Sun.Jul 17, 2022

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How Time in Selling In One Industry Makes You One-Up

Iannarino

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 265
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Account Growth And Innovation

Membrain

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 131
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Top SaaStr Content for the Week: ZoomInfo CEO/Founder, Front Founder, SaaStr Founder and CEO

SaaStr

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 99
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Brenna’s App of the Week: MyFitnessPal

Heinz Marketing

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 84
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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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Dear SaaStr: When Should a Startup Hire its First Sales Person, and What Should Their Profile Look Like?

SaaStr

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.