SaaStr

MARCH 7, 2021

Recently I put together a quick list on twitter of the Top 10 things that with hindsight, I could and should have done to get from $1m to $10m ARR faster — and with less stress. This is the mistake I’ve tended to make over and over again, and I see so many of the CEOs I work with make.

Appointment 109

Appointment Engineering Start-ups Strategize 109

Lead Fuze

AUGUST 12, 2021

Let me point out one important fact — We are all human beings, and our minds function in a similar way. What triggers me will likely trigger you, and so forth. I will show you how to understand and implement this psychology of sales science into your email communication. We all strive for honesty and value.

Sell 98

Sell X-functional Sales Follow-up 98

Partners in Excellence

SEPTEMBER 20, 2015

It seems that my finely refined way of managing my workflow, something I’ve built over years of experience and learning about what works for my personal effectiveness is all wrong. Thankfully, I have LinkedIn and their collective expertise telling me this and giving me the solution—do it their way.

Networking 92

Networking CRM Conversion Meeting 92

Heinz Marketing

APRIL 3, 2019

Prior to my consulting days, I didn’t know how consultants did what they did. I had this misguided vision of consultants being these experts that knew absolutely everything about their field. There must be some kind of agency handbook for each industry they could reference with all the answers, right? Makes sense.

Clients 99

Clients Consult Customers Sales 99

Sales Hacker

DECEMBER 11, 2019

I was talking recently with an SDR who’s brand new to selling — and struggling with how to do effective cold calling. I’m going to protect his identity here and call him “Joe with Acme, Inc.,” I’m going to protect his identity here and call him “Joe with Acme, Inc.,” Don’t ask silly questions.

Cold Call 57

Cold Call Objection handling Campaign Prospecting 57

Partners in Excellence

JULY 31, 2018

Silly me, I always thought we were supposed to sell solutions. That is, as sales people, we were supposed to understand our customers and their businesses–not in the abstract, but very specifically. What are the goals/priorities of Christy’s managers, all the way up to the top of the company?

Up-sell 49

Up-sell Sell Presentation Contact 49

Hubspot

SEPTEMBER 14, 2018

Share customer success stories. How do I know? What’s more, if a sales rep is disengaged and under-performing, it costs 150% of their salary to replace them and takes about a month to fill their empty seat. Employee engagement is how employees think and feel about their company and how they act (i.e., Probably not.

Drivers/motivators 95

Drivers/motivators Sales Cold Call Quota 95

Heinz Marketing

SEPTEMBER 7, 2020

Here’s How One is Pivoting and Winning” and I am joined by Wendy White , VP of Global Marketing at Egencia. I ask Wendy to share a little bit about what it was like mid-March as the you-know-what started hitting the fan and what that was like internally for her. By Matt Heinz , President of Heinz Marketing.

Pipeline 89

Pipeline B2B Sales Education 89

A Sales Guy

MAY 9, 2012

The truth is however, most sales people are passionate about what they do and are genuinely invested in the well being of their customers and prospects. Dear Prospect, I know you are super busy. The truth of the matter is, I want to help you. I want to make your life easier. I want to give you some time back.

Prospecting 121

Prospecting Pitch Education Up-sell 121

Heinz Marketing

NOVEMBER 18, 2019

This week’s episode is entitled “ Incremental vs Exponential Thinking: Why It Matters & How to Do It “ It’s just me and our MC and producer, Paul Roberts of OC Talk Radio. Sales and marketing folks talk a lot about small tactical problems that provide incremental change. Go to Intercom.com/deals. .

Pipeline 65

Pipeline Sales Start-ups B2B 65

Lead Fuze

JANUARY 1, 2022

LeadFuze gives you all the data you need to find ideal leads, including full contact information. This is crazy specific, but you could find all the people that match the following: . Tell me about yourself. While this may seem “too easy” to answer, talking about yourself can easily bore your interviewer.

Sales 52

Sales Drivers/motivators Commission Follow-up 52

Spiro Technologies

OCTOBER 20, 2022

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving, selling products, and of course, having fun along the way. I’m your host, Adam Honig, the CEO of Spiro.ai. We make amazing AI software for companies in the supply chain, but we are not talking about that today.

Sell 52

Sell Manufacturing Assembly Line Technology 52

Partners in Excellence

APRIL 26, 2013

Within the space of 45 minutes today, I get two calls from sales people–each selling something completely different. The first sentences out of their mouths were essentially the same, “Dave, I’m Joe Smith (we’ll say), from XYZ Systems. I wish they were unusual, but they aren’t.

