Partners in Excellence

JANUARY 25, 2024

In this post, I’m going to make the argument, that based on what I see in too many selling initiatives, is that we, as a community, have migrated from focusing on helping customers solve their problems to just beating the competition. Lahat has an amazing talent to start drawing new ideas and thinking.

Customers 112

Customers Objectives and Key Results Growth Objection handling 112

Cerebral Selling

AUGUST 16, 2021

Some of the greatest sales lessons of the pandemic era have come from governments and medical professionals trying to get the general public to comply with their public health measures. From mask mandates to social distancing to vaccinations, crafting the directives is one thing. Getting people to actually follow them is quite another.

Customers 249

Customers Government Sales Support Education 249

Search Engine Land

SEPTEMBER 28, 2023

As such, ranking for implicit keywords across a large service area or in a competitive city is virtually impossible. Most SEOs know the difference between short-tail and long-tail searches. In local SEO , we take it further by giving these search term types another name: implicit and explicit searches. This includes review count and rating.

Clients 133

Clients Education Strategize Growth 133

SaaStr

AUGUST 13, 2023

The blog Healthy Competition put together their favorite Top 10 SaaStr Tips for Founders & CEOs from all our content. It’s a great list and I thought I’d put it up here and add to it a bit: And a deeper dive on them here: The best CEOs respect & understand the competition cold. They’re doing something right.

Niche 87

Niche Growth Pitch Market share 87

SaaStr

AUGUST 28, 2023

Discover how three breakout SaaS companies scaled from an idea to hundreds of employees and $1B+ valuations, all while living their values along the way. Moderated by Laura Weidman Powers, Operating Partner at Base10 Partners. Let’s take a look at the values of Incredible Health, Notion, and Motive. Be a pace-setter. Be a truth-seeker.

Drivers/motivators 85

Drivers/motivators Growth Launch Trust 85

Martech

JUNE 1, 2022

Qualifications: Obsessed with external and internal customer satisfaction. What we offer: Competitive salary. Are you equally left- and right-brained? Love working with people and numbers? In front of the camera and on spreadsheets? Our marketing services manager position may be for you. Schedule and conduct tech checks for webinars.

Clients 107

Clients Service Campaign Drivers/motivators 107

Partners in Excellence

APRIL 25, 2022

Often, we focus on all the things we did; we engaged the right people, we talked about the issues that were important to them, we had a superior solution, we were more compelling than the competition. We can learn so much more than just that we were chosen over the competition. First, we are never perfect, even if we win.

Process 97

Process Customers Sales 97

Heinz Marketing

APRIL 14, 2022

Customer Obsession. Action #2: Customer Obsession. These listen to us – “transmission” messages were neither what prospects or customers wanted to hear, nor what the sales folks and channels needed to sell. In the digital age, this approach no longer works. Customers are smarter – they want to buy, not be sold to. Relevant Content.

B2B 109

B2B Cross-sell Education Strategize 109

SaaStr

NOVEMBER 18, 2022

The two biggest mistakes business leaders can make in a competitive space are thinking their competitors are too smart or, alternately, too dumb. Snow and Blond dive deep into competition — how to position yourself against competitors and make the most of that competition. . Psst… the answer is yes! And it has. .

Gaming 91

Gaming Launch Price Closing 91

Partners in Excellence

JULY 5, 2021

Or in responding to competition, we focus on their price versus ours, yet what is more important is the customer experience and decision confidence we create in how we work with the customer. Sadly, we spend way too much time obsessing on price, and failing to look at all the other issues that are so much more important to the customer.

Price 134

Price Customers Closing Sales 134

ConversionXL

NOVEMBER 4, 2021

They determine what attributes the product needs to win against the competition. And yet, it’s unfamiliar and confusing to many. The best way to think about it: product marketing is strategy. Product marketers work to understand the market and what motivates customers. They choose the market segments to target. Start with product features.

Product 127

Product E-commerce Strategize B2B 127

SaaStr

AUGUST 8, 2021

Starting in the earliest days, Chime brought on people that shared in the mission and were focused on being authentic and member-obsessed. But he and his team had data that this was a powerful market opportunity, and they were driven by their passion to promote greater financial wellbeing. It’s important to have a strong culture.

Trust 107

Trust Product Start-ups Promote 107

Partners in Excellence

JANUARY 5, 2021

Often, the theme is something along the lines, “Your competition is doing these things (or using our product), we’d like to show you how you can do the same thing they are doing.” ” They assess the competition with the idea of copying what they are doing. Every day, I get a sales pitch through some channel.

