SaaStr

FEBRUARY 1, 2024

Sales execs can screw up so many things and still close a lot if they just get 1 thing right If they just are a true subject matter expert in the product they sell Yet so many aren't — Jason ✨Be Kind✨ Lemkin  ?? jasonlk) January 26, 2024 I remember my first embarrassing sales meeting. I walked in alone.

Product 95

Product Engineering B2B Pitch 95

SaaStr

JANUARY 20, 2023

pic.twitter.com/73p146F4dS — Jason Be Kind Lemkin  (@jasonlk) January 19, 2023 So somewhat frequently I’ll see a VC just get burned and hazed on social media for saying something like, “The best founders respond almost instantly.” Now when you are fundraising, realize it’s sales. It’s true.

Growth 120

Growth Up-sell Prospecting Sell 120

SaaStr

DECEMBER 9, 2019

Why do customers buy so much on the last day of the month? Great for sales reps looking to hit their quota. Great for sales reps looking to hit their quota. If there was budget to burn, it would have already been burnt earlier in the month of December. Call me on January 6. There are some real mysteries in SaaS.

Intrinsic 131

Intrinsic Pitch Contract Quota 131

SaaStr

JANUARY 9, 2023

. — Jason Be Kind Lemkin  (@jasonlk) January 6, 2023. Well at a practical level, many SaaS companies are doing a Strategic Sales & Marketing Retreat. What’s a Strategic Sales & Marketing Retreat? Second, you slow or stop sales hiring. Third, you often increase quotas in sales. So what do you do?

Strategize 111

Strategize Territory Referrals Quota 111

SaaStr

JANUARY 17, 2021

— Jason BeKind Lemkin (@jasonlk) January 17, 2021. And part of the picture I try to paint for the The Next Investor is where they’ll be in 12-18 months. It’s not leads and sales and marketing. It’s what we use for sales automation of a certain process. Then every prospect has heard of you.

Legal 145

Legal Growth Start-ups Up-sell 145

ClickFunnels

JANUARY 30, 2022

Most people try to lead in with some sort of introduction and this just tips off the prospect that they don’t know you. The post 4 Proven Marketing Strategies For Selling A Product appeared first on ClickFunnels. It’s not enough to have a great product. What failed startups don’t have are enough customers.”. 1 Cold Email. Value Proposition.

Product 222

Product Sell Promote Launch 222

Sales Gravy

JANUARY 19, 2021

Coronavirus is Testing Mental Resilience The Coronavirus third wave is putting a strain on the mental resilience of sales professionals and impacting performance. I come to you now in January, during the third wave of the coronavirus, because I’m noticing a big problem. Salespeople are beginning to wear out. The job is hard.

Prospecting 100

Prospecting Sell Sales 100

SaaStr

FEBRUARY 10, 2021

Question @jasonlk @saastr to @ericsyuan @zoom_us why the #ads and billboards & the effect of brand on #sales cycle? — Harry Stebbings (@HarryStebbings) January 26, 2017. If you’re selling to the enterprise, or even just anywhere in B2B, most start-ups in the first 12-18 months end up in a Conundrum. And easier.

Customers 114

Customers Start-ups Launch Gaming 114

Martech

OCTOBER 19, 2022

Was it the creative? Where it ran? When it ran? Who saw it? Without this there’s no way to optimize the ad and try out different iterations. Traditional media ad buying is a time- and labor-intensive process. It requires RFPs, tenders, quotes and negotiations. It requires creating and distributing physical versions of materials.

Retail 121

Retail CTR Networking Campaign 121

SaaStr

JANUARY 22, 2021

Q: Your sales manager is under great pressure to increase sales. At a recent meeting of the entire sales staff, this person said, “We have to hit our numbers no matter what it takes!” A bit more on this here: 5 Tips To Minimize “Churn and Burn” Behavior in Your Sales Team | SaaStr. Bad for Prospects.

Contract 101

Contract Price Sales Closing 101

Hubspot

JANUARY 3, 2018

Already been ghosted by a few prospects this holiday season? Planning, budgetary shifts, and vacation are all reasons we lose track with prospects at the end of the year -- but it matters how and when you follow up in January. To help, I’ve outlined five tips for re-engaging with prospects and clients after the new year.

Prospecting 93

Prospecting Cross-sell Clients Contract 93

PandaDoc

APRIL 3, 2023

Your company’s sales managers only have a select number of sales reps to work with, and those reps only have a limited amount of time to close deals. A good sales pipeline management strategy is essential because every potential opportunity uses up your most valuable resource — time.

