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How to Embrace Conflict in Sales feat. Brian Parsley

Sales Gravy

In this conversation with Jeb Blount bestselling author of Fanatical Prospecting and Sales EQ, and the founder of Sales Gravy motivational speaker and co-founder of The Constance Group Brian Parsley shares insights into embracing conflict, staying mindful, battling internal doubt, and communicating effectively.

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5 Problem-Centric Discovery Questions (That Will Stop Customers in Their Tracks)

Cerebral Selling

The issue with these questions is that they fail to provide a sense of depth and insight into arguably the most important motivation behind the customers decision to even look at solutions; their problems! For example, clients often come to me saying their reps are bad at deal negotiations. What type of solution are you looking for?

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Why Salesforce Adoption Fails and How to Fix It

Veloxy

When your sales team sees that using the system benefits them personally, they’ll be more motivated to adopt it. Make it clear that using Salesforce is non-negotiable. Make it non-negotiable that all sales activities, client interactions, and deal progressions are logged in Salesforce. Instead, it’s a mindset shift.

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Dear SaaStr: How Are VP of Sales Commissions Normally Structured?

SaaStr

This ensures the VP gets paid promptly for their performance, which builds trust and keeps them motivated. Equity : Beyond cash comp, VPs of Sales often negotiate for equity, especially in earlier-stage startups. A great VP of Sales will pay for themselves many times over if they’re properly motivated. This can range from 0.5%

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5 Interesting Learnings from ServiceTitan at $840,000,000 in ARR

SaaStr

60B+ in Payments Processed Annually: FinTech as a Revenue Driver ServiceTitan processes over $60B in payments annually, and while software remains their primary revenue driver, payments are a critical growth vector. Lesson for SaaS Founders : Efficient growth is non-negotiable in todays market.

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The billion-dollar one-person SEO agency: Fiction or the future?

Search Engine Land

Yes, they will have a marketing manager, but they are the business’s CEO and main driver. It is the owner that negotiates deals and brings in clients. Phase 1: 10-person agency Agency owner Sitting on top of the tree is the agency owner. Their job is to be the agency’s voice and marketer.

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Everything I Know About Gap Selling: What It Is And How To Make It Work For Your Sales Strategy [+ Examples]

Hubspot

Know your prospects intrinsic motivation. Keenan advises that every salesperson should know their prospects intrinsic motivation(s). Now, Keenan covers lots of gems in his book I cant share all of them, but I can highlight the ones that really matter, check out some of his must-know info below: 1.