Sat.Jun 12, 2021

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True Confessions of a Legacy Laggard

Iannarino

The Gist. Embrace fearless value creation: respond to what your prospective clients need from you, in order to create and win an opportunity. Over time, sales approaches lose their efficacy and need to evolve. Salespeople adapt because they recognize the client’s needs for insights and work to address them. Without creating value, you cannot create or win an opportunity.

Cold Call 169
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What Do You Owe Customers That Don’t Renew?

SaaStr

Since the dawn of the age of the subscription, forcing people to keep paying to use some small part of a web service has been a common strategy. Millions of folks still pay just to keep their “@aol.com” email addresses. And making it hard to leave a subscription has probably been a strategy employed by some since the very first gym opened.

Customers 117
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B2B Reads: Expectations Crushing Creativity, Remember 2020, and Lego Inspiration

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. 4 Paths To Building Buyer Trust Through Empathy And Humility. Marketing and sales traditionally believe that the path to building buyer trust is by providing answers through education, experience, and training.

B2B 110
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How Does a CEO/Founder Pick Their Own Salary?

SaaStr

Q: How does a CEO/founder/owner pick their salary? I’ll share my stories. In my first start-up, we raised $9m in our seed round — a large first round, but the times were different. The VCs set my salary without discussing or consulting with me (a different time, indeed). My prior salary as a VP before the company had been $150,000, and they raised it to $180,000, with a performance-tied bonus.

Consult 114
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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.