Martech

JULY 16, 2024

The prospect of earning rewards motivates customers to choose a particular brand over competitors, especially when they are close to reaching a reward threshold. Moreover, loyalty programs can incorporate tiered membership levels, where increased spending unlocks premium benefits, motivating customers to spend more to reach the next tier.

Cross-sell

Cerebral Selling

FEBRUARY 23, 2025

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! But the truth is customers dont wake up thinking about products or processes. What type of solution are you looking for?

Customers

Sales Gravy

MARCH 18, 2025

If youve ever hired a sales class or tried to ramp up new hires in an industry with complex products or strict guidelines, youll relate to Gaiuss dilemma. By the time theyre ready to sell, theyll be way behind on prospecting and might even lose that day-one enthusiasm for building relationships. And yes, theres a risk of mis-steps.

Cold Call

ClickFunnels

JULY 24, 2025

Because when you set your business funnel up the right way, a single one can branch into several ways to make money. Re-Engage Past Buyers With Automated Follow-Ups 7. You’re not just selling a product. Re-Engage Past Buyers With Automated Follow-Ups Here’s where the magic of marketing funnel automation kicks in.

E-commerce

Martech

JULY 11, 2024

Unless you understand a buyer’s personality, which would give you real insight into their behaviors and motivations, and you can observe this over time, you can not assume that they are “actively searching” for what you are offering because they have “purchase intent.” Email: Business email address Sign up now Processing.

B2B

Search Engine Land

JULY 16, 2024

The prospect of earning rewards motivates customers to choose a particular brand over competitors, especially when they are close to reaching a reward threshold. Moreover, loyalty programs can incorporate tiered membership levels, where increased spending unlocks premium benefits, motivating customers to spend more to reach the next tier.

Cross-sell

SalesPop

SEPTEMBER 9, 2024

I have collated here 101 motivational quotes that can help you withstand various life and business punches. His impactful quotes resonate deeply, offering more than just momentary motivation—they provide tools that fuel career-long success. Managers often use his wisdom to inspire collective motivation within their teams.

Drivers/motivators

ClickFunnels

JUNE 10, 2025

While forms are essential tools for collecting information, a true funnel guides visitors through a strategic sequence that builds trust, offers value, and motivates them to act. Then, nurture that relationship through follow-ups, emails, and personalized content. Let’s say you sell a fitness program.

E-commerce

Salesforce

NOVEMBER 12, 2024

CVPs should not be confused with unique selling propositions (USPs). So, when you meet with a potential customer, you must be prepared to sell them on your product or service — and position yourself as a trusted advisor. Truck drivers would pull up to a truck stop, go inside, get a cup of coffee and come back out.

Transportation

Sales Hacker

DECEMBER 17, 2024

I have no idea what episode we are currently on, but it’s getting up there. They’re signing the renewals, the cross-sell, up-sell. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. and the expectations?

GTM

Sales Gravy

FEBRUARY 20, 2025

Silence shutting up and listening is your secret weapon. If you just wait, if youll just shut up, what comes next is where the real magic lies. They might reveal the internal politics at play, the budget constraints, or the personal motivations driving their buying decision. Now, Im not saying you should clam up entirely.

Up-sell

Hubspot

JANUARY 8, 2025

Youre selling something to someone who just wouldnt budge. If I just described a familiar struggle one you might know all too well Im here to share a solution that might be the answer to your prayers: Gap selling. Truthfully, gap selling takes patience, practice, and persistence to master.

Intrinsic

SaaStr

OCTOBER 25, 2024

For the subsequent ten years in software, we’ve optimized every little bit of how we sell it. But today, it’s different because the kinds of software we sell aren’t the same. In 2020, we transitioned from a physical selling universe to a virtual selling universe. It isn’t predictable.

Go To Market

Sales Gravy

OCTOBER 24, 2024

Breaking Up with Prospects: One challenge for sellers is recognizing when to disengage from prospects who show little progress. Find strategies for professionally and respectfully "breaking up" with prospects to avoid wasting time on deals that are unlikely to close.

Pipeline

Sales Gravy

MAY 1, 2025

When you dont know how best to connect with your prospect because youre not listeningthats a dangerous place to sell from. Am I showing up with certainty or neediness?" By understanding the buyers motivations, emotional triggers, and decision-making pace, self-aware sellers engage in deal-making, not manipulation.

Objection handling

Sales Pop!

JULY 8, 2025

However, by taking one step at a time while reminding oneself of why we are on our chosen path to fulfill our purpose, we can gain motivation to ‘let the day begin!’ The See-Saw of Life Life is a series of ups and downs, both personally and professionally. Don’t give up – find a better way!’ Celebrate Success!

Drivers/motivators

Salesforce

DECEMBER 19, 2024

But when you treat every loss as a failure, youre missing out on a chance to build a more motivated, productive, and effective sales team. The truth is, if you ignore losses or use shame and guilt as a motivation tactic, your negative impact as a sales leader may be more far-reaching than you realize. And thats natural.

Territory

Hubspot

AUGUST 7, 2024

SaaS startups need to choose a CRM that meets them where they're at now and can keep up with projected growth over the next five and 10 years. This can be big-picture, like revenue planning, or in the minutia of your day-to-day, like letting you know that a lead opened your email and telling you when to follow up. Growth Potential.

CRM

Sales Gravy

APRIL 2, 2025

Dennis from Chesterfield, Missouri, wants to know if sales coaching truly moves the performance needle, especially when shifting from transactional approaches to more consultative selling. Research shows that simply sending people to training without one-on-one follow-up leads to a big dip in retention and performance.

