Iannarino

JANUARY 16, 2022

Of all the ways to lose a deal, the most reliable is to project a self-orientation. When your client feels that your motivation is limited to transferring their money to your wallet, with a brief stopover in your company’s checking account, they’re all but certain to disengage and choose a salesperson who is truly interested in helping them improve their results.

Drivers/motivators 239

Drivers/motivators Clients 239

Membrain

JANUARY 16, 2022

I’m always stunned by how little win/loss analysis we do. Of course, when we win or lose a deal, there is some reason code–usually some drop down in CRM that gives us a handful of choices about why we won or why we lost.

CRM 144

CRM Sales 144

Search Engine Land

JANUARY 16, 2022

Google has confirmed a bug impacting how ads are served on Gmail desktop with Safari browsers. Please visit Search Engine Land for the full article.

Engineering 129

Engineering 129

Mike Weinberg

JANUARY 16, 2022

It has been the fastest, craziest start to a year that I can remember, and even the over-the-top, ominous coverage of Omicron hasn’t put a damper on the kickoff of Sales Kickoff Season meetings. As I recently posted on LinkedIn, for all the logistical chaos created by clients postponing or converting conferences from in-person to … Stop Falling All Over Yourself Thanking Prospects & Customers for Their Time Read More » The post Stop Falling All Over Yourself Thanking Prospects &#

Prospecting 96

Prospecting Customers Clients Meeting 96

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SaaStr

JANUARY 16, 2022

Top Blog Posts This Week: 5 Interesting Learnings from Braze at $260,000,000 in ARR. Why a Great Rep Can Close 9x More Than a Poor Rep, and Even 2.5x More Than a Good Rep. Every Marketing Initiative, Every Channel … Plateaus. Plan for It. You Should Be Collecting At Least 100% Of Your MRR Each Month in Cash. Ideally, 110%+. How To (Successfully) Source Your First 2 Sales Reps.

Growth 81

Growth Closing Product Sales 81