Thu.May 19, 2022

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In Praise of High Prices

Iannarino

One of the complaints you will hear from your clients and customers is that your price is higher than your competition's. A complaint about your price is not an objection. This complaint often indicates that your client wants the greater results you can deliver at the lower price your competitor offered them. The fact your contact complained is evidence that they don't believe your competitor will deliver the same results.

Price 290
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Leading a Sales Team: 10 Keys to Success (Part 2)

Anthony Cole Training

Sales leaders must be both effective managers and great coaches by arming their salespeople with the skills to be successful and managing their strengths. This week, we identify the final 5 keys to success in leading a sales team.

Sales 194
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How to Hire the Right Sales Talent for Growth

Force Management

In this wave of mass resignations and global hiring, reduce hiring challenges and cost by narrowing your sales manager's focus. Define what the ideal sales talent candidate looks like for your organization so you can help your managers hire the right people for growth. The topic of sales talent has come up often on the Revenue Builders Podcast. John McMahon and John Kaplan dig deep with their guests, pulling out top-level advice you can use to make your sales talent a competitive advantage for y

Growth 112
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Create a B2B GTM strategy that buyers, execs and revenue teams love

Martech

“What is the right go-to-market (GTM) strategy(ies) for our business?” This is a common question being debated and discussed across the C-suite today (note: not just in sales and marketing meetings). In B2B , GTM strategies have been a part of company planning forever. So why is GTM confounding sales, marketing and product leaders and rising to the top of the CXO agenda?

GTM 131
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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.

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Sales Often Really Doesn’t Understand Customer Success

SaaStr

I remember about 24 months back I asked one of the very best VPs of Sales I know to help me find a VP of Customer Success. This VP of Sales has built legendary teams, and his Directors and Managers have gone on to run many of the top SaaS companies out there. And he said to me, “You know I don’t really know that much about Customer Success.” I didn’t totally get it at the time.

Customers 114
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5 tips for building customer trust during the supply chain crisis

Martech

The supply chain crisis continues, partly caused by COVID-19, partly exacerbated by war in Europe, and beyond the capacity of marketers to solve. The Brooks Group is a sales management, training and consulting firm. “We work with sales organizations, primarily B2B, to help them equip their teams with effective processes and the right sales skills,” said VP of sales performance research Michelle Richardson.

Trust 123

More Trending

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Unveiling our first MarTech Intelligence Report on email marketing platforms

Martech

Email has always held a special place in my heart, perhaps because it seems so taken for granted in the digital marketing world. It’s been around too long to benefit from “shiny new object” syndrome, yet its true believers are fully appreciative of its power. What else delivers an ROI of $36 for every $1 spent, after all? We hope you’ll take this opportunity to download this free buyers’ guide that looks at today’s email marketing technology and walks you through what you

Finance 116
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7 Drivers in Building to a $7 Billion Company with 1Password CEO Jeff Shiner and 1Password Advisor Carilu Dietrich (Pod 556 + Video)

SaaStr

Growing your company to $7 billion is not a quick process. It takes years, sometimes decades, of work for a company to hit the 10-digit mark. Along the way, there are key decisions and behaviors which drive the growth to multi-billion dollars. Jeff Shiner, CEO of 1Password, is the leader in passwords and secret management. Jeff has led the growth of a remote, bootstrapped company over the past 16+ years of building 1Password.

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Martech failure? 50% say loyalty programs don’t offer much value

Martech

The goal of martech is to add value for business and customer via personalized experiences which increase brand engagement. Loyalty programs seem like the perfect channel for this. So why is there such a huge gap between customers’ expectations for those programs and what they get? Half of all US customers say loyalty programs don’t offer much value, according to a report from digital insights firm Incisiv and Punchh, a customer loyalty services provider.

Retail 113
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We Know About The “Digital Buying Journey,” But What Does This Mean About Digital Trust?

Partners in Excellence

We know trust is important in all our relationships. We know that trust is critical in vendor/customer relationships. Charlie Green has helped us understand that trust is not an absolute, but is contextual. For example, trust in a simple buying transaction is different than the trust in a complex B2B decision. The level of risk of choosing incorrectly is different, consequently the way we view trust in those decisions differs.

Trust 102
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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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Dear SaaStr: Do My VP of Eng and My VP of Product Have to Be Technically Excellent?

SaaStr

Dear SaaStr: Do My VP of Eng and My VP of Product Have to Be Technically Excellent? This has been pretty much my experience. A Great VP of Engineering must either: Either have been a truly great IC engineer; and/or. A pretty good IC who still is a hacker and enjoys coding in their free time. And a Great VP of Product must: Have managed a dev team of some sort (even just an outsourced) one at some point in their career, AND.

Product 102
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Introducing “Radical Lessness”

Partners in Excellence

We live in a world where we seem to be driven by “Doing More.” As sellers, “more” is the mantra–more dials, more calls, more meetings, more activities. When we fall short of our goals, the answer is to do more. But, it’s not just sellers that are consumed with doing more. Every manager or executive I meet is consumed by the demand for more.

Meeting 101
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5 Key Strategies for Building a Team of Unicorn Sellers

Sales Hacker

“Sellers are made, not born.” There’s no doubt this is a phrase you’ve heard at least a time or two. It’s based on an outdated way of thinking that selling is an art – perfected only by a select few. Revenue leaders who accept this notion often cross their fingers during the hiring process, hoping they’re lucky enough to find the rare “unicorn seller” with those innate, unteachable skills that translate to quota attainment.

Quota 94
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SaaStr Media Sponsorships Fully Sold Out for 2022

SaaStr

A small FYI to our partners and partners-to-be: all SaaS media assets are fully sold out for 2022: Podcast: (200k distro) sold out for 2022. SaaStr Weekly, Daily and Insider (125k total) sold out for 2022. For 2023, we have room for 20 sponsors / partners and will limit media sponsors to those also sponsoring SaaStr Annual or Europa (i.e., no one-off media buys), so please let us know soon if that’s of interest.

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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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See How Predictive Analytics Can Give Your Insurance Agency an Edge

Salesforce

Predictive analytics — everyone in the insurance world is talking about it. But what is it, and how can predictive analytics help you grow your brokerage client list? Here’s a quick definition: predictive analytics takes scattered pieces of data from across your systems, organizing them to assess what has happened in the past. Then, using artificial intelligence (AI) and advanced visualization, this collection of past data points models future outcomes and creates actionable insights.

CRM 52
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How product analytics can unite marketing and product teams to boost customer lifetime value

Martech

Although digital channels are proliferating, calling marketers to step up efforts like content production and omnichannel orchestration , for some brands, more customer activity is being consolidated in one place – the mobile app, or some other kind of digital product. The problem is that the marketing team needs to join forces with the product team that developed the app in order to get a hold on what customers are doing at that single destination.

Product 102
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Everything you should know about evaluating your competitor’s backlink profile

Martech

Competitive backlink research is one of the first steps in either building your own link-building strategy or figuring out what it takes to achieve your competitors’ organic rankings. Links are certainly not the only ranking signal, but they are still one of the most powerful factors (if not the most powerful one). When selecting your competitors to analyze you will likely choose those that rank particularly well for your target queries, which makes sense because you want to know what has worked

Niche 109