SaaStr

JULY 21, 2022

We'll see if in the end it does or not. It’s profoundly frustrating as revenue growth — hasn’t fallen. It’s not just that Snowflake, Datadog, Zoom, and so many other iconic leaders are worth half of what they were. They just want to get it in. They want to buy traditional preferred.

Price 102

Price Up-sell Growth B2B 102

Partners in Excellence

MARCH 17, 2022

They express pride in how many calls they make, how many dials, how many emails, how much social selling engagement, how they are leveraging the tools. There’s a mindset around toughness, doing more, working harder, working longer. Don’t get me wrong, I have huge admiration for those that work very hard.

Sales 138

Sales Conversion Sell Meeting 138

SaaStr

MAY 25, 2023

Look at this pic or a similar one Do you want it? Probably just say Yes pic.twitter.com/K483lKnyzd — Jason ✨Be Kind✨ Lemkin  (@jasonlk) April 21, 2021 So I wrote a version of this post years ago, about when to think about selling your startup, if you do get an attractive offer. Have a strong M&A offer? in ARR.

Sell 144

Sell Price Up-sell Start-ups 144

Sales Gravy

OCTOBER 23, 2020

Sales Myth: You Have to Sell Yourself Most of us, at one time or another in our careers, have heard some trainer or manager exclaim, “You have to sell yourself.” “If If you want to get that job, son, you have to sell yourself.” “The The real key to sales is your ability to sell yourself.” “If It just rolls off the tongue.

Sell 109

Sell Pitch Up-sell Meeting 109

Partners in Excellence

MARCH 22, 2024

He and I share ideas about the state of selling and how we can drive improvement. He talks about how he wanders between different roles and experiences, sometimes avoiding selling, but always finding his way back to selling. But I never found it, so I stayed doing what I’d been doing. It was Spring of 2001.

Sell 77

Sell Construction Finance Up-sell 77

SaaStr

APRIL 8, 2020

And in the end in 2020, they can create a buying process that for us at least, is just way too hard and long. And in the end in 2020, they can create a buying process that for us at least, is just way too hard and long. At this point, everyone is a SaaS buying veteran. We’ve all learned to buy SaaS.

Product 127

Product Contract Construction Negotiate 127

Spiro Technologies

JUNE 2, 2022

One of the most interesting bits of advice to emerge from the sales trainer renaissance has been the idea of a sales hack: a “trick” that, when implemented, could practically guarantee that a prospect would agree to buy whatever it is you were selling. Sell to the right people .

Niche 105

Niche Sales Up-sell Prospecting 105

Partners in Excellence

JULY 18, 2023

But we make things so complicated, we make it much harder than it should be. Think not only of those that are in the “bullseye,” but focus on those in the dead center of the bulls eye. While this strategy keeps you busy, it profoundly reduces your win rates. And they may not have done it very well.

Pipeline 80

Pipeline Price Strategize Up-sell 80

SaaStr

MARCH 20, 2024

With personal experience from EchoSign and other high-growth companies, he was spoiled when it came to those companies raising money from exceptional VCs. It’s wasn’t 1 out of 10 companies he spoke with that the fund was really excited about. That’s how hard it can be to get funded.

Quota 100

Quota Finance Drivers/motivators GTM 100

Cerebral Selling

APRIL 20, 2020

The good news is when it comes to messaging some sellers are attempting to up their game with narratives that are more specific and tailored. . The good news is when it comes to messaging some sellers are attempting to up their game with narratives that are more specific and tailored. . Can we set up a quick demo?”. “I YOU of course!

Real Estate 162

Real Estate Pitch Networking Manufacturing 162

SaaStr

AUGUST 14, 2021

My top list of what causes SaaS startups to fail: Not committing to 24 months to get to first $1m+ in revenue — whatever it takes. It can easily take that long in SaaS. But great teams pull it out. The folks that end up buying your product are often not the same you imagined! They just don’t want to take it where it goes.

Up-sell 110

Up-sell Start-ups Closing Customers 110

SaaStr

APRIL 1, 2021

Really, there’s nothing I’ve done in my life that is harder than being a founder CEO. It’s 100x harder than being a VP. It’s 100x harder than being a VC. Even if delivering very, very top returns as a VC is maybe even harder than as a founder. It’s a 7-10 year journey.