Objectives and Key Results 88

Objectives and Key Results Prospecting Up-sell Consult 88

Sales Hacker

NOVEMBER 3, 2020

Concentrated in Canada, FirePower provides services all over the world. In a wide ranging discussion, we talk about authenticity, what makes great teams great, and what great leaders do to drive growth in their companies. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher. Show Agenda and Timestamps.

Non-Profits 69

Non-Profits Finance Start-ups Growth 69

Hubspot

APRIL 21, 2015

When I need inspiration for content that delights, email campaigns that actually work, and social media interactions that are genuinely fun. I turn to one source: an online clothing store called ModCloth. And watching them grow has been a master class in what a customer-driven company should look like. I mean, Yes!

Niche 76

Niche Government Education Clients 76

Hubspot

JANUARY 24, 2018

Whether you’re networking, speaking with a new prospect, or warming up a customer before upselling them or asking for a referral, you must be able to build rapport with casual conversation. Think about it: Would you have a harder time speaking about 14th century glass-blowing or your favorite book? What is small talk?

Conversion 101

Conversion Sports Networking Entertainment 101

Sales Hacker

MAY 9, 2018

This blog talks all about storytelling for sales professionals and how you can WOW your prospects with your sales pitch. I often see sales reps go wall-to-wall on an hour-long call. When designing a sales deck and sales demo at any new company I join, I always use a fundamental framework. I’ll say that again!

Pitch 47

Pitch Meeting Follow-up Prospecting 47

Hubspot

JULY 7, 2017

Have you heard the news about video? And when executed well, that virality can last for a while -- in fact, I don’t know about you, but one of my favorite ways to reminisce about my childhood is to ask my peers, “Remember that old jingle that went like … ?”. I added some music to this. I added some music to this.

B2C 78

B2C B2B Follow-up Start-ups 78

Sales Hacker

JUNE 9, 2020

About Barrett Boston and what is TriNet [03:09]. He and I talk about his background in sales, but also about how he started off in the finance world as a private equity analyst at Merrill Lynch Capital Partners before deciding that he just had to be in sales. Incredible company. He had to be an operator. We’re on iTunes.

Finance 78

Finance X-functional Pipeline Territory 78

Hubspot

APRIL 30, 2015

I once made a really big hiring mistake. After a series of promising interviews, I took on an intern whose level of professionalism, performance, and overall demeanor quickly took a turn for the worst. However, when we sat her down to talk, she countered our concerns about her performance by saying, "But, but.

Promote 78

Promote Cross-sell Construction Entertainment 78

Heinz Marketing

AUGUST 2, 2018

How I Work” is one of my favorite recurring series in Inc Magazine as well as via Lifehacker’s This Is How I Work Series, and I’ve been honored to have several heavy hitters in the B2B Sales and Marketing space who have joined our own series over the last few years. By Matt Heinz, President of Heinz Marketing.

Product 41

Product Appointment Sports B2B 41

Partners in Excellence

NOVEMBER 2, 2011

I start the morning looking at email. Craig Rosenberg of Focus.com has posed an interesting question: “Isn’t sending an unsolicited email to someone the same thing as cold-calling them?” There’s an interesting discussion with thoughtful responses from people I respect. I may have asked for a white paper.

Cold Call 97

Cold Call Prospecting Contact Conversion 97

Hubspot

APRIL 1, 2018

I never declared anyone my best friend as a kid because I was afraid my other friends might assume I thought less of them. So it was a little difficult for me to come up with just one "best" advertisement of all time -- which is why there are 17 in this post instead. How to Create an Advertisement.

Gambling 101

Gambling Campaign Sports Gaming 101

SaaStr

SEPTEMBER 20, 2019

How are we seeing marketing also blend with customer success? 267: SaaS is about creating long-term value for your customer, and being compensated appropriately for that value as a business. Here’s what Naomi talks about: How to avoid underpricing your product. How has the role of the CMO changed over the last 5 years?

E-commerce 56

E-commerce Trust Start-ups SQL 56

Heinz Marketing

FEBRUARY 26, 2018

Check out all the guests at SalesPipelineRadio.com and subscribe on iTunes. What a great conversation I had with Joyce Brown, VP of Customer Success at Allocadia. We talked about The Art & Science of Customer Loyalty: Community, Advocacy and More. Paul: I’m an expert in the Luge.

