SaaStr

APRIL 5, 2024

SaaStr’s CRO Confidential podcast host Sam Blond chats with the CRO of Apollo, Leandra Fishman, about just that. But if people want to talk to salespeople, you can ask them a question that makes talking about competitors better received, and it goes something like this… ” I understand you’re evaluating us vs. XYZ competitor.

Sell 82

Sell GTM Price Contract 82

Partners in Excellence

FEBRUARY 17, 2024

Recently, I had a fascinating conversation with Dr. Howard Dover about some programs he and Becc Holland are conducting with his students. We talked about some fascinating concepts: Mis-diagnosis and Missed-diagnosis. Both concepts are hugely important, so I need to separate writing about them.

Manufacturing 110

Manufacturing Represent Clients Education 110

Iannarino

JULY 12, 2021

Following this new model is all but certain to eliminate your legacy approach competitors. We are using the word “ commodity ” as economists define it: it is fungible (meaning interchangeable) and the market has no concern about who produced it. Salesperson A is not concerned about the client’s experience.

Cold Call 315

Cold Call Clients Follow-up Prospecting 315

Partners in Excellence

SEPTEMBER 26, 2023

I’ve been reading some fascinating work on marketing, brand building, differentiation (Imagine ever learning something from marketers ) I listened to a fascinating webcast by Mark Ritson about Differentiation , take some time to listen to it. It prompted me to think a little about differentiation and much more about distinctiveness.

Territory 103

Territory Retail Technology Technology 103

Partners in Excellence

OCTOBER 23, 2020

The sales person started asking me questions about my business, what I wanted to achieve, challenges we faced. He asked me what I like about the competition. He might then start to talk about his solution in the context of the things I highlighted. He might help me think about different ways to achieve the same goal.

Presentation 138

Presentation Sell Customers Product 138

Search Engine Land

MARCH 4, 2024

We use this unique data, artificial intelligence, and machine learning to help our clients develop a search marketing strategy driven by meaningful but anonymous data. Using our data, the company was able to target more consumers and boost conversions with a conversion value of more than $2 for every $1 spent on Google Ads.

Territory 117

Territory Market share Legal Strategize 117

Hubspot

MARCH 18, 2024

Subscribe to our newsletter. How we spend our time says so much more about who we are than how we spend our money does.” When pitching to prospects, talk about the time they’ll spend or save using your solution — not how much they’ll spend. Not Competing on Competitor Pricing Don’t compete on pricing.

Price 76

Price Objectives and Key Results Pipeline Pitch 76

Search Engine Land

JANUARY 10, 2024

As we kick off 2024, it’s time to rethink our SEO strategy. Have any big competitors made big moves in 2023? Audience insights: Has anything changed about how customers search or buy your product or service? Competitors: Are you still monitoring the right competitors? Still, it is good to do your research.

Strategize 138

Strategize Launch Start-ups Engineering 138

Search Engine Land

SEPTEMBER 28, 2023

based client was located in the middle of a major metropolitan area, surrounded by tons of competitors, in an already competitive industry. Talk about a trifecta. We looked at their biggest competitors in the market and found that none of them could dominate the market for “locksmith” with one GBP listing.

Clients 135

Clients Education Strategize Growth 135

Partners in Excellence

MARCH 1, 2024

Somehow when we open our mouths or send an email or do an outreach, all it accomplishes is driving our prospects and customers away. ” These are sent despite the fact the product is probably irrelevant to our priorities. It is all about them and has little to do with the customer. They continue to be all about us.

Sell 73

Sell Pitch Quota Up-sell 73

Veloxy

JANUARY 20, 2023

Much has been said and written about the human side of selling. In this blog post, you’re going to learn about business anthropology and how it’s best applied to your everyday life in sales. When we talk about Anthropology we are not talking about Darwin, Primates, or Archaeology.

Sell 246

Sell Quota Sales Cold Call 246

SaaStr

OCTOBER 3, 2023

And it’s not just me: “I was hiring a head of partnerships in my last role and Eric Melchor was the only candidate who showed up not only with a robust understanding of our leaders, and our team but also had an entire slide deck of how he planned to run different partner motions. I hired him on the spot.”

Consult 97

Consult Price Up-sell Presentation 97

ClickFunnels

DECEMBER 18, 2022

But first, a few important tips about measuring conversion rate…. Here are some important things to keep in mind about the almighty “conversion rate” when you’re working on optimizations… How are you measuring conversions? This is something that not enough marketers talk openly about. Grab a pen.

