Sat.May 28, 2022

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Overcoming the Fear of Being One-Up

Iannarino

I am grateful that the concept of being One-Up has resonated with salespeople and sales leaders. It’s a position that allows you to create value for your clients by helping them understand what they need to do to improve their results. Because you sell whatever you sell every day, you have a deeper understanding of certain aspects of the situation than your One-Down client, who rarely makes a decision about what you sell.

Clients 264
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Gartner: Public Cloud Spending to Rise 20% Next Year to $500 Billion, SaaS to $200 Billion

SaaStr

Gartner, spending on SaaS: 2020: $120B 2021: $152B 2022: $177B 2023: $208B. Worry less about a few tweets, more about the opportunity ahead, and here right now. Go sell something pic.twitter.com/TLzgbuQLnW. — Jason BeKind Lemkin #???????????? (@jasonlk) May 26, 2022. So Gartner slices and dices its data a number of ways, but I find it invaluable to track enterprise and CIO sentiment.

B2C 139