SaaStr

APRIL 20, 2024

We went pretty deep on: The real role of AI in marketing today Does everyone just want to be a strategist now? Efficiency gained from AI may not necessarily lead to cost savings, as companies tend to reinvest in higher-value areas. Do things every week, not just when you have time. Will AI let ICs do more, with fewer managers?

Drivers/motivators 102

Drivers/motivators Growth Product Technology 102

ClickFunnels

JANUARY 30, 2022

To succeed, companies need to find ways to differentiate themselves from each other. In today’s business world, it’s not enough anymore to just talk about your product. It’s a way for you to share your most important values with current and prospective customers. This is how companies can emphasize their uniqueness.

Entertainment 246

Entertainment Promote Price Product 246

SaaStr

MARCH 8, 2024

While companies are scrambling to roll out these new tools, they also want reliability and predictability in the value they’re getting from your products, which can make pricing extremely difficult. What is the nature of the value you offer? There are two simple ways to think of value. That’s what Enterprise values.

Price 77

Price Product GTM Engineering 77

Search Engine Land

NOVEMBER 16, 2023

Nobody likes to be on the receiving end of a good “I told you so,” but at least a couple of times on this fine domain, I’ve warned against reliance on display and programmatic. Right-side ads are cheap placements; I’ve frequently enjoyed low enough CPMs to include them as supplements to broader campaigns.

B2B 96

B2B Campaign Follow-up Growth 96

SaaStr

JULY 26, 2022

There is often just 1 stakeholder to sell to. Often easier to break in as a new vendor if differentiation is super crisp and clear. And importantly, there are just so, so many SMBs. But then what happens when you merely double new bookings, which is hard enough as it is — and churn remains 3% a month?

Growth 140

Growth Start-ups Up-sell Strategize 140

Iannarino

JUNE 13, 2021

Without distinguishing among them, you can easily lose complex deals where value creation dominates a client’s buying decision. When a prospective client makes a decision frequently, and when there is little risk of negative consequences, the legacy approach may be effective enough for some sales.

Clients 212

Clients B2B Sales Service 212

Partners in Excellence

JANUARY 25, 2024

In this post, I’m going to make the argument, that based on what I see in too many selling initiatives, is that we, as a community, have migrated from focusing on helping customers solve their problems to just beating the competition. We train our people in competitive differentiation and objection handling.

Customers 117

Customers Objectives and Key Results Growth Objection handling 117

Search Engine Land

FEBRUARY 15, 2024

Typically, clients failed to recognize the value of paid media , resulting in budget cuts, which was a predictable outcome. If you can’t explain what happens when a qualified lead hits your CRM at every stage of the funnel, that’s reason enough not to spend on leads. However, this approach rarely succeeded.

B2B 104

B2B UX CRM Campaign 104

Tibor Shanto

SEPTEMBER 28, 2021

Most of the time the answer is a description of their product, and when it’s not, it’s usually no more than a feel-good statement, “I sell peace of mind,” “I sell myself.” Beyond the weakness and sheer predictability of these statements, they do not add value to the prospect. ( Definition of value ). Are You All Over?

Objectives and Key Results 167

Objectives and Key Results Appointment Prospecting Up-sell 167

SaaStr

MARCH 13, 2024

If the technology allows you to solve a customer pain point much easier and better, you need to go all in if you have confidence in your team and are early enough in your organization to do it. You can iterate much quicker if you allow people within the entire organization to prototype, not just the engineering team.

Legal 83

Legal GTM Technology Technology 83

ClickFunnels

JULY 1, 2021

Define your target market’s problem, share your solution, build credibility, reveal your unique value, and call them to action… all in under 30 seconds. It’s called an “elevator pitch” because it should be short enough that you’re able to present it in its entirety during a short elevator ride. Can you do it? Here’s an example….

Pitch 246

Pitch Real Estate Entertainment Consult 246

Sales Hacker

JANUARY 27, 2024

Speaking of which, GTMfund’s value proposition perfectly illustrates this week’s main newsletter topic: the critical importance of messaging and positioning. However, crafting a script that both encapsulates your unique value and resonates with your audience is tough. Let’s get into it. Take note of qualitative feedback.

GTM 89

GTM Niche CRM Account management 89

Search Engine Land

FEBRUARY 27, 2024

However, as a long-term brand builder, I can also recognize that AI content just simply isn’t good enough. & out of their content ‘cause it’s just not any good. Not a good one. But are you likely to hang on to that ranking over the long term, while also actually generating business value from it?

