The Lost Book of Sales

FEBRUARY 1, 2021

Charlie himself achieved a stable 15-20% compound returns with his partner Warren Buffett at Berkshire Hathaway, and he definitely is an authority to look up to if you're interested in a sound investment philosophy. Charlie is simply content to trust his own judgement even when it runs counter to the wisdom of the herd.

Intrinsic 105

Intrinsic Price Construction Government 105

Gong.io

FEBRUARY 4, 2021

You can’t afford to burn three weeks of valuable time thinking a deal is on track, only to later find out that it’s actually been stalled… after you included it in your roll up. Reps lose deals because risks sneak up and bite them (and you!). Huddle up with our team. Strategic guidance : Cut the game of catch up.

Gaming 127

Gaming Intrinsic Pipeline Strategize 127

A Sales Guy

FEBRUARY 6, 2017

The motivation or the reason an organization is looking to buy is the greatest and most important piece of information in the sales process, yet few sales people know it, document and even worse sell to it. None of the common answers I get offer the insight required to understand the intrinsic motivation of their buyer.

CRM 107

CRM Intrinsic Drivers/motivators Pipeline 107

Sales Hacker

JUNE 7, 2019

Factor in your prospect showing up a few minutes late and any technical hitches that might come up — and you’re under significant time pressures. Forgetting the Up-Front Agreement. An up-front agreement is a simple way to do that. I’ve seen it time and time again. When combined with a demo, the discovery gets rushed.

Pitch 102

Pitch Intrinsic Pipeline Prospecting 102

Sales Hacker

AUGUST 12, 2020

The system you set up becomes even more important once you begin doing outreach at scale, but I’ll go over that more later. Imagine I am selling you an amphibious vehicle. We neglected to figure out — in advance or in discovery — if what we are selling is relevant or timely to the prospect. The 3 Parts of Personalization.

Assembly Line 109

Assembly Line Intrinsic Prospecting Pitch 109

Lead Fuze

AUGUST 1, 2021

As social media becomes more intrinsic to marketing, so too has it brought around new ways to attract, reach and influence an increasingly wide customer base. Because their followings are made up of people of all ages, the influencers would be able to conduct this work on your behalf. Sign up to get 25 leads for FREE.

Niche 98

Niche Follow-up Contact Intrinsic 98

Hubspot

OCTOBER 17, 2017

Does your writing inspire action, selling things or services or ideas? He closed out the memo with “10 hints” that anyone could apply to make their writing better. Dense, long-winded writing that meets the intrinsic needs of the author, rather than the extrinsic needs of the reader, won’t get read. Bracket wind-up explanations.

Extrinsic 78

Extrinsic Intrinsic Cross-sell Entertainment 78

SaaStr

JANUARY 31, 2020

How does Eugenio approach the issue of agency when selling to CIOs but having devs use the product? We looked up to them in many, many ways. ” And so the mechanism of selling to a constituency that it’s non traditional enterprise software buyer. How does one know how much of the secret sauce to giveaway?

Price 67

Price Engineering Trust Product 67

SaaStr

JUNE 10, 2021

Marten Mickos: So we’re look into the definition of what this can mean and how you build value from your company that you can sell to another company so that they become tangible results for the customer. But it’s more difficult than just setting up a website and selling subscriptions.

Customers 55

Customers Price Contract Objectives and Key Results 55

Heinz Marketing

MAY 1, 2023

Tune in to hear more about: Why sales and marketing are about timing and trust and how companies can leverage trust as an asset more often. definitely well into spring, up here in the beautiful Pacific Northwest, wherever you are watching and listening. We’ll reference you, we’ll bring you up on screen.

Pipeline 56

Pipeline Intrinsic Trust Sales 56

Outreach

FEBRUARY 11, 2022

While it would be nice if it were that easy, experienced managers know that it takes more than spirited pep talks and YouTube to keep people fired up. For example, instead of only congratulating Kim privately on closing that colossal deal that took months, highlight her achievement on the weekly team call. Build Trust.

Drivers/motivators 52

Drivers/motivators Objectives and Key Results Intrinsic Sales 52

Hubspot

JULY 2, 2015

While it's likely that no one will complain about these perks (they're awesome, after all), many companies are shifting their focus to prioritize intrinsic motivators such as peer-to-peer recognition and frequent feedback as a way to improve employee engagement. 6) Telus' Employee Trust. Why the emphasis on engagement?

Intrinsic 77

Intrinsic Teamwork Trust Drivers/motivators 77

Heinz Marketing

JULY 30, 2018

Advocacy, historically, we have spent money on owned channels like we create these customer videos and customer selling stories on our website, etc. I just made that up. Ichiro, kinda up here in Seattle. Finally, where it’s really important is on the advocacy piece. Chandar P: Bono’s good. Matt Heinz: Bono?

Pipeline 41

Pipeline Mechanical Engineering Cross-sell B2C 41