A/B testing 246

A/B testing Angle Conversion Cross-sell 246

Partners in Excellence

MARCH 1, 2024

We tend to spend the bulk of our time responding to people who are looking to buy. They have gone through the work of defining the problem, defining what they want to achieve, getting funding, identifying the risks, looking for solutions… And then they talk to us. Alternatively, they actually reach out, asking to talk.

Manufacturing 77

Manufacturing GTM Represent CRM 77

Partners in Excellence

JANUARY 11, 2024

We invest a lot of time and effort in differentiating our products and services from the alternatives. We carefully construct comparative checklists, identifying the capabilities that set us apart from other offerings—always making sure we check more boxes for our offerings than the competition checks off.

Construction 96

Construction Technique Meeting Customers 96

Salesforce

OCTOBER 31, 2023

Meanwhile, a competitor does their research, knows what buyers want, and delivers it. They might turn to competitors who are already established in the marketplace and are percieved to be stable. Check out our comprehensive guide on buyer personas for more guidance.) In this world, there is no overnight success.

Go To Market 119

Go To Market GTM Objectives and Key Results Price 119

Partners in Excellence

MAY 31, 2023

As a proud Manhattanite, the cover reflected our view that the world rotated around Manhattan. Sometimes, when I look at our views of our customers, markets, competitions, I get images of Steinberg’s New Yorker cover flashing in my mind—only a corporate version of it. In this view, they are the center of attention.

Pitch 85

Pitch Represent Presentation Customers 85

Search Engine Land

SEPTEMBER 14, 2023

No matter what you sell, you probably have customers who: Truly care about your company, products or services and content. If you have fans who sincerely love your brand, they are a lot less likely to churn and leave you for a competitor. There’s a reason why all of our competitors invest into customer communications.

Niche 137

Niche Intrinsic Campaign B2B 137

Partners in Excellence

AUGUST 23, 2023

” The intensity of focus on what we are doing to achieve our goals today blinds us to the fact that things are changing at a rate we have never experienced. It’s unreasonable to think of being completely strategic in our focus, paying more attention to how wonderful things might be.

Strategize 96

Strategize Growth Follow-up Closing 96

SaaStr

JUNE 20, 2023

Our product does [key feature]” — when it doesn’t. Constant bashing of competitor. Not only does that make the company look insecure — it makes me want to go test the competitor instead. Not only does that make the company look insecure — it makes me want to go test the competitor instead. What do you respect about them?

Contract 85

Contract Legal Sales Price 85

Search Engine Land

APRIL 4, 2024

Do we care about this traffic? Did something change with our site content? It’d be remiss to talk about penalization without first making a clear distinction between getting “penalized” and getting pummeled by an algo update. New competitors emerge, existing competitors improve and champions get knocked off the podium.

Referrals 121

Referrals CTR Territory Sports 121

Search Engine Land

FEBRUARY 20, 2024

This means that our website content needs to allow users to adequately and accurately forecast their potential experience with your company. Retention can mean two things when we talk about it in the context of SEO and marketing. This is where the concept of “experience forecasting” comes into play.

Construction 98

Construction Growth Engineering Service 98

Partners in Excellence

OCTOBER 3, 2023

” It’s related to much of what I’ve written about Inciting Customers To Change. But we miss a huge opportunity by waiting for our customers to figure things out. What if, rather than focusing on selling our products, we engaged the customer by Selling Possibility? And this is really what they care about!

Sell 120

Sell Up-sell Start-ups Customers 120

Search Engine Land

MARCH 21, 2024

This article covers the three things you want to get right when onboarding a new SEO agency: Education: Educating your agency about your business. Educate your new SEO agency about your business Letting the SEO agency into the inner workings of your business paves the way for a successful partnership. .”

Contract 100

Contract Education Clients Trust 100

Search Engine Land

AUGUST 9, 2023

Join 23 expert speakers and presenters like Greg Gifford, Aleyda Solis, Joy Hawkins, Mike Blumenthal, Crystal Carter and Ben Fisher for two days of virtual talks, panels and interactive Q&As on August 30-31. What about the ‘good’? Not going to be around? That’s the ‘local SEO’ bit sorted. Interested?

