A Sales Guy

JULY 27, 2015

One of the biggest problem I see in sales today, particularly with SDRs (Sales Development Reps) is that their email requests are unable to provide 30 minutes of value. On the surface, this appears to be an innocuous request, but here’s the problem. The pressures on people’s time has never been so great.

Intrinsic 132

Intrinsic Sales Meeting Service 132

A Sales Guy

AUGUST 5, 2013

Well, that depends on the sales person. Well, that depends on the sales person. It’s a frame, just not a good one. Your prospect is an upstart MMA promotion company. They are a smaller version of the UFC targeting up and coming fighters. This is a typical sales scenario sales people face all the time. “Frames?”

Price 114

Price Promote Sales Prospecting 114

SaaStr

SEPTEMBER 19, 2019

View original question on quora. The post What’s the one thing about sales you’ve learned that helped you succeed? appeared first on SaaStr. And you need folks with experience , usually. You need 40+ hours a week to: Do 2–3 demos a day. Follow up with 20–50 new leads a month. Answer questions from prospects.

CRM 54

CRM Follow-up Sales Start-ups 54

Sell Or Die

FEBRUARY 17, 2020

Join us and you will learn the number ONE thing that will predetermine the outcome of your sale. Be sure to join the Sell or Die Hards Official Facebook Group to get notified when Jen and Jeffrey are live, and join our interactive shows! link] -- SELL OR DIE Jeffrey’s LinkedIn: [link] Jen’s Instagram: [link]

Sales 40

Sales Sell 40

Anthony Cole Training

JUNE 25, 2015

Additional support information for this topic:

Sales 169

Sales 169

Hubspot

FEBRUARY 1, 2017

Once upon a time, back in 2005, there lived on the internet a website called YouTube. Spoiler alert: It's been a long time since people recorded things in stone. In addition to online shopping, Amazon now produces and offers, among many other things: The Amazon Echo, a digital personal assistant and smart home device.

Entertainment 76

Entertainment Networking Sports Launch 76

Understanding the Sales Force

JULY 2, 2014

Understanding the Sales Force by Dave Kurlan Yesterday, I read an article that was very consistent with what I was complaining about last week when I wrote The One Thing Missing From the New Way of Selling. OMG became one of Hubspot''s very first customers in 2006 and all of my articles are hosted on their terrific platform.

Sell 78

Sell Inside sales Price Prospecting 78

SalesLoft

SEPTEMBER 8, 2017

For an AE, starting a product demonstration can feel a little like the curtain rising on a theatrical production. But putting your product on display shouldn’t be the only purpose of your demo calls. Your role is to build the demo around your buyer and make sure your product is positioned on meeting their needs.

Sales 52

Sales Meeting Product Follow-up 52

The Sales Hunter

JUNE 5, 2012

Sunday evenings are a time for many people to start going through email and getting things lined up for the week to come. Many times, because they receive them on a Sunday evening, they will take the time to click the link and read the article. If this is the case for you, then try to do it on the weekend.

Prospecting 87

Prospecting Drivers/motivators Follow-up Start-ups 87

Selling Power

APRIL 4, 2018

Sales methodologies all include the need to fundamentally understand the customer’s business.

Sales 48

Sales Process 48

Sales Gravy

OCTOBER 29, 2014

In selling your solutions, partners we can sell productivity enhancements, business efficiency and you can sell cost effectiveness. And if you do it right you can sell BOTH at the same time! I challenge you to consider what other industries address

Sales 40

Sales Sell Product 40

Sell Or Die

DECEMBER 2, 2019

Don't just think about it, DO IT! You've heard about Murphy's law, but today we're talking about Parkinson's Law as well as Jeffrey's own law. -- CAN'T GET ENOUGH SELL OR DIE? Join the Sell or Die Hards Official Facebook Group: [link] Jeffrey’s LinkedIn: [link] Jen’s Instagram: [link]

Drivers/motivators 40

Drivers/motivators Sell 40

Iannarino

SEPTEMBER 22, 2023

One office store used the “easy button” in their promotions. While there is nothing wrong with making things easy for your clients or customers, in B2B sales most attempts to make things easier make selling difficult. When one tries to cheat nature, nature cheats back.