Objectives and Key Results

SaaStr

MARCH 23, 2025

I really liked this one and wanted to write up a few more learnings. Balance Structure with Founder Knowledge When Graham joined, he discovered the founders had “unconscious competence” in selling to certain customer segments (particularly financial services).

GTM

Martech

NOVEMBER 21, 2024

When this CEO first said it, I thought, “Someone doesn’t just come up with that.” I mean, you can’t run a business that can’t sell your products, and there’s a basic threshold expense that’s required, and it’s usually not a trivial amount. Email: Business email address Sign me up! I knew he had it. But what about the rest?

GTM

ClickFunnels

JUNE 3, 2025

You must understand your buyers and what motivates them before you can sell to them. Try follow-up emails, retargeting ads, phone calls, or personalized messages based on what they’ve already interacted with. Your sales won’t increase unless you connect with the people you’re attempting to sell to.

Trust

Sales Gravy

AUGUST 11, 2025

Within months, one brother traded his half of the business for a beat-up Volkswagen, leaving Tom Monaghan alone with his ambitions. Every store became a speed factory with slimmed-down menus, cookie-cutter layouts, and drivers who might as well have been sitting behind the wheel with engines already running. Over 5,000 by 1989.

Drivers/motivators

Hubspot

MARCH 13, 2025

And even with revenue up in 2024 , reps are still struggling to meet their sales goals. This begins at the sales rep level but can become an enterprise-wide problem when sales staff, from reps up to SVPs, focus on their year-to-date (YTD) positions against quota. Motivate your sales team. Why are revenue targets so hard to hit?

Meeting

Martech

APRIL 30, 2025

Profit is the long-term metric Im signing up for. Email: Business email address Sign me up! The best marketers sell every day of their lives. Dig deeper: How B2B marketing is becoming a strategic growth driver How does marketing become a stronger partner in martech? Whats our goal? Thats the future. Heres one example.

B2B

SaaStr

JULY 20, 2025

Selling to developers and engineers isn’t like selling to any other buyer. Here are the 10 biggest mistakes he sees startups make when selling to technical buyers—and how to fix them. We’d show up and 100 people would show up wanting to sign autographs with the founders.” ” 9.

Engineering

SaaStr

MAY 2, 2025

He expresses a hint of envy toward founders who are starting companies today because they can build agent-first organizations from the ground up rather than transforming existing ones. This was particularly motivating for Benioff, seeing how rapidly customers can deploy high-value AI implementations in relatively short timeframes.

Strategize

Hubspot

MARCH 12, 2025

SNAP Selling is designed to help you cut through the noise and make buying easier for prospects. Table of Contents What is SNAP selling? The 3 Decisions SNAP Selling Terms to Know How to Start SNAP Selling What is SNAP selling? I dont go there so their team can sell me random tools. So, the first hurdle?

Sell

SaaStr

JULY 26, 2025

Crisis: HubSpot’s Retention Wake-Up Call (2014) When Sequoia’s Pat Grady considered investing in HubSpot’s Series A, he saw a company with serious retention problems. HubSpot was selling primarily to small businesses with a rigid 3-tier pricing structure ranging from $3K-$18K annually.

Price

PandaDoc

MAY 2, 2025

Sometimes, all it takes is rethinking how you present, package, and position what youre already selling. When buyers see that committing to a larger quantity or a longer-term contract earns them a better price, theyre more likely to scale up their purchase. Its a simple psychological lever: customers are motivated by value.

Price

Heinz Marketing

MAY 15, 2025

Knowing who you’re selling toand how they make buying decisionsis key to building effective campaigns, aligning sales and marketing, and accelerating pipeline. It includes job responsibilities, goals, pain points, buying motivations, and how that person evaluates vendors. Who makes up the buying committee?

Drivers/motivators

SaaStr

AUGUST 9, 2025

I’ve seen AEs who came from unconventional backgrounds—like selling juice or boat tours—excel because they were obsessive about learning the product and understanding the customer’s needs. They focused on delivering high-quality demos and follow-ups to move prospects through the funnel quickly. Data-Driven and Coachable.

Quota

Hubspot

DECEMBER 2, 2024

That‘s why I’ve put together this handy guide that covers some key strategies to help on both of those fronts — a resource that will help ensure your team sells effectively through the remainder of the year and that your business remains top-of-mind with buyers as Q4 comes to a close. Q4 Sales Strategies 1. NONE AT ALL!

Sales

Salesforce

JULY 29, 2024

Whether it’s from Seth Godin or an up-and-coming marketer I met at a conference , I like taking time occasionally to read some great marketing quotes and get focused again. ” — Zig Ziglar “Stop selling. You can’t give up. Not to get all Don Draper on you, but great marketing should inspire emotion. That’s a constant.

Sports

Salesforce

NOVEMBER 15, 2024

So as an SDR manager, how can you ensure your team stays motivated, engaged, and productive in such a demanding and often thankless role? Together, we will uncover actionable insights that will elevate your team’s performance and ensure they remain motivated and fulfilled throughout their journey.

Tradeshows

Highspot

APRIL 1, 2025

Traditional onboarding can take up to 26 weeks at the executive level; AI role-play cuts this time dramatically. They are all waiting for you to screw up your script so they can tell you about it. Offering specific feedback ensures sales reps stay motivated. How do you distribute workloads fairly and still motivate team members?

Objectives and Key Results

Partners in Excellence

DECEMBER 4, 2024

What causes you to keep it up? It’s always been this, “I get up every morning and do my hobby. And they also make very good money, but that’s not the driver of the work. Selling has never been an easy job! You certainly don’t need the money, but you continue to be one of the busiest people I know.

Sports