SaaStr

DECEMBER 4, 2023

With the turbulence in the market in 2023, sales cycles have only been getting longer and a lot more complicated. At this year’s SaaStr Annual , CEO and co-founder of Capchase Miguel Fernandez and Director of Marketing Rose Johnson share five tips for getting sales right in any market. What are the best companies doing?

Contract 86

Contract Price Healthcare Commission 86

Partners in Excellence

FEBRUARY 29, 2024

I had a fascinating conversation with an outstanding sales person today. We were talking about his prospecting challenges. ” We talked about some of his strategies. He was very focused on the customers and people he was prospecting. He leveraged trade shows to meet people, then followed up with prospecting notes.

Pitch 127

Pitch Prospecting Start-ups Conversion 127

Sales Pop!

SEPTEMBER 29, 2023

Ethics are important in any area. In a sport, we want to know if someone is cheating. In a treatise or scholarly paper, we want to know that the content is original and not plagiarized. In sales, ethics is equally as important. Ethics in Business and Sales In such times, a business must have a moral compass of some kind.

Sales 107

Sales Sports Government Follow-up 107

Martech

MAY 3, 2024

And only 10% of CEOs believe their CMO puts the CEO’s needs before their own. If these statistics also apply to the CMO’s entire organization, then it’s clear we have a trust problem with marketing leadership. In his book, Lencioni builds a pyramid of dysfunctions that need to be addressed for a team to succeed.

Trust 104

Trust Objectives and Key Results Campaign Finance 104

Veloxy

FEBRUARY 13, 2023

Open ended sales questions are a crucial aspect of the sales process. They allow salespeople such as yourself to better understand the customer’s needs, goals, and challenges. In this article, we’ll review the 12 types of open ended questions to ask, when to ask them, and other emerging best practices.

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

Martech

MARCH 4, 2024

We know with certainty that we’re in uncertain times and what we know today will be different tomorrow. It’s critical to constantly re-evaluate how you market and sell our products to customers because what worked last year, or even last month, may no longer be relevant.

Technology 111

Technology Technology Launch Product 111

Search Engine Land

JANUARY 23, 2024

Instead, they need a tailored approach to make every dollar count. Targeting the entire country would likely eat up the budget without significantly impacting their sales. Local and/or long-tail keywords Longer, more specific keywords will help eliminate some of the extra noise that comes with query matching.

Territory 103

Territory Campaign Networking Construction 103

Partners in Excellence

NOVEMBER 3, 2022

We talked about something I rarely hear managers discussing, and something I don’t see pundits commenting on. The topic was, “What kind of career path options do we want to develop for our people? How do we challenge and retain our people longer?

Sell 113

Sell Growth Engineering Account management 113

Martech

JANUARY 25, 2024

So, let’s look at what we can do to make this new-year smell linger as long as possible for our email marketing efforts. If you find yourself in the front seat of the struggle bus, do what I do. In my company, we spent 2023 looking for AI tools we could use to help us in our business. We didn’t give up.

Government 131

Government Strategize Start-ups Technique 131

SaaStr

SEPTEMBER 19, 2023

Some of the changes we’ve seen in the last year or two include: CAC reduction Headcount optimization Price complexity Quality of revenue A different environment means a different strategy, and Notion Capital lays out four business model changes that could be helpful based on what peers are doing. Apple hasn’t done any.

Profit margin 99

Profit margin GTM Price Growth 99

Partners in Excellence

MAY 6, 2021

He asked me a fascinating question, “Why don’t managers have a development plan or roadmap for developing the capabilities and performance of their people?” Very few managers sit down with their people and develop a plan to help them learn, grow, and contribute at higher levels. We looked at what we had missed.

Territory 164

Territory Growth Pipeline Process 164

Martech

JANUARY 26, 2024

Generating revenue growth is the ultimate goal for any B2B founder. Do you know what drives revenue growth? ICP is more of a big-picture strategic direction or target market and high-potential accounts, while buyer persona is more of the people behind it and closing deals with specific individuals. Low-level titles.

B2B 117

B2B Customers Appointment Objectives and Key Results 117

Partners in Excellence

JANUARY 25, 2024

We don’t have a set agenda, we talk about what we are seeing, usually it’s me whining about the state of professional selling. I’m afraid too many people will latch onto that concept and miss the real point of this post which is the revenue/growth potential we lose.

