Iannarino

AUGUST 12, 2023

In Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative , readers will find a simple definition of the concept we call One-Up. The term suggests that the salesperson has more knowledge and experience than their clients. This is especially true when it concerns making the right purchase decision and how best to improve results.

B2B 190

B2B Consult Sales Clients 190

Cerebral Selling

AUGUST 12, 2023

In my wildest dreams, I never imagined I’d end up in sales. You probably didn’t either. David in his “Big Bang Theory” Days (1997) I started my career as a research scientist and got into sales (by accident) in 2000 at the turn of the dot-com boom. Joining startups was the thing to do back then and I was lured into one by the promise of rocket ship growth and working with super smart people.

Objectives and Key Results 187

Objectives and Key Results Pitch Sales Gaming 187

SaaStr

AUGUST 12, 2023

As time goes on with your startup, then your scale-up, then maybe even your public company … you will have to deal with disputes. At first, they will be rare. Then more common. Then they will escalate, and in many cases, you’ll be pretty sure you are on the right side of a series of disputes: A customer that doesn’t want to pay a signed deal A VC that backs out of a term sheet An employee that was never even really there that sues you, or threatens to A sales rep that sues for commissions on

Commission 98

Commission Start-ups Closing Customers 98

SaaStr

AUGUST 12, 2023

Dear SaaStr: What Are The Characteristics of a Good SaaS Product? A good SaaS product is one that after 18–24 months at least, propagates enough of its own leads to create a self-sustaining business. The customers are happy enough, the problem solved is important enough, the solution differentiated enough in a significant way … that the customer base self-propagates.

Product 79

Product Growth Closing Customers 79

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SaaStr

AUGUST 12, 2023

Dear SaaStr: How Long Do You Have as an SDR/BDR if You Aren’t Hitting your Quota? In my experience, no matter what anyone says, most sales professionals are given three chances : 3 sales cycles to ramp up for an AE. 3 quarters for enterprise / field reps (even if they close nothing the first 6 months). And … 3 months for SDRs to scale up and deliver high quality leads to AEs.

Quota 68

Quota Closing Sales 68