Iannarino

DECEMBER 23, 2022

On LinkedIn and other social media platforms, you will find advice like "Don't close deals, open relationships." This implies that asking your client to sign a contract will somehow harm them. In reality, closing the deal allows you to provide the improvement they need. Your role as a salesperson requires you to create and win opportunities. That is how you help your organization and your clients.

Closing 240

Closing Contract Clients Sales 240

Martech

DECEMBER 23, 2022

Have you noticed how some marketing technology vendors constantly change the narrative around their products to suit their go-to-market du jour, especially those that have been around for a while? Over time, it looks something like this: It’s a browser-based content management and web development system. It’s a.NET CMS. It’s an enterprise website and intranet portal software.

Technology 121

Technology Technology Go To Market Prospecting 121

SaaStr

DECEMBER 23, 2022

Last month, more employees were laid off from startups on @cartainc platform than left their jobs by choice. Rare – only happened twice since 2015 (the other month being April 2020). But Jan is usually a strong hiring month – fingers crossed that's true. cc: @nmasc_ @alex pic.twitter.com/jqlvniO0bX. — Peter Walker (@PeterJ_Walker) December 19, 2022.

Start-ups 78

Start-ups Closing 78

Partners in Excellence

DECEMBER 23, 2022

In the past few days, I’ve had several separate conversations with people, basically on business acumen. They were fascinating, but apalling. The lack of knowledge about things that seem so basic to engaging our customers in business relevant conversations is shocking. One very talented Regional VP shared that as he is conducting reviews with his people, he asks a couple of simple questions, “How does this customer make money?

Customers 62

Customers Territory Manufacturing Contract 62

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Follow-up

SaaStr

DECEMBER 23, 2022

Samsara makes telematic and safety devices for physical operations (i.e., tools that measure and monitor what’s happening in a vehicle.) In achieving over $724M in ARR and growing to 2,000+ employees since its founding in 2015, they have learned a thing or two about developing a business. . Sarah Patterson, Samsara’s Chief Marketing Officer, has been there to learn these lessons along with them.

Engineering 65

Engineering Pipeline Territory Follow-up 65

Hubspot

DECEMBER 23, 2022

Effective sales prospecting is a multistep process that requires systematic prospect discovery, qualification, and outreach. In this post, you’ll learn the 19 best sales prospecting tools to help you engage with your ideal prospects. From software that leverages your partner ecosystem to prospect databases, every tool on this list can help you fill your sales pipeline.

Prospecting 72

Prospecting X-functional CRM Contact 72

Search Engine Land

DECEMBER 23, 2022

When you go to the Google homepage, you’ll most likely know what you’re about to type into the search box – whether you’re checking in on the weather forecast, looking for a business or service, or want to find out where you recognize that actor from. (Unless you’re “ feeling lucky ,” that is.). You enter a word or a single letter, and Google will populate the search box with a list of “predictions” before you’ve even finished typing.

Legal 115

Legal Territory Engineering Education 115