Finance 107

Finance Start-ups Engineering Up-sell 107

Martech

JUNE 15, 2022

During my MarTech Master Class workshop, “ The Right Way to Buy Marketing Technology ,” I received a very interesting question from a participant. What five things do you think will remain unchanged about marketing technology in the next ten years? This work is hard! Moreover, the coming years will make it even harder.

UX 120

UX User Experience Technology Technology 120

Hubspot

MAY 10, 2023

The more people involved in a buying decision, the less likely you are to close. Getting multiple stakeholders to arrive at a consensus is hard enough on its own, and bringing an additional decision-maker into the fold means adding a potential detractor to the mix. Ask, “Why is [blocker] invested in buying [competitor]?”

Objectives and Key Results 86

Objectives and Key Results Price Technique Meeting 86

The 5% Institute

OCTOBER 31, 2021

First – it gives you certainty. The first tip we’d like to share with you in helping you achieve consistency in direct sales, is to ensure you’re meeting with ideal clients that will benefit from what it is that you’re selling. Having consistency in direct sales, is crucial for a number of reasons.

Objectives and Key Results 145

Objectives and Key Results Real Estate Technique Clients 145

Heinz Marketing

FEBRUARY 4, 2021

But in this moment, I thought it was important to step back and just talk about what some of the common components I think are going to make marketers and sales professionals successful throughout at least the remainder of 2021 and likely very beyond. It’s a little odd to think about 12 months ago versus 10 months ago.

Negotiate 140

Negotiate Cross-sell Prospecting Up-sell 140

Partners in Excellence

MARCH 9, 2020

Buying is about people. Whether it’s to address a new opportunity, solve a problem, learn and grow; a buying group works together to achieve a goal. The buying process is messy, a characteristic of intensely human interaction. ’ Buying is personal. It could mean losing opportunities.

Assembly Line 84

Assembly Line Sell High impact Up-sell 84

Martech

JULY 24, 2023

But they could make it easier for you to reach the finish line before everyone around starts losing their minds in December and screaming down the hall for you to send another email. It’s valuable real estate, and many marketing departments don’t want to give that prominent spot to email. What could you use?

Cross-sell 85

Cross-sell Real Estate Retail Represent 85

Salesforce

SEPTEMBER 5, 2023

Instead of being hyper-focused on numbers, the best sellers think about what value and solutions they can deliver to their customers. See how it works What is upselling? Upselling is when a seller encourages a customer to buy a more expensive version of a product or service than they originally intended. That’s a big mistake.

Cross-sell 72

Cross-sell Quota Up-sell Contact 72

Partners in Excellence

MARCH 17, 2020

Complex B2B buying is never easy. I’ve written, extensively, about how difficult it is for buyers to align diverse priorities and agendas, and navigate the buying process. The majority of buying ends in no decision made. So, in the best of times, buying is difficult. But buying will not stop.

Up-sell 108

Up-sell Start-ups Customers Sell 108

Heinz Marketing

SEPTEMBER 28, 2020

We’ve all been faced with headwinds this year in terms of shifting demand, shifting way people sell, opportunity and challenges. It could be less money, manpower, resources, whatever. By Matt Heinz , President of Heinz Marketing. Pacific you can find the transcription and recording here on the blog every Monday morning.

Pipeline 133

Pipeline Outside Sales Sales Up-sell 133

Veloxy

AUGUST 31, 2023

Instead, it lists the tactics our clients use at Veloxy. It’s also why an outside sales salary is typically much higher than their inside sales counterparts. It’s also why an outside sales salary is typically much higher than their inside sales counterparts. In other words, they’re proven to work.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Partners in Excellence

NOVEMBER 29, 2019

Trying as hard as I could, I sought something redeeming in the article and that I could learn. It can be helpful to think about a bluff as a tactic used in a zero-sum game where both parties are on an even playing field and trying to maximize their individual outcomes. But I’m getting ahead of myself.

Negotiate 86

Negotiate Gaming Promote Up-sell 86

The 5% Institute

SEPTEMBER 27, 2020

Smart selling; or selling smart, can have different meanings depending on who you speak to. In this article, we’ll explain what smart selling means to us, as well as the eight step process we recommend using so that you can consistently close more potential clients. Smart Selling – Your Ultimate Guide.