Pipeline 98

Pipeline Legal Quota Sales 98

Partners in Excellence

JANUARY 3, 2023

Selling is one of the few roles in business where, every year, we get to start over. We have the proverbial “clean sheet.” ” We may have been a superstar in the past year, exceeding all our goals. Today, it’s “What have you done for us lately?” ” Or we may have struggled, falling short of our goals.

Pipeline 68

Pipeline Account management Growth Start-ups 68

PandaDoc

SEPTEMBER 22, 2023

If you wish to get insights on the sales performance of your team, creating a sales report is a no-brainer. Here, we’re outlining a step-by-step process on how businesses can create sales reports to improve their sales performance. Key takeaways How to write sales reports. Key takeaways How to write sales reports.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Heinz Marketing

FEBRUARY 4, 2021

I was honored recently to be a part of another great RevTech Summit 2021 , an online summit for marketing and sales professionals who want to set themselves up for success in 2021; hosted by ChatFunnels. It’s a little odd to think about 12 months ago versus 10 months ago. But 12 months ago was very different.

Negotiate 139

Negotiate Cross-sell Prospecting Up-sell 139

Anthony Cole Training

DECEMBER 2, 2014

But, I didn’t blow my commitment to making phone calls to prospects every day I work in December. As a rainmaker for Anthony Cole Training Group , I have a responsibility to keep an active pipeline of prospects. I admit that is similar to how I am with prospecting; I like prospecting but I don’t love it. I made a choice.

Pipeline 188

Pipeline Sales Prospecting Up-sell 188

criteria for success

DECEMBER 8, 2021

Some companies have a sales goal for the year that’s written on the sales manager’s whiteboard and pinned to every salesperson’s wall. I was recently meeting with a client, and the CEO expressed a little frustration at some of the sales team’s performance. Do the project managers know the number? The Process. Accountability.

Objectives and Key Results 94

Objectives and Key Results Follow-up CRM Start-ups 94

Salesmate

APRIL 17, 2020

It took me 3 months to convince my friend (now my girlfriend) to go out on a date with me. Those 3 months hold four of my unsuccessful attempts, and one successful. Listen to this: It takes almost 8 follow-up calls to just reach a prospect! Sales cadence, also known as Sales Sequences is the answer for you.

Follow-up 101

Follow-up Sales Price CRM 101

Hubspot

JANUARY 9, 2018

What’s a sales plan? A sales plan lays out your objectives, high-level tactics, target audience, and potential obstacles. It’s like a traditional business plan but focuses specifically on your sales strategy. A business plan lays out your goals -- a sales plan describes exactly how you’ll make those happen.

Referrals 101

Referrals Commission Price Quota 101

Partners in Excellence

AUGUST 18, 2021

” As sales people, there are dozens of acronyms, if any are applied, you have a “qualified deal.” These can be helpful if applied, but too often, sales people don’t apply them in a disciplined fashion. These can be helpful if applied, but too often, sales people don’t apply them in a disciplined fashion.

Customers 165

Customers Manufacturing B2C Technology 165

SaaStr

JANUARY 26, 2020

I see this all the time: For example, a little while back, someone on our events team bought a piece of software that the sales rep promised him integrated with everything in our stack. I often see demos to buyers that aren’t software-savvy that just skate around and hide feature gaps the prospects has asked about. Not even remotely.

Technique 80

Technique Trust Prospecting Closing 80

SaaStr

NOVEMBER 23, 2019

If you have a good sales team, they are leaving nothing on the table. If they aren’t — you need a new VP of Sales). Then January 2 will come, and the team will be exhausted, at least the managers will be. Whatever great work the sales team did in 2017 will be 100% behind them on Jan 2. Just harder.

Quota 91

Quota Sales Contract Closing 91

Anthony Cole Training

SEPTEMBER 9, 2014

The 80/20 rule may be a rule, but your numbers can be killed if you lose 1 or 2 sales people from the 20% side of the equation.). Reasons to Stay – If you have only 2 or 3 people keeping your sales numbers healthy, what are their reasons to stay? In other words, the “sales numbers” are just part of the equation.

Contract 168

Contract Pipeline Sales Clients 168

SaaStr

DECEMBER 29, 2019

We launched on January 1, 2006 on TechCrunch , and while we closed some good names that first year (Dell, BT, Qualcomm, GE, Comcast, etc.), We launched on January 1, 2006 on TechCrunch , and while we closed some good names that first year (Dell, BT, Qualcomm, GE, Comcast, etc.), View them as a Special Prospect in Salesforce, instead.

Customers 139

Customers Construction Launch Closing 139

Martech

OCTOBER 21, 2021

For the 12 months ending June 2020, call volume increased 35% and continues to track 27% higher than pre-pandemic levels. These signals can also include the length of time a caller speaks versus how long the sales rep speaks. When faced with the worst public health crisis in more than a century, U.S. AI-driven speech analytics.

