SaaStr

MAY 20, 2023

Atlassian quarter: – $915M rev (+24% YoY) vs $901M consensus (2% beat) – $910M next Q guidance vs $917M consensus (1% miss) – $761M subs rev (+37% YoY) – 14 months GM adj. Customers do real work now before they buy. But everyone is still buying software. Atlassian Growing 24% at $3.7 I mean, wow.

Growth 93

Growth Customers 93

Tibor Shanto

JUNE 22, 2021

Taking orders when anything could pass for value is easier than selling value to someone not already predisposed to buying. And while the premise may work in discussions of love and other subjective endeavors, value is more objective than subjective. At least, it should be. Eyes Of The Beholder. Behold The Unexpected.

Quota 227

Quota Sell Conversion Sales 227

Iannarino

JUNE 13, 2021

Without distinguishing among them, you can easily lose complex deals where value creation dominates a client’s buying decision. Instead of buying a product or service, buyers demanded more help in solving their problems. There are three approaches to sales currently being practiced, trained, and taught in B2B sales organizations.

Clients 223

Clients B2B Sales Service 223

Search Engine Land

SEPTEMBER 6, 2023

Remember consensus because accuracy is a critical effort. ” Consensus is important Fach emphasized that Google’s guidelines mention “consensus” a whopping 32 times, underscoring the need for SEOs to ensure their content aligns with the platform’s quality standards. So is that a YMYL topic?

Electricity 139

Electricity Trust Niche Launch 139

Heinz Marketing

DECEMBER 14, 2023

The importance of finding someone on the buying committee who will be the mobilizer… someone who has the willingness to not just buy, but to fight (or advocate) for the solution in the group since B2B sales are consensus driven. You coming ?

B2B 122

B2B Sales Presentation Clients 122

Iannarino

JUNE 18, 2021

Imagine you are working with a stakeholder and are certain that the nature of the change you are exploring is going to require consensus from their team. ” Even if your contact could make that decision, it wouldn’t be a good idea to move forward without their team’s buy-in. Legacy Solution: Overcoming Objections + Proof.

Objectives and Key Results 244

Objectives and Key Results Clients Price Sales 244

Partners in Excellence

MARCH 14, 2023

My friend Hank Barnes wrote an outstanding post, Clarifying Objectives To Gain Consensus. In the post, he outlined a major reason customers struggle with buying is because of conflicting objectives within the buying team. So the first challenge in any buying effort is that each person involved sees the problem differently.

Customers 68

Customers B2B Process Sell 68

Iannarino

JULY 20, 2021

The extent of most salespeople’s advice, recommendations, and counsel is something like: “You should buy our solution from us.” You can help them build consensus and lead them through the change. As a result, they refuse follow-up meetings, they rely more on their own research, and they end more deals with a “no decision.”

Clients 325

Clients B2B Up-sell Gaming 325

Iannarino

JULY 19, 2021

The idea is that small talk at the beginning of the conversation would help the salesperson connect with their prospective client , making clients more likely to buy. Consensus-Building. Rapport-Building. Our Company. This approach is over one hundred years old. Presentation and Proposal. ” You need to make sales.

Conversion 332

Conversion Clients Sales Contract 332

SaaStr

MAY 25, 2022

The Shield: Owning market consensus. From being a company no one knew, Expensify went on to buy every sponsorship spot at marketing conferences across the country. The Shield: market consensus. For any ad you buy, someone else is willing to pay more—even if this means a loss for them in the short term. Key takeaway.

Strategic planning 101

Strategic planning Referrals Growth Strategize 101

Iannarino

JUNE 22, 2021

In large part, a modern approach helps you see what your client needs to know to make a good decision, build consensus, and improve their results. In the transactional approach, the salesperson pitches the client their product or their service and asks for an order. Truth be told, there is still value in recognizing these stages.

Process 178

Process Sales Clients Negotiate 178

Iannarino

JULY 15, 2021

One of your primary outcomes should be creating a strong preference for your client to buy from you. The more unfair advantages you can stack up, the greater the odds that your prospective client will decide to buy from you. The nature of consensus is that there is not a single decision-maker; instead, there are decision-makers.

