Iannarino

SEPTEMBER 9, 2022

This post is an adaptation of a chapter of Leading Growth: The Proven Formula for Consistently Increasing Revenue.

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Sales Growth 269

SaaStr

SEPTEMBER 9, 2022

Back in the day, premium comp for some software sales execs made simple and easy sense. Traditional software had 90% gross margins, and the classic enterprise sales reps, the best ones, could close a million or more dollars a year. Paying them 20% all-in on what they closed was easy, a 5:1 ratio ratio. Close a million, make $200k. Close two million, make $400k.

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Commission Quota Sales Closing 138

Partners in Excellence

SEPTEMBER 9, 2022

There’s the old children’s song, “The Skeleton Dance.” It starts with “the foot bone is connected to the leg bone, the leg bone is connected to the knee bone…” It’s really a discussion of systems. The human body wouldn’t function without all the components or subsystems working together. Business and what we do as sellers is a set of interconnected/interdependent subsystems.

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Manufacturing Finance Inside sales Technique 133

Sales Gravy

SEPTEMBER 9, 2022

Ever wondered how you can get the attention of that elusive prospect you've been chasing? You know the one. The big fish that is your ticket to President's club a huge commission check. You know how to sell - that's your job, after all - but getting CEOs and other VIPs to call you back is the tricky part. So what if that impossible-to-reach person weren't so impossible to reach after all?

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Meeting Prospecting Commission Contact 124

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

Martech

SEPTEMBER 9, 2022

“What was once working just isn’t any more.” That was Steph Cuthbertson, HubSpot’s Chief Product Officer, talking about the old ways of attempting to market to customers in individual and siloed channels and sell to them in ways that B2C behemoths like Amazon have made obsolete. Connections and community. At Inbound 2022, the first in-person iteration of HubSpot’s conference in three years, speakers tried to stitch together two themes.

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B2B E-commerce B2C Drivers/motivators 119

Heinz Marketing

SEPTEMBER 9, 2022

By Matthew Lallas , Marketing and Sales Intern. I had the pleasure of interning at Heinz Marketing this summer. While I’ve gotten to experience marketing in a college environment (classes, clubs, campus organizations) and a B2C organization, I was completely new to the world of B2B and agency marketing. I was nervous, I wasn’t sure how I would fare in this new role.

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B2C Networking B2B Represent 111

Partners in Excellence

SEPTEMBER 9, 2022

We see all sorts of articles about work/life balance. We read about a downside to WFH, the fact that we seem never to leave the job, it intrudes on our home life. We see people putting in long hours and macho attitudes that some how associate hours at work with one’s value. We see people genuinely exhausted from long hours. We see quiet quitting, both associated with hours and with a lack of connectedness with the organization.

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Start-ups Growth Up-sell CRM 99

Martech

SEPTEMBER 9, 2022

Today, customer experience (CX) company ActionIQ announced a new partnership with consulting firm Slalom that will make specialized services available for users of the ActionIQ CX Hub. ActionIQ has evolved its CDP offering over the last eight years, with a B2C and media focus. The company introduced its CX Hub earlier this year and is undergoing a rebrand as AIQ.

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Consult Customers B2C Government 113

Salesforce

SEPTEMBER 9, 2022

With sustainability as our fifth core value , we’re setting out to make this our most sustainable Dreamforce ever. We’re conserving resources, sourcing responsibly, reducing waste, and inspiring our attendees to do the same. Join us on Wednesday, Sept. 21, for a full-day of programming at the Net Zero Summit that will feature the world’s most innovative Trailblazers driving climate solutions.

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Technology Technology Product 98

Martech

SEPTEMBER 9, 2022

U.S. marketing technology spending is expected to increase a healthy 14.3% this year — surpassing $20 billion, according to industry research eMarketer. But marketing technology spending increases in 2022 won’t match earlier years. Spending increased 20.9% in 2021, according to the report. Last year companies spent to keep up with the pandemic-driven shift to online by customers and businesses.