Sell 142

Sell Technique Clients Closing 142

SaaStr

APRIL 5, 2021

And I told this VC that while I hadn’t used this particular competitive product directly really, that I’d bet some of it seemed slick. After all, they got to build it more recently. But — I said I think you should pass, at least for now. But it’s more likely something different is happening.

Price 95

Price Start-ups Up-sell Closing 95

Martech

AUGUST 31, 2021

It’s just maturing. It was fascinating to me. It was fascinating to me. It changed my perspective. It’s less about whether you’re face-to-face or not, and more about the depth of that relationship and the value you can bring to each other. You need the technology to enable these things.

Technology 114

Technology Technology Networking CRM 114

SaaStr

AUGUST 7, 2021

I thought it might be helpful to assemble a checklist of 22 reasons I almost immediately pass on investing in start-ups that are still interesting. So if you take some of these issues off the table, maybe, it will increase the odds in your favor with fundraising in general. Can’t See The Future. Tell it to me straight.

Up-sell 135

Up-sell Pitch Represent Price 135

SaaStr

JANUARY 12, 2022

There are some great teachable moments here, and also some deja-vu if you’ve been through it! Another top mistake SMB folks make trying to sell enterprise. It’s always much broader than you think, and whoever inbounds originally is rarely the #1 most important person in the deal. A good one.

Customers 108

Customers UX Closing Up-sell 108

Partners in Excellence

JULY 2, 2019

Recently, someone made a comment saying, “It’s interesting to see cold calling coming back into style… ” The comment startled me, and I can see where the speaker was coming from, but I couldn’t have disagreed more. Sales people who don’t want to do the hard work. Cold calling is important.

Cold Call 102

Cold Call Pipeline Prospecting Presentation 102

Gong.io

APRIL 2, 2021

Without it, you’re stuck waiting for things to happen. Here’s how it works: “Hi Kate, this is Jonathan Costet with Gong. Now, before you get stuck on the idea that this technique could never work, consider the data to back it up…. higher than cold calls that don’t include it. Hint: It’s not “where do I sign up?!”).

Technique 124

Technique Meeting Prospecting Cold Call 124

KO Advantage Group

MARCH 4, 2020

To her it felt "icky". So it was a hard decision that it was time to fire the new hire and start at square one. Although in many businesses marketing may be the first impression a potential client has with your business, it's not the first place that we should start focusing on. She liked educating. The proposal.

Sell 98

Sell Clients Meeting Presentation 98

Heinz Marketing

FEBRUARY 13, 2023

You can’t argue back except for in the comments, but we’ll make you part of the event and we’ll have some fun with it. Ben: Hey, it’s great to be with you, Matt. Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning. Thanks for having me.

Pipeline 103

Pipeline Sales Pitch B2B 103

SaaStr

NOVEMBER 30, 2021

I’ll also be diving into why I give this advice, how it’s helpful, and how I see founders doing it wrong. In fact, it’s quite old. It’s worth mentioning, though, because it’s not uncommon to hear advice suggesting founders should wait to launch until their product is perfected. Launch now. I don’t know.

Launch 77

Launch Drivers/motivators Gaming Follow-up 77

Heinz Marketing

OCTOBER 4, 2021

With Sangram’s new book, MOVE: The 4-question Go-to-Market Framework , he hopes to raise $10k for New Story to end global homelessness and do more than just sell a book. We are here every week in the middle of your work week, even if it’s the last day of the month, even if it’s the last day of the quarter.

Pipeline 120

Pipeline Go To Market Cross-sell Sales 120

SaaStr

OCTOBER 8, 2020

Hubspot recently expanded its Sales products and the learnings were top of mind. As the years go by, your customers can buy so much more from you. But it allowed existing Marketing customers to quickly test the Sales product. 5) Suites vs. best-of-breed in 2020 … or is it really just multiple products? Or even, nothing.

Launch 95

Launch Product CRM Cross-sell 95

Heinz Marketing

JUNE 5, 2021

We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. Branding, it’s the cornerstone of every marketer’s mission. Branding, it’s the cornerstone of every marketer’s mission. Yet, it’s harder to achieve than it seems.

B2B 72

B2B B2C Trust Conversion 72

Heinz Marketing

MARCH 28, 2022

We’re going to talk about some of the new rules of remote hybrid sales, how to manage it, how to do it. Robert : