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Sales reps normally start their sales discovery process by building rapport , working to make some connection with a decision maker. When the time is right, the salesperson talks about their company in detail. Salespeople are taught to do this to prove they are a safe and trustworthy choice. What follows is a slide with the sales organization’s largest clients, showing that some of the largest companies in the world buy from them.
Many of today’s top sales organizations are starting to feel the effects of the economic downturn through increased selling criteria and buyer scrutiny. The new B2B customer is more focused on ROI than ever before, and they likely have multiple parties approving the deal through different criteria. What does this mean for sales leaders?
Technology has been changing the sales game at a rapidly increasing pace for decades. And now, new Artificial Intelligence (AI) content tools are threatening to upend it entirely.
If you watched Super Bowl 57, you observed two teams that simply refused to give up or give in. Sometimes, that's the feeling I get when I'm writing articles and I have solid data on my side, while dozens of competing authors just won't stop their constant borage of articles using junk science, anecdotal evidence, and alternate facts.
Speaker: Jady West, VP of Hospitality & Chris Bennett, Head of Sales & Engineering
The modern hotel room is no longer just a place to stay—it’s an experience to remember. Today’s guests expect seamless 5G connectivity, personalized comfort, and high-tech convenience. From AI-powered smart room controls to in-room entertainment and app-based services, technology is redefining hospitality from the inside out. In this new session featuring industry pros Jady West and Chris Bennett, we’ll explore how high-speed, high-bandwidth connectivity powers the innovations that are enabling
Networking is an important part of the prospecting process. It’s a great way to introduce yourself and your products to new audiences in a casual environment. Though it often takes place at formal events and happy hours, effective networking also happens when you least expect it — like standing in line at the airport. So, you must always be ready to make the most of any encounter.
Did you know that asking questions makes it more likely for customers to approve of you? It’s true. Research conducted at Harvard University suggests asking questions improves liking and learning. Open ended sales questions are a crucial aspect of the sales process. They allow salespeople such as yourself to better understand the customer’s needs, goals, and challenges.
Did you know that asking questions makes it more likely for customers to approve of you? It’s true. Research conducted at Harvard University suggests asking questions improves liking and learning. Open ended sales questions are a crucial aspect of the sales process. They allow salespeople such as yourself to better understand the customer’s needs, goals, and challenges.
Is your brand easy to love? It is if your products and services are better than anyone else’s for the price. But that’s not the only way to create a lovable brand. Lovable brands embrace customers even when they aren’t in the mood or the market to buy. In dozens of ways, these brands show they appreciate shoppers for more than their lifetime customer value.
In this latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Peter Strohkorb to discuss how automated outreach and spam is ineffective and ruining the sales game for everyone.
Your only vehicle for creating and winning deals is the sales conversation , which comprises several sales calls. The better you perform on a sales call, the better your results.
If you are a SaaStr reader, you’ll know how passionate I am about Customer Success, since Day 1. For one simple reason: Second Order Revenue. Upsells. Renewals. Word-of-Mouth. Champion Change. What it all means is that if you do it right, you’ll make 6x or more the revenue from your customers after the sale itself. The details on that math here.
Documents are the backbone of enterprise operations, but they are also a common source of inefficiency. From buried insights to manual handoffs, document-based workflows can quietly stall decision-making and drain resources. For large, complex organizations, legacy systems and siloed processes create friction that AI is uniquely positioned to resolve.
Web3 is at that awkward moment when it is learning how to walk in a world that expects it to run. Like any new technology in its infancy, Web3 is babbling buzzwords—crypto, NFT, blockchain. The Web3 hype is tangible. This baby is growing up to be a doctor! The challenge for the digital marketer is to appreciate what the baby can do, when it grows up.
It’s forecasted that the algorithmic trading market will reach $31.49 billion by 2028. The Covid-19 pandemic positively impacted automatic trading, as more people looked into new money-making ventures. Since then, the industry has gone from strength to strength. People enjoy being able to make rapid decisions while reducing human error. However, as is the case with anything new, you shouldn’t dive right in without having a full understanding.
There is an old fable by Aesop about the ant and the grasshopper. The ant is industrious, diligently working through the summer and preparing for winter. The grasshopper is playing, avoiding work. Aesop's lesson is that those who don't do the right thing, in the right way, at the right time, will suffer later.
So recently I caught up with a sales exec I’ve known for a while that is doing pretty well, especially for this macro environment. He’s making over $500,000 a year as an AE. And that’s much, much, much more than he made in his last role. And he deserves it — he’s crushing it. And yet he just complained and complained and complained about his comp to me.