Gaming 307

Gaming Clients Contract Up-sell 307

Partners in Excellence

AUGUST 28, 2023

Complex B2B change and buying processes are messy—and they are getting messier! For well over a decade, we’ve seen huge amounts of data directly or indirectly demonstrating the impact of the inherent messiness of buying. A few data points: Increasing numbers of change and buying projects fail! They start/stop.

Presentation 96

Presentation Start-ups B2B Process 96

Iannarino

JUNE 26, 2021

When you learn from them, you not only have a built-in core of the consensus you need, but you may also have the ability to move through the deal very quickly if you are able to deliver. What They Value. Start with what the organization values now. ” Your contacts are also pursuing their own personal initiatives.

Clients 209

Clients Negotiate Contact Strategize 209

Partners in Excellence

NOVEMBER 7, 2023

Ever since I started selling–you know back in the old days when phones were still attached to cords–I’ve been taught, “Buyers have a structured buying process.” ” I’d see all sorts of block diagrams, showing how the buying process always, coincidentally, aligned with the customer buying process.

B2B 121

B2B Up-sell Contract Start-ups 121

Partners in Excellence

JULY 20, 2022

They assemble a buying team, over the years, for complex sales the size of this team has grown. We dig into our “bag of techniques,” to find ways to get the customer to buy. ” There are four key factors impacting customer buying decisions: 28.2% And for those decisions, buying cycles are getting longer!

Customers 68

Customers Technique Price Process 68

Sales Hacker

JANUARY 4, 2023

You’ll learn: How to take a multithreaded approach to consensus-driven sale cycles. Guests : Brooke Freedman – Account Executive Manager at Drift. Katie Miles – Account Executive at Outreach. Best practices for personalized outreach that’ll make selling fun.

Sales 73

Sales Growth Sell 73

Partners in Excellence

NOVEMBER 22, 2022

We have to help them through their buying process. We have to help them understand new opportunities, the challenges/risks of change, how to reach consensus…… According to all the experts, we have to do all of this stuff to help our customers succeed. Related Posts: Gaining Consensus, "Yes?" "Meh."

Customers 75

Customers Commission Promote Quota 75

Heinz Marketing

MAY 26, 2020

People buy safe. A healthy portion of the conversation focused on reducing barriers and building immediate value for prospects buying in the current uncertain environment. A healthy portion of the conversation focused on reducing barriers and building immediate value for prospects buying in the current uncertain environment.

Sell 110

Sell Prospecting Technology Technology 110

Iannarino

JULY 22, 2021

Their prospective clients started to create “task forces” to improve certain results, including the results of consensus, a critical success factor and the key to execution. The salesperson believes that more leads are better than fewer leads, regardless of the quality of the lead. In business, it’s a significant change or a turning point.

Technique 318

Technique Growth Clients Contact 318

Martech

JULY 13, 2021

There’s a clear consensus on what the number one metric should be, but room for disagreement too. Didn’t you usually shop in-store so you could inspect the goods before buying? In addition to buying non-perishable groceries online, you started looking at fresh meat and fish, vegetables and fruit. It’s all about revenue.

Gaming 119

Gaming E-commerce Electricity Pipeline 119

Partners in Excellence

FEBRUARY 6, 2023

We miss that people don’t just buy based on logic, but about how they feel about what they are doing, how they feel about our engagement process. Complex B2B buying is, well, complex. What sets great sellers apart from others, is they recognize a buying decision is never about, “Just the facts.”

Technique 96

Technique B2B Process Service 96

Heinz Marketing

MAY 31, 2023

By Karla Sanders , Engagement Manager at Heinz Marketing In the fast-paced world of B2B marketing, businesses often face difficult times characterized by slowing win rates and longer buying cycles. Lengthened sales cycles: Decision-making processes become prolonged as businesses scrutinize purchases and seek consensus among stakeholders.

B2B 108

B2B Objectives and Key Results Drivers/motivators Strategize 108

Partners in Excellence

OCTOBER 1, 2020

They have become a widget that we move through our process—which is engineered to maximize our efficiency–not the customer buying experience. Or even in complex B2B sales, we tend to focus on the buying group, which is a collection of individuals, but we focus on the shared interest of the buying group, losing the individual.

Customers 158

Customers Up-sell Gaming B2B 158

Partners in Excellence

NOVEMBER 28, 2022

Buyers struggle doing their “jobs” ……buying! We know 60% of committed buying processes end in no decision made. For those that make a decision, we know there is a high level of decision regret, particularly with those who have rep-free buying experiences (Thanks to Hank Barnes’ research).

