Iannarino

MARCH 2, 2024

There is something better than leads. In some industries, you are better off with a strategy built on a list of targets. These targets will not need to be qualified because you know they already buy what you sell, even though they are currently buying from one of your competitors. This is something we describe as a competitive displacement , a nicer way of saying "stealing your competitor's client.

Clients 197

Clients Sell Sales 197

Partners in Excellence

MARCH 2, 2024

Preface: I first met Rene Voorhost years ago when he was the Nordics/Benelux sales manager for National Instruments. I don’t recall exactly how we met, I think he saw me speaking and later reached out to say, “Dave, I think there is a better way to think about these things.” Since then, he’s become a thought partner in helping me develop tools and models on driving sales performance.

Sell 102

Sell Education Territory Engineering 102

SaaStr

MARCH 2, 2024

“My App Stack” is a new series where we dig in with top CMOs, CROs, CTOs and CEOs on just what apps they’re really using to run their business. I always learn a lot from these — they are in essence a best practices list from each leader. Last time we had a great one with Rachel Wolan, CPO at Webflow, check it out here. This week we have Job van der Voort, CEO at Remote!

Presentation 85

Presentation Meeting Product Growth 85

Partners in Excellence

MARCH 2, 2024

Over the past few years, I’ve noticed a trend among sellers. There seems to be no passion for what sellers do. To many, it’s a job, a way to make a living. Many, after reading posts from “experts” are solely focused on the “big bucks,” and the majority of them fail. Selling is one of the toughest things to do well.

Sell 101

Sell Clients Sales 101

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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

Partners in Excellence

MARCH 2, 2024

Preface : Wolrad Claudy is a great friend and client. I first met him years ago when he ran global sales for Tekelec (acquired by Oracle). He’s one of the most fascinating sales leaders I’ve worked with. Since Tekelec, he has been involved in a number of technology start-ups, has developed a specialized fund, providing seed capital to some start-ups.

Sell 98

Sell Negotiate Relationship building Up-sell 98

Partners in Excellence

MARCH 2, 2024

Preface: Eric Anderson is my brother-in-law. He’s the “cool guy” in the family. We started hanging out in college, he went into the Peace Corps in Kenya, then came home, riding a motorcycle from Nairobi, up the Nile, and across Europe. He’s always been involved in extreme sports, racing and motorcycles. First as a driver (winning lots of races like the Baja 1000).

Sell 73

Sell Non-Profits Manufacturing GTM 73

Partners in Excellence

MARCH 2, 2024

Preface: Mitch Little is a close friend and “sparring partner.” We often get into discussions and debates about the future of selling and how to drive high performance. (I guess sparring is overstated, he and I are almost always in wild agreement). Mitch should know, as Senior Vice President, Worldwide Client Engagement at Microchip, he ran one of the highest performing organizations I’ve seen.

Electrical Engineering 73

Electrical Engineering Sell Mechanical Engineering Electricity 73

Partners in Excellence

MARCH 2, 2024

Preface: I first met Alex Shootman when he was running sales at Eloqua. We had talked on the phone a few times, but our first meeting was on the exhibit floor at Dreamforce. While his time was probably better spent talking to customers, he took time to have a great conversation. Since then, we talk, periodically, sharing ideas. He’s a master at building companies, including Apptio, Workfront, and now as CEO of Alkamai.

Sell 73

Sell Up-sell Promote Meeting 73