Iannarino

JULY 16, 2022

The data shows that salespeople are not doing well. A search for something like “quota attainment” reveals that a large part of the sales population is missing their target. Sales cycles are growing longer, while more opportunities stall as clients disengage. New—and young—salespeople are leaving their sales roles sooner than ever. Every week, we hear from sales leaders and sales managers who complain about how their teams are unable to get a second meeting, an indication something is amiss.

Quota 268

Quota Sales Clients Meeting 268

Sales Pop!

JULY 16, 2022

If you read our previous two articles, The Fundamental Error of Approach in Today’s Sales and Theory and Practice of Pipeliner , you’ll clearly see that Pipeliner CRM is not simply a mechanical application—it has a clear theory and purpose behind it. We created Pipeliner because we are in the midst of a great societal transformation that some cannot keep up with.

Pipeline 246

Pipeline CRM Non-Profits Drivers/motivators 246

SaaStr

JULY 16, 2022

There’s a common meme in Venture Capital that traction is tough to quantify, but you know it when you see it. Well, let’s take a stab at it anyway. Quantifying it. Because I don’t think Initial Traction is at all nebulous in SaaS — and I think it occurs earlier than many think. Here’s a Discrete definition of Initial Traction: ARR of $1m or more.

Trust 113

Trust Customers Product 113

Heinz Marketing

JULY 16, 2022

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. The Sales Leader As Air Traffic Controller. In this article, David Mattson draws on a detailed analogy of sales leaders as air traffic controllers.

Strategize 105

Strategize B2B Government Quota 105

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 16, 2022

With 8 stages at SaaStr Annual Sept 13-15, you’ll never lack for content! We’re bringing back the hugely popular Masterclasses on Tuesday. Check out the sessions: Optimizing GTM for PLG with Stage 2 Capital Co-Founder / Managing Director Mark Roberge. Scaling Revenue in 2022: What’s the Same and What’s Different? with Confluent President, Field Operations Erica Schultz.

GTM 104

GTM B2B Growth Price 104

Eliminate Your Competition

JULY 16, 2022

You have to improve and capitalize on your personal relationships with the companies in your territory. You should probably focus on the top five to ten companies that most closely align with your perfect customer. If you do not know someone at one of your top 10 accounts, that is not a reason to skip them. You must build that relationship. You will create these relationships by leveraging: Your best clients.

Prospecting 59

Prospecting Non-Profits Quota Cold Call 59