Sports 114

Sports Start-ups B2C Drivers/motivators 114

Tibor Shanto

SEPTEMBER 23, 2021

Sales Enablement is a hot topic, and as such, some will abuse it for their own good (or bad). Rather than a feel-good theory fueled soliloquy, Mike delivers a solid process, road tested and proven in real world and company settings. It turns out, sales enablement isn’t just training, or content, or technology.

GTM 167

GTM Sales Consult Quota 167

Iannarino

JUNE 12, 2021

Embrace fearless value creation: respond to what your prospective clients need from you, in order to create and win an opportunity. Without creating value, you cannot create or win an opportunity. Without creating value, you cannot create or win an opportunity. Over time, sales approaches lose their efficacy and need to evolve.

Cold Call 163

Cold Call Objectives and Key Results Consult Clients 163

Highspot

SEPTEMBER 6, 2023

Learn how this sales method builds trust and loyalty while emphasizing value. Plus, explore the future of value selling using advanced tech. What is Value Selling? Key Value Selling Strategies Sales Methodology for Value Selling Benefits of Value Selling How Does Value Selling Compare to Other Methodologies?

Sell 59

Sell Profit margin Price Non-Profits 59

Partners in Excellence

MAY 22, 2022

What if we applied the principles of high impact, value creating selling to our work with our own people? What if we started applying the principles we leverage to create differential advantage, customer experience which drive retention, renewal, and growing our customers to our people. Now think about these issues.

Customers 129

Customers High impact Consult Process 129

Search Engine Land

NOVEMBER 30, 2023

Differentiation and diversification Although many consultants advise you to focus on agency specialization to drive higher efficiency and valuations, I think it can create risk in terms of long-term resiliency. Things happen; if you’re diversified enough, you can survive losing a client or a client pulling back.

Contract 99

Contract Clients Pitch Growth 99

Understanding the Sales Force

APRIL 4, 2024

Consultative Approach to Selling Call Reluctance is Just as Popular as Ever! How to Transform Your Sales Pipeline Today Can Malcom Gladwell Explain the Sales Hiring Problem? Is Your Sales Process Backwards, Upside Down or Stupid? Does Being a Strong Qualifier Correlate to Having a Strong Pipeline?

Objectives and Key Results 59

Objectives and Key Results Pipeline Sales Cold Call 59

ClickFunnels

SEPTEMBER 28, 2021

This type of headline, “Ramit’s best advice, straight to your inbox” , only works if you have already made a name for yourself, so you shouldn’t use it if you are just starting out. This is a great approach if you are catering to several distinct groups of people as opposed to just one. No harm in just checking it out, right?

Lead generation 245

Lead generation Finance Non-Profits Up-sell 245

Search Engine Land

OCTOBER 10, 2023

Those lucky enough to be part of the beta test have seen and experienced firsthand what Demand Gen offers, though deeper insight is still some time away. It’s a good way of finding new audiences, exactly what Google has said Demand Gen seeks to do. If we compare Demand Gen with its predecessor, the biggest differentiator is creative.

Campaign 117

Campaign Clients Territory Conversion 117

Salesforce

JUNE 28, 2023

It’s no longer just a pitch, it’s a fastball. In those 30 seconds, you have to connect, persuade and provide value to a complete stranger — it’s no easy feat. An effective sales pitch should be a two-way street that adds value for both parties. Let’s be real, the sales pitch has evolved.

Pitch 98

Pitch Objectives and Key Results Sales Trust 98

SaaStr

FEBRUARY 10, 2021

Those are all good signs. The Cloud is just too big, and growing too quickly, to not grow 100% by $1m or so ARR >if< you really have something of true and differentiated value in your market. Just not quite a big enough one yet. You have more leads than you can call back.

Product 78

Product Growth Closing Prospecting 78

SaaStr

JANUARY 2, 2024

You have to think about how you will differentiate and craft your offers from the rest of your marketing. Being able to differentiate your offer is really important. But their overall focus will be on adding value to the portfolio, overcoming obstacles, moving faster, and connecting to support and resources. Be creative!

GTM 73

GTM Growth Start-ups Follow-up 73

SaaStr

MAY 17, 2024

To build trust, you have to figure out where the gaps are and how you can add value in small ways. If you bring in a really senior person too early, they may want to take the reigns before you have enough product market fit, and they may try to take on the CEO role. You have to be the salesperson in a Product role to do a good job.