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Growth B2C B2B Technology 113

Speaker: Frank Taliano

Documents are the backbone of enterprise operations, but they are also a common source of inefficiency. From buried insights to manual handoffs, document-based workflows can quietly stall decision-making and drain resources. For large, complex organizations, legacy systems and siloed processes create friction that AI is uniquely positioned to resolve.

High impact

SaaStr

SEPTEMBER 9, 2022

Fundraising with a successful VC firm is a huge goal for entrepreneurs, especially in the early stages of the business. But the path to a deal isn’t always as straightforward as it may seem. During an enlightening session at SaaStr Europa 2022, Zach Coelius (Managing Partner at Coelius Capital) and Tiffany Luck (Investor at GGV Capital) share the secrets and lesser-known players in the world of venture capital.

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Gate keeper Pitch Growth Trust 98

Martech

SEPTEMBER 9, 2022

We recently introduced you to the Agile Marketing Navigator , a flexible framework for navigating agile marketing for marketers, by marketers in the article A new way to navigate agile marketing. The navigator has four major components: Collaborative Planning Workshop, Launch Cycle, Key Practices and Roles. Within these categories, there are several sub-pieces for implementation.

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Assembly Line Launch Start-ups Meeting 106

criteria for success

SEPTEMBER 9, 2022

As a sales leader, it can be a challenge to make sure your team is prospecting efficiently (or at all). That's why we put together something called the Prospecting Action Plan. This action plan puts your sales reps on the right track to ensure proper prospecting practices. These include: Targeting. Sales conversations. Number of calls or emails required.

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Prospecting Referrals Networking Sales 97

Spiro Technologies

SEPTEMBER 9, 2022

Transcript. Adam Honig: Hello and welcome to Make it. Move it. Sell it. On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving, and selling products. And of course, having fun along the way. I’m your host, Adam Honig, the CEO of Spiro.ai. We make amazing AI software for companies in the supply chain, but we’re not talking about that today.

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Sell Manufacturing Electricity Start-ups 89

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B2B

Adaptive Business Services

SEPTEMBER 9, 2022

I built my selling career on referrals. As a result, my closing ratios were phenomenally high. I created and nurtured relationships with both clients and power partners. I was always a member of a networking, or leads, group. Some of the leads groups that I belonged to were good and others were flat out bad. Regardless, I always made them pay. I showed up at every meeting and I always had leads to share. .

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Referrals Networking Meeting Follow-up 71

Predictable Revenue

SEPTEMBER 9, 2022

Yoav Susz joins the Predictable Revenue podcast to discuss how contract management can shorten the outbound sales cycle and provide a better customer experience. The post How Contracts Can Put The Wind In Everyone’s Sales appeared first on Predictable Revenue.

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Contract Sales Customers 59

Spiro Technologies

SEPTEMBER 9, 2022

Spiro Broadens First Proactive Relationship Management Platform Beyond Sales with Launch of Smart Modules. Platform now provides AI-driven insights and real-time recommendations from prospecting through fulfillment. (Boston, September 12, 2022) Today, Spiro.AI announced it has extended its AI-driven sales platform to provide companies who make, move, or sell physical products with a single platform to manage customer relationships.

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Territory Manufacturing Engineering Relationship Management 52

ClickFunnels

SEPTEMBER 9, 2022

The post What is The Your First Funnel Challenge? appeared first on ClickFunnels. Have a business idea that you’re dying to get out into the world…. … but don’t know where to start? Russell Brunson’s Your First Funnel Challenge is a 5-day online boot camp where you’ll launch your first (or next) business idea side-by-side with real-world entrepreneurs… without taking on a mountain of debt or getting stuck in “analysis paralysis”.

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Niche Cross-sell E-commerce Real Estate 234

Advertiser: ZoomInfo

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Sales

SaaStr

SEPTEMBER 9, 2022

Dear SaaStr: When Should You Sell Your Startup? Having been through the acquisition process 4x — twice as a founder, twice as a start-up exec, here’s my list of when and if to sell. Don’t take it literally. Most startups never get a single good acquisition offer, ever. So logic does state, take the best, good offer you get. It may be your last.

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Sell Up-sell Start-ups Process 134