Pitch 85

Pitch Prospecting Customers Product 85

Search Engine Land

AUGUST 23, 2023

And during these projects, everyone involved obsesses over the smallest details as if their lives depended on it. Launching a new website is one of the more exciting projects for a company. The colors, the logos, the fonts, the pictures – no stone is left unturned, except the stone that has SEO underneath it.

Electricity 98

Electricity Launch Engineering Follow-up 98

SaaStr

OCTOBER 22, 2020

Not only did we grow faster than our competition, we also achieved Product Market Fit in less time and without throwing millions of dollars into ad campaigns and sales teams. By all accounts, we were almost screwed. Imagine entering the most crowded software market in the world. It was a dumb decision. Until it wasn’t. Source: G2.

Engineering 96

Engineering Growth Niche Start-ups 96

SaaStr

FEBRUARY 2, 2022

And so you should obsess about any early signs of losing it. The competition takes notice, and starts entering your space. The competition raises a ton more money than you, and starts playing dominant strategy — and is just everywhere. Competition really does make you stronger. You’ll see it before others do.

B2C 91

B2C Gaming Niche Start-ups 91

Sales Pop!

SEPTEMBER 17, 2023

Our competitive yearning to make up an average-at-best year is understandable. It’s the very definition of competitive advantage – being intelligent in taking actions to maximize your chances of success, at any point in the year. As we cruise towards the end of Q3 in our 2023 selling year, many of us are staring at a Dec.

Drivers/motivators 69

Drivers/motivators Commission Clients Up-sell 69

Partners in Excellence

MARCH 15, 2023

We are obsessed with our competition. Too often, we focus so much on proving our feature/function/feeds/speeds superiority over the competition, forgetting what the customer is trying to achieve and what is important to them. Obscure capabilities that differentiate us from competition, are probably meaningless to them.

Customers 52

Customers Follow-up Presentation Product 52

Partners in Excellence

NOVEMBER 21, 2018

It wasn’t driven by competitive threat–each had outdistanced their competitors and continued to be innovators in their domains. Every once in a while, I have a truly outstanding week. These are weeks where my clients and I take on big challenges and tough issues, trying to figure out what courses of actions should be taken.

Real Estate 83

Real Estate Territory Clients Gaming 83

Hubspot

JANUARY 15, 2024

If your deal seems to be going well and then you get the silent treatment, it may just be that they went with your competition — even if they never mentioned this “other deal” in the works before. Welcome to “The Pipeline” — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. The timing isn’t right.

Prospecting 83

Prospecting Follow-up Pitch Clients 83

Martech

NOVEMBER 1, 2021

They’re obsessed with short term results from paid and don’t question why it’s such a large part of their investment.”. “Consumers begin their journey with the tool that many of us use tens or hundreds of times a day,” said Craig Dunham, CEO of enterprise SEO platform Deepcrawl, at our recent MarTech conference.

Education 110

Education User Experience Engineering Strategize 110

Anthony Cole Training

AUGUST 9, 2013

From the time they join your organization, you teach them, or reinforce with them, that in order to persuade a prospect to buy, they must be able to effectively communicate a unique selling proposal, a competitive edge, or a dazzling 30-second commercial. You must have a unique advantage, a competitive edge, a compelling story.

Sales 205

Sales Consult Prospecting Contact 205

Sales Hacker

OCTOBER 8, 2020

Trust is the key to making sales in today’s world. Unfortunately, any engagement where a buyer feels they are being sold to results in a feeling of distrust due to a misalignment of objectives. Your goal is to make money. The buyer’s goal is to deliver business outcomes that boost revenue, improve customer experience , or drive down costs.

Trust 98

Trust Objectives and Key Results Quota Sell 98

Sales Hacker

MAY 23, 2023

Founders are a unique animal, but they aren’t all built the same way. This makes selling to founders a bit more nuanced than other personas. But founders are the final decision-makers at their company — so working directly with founders is a great way to cut through the noise and sell directly to the person who will be signing the check.

Sell 93

Sell GTM Quota Up-sell 93

A Sales Guy

JULY 15, 2019

We’re obsessed with our product (as we should be). You can’t possibly tell a buyer where your competition is better than you if you don’t know what problems they are facing, and what outcomes they are looking to achieve. In other situations or environments, your competitions maybe better. Lack of Coaching.

