Sales Hacker

AUGUST 15, 2019

What if your customer stories are actually killing your win rates? Most sales people make a critical error when telling customer stories, and it demolishes their pipeline. You’ll learn how to avoid the most common mistake when using customer stories, plus detailed tactics that will position your offering as a no-brainer.

Closing 55

Closing Customers Pipeline Sales 55

David Meerman Scott

JANUARY 4, 2022

Stories are universal. Stories are widely recognized as an essential part of human cognitive development. No culture has survived without them.

Customers 67

Customers 67

Iannarino

SEPTEMBER 8, 2023

Many of these battle cards provide a company overview and identify the stakeholders involved in the purchase, the target customers, industry opportunities, product features, competitor analysis, responses to common objections, and success stories.

Prospecting 283

Prospecting Sell Product Customers 283

ClickFunnels

JANUARY 30, 2022

There are lots of online businesses out there, each one competing for customers. You need to offer your customers something more. Brand storytelling is a narrative which includes both facts and sentiments that help connect customers with your specific brand. Telling a story is far from easy. What’s your story?

Entertainment 246

Entertainment Promote Price Product 246

Veloxy

FEBRUARY 15, 2024

These podcasts cover a diverse range of sales topics, including mastering the sales funnel, customer relationship building, sales psychology, leadership, personal growth, and the latest sales trends and innovations.

Gaming 233

Gaming Sell GTM Technique 233

Hubspot

JUNE 9, 2016

A common mistake companies make in marketing efforts is positioning their company or product as the hero of the story. but most brands overlook the interests of customers when they focus on themselves. The harsh reality is that your customers don’t care about your company or products - they only care about how you’ll meet their needs.

Customers 53

Customers Profit margin Strategic planning Education 53

Partners in Excellence

APRIL 22, 2024

Jim and John, were out to reinvent (and succeed) in developing some of the most powerful customer-aligned value selling tools I have ever seen. ” Enjoy Jim’s story! ” Enjoy Jim’s story! I had an awakening early on that highlighted the importance of customer-aligned value selling.

Teamwork 111

Teamwork Sell Strategize Launch 111

Partners in Excellence

FEBRUARY 12, 2024

Somehow, our customers are lost in the process. Our customers often, focus on these issues for the very same reason. But all this doesn’t necessarily address the biggest roadblocks to our customers’ abilities to move forward. We have to start with their stories. Like customers they want to be seen and heard.

Customers 121

Customers Negotiate Pitch Trust 121

ClickFunnels

DECEMBER 14, 2022

1 Conduct Extensive Customer Research. And there’s only one way to get there: conducting extensive customer research. Online Customer Research. The easiest way to learn more about your dream customers is to figure out where they hang out online and then observe the conversations happening there. Subscribing to subreddits.

Pitch 229

Pitch Up-sell Niche Sell 229

ClickFunnels

AUGUST 22, 2022

Identify Your Dream Customer. The first step in any marketing plan is identifying your dream customer. Here are some questions to ask yourself as you try to identify your dream customer: Who is your ideal student? It’s also worth figuring out where your dream customer falls in terms of awareness. Here’s the gist.

Cold Call 242

Cold Call Cross-sell Clients Up-sell 242

Iannarino

APRIL 16, 2022

As a sales professional , you’re used to selling to customers, but selling to stakeholders in your own organization is a different story. When you conduct a sales strategy presentation, that’s exactly what you’re doing: Demonstrating what you expect your team to accomplish to benefit the rest of the organization.

Presentation 292

Presentation Sales Sell Customers 292

Understanding the Sales Force

MAY 14, 2024

This is not an analogy about inflatable trampolines, but it is about the analogy between pumps and sales and for variety, it will be two separate stories instead of one culminating in pumping up sales. The Pump Story On one corner of our property we have a small pond with a waterfall. They weren’t.

Pipeline 77

Pipeline Sales Drivers/motivators Consult 77

SaaStr

MAY 13, 2024

Dear SaaStr: As a SaaS Founder, Can You Tell Us The Story of How You Found Product-Market Fit? When we launched we had a small but decent number of sign-ups, and once we had a paid product in a few months, a small number of reasonably happy paying customers. We closed big customers like Dell, BT, GE, Comcast, etc.

