Iannarino

JULY 17, 2022

The ability to be One-Up requires you to have more knowledge and experience than your clients. It doesn't suggest that you are smarter, better looking, and an all-around superior human being, even though these things may or may not be true. Instead, being One-Up means you know things your clients don't know. Being One-Up, in large part, is what allows you to create value for your clients because it occurs when you transfer your knowledge and experience to them by providing counsel, advice, and r

Up-sell 269

Up-sell Sell Clients Sales 269

Membrain

JULY 17, 2022

We struggle to get a foothold in a large account. Winning that first deal in the account requires us to get the customer to change. To get them to think differently, addressing problems/opportunities differently. If we succeed, we have helped the customer innovate, to rethink what they currently do, and to do it differently. The customer chose us because they felt compelled to change.

Growth 132

Growth Customers 132

Heinz Marketing

JULY 17, 2022

By Brenna Lofquist , Senior Marketing Consultant / Client Services Operations at Heinz Marketing. This weeks App of the Week isn’t related to Marketing or Sales but health is wealth, am I right? I have used MyFitnessPal a number of times over the past few years and really enjoy it. Anyone can use it no matter where you’re at in life or in your health journey.

Consult 113

Consult Clients Start-ups Service 113

SaaStr

JULY 17, 2022

Each week, we round up our most popular content so you can catch up on anything you may have missed. Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: Your Product Has to Be Easier to Buy Than to Use. The Ultimate Guide for Hiring a Great VP of Sales. 5 Interesting Learnings from Workday at $6 Billion in ARR.

Growth 109

Growth Product Customers Sales 109

Speaker: Jady West, VP of Hospitality & Chris Bennett, Head of Sales & Engineering

The modern hotel room is no longer just a place to stay—it’s an experience to remember. Today’s guests expect seamless 5G connectivity, personalized comfort, and high-tech convenience. From AI-powered smart room controls to in-room entertainment and app-based services, technology is redefining hospitality from the inside out. In this new session featuring industry pros Jady West and Chris Bennett, we’ll explore how high-speed, high-bandwidth connectivity powers the innovations that are enabling

Hospitality

SaaStr

JULY 17, 2022

Q: Dear SaaStr: When Should a Startup Hire its First Sales Person, and What Should Their Profile Look Like? We’ve talked a lot about this on SaaStr, let me summarize my top learnings from 15+ years. Try to close at least 10–20 customers yourself first, before you hire a sales rep. You can’t teach them how to do it if you haven’t done it yourself. A bit more here.

A/B testing 104

A/B testing Quota Sales Closing 104