Sell 302

Sell Promote B2B Clients 302

Partners in Excellence

APRIL 26, 2024

It’s human nature to focus on the big things. We are driven to succeed for those big things. We treat the little things differently. Things like showing up on time, being prepared, the thank you note. Even if it’s something no one else sees, there are little things we have to do.

CRM 125

CRM Presentation Meeting Closing 125

Search Engine Land

MAY 13, 2024

With all that discussion, one can’t help but notice some recurring themes. They start off saying, “I have this thing. It seems like the search algorithm changes have been hitting harder than a Taylor Swift breakup song. There’s been much talk about core updates , helpful content , reputation abuse , etc. Make it rank for this keyword.”

Engineering 134

Engineering Legal Start-ups Trust 134

Partners in Excellence

MAY 14, 2024

She presented a chart, the one below is a cleaned up representation of the chart. But we can look at similar block diagrams we use to represent systems, organizational models, how we allocate our time, and any other thing. We were talking about organizational design, performance, and a number of issues.

GTM 103

GTM Represent Education Presentation 103

Partners in Excellence

MAY 7, 2024

” “They help improve our customers’ productivity and efficiency… ” one of the sellers said. “Well, it’s a lot of administrative work, research, other things that take a lot of their time during the day. What do your solutions do?” ” I responded. ” I asked. ” I asked.

Start-ups 116

Start-ups Up-sell Conversion Product 116

Martech

MAY 16, 2024

It’s important that everyone is clear on the definition of customer experience. I thought I’d dedicate an article to listing out several things that I’ve heard and to debunking those notions. It’s one of those interactions in the definition and it’s also how we interact with customers, i.e., we service them.

Customers 103

Customers B2C UX User Experience 103

Partners in Excellence

APRIL 18, 2024

It was, yet another, discussion on “sales math.” ” This one reported on research on win rates. There seemed to be virtual shrugging, “That’s just the way things are…” In any organization I’ve been involved with, this data would be the equivalent of a 12 alarm fire.

SQL 117

SQL Quota Presentation Prospecting 117

Partners in Excellence

APRIL 9, 2024

Workloads seem to sky rocket as do demands on our time. We tend to make things more complex or more difficult than they need be. After decades of CRM implementations, the number one tech stack issue I continue to see is “CRM compliance.” Define and viciously focus on your ICP.

CRM 126

CRM Technology Technology Pipeline 126

Martech

APRIL 17, 2024

Understandably, marketers who cut their teeth on UA were unhappy with learning new ways to do new things. We talked to Sharon Mostyn, CEO of Mostyn Marketing Group, to find out the current state of all things GA4-related. A: There are some good things. The new key events are a positive thing. That’s not all.

Healthcare 108

Healthcare GTM Clients Price 108

SaaStr

MAY 14, 2024

People are saying hard-to-believe things that probably won’t happen. One true thing, though, is that GenAI has become the fourth pillar for UX. The way your product will grow will be different because the platform allows you to do things you couldn’t do before. The focus should always be on the customer.

UX 78

UX Intrinsic Product Conversion 78

SaaStr

APRIL 22, 2024

A CEO to take things to the next level. When it is, then I just have one more bit of advice — You May Be Asked Back. Let the new one do things their way. Don’t lord over things, or even, stay too involved. You Just Might Be Asked Back appeared first on SaaStr. Often quietly. You know so much, after all.

Trust 104

Trust 104

SaaStr

MAY 16, 2024

On the first episode of the Angles and Insight podcast, SaaStr Founder and CEO Jason Lemkin chats with Zapier CEO Wade Foster about the future of B2B SaaS in 2024 and beyond. First, we’ll look at both of these legends’ viewpoints on the hybrid work environment and the best way to approach it in 2024. Is that true today?

B2B 79

B2B Angle X-functional Trust 79

SaaStr

MAY 16, 2024

But what vesting really does is protect the most committed founders from the least committed ones. Most startups I’ve worked with, one of the cofounders doesn’t work out. And the one cofounder that checked out a while ago owning another 20%. At least, don’t do too much of this. I got this backwards , as do most founders.