Tradeshows 85

Tradeshows Product Launch B2B 85

Partners in Excellence

MARCH 5, 2024

” I have several dozen stories so far, releasing a few each day. But as you read through their individual stories, some common themes start to emerge. They disqualify deals that aren’t in their sweet spot, they are driven to use their and their customers’ time well. Keep looking at their stories.

Territory 117

Territory Sports Technique Represent 117

Heinz Marketing

JANUARY 23, 2024

By Michelle Voznyuk , Marketing Specialist at Heinz Marketing In the business world today, there’s a noticeable shift from old-school, product-focused strategies to ones that emphasize customer needs at every step. This strategy, known as customer-led growth (CLG), has become more than a trend – it’s the new playbook for success.

Growth 117

Growth B2B Customers Customer Relationship Management 117

Partners in Excellence

APRIL 5, 2024

For the past month, I’ve been publishing stories on “Why I’m So Interested In Selling.” ” The group is fascinating–both in their stories and in their diversity. So far, I have 51 stories (not all have been published yet). I will probably cap this at about 100 stories.

Sell 123

Sell Cross-sell Drivers/motivators Education 123

Sales Gravy

JANUARY 23, 2024

Ryan is the author of the hit new sales book Story Getter. Jeb and Ryan explore how buying is an emotional experience and sales pros that ask questions that get the story “why” behind the buyer’s “what” sell more. Curiosity Is the Fuel of Story Getters Top sales professionals understanding the human element.

Sell 91

Sell Up-sell Engineering Conversion 91

SaaStr

MAY 12, 2024

Dear SaaStr: What Was Your Very First Sales Story? For our First Big Customer, we’d been negotiating a $6m/year contract for quite some time (they always take time). And without this customer, we were dead in the water. The post Dear SaaStr: What Was Your Very First Sales Story? How Did It Go? My colleagues were stunned.

Contract 80

Contract Finance Negotiate Price 80

Martech

DECEMBER 18, 2023

If marketing is to be responsible for customer data, then marketing must insist that it is responsible for this wherever it exists in the company. This can begin with stories of studies that showcase successful implementations — small or large — of data integration. Having success stories is also essential.

Government 142

Government Campaign Strategize Customers 142

Partners in Excellence

MARCH 21, 2024

Preface: Mary Strain’s story is actually two stories in one. But before I let you move onto her story, I need to add to it. One thing that strikes me in Mary’s story. His customers knew it too, and they bought from him because of it. So often we associate manipulation and dishonesty with selling.

Sell 73

Sell Education Retail Up-sell 73

SaaStr

MAY 18, 2024

So: We went out and got our customers to agree to buy $6,000,000 from us. More of the story here: The post Dear SaaStr: Have You Ever Made a Very Risky Investment That Paid Off Big Time? But it was a very stressful time, when the term sheet was pulled. I had 9 employees and no way to make payroll. I didn’t tell my spouse.

Manufacturing 93

Manufacturing Strategize Closing Start-ups 93

Partners in Excellence

MARCH 10, 2024

Preface: I’m departing from my normal process of introducing a new story about selling. Chloe’s story is just that. I’ve told the story of a variety of others. But of all the stories I’ve read and that I anticipate reading, this is the most impactful. Chloe Wold is different.

Sell 120

Sell Up-sell Start-ups Growth 120

Sales Hacker

APRIL 23, 2024

Linda Lian is Co-Founder and CEO at Common Room, the all-in-one customer intelligence platform that automatically surfaces signals across 30+ channels, reveals the person and account behind the signal, and automates actions like email messaging and team alerts. How Common Room unifies siloed data to enable a 360-degree view of the customer.

GTM 85

GTM Customers CRM Go To Market 85

Sales Hacker

MAY 14, 2024

The GTM Podcast Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world. The post GTM 94: Mastering Branding, Pricing, and Customer Success for AI Startups with Holly Chen appeared first on GTMnow. It’s flexible, scalable ABM built for you.

GTM 105

GTM Price Customers B2C 105

Martech

APRIL 15, 2024

What will customers remember after they have experienced your website, product, service or people? A tremendous amount of investment and resources are being focused on integrating AI into the customer experience , from automating responses to comments on social media to improving the call center experience. Mission accomplished.

