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 265

Quota Sales Clients Meeting 265

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 101

Trust Customers Product 101

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 98

Pipeline CRM Non-Profits Drivers/motivators 98

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 98

Strategize B2B Government Quota 98

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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.

Follow-up

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 82

GTM B2B Growth Price 82

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