Sales 116

Sales Pitch Service Sell 116

Sales Hacker

DECEMBER 21, 2023

Several leading indicators contributed here, including product maturity, a better understanding of our customers and competition, and better coordination across sales and marketing. Over the past year at Stytch, we saw a meaningful acceleration in paid customers and revenue. Here are the areas of greatest impact SEs have made at Stytch: 1.

Engineering 98

Engineering Objectives and Key Results Drivers/motivators Teamwork 98

Partners in Excellence

MAY 1, 2019

We are obsessed with our competitors. Inevitably, more boxes are checked off for our products and solutions than those of the competition. As we sell and position ourselves, competitively, we focus on the competitor, trying to demonstrate how we are better and why we should be selected. You know those I’m talking about.

Presentation 81

Presentation Up-sell Meeting Customers 81

Hubspot

MAY 8, 2019

In the business world, professionals are obsessed with tactics because they can help them meet their short-term goals. Determine how you’ll beat your competition. But if all you do is focus on the short-term, you won’t spend enough time or energy figuring out how you can succeed in the long-term.

Service 101

Service Price Product Meeting 101

SaaStr

FEBRUARY 21, 2024

Welcome to the latest installment of our “ What’s New ” series where SaaStr founder and CEO Jason Lemkin sits down with some of the top leaders and founders in SaaS and Cloud to discuss What’s New and what should be top of mind for fellow founders. This person has built out a partnership marketing team within the product marketing team.

Cross-sell 88

Cross-sell Strategize Campaign Education 88

Hubspot

APRIL 9, 2020

I strongly suggest that you and your business consider tweaking your SEO strategy for 2020 to outrank your competition. I strongly suggest that you and your business consider tweaking your SEO strategy for 2020 to outrank your competition. That’s how search engines provide relevant information to users. We just try to keep up.

User Experience 94

User Experience Real Estate Engineering Start-ups 94

Hubspot

FEBRUARY 6, 2020

My mom, brother, sister, and I — we're all obsessed with cheese. To learn more about the customer and the competition so you can better market your own product or service. To do this, you might consider conducting a SWOT analysis, so you can look at the competition's strengths and weaknesses. Product intelligence.

A/B testing 98

A/B testing Manufacturing User Experience CRM 98

SaaStr

AUGUST 7, 2021

Lack of Understanding of the Competition. Almost everyone has competition. I get worried if you have no respect for your competition, but sometimes, I can get past that. Apologies for the title of this post, and perhaps the post entirely. Some investors bet on the best engineering teams. Others bet on traction. Not perfectly.

Up-sell 135

Up-sell Pitch Represent Price 135

SaaStr

MARCH 29, 2023

Obsess how you bring on talent Hiring processes are loose and inconsistent in even the biggest businesses. Here are ten ways your company can stand out from its competition. The challenges businesses face at each growth stage, from a $1M company through $100M and beyond, are quite different. This is what it looks like: Sharing.

Pipeline 75

Pipeline Pitch Start-ups Networking 75

SaaStr

SEPTEMBER 17, 2019

Guess about 3-4 amazing attributes you have the competition doesn’t that this prospect would care about. Third, have a great set of clear collateral on you vs. the competition. So I’ve had a chance to observe some of the worst sales processes of all times in the past few weeks! What happened? ” Well, you know what?

Customers 78

Customers Pitch Commission Represent 78

Search Engine Land

APRIL 5, 2023

Two words that strike fear in the hearts of paid search professionals everywhere. OK, not really. But quality score can be a confusing metric that sparks debate. A vanity metric? Some practitioners contend that quality score is a vanity metric. Others view quality score as a KPI to be optimized and reported regularly. The discussion rages on.

CTR 101

CTR B2C B2B Clients 101

Anthony Cole Training

AUGUST 9, 2013

From the time they join your organization, you teach them, or reinforce with them, that in order to persuade a prospect to buy, they must be able to effectively communicate a unique selling proposal, a competitive edge, or a dazzling 30-second commercial. They must have a unique advantage, a competitive edge, a compelling story.

Sales 120

Sales Consult Prospecting Contact 120

Sales Hacker

JULY 31, 2018

Businesses naturally obsess about revenue and creating a successful revenue model. And no wonder every imaginable concept has been introduced into the dynamic just to obsess even more about revenue. The buzz around Rev Ops is getting more intense as the race to competitive advantage reaches full throttle. The question is —.

SQL 73

SQL B2B Drivers/motivators Engineering 73