Customers 117

Customers Objectives and Key Results Growth Objection handling 117

Search Engine Land

MARCH 13, 2024

The naming conventions B2B and B2C have forced us to think that each need a completely different approach, but often they don’t. When we turn up to work, we aren’t able to put ourselves into robot corporate mode. We are still that human that was at home in the morning and has many different motivational drivers.

Drivers/motivators 99

Drivers/motivators B2B B2C Quota 99

Partners in Excellence

FEBRUARY 7, 2023

How do we incite customers to change when they don’t recognize they may need to change? How do we drive sufficient levels of demand to achieve our goals? ” But we have to generate new demand, new opportunity. We have to capture attention. What’s going on?

Tradeshows 124

Tradeshows Construction Prospecting Conversion 124

Partners in Excellence

JANUARY 30, 2024

Let us show you how our product solves this problem… ” “You need more in your pipeline, let us show you how we solve that problem… ” Every prospecting message I see focuses on the sender, their products, and their companies. What would happen if we changed our outreach strategies to focus on problems?

Product 98

Product Sell Pitch B2B 98

Partners in Excellence

MARCH 16, 2023

It seems all the things we used to do; the things that engaged customers and prospects, the things we knew would produce results, the things that drove our growth; no longer work. All the time we invested in messaging, targeting, personalizing. All the tools we implemented to help us do these things.

Up-sell 73

Up-sell Growth Customers Sell 73

SaaStr

APRIL 3, 2024

Before diving into all things AI, Jason asked Jennifer, “How do you keep going long in this industry when so many CEOs have left?” How do you go long in SaaS? As a CEO, you constantly ask people to do things they might think are unreasonable or impossible, and then they achieve it. It’s a little blurry for people.

Healthcare 94

Healthcare Trust Drivers/motivators Start-ups 94

Sales Pop!

JANUARY 16, 2023

Worse was the inherent need to accept new ideas on approaching prospects and clients on a perceived better footing, but the idea was scorned. Today, we are thankfully seeing tiny footsteps in a better direction. Today, we are thankfully seeing tiny footsteps in a better direction.

Teamwork 97

Teamwork Drivers/motivators Presentation Gaming 97

Sales Hacker

OCTOBER 17, 2023

This week we have a special 2 guest episode, with the best hiring guru’s in the game, Chuck Brotman & David Teichner. Chuck is the co-founder of Blueprint Expansion , a GTM roles recruiting firm that has helped over 50 VC-backed companies make amazing Sales, Marketing, & Customer Success hires.

GTM 105

GTM B2B CRM Launch 105

Search Engine Land

JANUARY 4, 2024

Whether your goal is lead generation or ecommerce, Menachem Ani, PPC expert and founder of JXT Group, shared valuable insights at SMX Next on how to optimize campaigns for Facebook and Instagram. When advertising on platforms like Google, you’re restricted to reaching people searching for your product or service.

Objectives and Key Results 107

Objectives and Key Results Lead generation Campaign Up-sell 107

Search Engine Land

DECEMBER 1, 2023

But what exactly is a content gap analysis, and how do you do it? It enhances your content strategy by unearthing areas for improvement to meet your target audience’s needs and improve visibility for SEO. It’s a simple way to get a visual on how you’re doing so far and how much work or opportunity you have.

Follow-up 120

Follow-up Meeting Service Process 120

Partners in Excellence

MAY 3, 2023

We, our customers, colleagues, managers are time poor! In reality, we will always be that way, we will have more demands on our time than we have time to commit. For years, I’ve been lobbying for a 30 hour day or a 9 day workweek, somehow thinking things would be better if we just had more time.

Sell 94

Sell CRM Up-sell Education 94

Search Engine Land

FEBRUARY 2, 2024

We’ll cover crucial areas including: Keyword research. People have said that podcasting had peaked, but we are predicting huge growth, and with listeners now in the mainstream, there has never been a better time to start a podcast and begin connecting with your customers,” Fraser added. Optimizing titles and descriptions.

Growth 111

Growth Entertainment Engineering Follow-up 111

Partners in Excellence

JULY 6, 2023

This impression is reinforced by the imitative behaviors we constantly see in selling, focused on doing more of what we know doesn’t work, but doing it because that’s what everyone does. We continue to focus on pitching products, when we know we have to focus on the customer business problems.