B2B marketers face a number of challenges, including: continuously generating great leads converting leads to active sales prospects finding vendors that deliver real results Aggregage has proven content syndication, webinar, online advertising and intent signal marketing programs that deliver higher-quality leads. More than 700 companies have already benefited from our programs.
In the modern ecommerce world, personalization is everything. It’s what engages customers, inspires them, and keeps them coming back. As the global economy remains uncertain, it’s important to apply those personalization tactics to your tried-and-true customer communication strategy — email marketing. Simply put, first-party data is the fuel you need to drive successful email personalization initiatives and strategies in ecommerce.
As a team of experienced professionals, we understand the importance of having a customer relationship management (CRM) system that meets the needs of modern businesses. There are many CRM solutions available in the market, but we believe that none come close to the functionality and features provided by Pipeliner CRM. In this article, we’ll take a detailed look at Pipeliner CRM and explain why it’s the best choice for businesses that have sales teams and understand the importance of
Every sales organization needs to determine how they interact with decision-makers. How the sales force sells determines the sales team's success. This is a critical decision sales leaders must get right. Choosing a methodology that isn't right for your prospective clients will mean losing deals you might have won had you provided your contacts with a better sales experience.
Dear SaaStr: How Do VCs Deal With a Co-founder Split After a Disagreement? If you are an early-stage VC, absent fraud, crime, or other truly existential issues … basically you always back the CEO. Or at least, almost always. There’s really not an another choice in many cases, really. For an early-stage investor, a co-founder break-up is one of the Top 5 Dramas.
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
What if you could tailor marketing messages at the granular level, based on where your consumers are, in real time? For example, by sending an opted-in text message to offer a discount on a product or service when a customer enters a pre-defined location, such as your brick-and-mortar store? Or by reminding your customers that it’s happy hour — and that you offer two-for-one appetizer specials — when they’re near your bar or restaurant during a specific time of day?
Sales play a crucial role in business success, making the sales force an important aspect of any company. However, the sales process can be bogged down by repetitive tasks like lead generation, email follow-up, and appointment scheduling. Sales automation tools offer a solution. Streamlining the process and freeing up valuable time for sales teams to focus on selling.
There are two major types of selling. The first type is transactional and the second is complex. The difference between them is based solely on how difficult it is for a decision-maker to come to a purchase decision. The client's complexity becomes the salesperson's challenge.
Dear SaaStr: How Does a SaaS Startup Break Out in a Crowded Market? Find one segment of the market to win in. Where you can build a 10x feature, and then a 10x solution, that solves a niche problem that customers will pay for. Most SaaS markets are crowded today. But the thing is: As Bigger SaaS companies cross $100m in ARR, and then $1B in ARR, they stop focusing on smaller niches.
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Recently, I shared 5 key things that have helped us grow and serve others in the last 30 years, hoping they will be helpful to others on their journey. Now, I'm taking a deeper dive into the 5 key takeaways with a more detailed on each. Here's #3: Curveballs.
If you are a first-time car lease owner then there are some things you might have to consider before you go ahead and sign the agreement. You can compare leasing deals by using comparison websites to make sure that you find a deal that is within your budget and that you know all the costs involved. What Is Car Leasing? Leasing refers to the process of borrowing a car for a set period of time while paying monthly installments to cover the use of the vehicle.
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In the accounting world, staying ahead means embracing the tools that allow you to work smarter, not harder. Outdated processes and disconnected systems can hold your organization back, but the right technologies can help you streamline operations, boost productivity, and improve client delivery. Dive into the strategies and innovations transforming accounting practices.
Dear SaaStr: What Causes Co-Founder Breakups? Yes. I’ve had one. It’s really tough to go through. The root cause for mine, and most of the ones I’ve observed, is disalignment on goals and outcomes: Do you want to IPO, but your cofounder would be happy to sell for $2m? Are you not aligned on how big to go? Are you both willing to put in the 10–15 years it will take, but your cofounder just wants to give it 6-9 months to “see how it goes”?
If you’re unfamiliar with NRT—or nicotine replacement therapy—it is a medically-approved treatment for people who want to quit smoking. Smokers use nicotine pouches, patches, and gum instead of cigarettes. In the long run, this helps decrease their dependence on cigarettes and eventually quit. This is why NRT product sales have steadily increased in recent years.
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Shout out to my friends Matt Hein z and Brent Adamson. In listening to their weekly webcast, for a few moments, Brent was whining about the issue of “Why do we think our customers know what they are doing?” It’s an important issue. It’s an important opportunity for sellers to be truly helpful with customers. Let me be clear, our customers know their business, their work, workflows and how they get things done.
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