AUGUST 29, 2012

Understanding our competition in each deal is important. But strategies driven by responding to the competition not providing leadership to the customer are simply losing strategies. In doing this, we surrender leadership and innovation to the competition. They complained, “How do we deal with this competitor?

Sales 97

Sales Customers Process Sell 97

The Sales Hunter

NOVEMBER 19, 2012

I’m not a big one to spend an overt amount of time worrying about the competition, but I do get concerned when I hear from salespeople about this… their concern is what their competitor is saying about them. Just don’t drive it home by bashing the competition. The best defense is a good offense.

Drivers/motivators 76

Drivers/motivators Service Up-sell Customers 76

Partners in Excellence

FEBRUARY 17, 2015

In prospecting, one of the most important and difficult things to do is establishing credibility. But without this, moving forward, trying to get any type of engagement is impossible. Too often, sales people are oblivious to this—this applies to the really bad sales people who don’t deserve to be selling.

Trust 97

Trust Referrals Contact Pitch 97

A Sales Guy

NOVEMBER 14, 2011

When we critique, we take information we’ve just acquired and bash it against the knowledge we have stored in our brain and produce validations AND alternative ideas, options, actions, approaches etc. It’s usually at the point when they reach the decision they need to call you or your competition. Good luck with that.

Customers 111

Customers Sales Prospecting Up-sell 111

Veloxy

SEPTEMBER 30, 2021

Cold calling has evolved over the years; no longer do sales reps simply type a telephone number from a list and give it a bash. Cold calling is not dead! It’s still kicking butt and taking names. Did you know that the average businessman or businesswoman receives over 115 emails per day ? This is the golden key to cold calling!

Cold Call 211

Cold Call Objectives and Key Results Real Estate Up-sell 211

Partners in Excellence

OCTOBER 30, 2012

We all know the saying, “Things would be great if it weren’t for those damned customers!” ” It’s said in jest, but sometimes I get the feeling there is more truth than many would like to admit. Unfortunately, we all have too many stories of how we have been treated by the people and companies we buy things from.

Customers 91

Customers Negotiate Trust Prospecting 91

Partners in Excellence

OCTOBER 2, 2016

In general, I think it’s sound advice. Intuitively, it’s easy to see how you get employees enthusiastic and engaged in improving the things they do well. At a macro level, if we look across large organizations, the more people do what they to well, better, the more improvement the organization is likely to show.

Non-Profits 88

Non-Profits Sports Pipeline Up-sell 88

Partners in Excellence

AUGUST 2, 2012

Some tend to approach this by focusing on differences with the competition or by bashing the competition , I tend to think these are weak sales strategies. Some tend to approach this by focusing on differences with the competition or by bashing the competition , I tend to think these are weak sales strategies.

Construction 89

Construction CRM Sell Technology 89

Partners in Excellence

FEBRUARY 5, 2014

But there are two that provoke immediate outrage—and usually a tirade if I’m speaking with an individual or a group. These two things are: Customers lie! The customer is stupid! These are, possibly, the most destructive statements and attitudes any business professional, but particularly sales people can have. Absolutely not!

Customers 93

Customers Trust Represent Conversion 93

Sales Hacker

OCTOBER 7, 2019

We talk about why career paths are rarely linear (and how to roll with it), what gives you a competitive edge at any stage, and how to see an opportunity for what it is. GCP’s Marketing Message in Light of Direct Competition (20:30). This week on the Sales Hacker podcast, we talk to Alison Wagonfeld, CMO of Google Cloud.

Technology 44

Technology Technology Represent Territory 44

ConversionXL

JUNE 16, 2020

Last year, I gave a presentation on how we generated 40% year-over-year organic revenue growth by focusing on out executing the competition, not outsmarting them. Enterprise SEO has been my topic of choice for extracurricular “thought leadership” over the years. Eventually, I got tired of that lack of action, which led me in-house.