Sales 91

Sales Quota Pitch Start-ups 91

Search Engine Land

OCTOBER 12, 2023

And share of search is how we’ll make it happen. Now, as SEOs, we’re taught largely to ignore brand search because it’s “free traffic.” Share of search = share of market, and data suggests that brands with a higher and increasing share of search will enjoy sales growth in the future. Let’s find out why.

Niche 117

Niche Growth Engineering Pitch 117

Partners in Excellence

JUNE 2, 2023

Brent Adamson and I were having one of our normal conversations, by which I mean, it wanders all over the place, a good part of this discussion is making each other the victim of our bad jokes, and we go deep on 2-3 issues about selling, thinking about new ideas and approaches. In any use of AI, prompt engineering is critical.

Engineering 106

Engineering Manufacturing Sales Process 106

SaaStr

SEPTEMBER 29, 2023

Any startup in any reasonable category likely has dozens of competitors, and Altman believes the best strategy to compete in 2023 and beyond is multi-product. We’re so many years into the Cloud, and here we are at hundreds of billions in annual Cloud spend and growing at 6x over eight years. Startups are no longer fringe.

Product 92

Product GTM Cross-sell Commission 92

Partners in Excellence

JUNE 14, 2023

It’s the basis for continued learning and development in any subject area, domain, or profession. Foundational knowledge is the set of basic building blocks upon which we build our skills and abilities to perform. We know certain things are foundational. First, why is a strong base of foundational knowledge to important?

Objectives and Key Results 78

Objectives and Key Results Objection handling Trust Presentation 78

SaaStr

DECEMBER 5, 2023

As Managing Director of Salesforce Ventures, Nowi Kallen , shared at last week’s Workshop Wednesday, there are five main challenges of moving upmarket and tips to follow if you want to succeed at Enterprise sales in today’s macro environment. People start with the push to go upmarket vs. being pulled upmarket.

GTM 75

GTM Cross-sell Government Legal 75

The 5% Institute

AUGUST 2, 2022

These sales drills are a great way to make your usual sales training sessions fun, enjoyable, and easier to remember. When sales drills are fun, there’s a better return on your time spent. In this article, we’ll explore five effective sales drills that you should do with your sales team.

Objection handling 140

Objection handling Appointment Sales Clients 140

Partners in Excellence

NOVEMBER 5, 2021

We talk about sales people as problem solvers, working with our customers to identify and help solve their problems. We are creating massive sales assembly lines optimizing the order taking process. Rather than becoming value creators, we are becoming order takers. In some ways, sales leaders revel in this.

Assembly Line 116

Assembly Line Sales Price Trust 116

Search Engine Land

FEBRUARY 17, 2023

Created and published right, it can help supplement your longer content pieces by drawing a wider audience and building brand awareness. Short-form content is any type of content your audience can easily and quickly consume, whether they’re reading, watching, or listening. What should you focus on when creating it?

Entertainment 94

Entertainment Education Strategize Follow-up 94

Partners in Excellence

NOVEMBER 8, 2022

It focused on buyers spending less time with sales people, quoting a Gartner survey, suggesting they get their information from other sources. It concluded that we have to change, that we had to figure more/different ways to engage customers getting more of their mindshare. Should we be worried about it?

Customers 95

Customers B2B Education Up-sell 95

Search Engine Land

AUGUST 31, 2023

While most agencies will say that trust is important, we often encounter things that may inherently lead to a lack of trust, even if they feel like they could be good for business. Reliability : Do you do things when you say you will? Intimacy : Do clients feel confident that you can be trusted?

Trust 128

Trust Clients Referrals Contract 128

Martech

AUGUST 25, 2023

Do you see more “unassigned” and “direct” traffic in your Google Analytics account even if you’re careful with your UTM tagging? Simply put: An attribution model tells you what sales or marketing activity gets credit for a user taking a specific action. A marketing mix model is a large regression model.

Government 97

Government Campaign Conversion Technique 97

Martech

JANUARY 3, 2024

While customers log off, advertisers will continue to spend and shift their budgets We’ll believe it when we see it. We don’t anticipate an immediate mass abandonment amongst social users, but rather the potential for a minimization of engagement,” said Dan Gutter, analyst for Gartner. Get MarTech! In your inbox.

Entertainment 138

Entertainment Sports Niche Retail 138