Campaign 112

Campaign Healthcare CRM Appointment 112

Hubspot

MAY 10, 2022

Text messaging for sales is an excellent way for you to stay top-of-mind as your prospects consider their product options. Sending sales text messages to your prospects to nurture them all the way until conversion. Sending sales text messages to your prospects to nurture them all the way until conversion.

Prospecting 69

Prospecting Conversion Legal Sales 69

SaaStr

FEBRUARY 2, 2022

— Jason BeKind Lemkin 2⃣0⃣2⃣2⃣ (@jasonlk) January 31, 2022. It gets even more repeatable once you have a mini-brand , once many prospects and customers in at least one niche segment have heard of you. In many ways, after just a few million in ARR, your job as CEO is to maintain momentum. Decay sets in.

B2C 87

B2C Gaming Niche Start-ups 87

Salesmate

OCTOBER 28, 2020

Like a crystal ball, sales forecasting will surely not show you an exact view of the future. However, it will do give you some predictive insights into what is likely to happen in a specific time frame in context to your sales. Thus, sales forecasting is essential for any sales-driven organization.

Territory 96

Territory X-functional Pipeline Appointment 96

Openview

DECEMBER 19, 2018

January is the month we, as sales reps, start anew. Your next step is to prospect into your accounts and work to get as many RSVPs as you can for the event. Ahh, the New Year. But instead of setting lofty goals that might not make it to February, focus on refining your skills and setting a clear plan to get to your goal.

Territory 89

Territory Quota Technique Follow-up 89

Lead Fuze

JUNE 2, 2021

What do Top Sellers Know on How to Close a Sales Deal. Here are the things the top sellers are doing right: They focus on the prospects’ needs. They ask questions that require a lot of information from the prospect, which will help them demonstrate their knowledge and understanding. They don’t let failure stop them.

Technique 98

Technique Closing Cross-sell Sales 98

Hubspot

FEBRUARY 14, 2024

The last thing you want from a sales email is sleazy, spammy… or even sales-y copy. That might sound counterintuitive, but I interviewed Yuval Ackerman , email strategist, who shared her top tips for writing sales email marketing that don’t give you the ick! Gaudio’s sales emails receive: 36.3% click-through.

Sales 67

Sales Follow-up Campaign Objectives and Key Results 67

Sales Hacker

JULY 21, 2021

“We’re looking for a strategic rockstar sales rep who knows how to leverage and optimize our customers’ digital transformation to really move the needle!”. There are sales buzzwords that we love and some that we really hate. When you use sales buzzwords correctly, you’ll sound like you’re an industry insider. We agree.

X-functional 125

X-functional Sales Strategize Cold Call 125

Score More Sales

NOVEMBER 26, 2012

Working hard in sales but not accomplishing enough? Last month I wrote about creating a 60 Day Plan – you can still do that, and I recommend it. Actually plan out your work hours for the month of December – because you may see how much less time you actually have to sell.

Appointment 104

Appointment Sales CRM Up-sell 104

Women Sales Pros

JANUARY 24, 2020

Guest post by Maria Tribble, VP, Enterprise Sales, PathFactory [Note from Lori Richardson: This is an important post and I’m so thrilled Maria wrote it to share originally on Linkedin and gave us permission to post and share through Women Sales Pros. We need to make these safe topics for girls and women of all ages to discuss.

Territory 147

Territory Non-Profits Promote Quota 147

SaaStr

APRIL 28, 2019

Free also serves as a hunting ground for sales to find prospects and leads. You can see our fun video with Stewart Butterfield from SaaStr Annual 2015 where he said they’d never have a direct sales force. What’s interesting to know about Slack … that we didn’t already know? ??. But not yet for Slack.

Contract 111

Contract Lead generation Growth Service 111

Sales Hacker

SEPTEMBER 4, 2019

More recently, companies have started to integrate swag into their sales sequences, driving healthy growth for the entire industry. These items end up in the trash, hardly a worthy investment of your firm’s marketing and sales budgets. . Like any marketing or sales tool, promotional products are an investment.

Objectives and Key Results 102

Objectives and Key Results Promote Campaign Sales 102

A Sales Guy

JANUARY 21, 2013

As VP of Sales or Head of Sales, making quota is your job. Being January, I’ve spent much of the month with my clients evaluating their sales plans. Much of this time is spent sitting for hours on end listening to sales rep after sales rep explain how they’re going to make their number for the year.

Quota 127

Quota Territory Clients Start-ups 127