Iannarino

SEPTEMBER 10, 2022

One reason clients may distrust salespeople is that they believe salespeople are hiding some inconvenient truth. Prospective buyers worry about what they don't know and what the salesperson is not saying. Salespeople want to impress clients by accentuating the positives while avoiding the negative; however, there is no difference between not disclosing something the client needs to know and lying.

Trust 278

Trust Sell Clients Prospecting 278

SaaStr

SEPTEMBER 10, 2022

Dear SaaStr: I am a startup founder that writes extensive monthly report to investors. We are also doing weekly meetings, are they asking for too much of my time? Yes, that’s too much. Some rough rules: For every 1% of a company an investor owns, they get one meeting / Zoom a year until you are at scale. This includes both board meetings and informal coffee meetings.

Meeting 96

Meeting 96

Iannarino

SEPTEMBER 10, 2022

Like many salespeople, you may have been taught to believe that your solution is the value. It is true that your product or service can solve a client's problem. Yet, this is a limiting view of how you can build value in sales. There are more ways to do it, some greater than others.

Sales 272

Sales Clients Service Product 272

Heinz Marketing

SEPTEMBER 10, 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. Today’s B2B Customers Don’t Want to Talk to You. Is That OK? In this article, Jason Ball explores why today’s B2B customers are “decidedly aloof, and increasingly independent.” This shift in bu

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B2B Objectives and Key Results Sell Government 92

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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

SEPTEMBER 10, 2022

So almost everything SaaStr does is … free. Our content is free. SaaStr University is free. Our digital events are free. Our newsletters are free. Our podcast and YouTube are free (of course). Our IRL events aren’t free, but for most attendees, they are massively subsidized. Buy an early-bird ticket and you paying less than 50% of the actual $1,000+ cost.

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