CTR 121

CTR A/B testing Click Through Rate Education 121

Hubspot

JULY 7, 2017

Oh, hi there. Have you heard the news about video? It's becoming really important for marketers to use. Imperative, even. Perhaps mandatory. Sure," you must be thinking. And in other news, the sky is blue.". Okay, we get it. You know how important video is. That much is clear. And that's great -- but we have a question. What makes a video viral ?

B2C 78

B2C B2B Follow-up Start-ups 78

Spiro Technologies

JANUARY 18, 2023

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving, and selling products, and of course, having fun along the way. I’m your host, Adam Honig, the CEO of Spiro.ai. We make amazing AI software for companies in the supply chain, but we are not talking about that today. Why three nines?

Manufacturing 52

Manufacturing Assembly Line Up-sell Engineering 52

Hubspot

OCTOBER 19, 2012

As the former dark horse of the marketing world (I think we're past those days though, right?), social media has had plenty of time to accumulate some big, cuhraaaazy myths. Myths some marketers have held onto because, well, it's just kind of hard to keep up to date on what's really going on with social media. 20 Common Social Media Myths BUSTED.

B2C 78

B2C Networking Follow-up Lead generation 78

Sales Hacker

FEBRUARY 16, 2023

So, if the prospect casually mentions they are using a competitive technology, you don’t bash. Rejection is part of the job in sales. That is the absolute truth. 90% of the time you’ll get a “no.” What people need to realize is that success and failure are on the same exact road. They’re not that different from one another.

Objection handling 94

Objection handling Pipeline Sales Drivers/motivators 94

SaaStr

AUGUST 7, 2020

359: The Secrets to Vertical Growth, What it Really Takes to Build a $1B SaaS Company with Matt Garratt, SVP, Managing Partner @ Salesforce Ventures, Trisha Price, Chief Product Officer @ nCino and David Schmaier, CEO & Founder @ Vlocity. This episode is sponsored by Linode. This episode is an excerpt from a session at SaaStr Summit: Enterprise.

Price 59

Price Retail X-functional Healthcare 59

Lead Fuze

OCTOBER 1, 2021

2 Analyze your market competition. Sales prospecting is a simple way to get competitive knowledge. Historically, prospecting refers to the hunt for resources such as gold. The idea remains the same in commercial terms: to hit “gold” with warm qualified leads. 25 Prospecting Techniques In Sales . 1 Conduct research .

Technique 95

Technique Prospecting Cold Call Sales 95

Understanding the Sales Force

OCTOBER 26, 2016

Does bashing your competition ever work? Does bashing your competition ever work? meowu%20/ 123RF Stock Photo">Image Copyright: 123RF Stock Photo. The circus will be coming to an end in just under 2 weeks. Yes, even you. I'm referring to the circus known as the 2016 Presidential Election.

Sell 100

Sell Product Sales 100

Sales Hacker

JANUARY 8, 2018

It seems like an age old topic, how does a Marketing Qualified Lead get to the starting point of the sales process? There is a narrow line between asking for high quality leads and properly handling leads according to their quality. You have eyes and hands and brains all over your company. They are your collaborators. Were there any vacations?

Sales 82

Sales Clients Contact Start-ups 82

Sales Hacker

APRIL 26, 2019

Have you ever “Nailed it!” when interviewing for a sales position? All the stars aligned. Your answers were spot on, and the rapport was effortless. Chances are, you went beyond just “answering questions” if you ended up getting the job. You answered the sales interview questions in a way that made you look like a winner.

Sales 21

Sales Drivers/motivators Promote Up-sell 21

Hubspot

MAY 19, 2020

Like any major marketing strategy of the past decade social media has had plenty of time to accumulate some big, inaccurate, myths. And despite the fact that data has disproven a number of marketing myths today, some marketers will still hold on to few, simply because it's hard to keep up to date on what's really going on with social media.

B2C 69

B2C Networking Follow-up Launch 69

Partners in Excellence

JANUARY 22, 2015

There were significant overlaps between the product lines, both those of the competition and those of my client. They knew there were overlaps between the products, but thought the “healthy” competition between divisions would drive stronger growth overall. Recently, I was doing some win reviews.

Product 86

Product Represent Clients Growth 86