Gaming 89

Gaming Engineering Presentation 89

Gong.io

FEBRUARY 14, 2022

Chris Orlob, John Barrows, and Mark Roberge know a thing or two about how to create this unfair advantage and dominate sales. He talks about #sales, #leadership, #coldcalling, #prospecting, and #salesdevelopment. ” Chris, John, and Mark sat down (virtually, of course) to talk sales strategy. But get to it!

Cold Call 121

Cold Call Objectives and Key Results Sales Pitch 121

Partners in Excellence

JULY 20, 2023

As sellers, our job is to talk to customers. Over 83% (and climbing) prefer to learn about products/solutions without involving a seller. Currently, it’s around 17% for all sellers–not just us, but our competitors. Our job to is to talk to/with our customers, yet they want nothing to do with it!

Customers 62

Customers Conversion Up-sell Meeting 62

Partners in Excellence

APRIL 25, 2022

We celebrate our wins and victories, as we should. Sometimes, we do a debrief on why we won, so we can learn and improve our execution in future opportunities. But when we do our “win analysis,” we too often miss some important things, and these can be critical to our ability to compete in the future.

Process 96

Process Customers Sales 96

The Lost Book of Sales

MARCH 5, 2024

If maintence is more about keeping things the way they are now, active account development is more actionable and dynamic. Neglecting existing accounts can lead to your competitors snatching away your business. Rest assured – your competitors will continuously try to uncover and develop any needs you are neglecting.

Clients 52

Clients Niche Strategize Presentation 52

Understanding the Sales Force

JANUARY 22, 2024

Have you ever been on the road, lost in thought, just driving down the highway (oh-oh, already sounds like a country song), when you realized you blew past your exit about thirty miles ago? But unlike most salespeople, I don’t take anything for granted and I asked and learned that they were talking with lots of companies!

Closing 85

Closing Entertainment Sales Prospecting 85

Search Engine Land

JANUARY 9, 2023

Between the roll-out of the helpful content update and the emphasis of E-E-A-T on every query and search result, Google is clear about the significance SEOs should place on good, valuable content in 2023. I’m not just talking about a content calendar, which is one facet of your content strategy. Competitor analysis.

Angle 100

Angle Trust Follow-up Education 100

SaaStr

AUGUST 13, 2023

The blog Healthy Competition put together their favorite Top 10 SaaStr Tips for Founders & CEOs from all our content. Build relationships with competitor CEOs. The best veteran CEOs go out and meet their top competitors all the time. If you’re not growing at least as fast as competitors, it’s a “you” problem.

Niche 88

Niche Growth Pitch Market share 88

Partners in Excellence

MAY 11, 2023

Data on our customers, their markets, their industries and competitors. Data on their engagement with us, content they consume, interactions virtually or with our people. Data on their experience in using our products and solutions. We provide endless reports and analyses, but we don’t know what to do about them.

Quota 62

Quota Pipeline Launch Conversion 62

Search Engine Land

FEBRUARY 27, 2024

When I first read about companies blocking GPTBot from crawling their websites, I was confused and surprised. But I figured there must be a lot to consider that I wasn’t thinking deeply enough about. After researching and talking to agency professionals with legal backgrounds, I found the biggest reasons.

Legal 109

Legal Technology Technology Commission 109

Search Engine Land

SEPTEMBER 1, 2023

Put yourself in your target customer’s shoes and think about the language they would use. But remember, it’s not just about chasing the highest volume keywords mindlessly. We turn to our trusty tools to assess keyword difficulty and calculate the factors influencing it. SEO is a long game.

Objectives and Key Results 136

Objectives and Key Results UX Niche Engineering 136

Understanding the Sales Force

SEPTEMBER 27, 2023

In July, I wrote about Dinger tearing his ACL , and how well the doctor executed her sales process. The data shows that 43% of all salespeople are uncomfortable talking about money and while the top 10% have no such problem, 71% of the bottom 10% are too uncomfortable to talk about money. million salespeople.

Finance 81

Finance Price Process Closing 81

Partners in Excellence

OCTOBER 5, 2023

We know trust and trustworthiness are critical in our ability to engage prospects and customers. It’s a foundation of our ability to develop and maintain relationships. As I was talking about this issue with Charlie Green, he shared a story of his own use of ChatGPT. What do we trust, what do we ignore.

Trust 118

Trust Construction Represent Technology 118