Product 74

Product GTM Trust Growth 74

Heinz Marketing

OCTOBER 8, 2021

Now think of those other times when your experience as a customer wasn’t the greatest, in fact you couldn’t believe everything that just happened. A good customer experience can help drive competitive advantage. What is a good customer experience? This will help you understand every touch point you have with your customers.

Customers 122

Customers Represent Service Price 122

Partners in Excellence

SEPTEMBER 2, 2015

Thousands of posts are written about value propositions and value creation. By now, most people tend to say value is defined by the customer, though most implementations seem to be driven by what we think the customer should value. I think there’s a different approach to value creation, communication, and delivery.

Manufacturing 93

Manufacturing Process Customers Promote 93

Martech

MARCH 15, 2023

While “principles” is often used interchangeably with “values,” there’s a significant difference. What are values? Company values define your culture. Firms and agencies typically present their values as a list of qualities or phrases that reflect how their people treat each other.

Clients 84

Clients Consult Technology Technology 84

Martech

SEPTEMBER 14, 2023

Part of my task was auditing and evaluating GTM and marketing support as well as value-added performance by agencies, consultancies, and other advisors — including analyst firms. Executives can also convince themselves that sales will provide enough “air cover.” ” Here’s the problem with that mindset.

GTM 113

GTM Market share Growth Technology 113

Search Engine Land

NOVEMBER 2, 2023

Mastering SEO is not just about understanding which optimizations will drive the desired outcomes but also a reflection of meta-skills like learning and goal-setting that enable us to achieve our goals. It’s not just about increasing web traffic; the specifics matter immensely. If you’ve experienced this, you’re not alone.

Objectives and Key Results 104

Objectives and Key Results Drivers/motivators X-functional Clients 104

Gong.io

SEPTEMBER 9, 2021

I don’t just sell — I coach and direct a go-to-market team.”. We analyzed 10,332 sales deals and uncovered a strong correlation between deal value and the number of buyers involved in closed-won deals: Complex deals take longer, involve more people, and require building multiple use cases. . Depends on the scenario. .

Closing 162

Closing Sports GTM Legal 162

SaaStr

JANUARY 24, 2024

How should you handle presenting challenges to your C-suite team when you’ve just joined the company? Solving High Volume, Low Conversion at Lattice Dini Mehta joined Lattice at $3M in revenue when it had just 10 people in seat for Go-To-Market and 7 salespeople. How do you diagnose and solve churn?

Growth 89

Growth GTM Up-sell Legal 89

SalesLoft

OCTOBER 13, 2023

But protecting revenue is more than just bringing a customer on board and then moving on to the next one. If you want to protect revenue and preserve customers, you have to do these three things: Provide continuous value Secure the right level of sponsorship Increase customer engagement and adoption Rather watch the video?

Customers 52

Customers Growth Up-sell B2B 52

SaaStr

OCTOBER 25, 2023

Product differentiation is important, but until you’re massive, there are only so many people to product market to. When asked what the best product is that Sacks has seen, he said there are a lot of good demos. It always works if you’re consistent in providing real value. That’s very telling. It’s still early.

Growth 95

Growth Cross-sell Lead generation Quota 95

Spiro Technologies

MAY 8, 2024

I don’t care, I just wanted to be in sales because my mother was. Paula Gamer: The business was started 37 years ago by my father-in-law, and we are in consumer packaged goods packaging. We just know it needs to be about eight ounces, or it’s in the can, and we want about a 12-ounce can.” Adam Honig: Gotcha.

Customers 59

Customers Manufacturing Up-sell Cross-sell 59

ConversionXL

NOVEMBER 27, 2019

In a series of studies , they identified the “secrecy heuristic”: This ‘secrecy heuristic’ can increase the perceived value and decision weight of information that happens to be secret, independent of any genuine differences in informational quality. Why do we assume that secret information has more value? — Val Geisler ??

Customers 108

Customers Strategize Campaign Manufacturing 108

Martech

SEPTEMBER 26, 2022

Fintech is not just one thing. Regions outside North America, including LATAM and elsewhere, are just starting their digital transformation. Just how big is the market size of the fintech industry? It was valued at $110.57 Burning Man is a good example of a brand that grew through community marketing.

E-commerce 103

E-commerce B2C Finance Referrals 103