Customers 95

Customers 95

Partners in Excellence

MAY 1, 2024

Each of us talk to thousands of sellers and customers every year, and Andy’s podcasts reach 10s to 100s of thousands more. ” And we are totally bewildered by things we see happening in sales. But the conversation reminded me of the old Billy Crystal “Fernando” sketches on SNL.

Technology 115

Technology Technology CRM Pipeline 115

Partners in Excellence

APRIL 16, 2024

We spend 100’s of millions on SKO speakers, books, and training–all focused on doing the things that drive business, sales and marketing performance. The failure rates on any of those are extraordinarily high! We need to talk less about what we should be doing, but more on how we actually do it.

Cross-sell 113

Cross-sell Pipeline Meeting Presentation 113

Martech

APRIL 25, 2024

What do you do if the vendor of one of your martech solutions gets bought? This can change many things, including price, customer service, contract enforcement and more. Here are 10 things that will let you be proactive if this happens. The most important thing is to understand why you are using the solution in the first place.

Contract 97

Contract Legal Price Technology 97

Search Engine Land

MAY 6, 2024

A friend : One of the greatest gifts Mark could ever give was his friendship. Knowing that he was a safe space to laugh, indulge in the fruits of one’s labors, rage over the injustices of the world…only to laugh about them later, and cheer on the other’s triumphs was worth more than gold. Fair warning…I wrote a lot.

X-functional 116

X-functional Sports Represent Start-ups 116

SaaStr

MAY 6, 2024

Probably the most important thing to understand is that in 95%+ of tech companies, the “M&A team” does not drive M&A. A great SaaStr Workshop Wednesday convo on how that worked at Google for example here: So instead, build relationships with the CEOs and relevant SVPs at the BigCos that are relevant to what you are doing.

Gaming 94

Gaming Meeting 94

Martech

MAY 17, 2024

Add earned media — a specific type of PR — to the mix, and things get even murkier. Today, PR generally refers to engaging with the media to amplify a specific event, announcement, or moment — i.e., good and exciting things for your company. The type of PR your startup needs depends on your triggers and goals.

Legal 73

Legal Launch Campaign Trust 73

Partners in Excellence

FEBRUARY 8, 2024

The net of his broetry said, “Average leadership tenures are 17 months… To protect yourself get a side gig… Do consulting on the outside… Maybe over time move into consulting and fractional roles… ” There is so much flawed logic in this. Sadly, too much of this is from smart people who should know better.

Consult 124

Consult Clients Follow-up Up-sell 124

Understanding the Sales Force

MAY 14, 2024

This is not an analogy about inflatable trampolines, but it is about the analogy between pumps and sales and for variety, it will be two separate stories instead of one culminating in pumping up sales. The Pump Story On one corner of our property we have a small pond with a waterfall. It was time to replace the pump.

Pipeline 77

Pipeline Sales Drivers/motivators Consult 77

Partners in Excellence

APRIL 15, 2024

Whenever I get on a Zoom call with him, I’m distracted by the classic drafting table on one wall of his office. We always exchange stories of sitting at those tables, doing designs on paper. It always surprised me to see I was one of just two or three hands raised. From then on, I became a student of sales!

Sell 121

Sell Retail Commission Engineering 121

Martech

APRIL 15, 2024

A tremendous amount of investment and resources are being focused on integrating AI into the customer experience , from automating responses to comments on social media to improving the call center experience. I was determined to answer that question as I went on vacation a few weeks ago. Another star earned, thanks to Lincoln.

Customers 118

Customers Hospitality Technology Technology 118

Search Engine Land

MARCH 21, 2024

Meanwhile, Google is urging SEOs to be patient and to let this thing play out. Hopefully, it will help give the March 2024 core update a bit of context as we wait this thing out. The first big spike in rank volatility was picked up on March 9. Since then there have thus far been two additional peaks, on March 15 and 19.

UX 113

UX Sports Follow-up Start-ups 113

Search Engine Land

FEBRUARY 13, 2024

With the recent clarification that E-E-A-T is not a ranking signal , factor, or system, I want to jump in and hit on several key points. With the recent clarification that E-E-A-T is not a ranking signal , factor, or system, I want to jump in and hit on several key points. Including relevant contact information on the page.

Engineering 125

Engineering Contact Start-ups Launch 125