Pipeline 48

Pipeline Sales B2B Start-ups 48

Hubspot

JUNE 11, 2018

These days, memes are spreading like wildfire all over the internet, and clever marketers are jumping on the opportunity to use these viral pieces of content to their advantage. Let's take a step back for a second for all you marketers we lost at the mention of the word "meme." Success Kid. Old Spice Man. Rage Comics. What Is a Meme?

Entertainment 76

Entertainment Networking Territory Niche 76

Hubspot

FEBRUARY 29, 2016

When I was just starting out management didn't seem like a career choice; it seemed like an inevitable. Something that would just sort of happen once I got old enough -- like wrinkles, or gray hair, or distinctly unfashionable pants. I figured : You work long enough, you'll manage someone. I wanted it bad.

Meeting 56

Meeting Sports Trust Start-ups 56

SaaStr

APRIL 17, 2019

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Transcript: Harry Stebbings: Welcome back to another week on the official SaaStr podcast with me, Harry Stebbings. It would be great to take you behind the scenes of all things SaaStr and the podcast.

Sales 40

Sales Engineering Objectives and Key Results Up-sell 40

Hubspot

JUNE 7, 2012

You've probably heard us talk about the benefits of newsjacking for marketing by now. But what about meme-jacking? And if you're skeptical about the tactic of using memes in marketing, boy are you in for a treat. It's true -- it exists! A meme is quite simply a concept, behavior, or idea that spreads, usually via the internet.

Campaign 78

Campaign Promote Gaming Start-ups 78

Hubspot

JULY 16, 2014

In this fast-paced world, when we''re firing off emails, posting status updates, and sending messages a mile a minute, we''ve all pressed "send" or "delete" sooner than we''ve intended at one time or another. From posting a photo of my "amazung view of the muntains" to sending an email prematurely, I know that feeling of regret all too well.

Follow-up 78

Follow-up Closing Consult Gaming 78

Hubspot

SEPTEMBER 1, 2015

Of course everyone loves a “beautiful website” and smooth customer experience, but the end goal of any website is great usability -- and that can have multiple definitions depending on your site purpose and target audience. How have they structured their navigations? Do they still use hero images? How many CTAs do they have? Punctuation.

Contact 76

Contact Up-sell Product Start-ups 76

ClickFunnels

DECEMBER 21, 2022

Let’s talk about how to do that with copywriting. And all people have distinct personalities. The post How To Use Copywriting As An Important Branding Tool appeared first on ClickFunnels. Copywriting is a critical part of selling stuff online. Get Our Best Copywriting Templates Here [FREE]. Imagine that you’re exceedingly wealthy.

Real Estate 239

Real Estate Niche Follow-up Pitch 239

Sales Hacker

MAY 10, 2019

A lot of my SaaS pals often ask me what is the best way to sell into FinTech companies. Learn about what we do before reaching out. Don’t try to guilt me. Do the work to sell me. Do the work to sell me. Learn about what we do before you spam us. Often, I will set up a demo just to learn more.

Sell 17

Sell X-functional Pitch Drivers/motivators 17

ClickFunnels

AUGUST 20, 2021

To start, let’s talk about what we believe should be the foundation of your lead-gen strategy — regardless of your industry, niche, or target market. The people you want to serve — your dream customers — are already congregating in lots of different places online. To grow your business, you need to generate leads. You know that.

Lead generation 237

Lead generation Technique Referrals Niche 237

SaaStr

DECEMBER 12, 2020

406: Kate Taylor is Head of Customer Experience at Notion, one of the fastest-growing startups of the last 5 years with over $68M in funding from some of the best in the business including Index, Daniel Gross, Elad Gil, Lachy Groom, Josh Kopelman and Aydin Senkut to name a few. Why does Kate not believe that in startups you can “do it all”?

Customers 71

Customers Strategize Start-ups Growth 71

SaaStr

AUGUST 19, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about how to scale faster. So much talk about doom and gloom. So much talk about downturn. So much talk about inflation. ZoomInfo, which probably all of us at least know if we don’t use, grew 54% last quarter at over a billion in revenue.

Niche 86

Niche Follow-up Start-ups Growth 86

SaaStr

AUGUST 28, 2020

When thinking about sales ops vs revenue ops, what are the 4 key points to consider for founders? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. 367: Hilary Headlee is Head of Global Sales Operations and Enablement @ Zoom. Where do the breakpoints occur? *

Sales 68

Sales Start-ups Meeting Follow-up 68