Customers 121

Customers Hospitality Technology Technology 121

Hubspot

AUGUST 26, 2012

It's always a good idea to come brushed up on your inbound marketing current events, though, so go ahead and take in our top five marketing stories of the past week! Social Media Customer Service Is a Failure, From PR-Squared. While we at HubSpot do love our social media metrics , we can see his point when it comes to customer service.

Service 60

Service Customers Click Through Rate B2C 60

Salesforce

MARCH 19, 2024

You understand the pivotal role technology plays in shaping the future of customer service. 6 reasons to join the Serviceblazer Community Get actionable customer service insights High-performing service organizations are using data and AI to improve efficiency without sacrificing the customer experience. The answer is yes!

Networking 135

Networking Negotiate Service Contact 135

SaaStr

MAY 17, 2024

When you’re breaking, can’t spend the time and have too many customers, then maybe it’s time to bring in a Product Manager or a Director of Product Management. You want to look at those answers and be grounded in the problem you’ll solve for the customer regularly and have conviction. What happens when you’re not aligned?

Product 92

Product GTM Trust Growth 92

Partners in Excellence

MARCH 2, 2024

While his time was probably better spent talking to customers, he took time to have a great conversation. Dave, being obsessed with selling depends upon the story you tell yourself about ‘What is Selling’ If you imagine selling to be Herb Tarlek from WKRP or Vin Diesel as Chris Varick in Boiler Room, you should hate it.

Sell 73

Sell Up-sell Promote Meeting 73

Salesforce

SEPTEMBER 25, 2023

Helping your teams focus on high-value tasks and build stronger customer relationships. Here are their stories. Read the full Schneider Electric story Leading AI companies: Rossignol Rossignol, a century-old French pioneer of ski equipment, expanded into summer sports in 2016 with the introduction of mountain bikes.

Electricity 133

Electricity Appointment Sports CRM 133

Partners in Excellence

APRIL 15, 2024

We always exchange stories of sitting at those tables, doing designs on paper. ” Thanks for sharing your story, Barry. I’d hang out there when visiting and my grandmother used to stand me in front of her, introduce me to customers, mess up my hair and say, “This kid is a natural born salesman.”

Sell 121

Sell Retail Commission Engineering 121

Martech

APRIL 10, 2024

This translates into product development, where features aren’t simply bolted on but crafted to address the needs of marketers and their customers. We reconnect with that initial yearning, translating it into a message that resonates with customers. Unwavering customer focus? Helping customers succeed?

Pitch 106

Pitch Product Electricity Healthcare 106

SaaStr

MARCH 6, 2024

The story is super inspiring. More on that story here: Okta is also interesting today, in today’s world. Much, Much, Much More Efficient Than 12-24 Months Ago The story of almost every Cloud leader. Customer Count Up 8% Year-over-Year to 18,950 It’s hard to find net net customers after $1B ARR.

Contract 84

Contract Engineering B2B Growth 84

SaaStr

FEBRUARY 28, 2024

500k+ Customers Fuel Growth, Up 28% — And NRR is 121% There A story of many SaaS and Cloud leaders today. The big enterprise customers are fueling growth at Cloudflare, at Blackline, at Smartsheet, and more. So roughly, half of Blaze’s path is from new customers, and half from account growth.

Growth 88

Growth Up-sell Closing Customers 88

Partners in Excellence

MARCH 8, 2024

One of the lines in this story is so consistent with what we read in other stories: “What truly fuels my passion for sales is the opportunity to solve complex problems for my customers. It’s like being a kid again, sharing stories and creating connections, but now in a professional setting. ” Enjoy!

Sell 73

Sell Engineering Clients Growth 73

Martech

MARCH 29, 2024

There is another side to the agile story. By not just focusing on getting things done faster but on delivering value faster, as measured by business outcomes, Huntington National Bank was able to increase loan application conversion rates and improve the customer experience. Design and deliver remarkable customer experiences.

Manufacturing 112

Manufacturing Promote Pipeline Technique 112

Salesforce

OCTOBER 10, 2023

Every day, thousands of developers around the world work with Salesforce technologies to solve complex problems and build innovative solutions for our customers and partners. Today, he’s all of those things and more, in his role as Head of Customer Engagement at Redtag and as a recognized pillar of the global Salesforce Developers Community.

Networking 115

Networking Technology Technology Growth 115