Up-sell 94

Up-sell Sell B2B Process 94

Martech

AUGUST 22, 2023

Get buy-in from your team This can’t happen with one person. .” But you have to know the “why” before you can do the “how” effectively. If you go with the “how” without knowing the “why,” you can waste time and money on things that don’t work. It’s a priority.”

Strategize 94

Strategize Start-ups Follow-up Campaign 94

Iannarino

JUNE 19, 2021

The importance of solving problems that prevented companies from producing better results increased the significance of their buying decisions. Unlike buying a product or a service, buying a solution meant doing the due diligence necessary to make a good decision for their business.

Negotiate 200

Negotiate Clients Sales Conversion 200

Partners in Excellence

OCTOBER 5, 2023

We’ve, also, been taught that we have do continue to re-validate the decisionmaking process through the buying process. This isn’t just for buying initiatives, we see the same thing happen in internal projects and other change initiatives–just like the example demonstrated by my client. What should I be looking at?

B2B 96

B2B Clients Pitch Consult 96

Partners in Excellence

OCTOBER 17, 2022

The most difficult thing the customer goes through is: Recognizing the need to change, then navigating the change decision/consensus management process to actually arrive at a decision. In complex decisions, many people are involved, gaining and maintaining consensus through the process is a struggle.

Price 62

Price Process Presentation Customers 62

Highspot

DECEMBER 8, 2020

What are the six stages of the B2B buying process. This includes everything from helping the buyer identify a problem to assisting solution champions as they build consensus with their stakeholders. What Are the Six Stages of the B2B Buying Process. What are the four types of buyers. How do you engage a B2B buyer?

Drivers/motivators 98

Drivers/motivators B2B Negotiate Closing 98

Partners in Excellence

JULY 18, 2022

This is a trick question—but there is a lot of confusion about whether sellers should be focused on the selling or buying process. Some might fairly argue, “We are better aligned with the customer when we focus on the customer buying process.” Yet we know what effective buying processes look like.

Process 93

Process Sell Customers Closing 93

Partners in Excellence

OCTOBER 3, 2022

In recent years, we’ve acknowledged the concept of a customer Buying Process. Many have argued abandoning the Selling Process, focusing on the Buying Process, in the least we must align the selling process with the buying process. The reason is, for complex B2B buying, it’s something they rarely do.

Process 107

Process Manufacturing Legal Contract 107

Sales Hacker

JUNE 14, 2021

Drive internal discussions and create a consensus in favor of an e-commerce firm. Change Sephora’s buying behavior, increase margin growth, and penetrate the C-suite. While you want to chase the low-hanging fruit, the competition is also chasing the same 10% of accounts that are searching and open to buying.

GTM 79

GTM E-commerce B2B Profit margin 79

Partners in Excellence

MAY 19, 2022

For example, trust in a simple buying transaction is different than the trust in a complex B2B decision. But how do we establish trust digitally, particularly in complex, consensus driven B2B buying processes? What does trust mean in a world where the majority of customers prefer a rep-free buying experience?

Trust 74

Trust B2B Customers Process 74

Partners in Excellence

NOVEMBER 2, 2022

We know buyers struggle with deciding, they struggle in their buying groups in reaching/maintaining consensus. We know they struggle to make sense of the conflicting information that deluges them through their buying process. The post Buying Is Human…… first appeared on Partners in EXCELLENCE Blog -- Making A Difference.

Assembly Line 48

Assembly Line Trust Up-sell B2B 48

Partners in Excellence

SEPTEMBER 12, 2022

I’ve been writing a series on the importance of systems thinking in buying and selling. And these may include buying, it they determine that is critical to their change management process. It’s important to note that I didn’t say, “How do we help our customers buy or decide?”

Customers 108

Customers Up-sell Follow-up Sell 108

Partners in Excellence

APRIL 18, 2022

In this world, the ideal thing is the customer has educated themselves, is knowledgeable, may have a few final questions and issues (price is always the key one), and the customer makes a buying decision. It just requires us to manage the end of their buying process efficiently. Are you order, seller, or buyer centric?

Objectives and Key Results 133

Objectives and Key Results Quota Represent Education 133