Sat.Jun 19, 2021

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From Legacy to Modern Sales Approaches, Who Leads | Part 7

Iannarino

The Gist: In a transactional sale, the salesperson has too little power to lead the client. In the legacy solution approach, the salesperson must negotiate a linear sales process. In the modern approach, the salesperson leads the client. One way you can identify where your sales approach falls on the continuum of legacy to modern is by asking who leads the conversation and what challenges they are addressing.

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Thoughts on How to Get The Team To Work “Harder”. Well, Really — Better.

SaaStr

Q: How can the CEO/COO inspire/organize employees to work harder? First, let’s be clear here. Working “harder” doesn’t work. Working better does. Maximizing the high-quality productivity of your team — without burning them out. There are no magic answers here, but a few things sort of always work: Incentives. Put as many folks on an incentive plan as you can.

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B2B Reads: Art of the Possible, Branding How People Feel, and a Wish For Every Leader

Heinz Marketing

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. Five Key Questions to Improve Your Marketing to Sales Handoff. Here are a few questions that are good for B2B marketers to answer for themselves as they look to improve alignment between marketing and sales.

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SaaStr Podcast 457 (and Video): Building Your Ideal Customer Profile: Target Your Product, Sales and Marketing Effectively

SaaStr

The ideal customer is no mythical being. Unlike unicorns and leprechauns, your target customer exists out there in the real world. The trick is to recognize them. You can only identify these ultra-valuable customers once you have crafted your ideal customer profile. In this SaaStr Build panel, three cloud marketing and business leaders share tips to craft the perfect customer profile for your SaaS business.

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How to Improve Email Deliverability and Optimize Each Send

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.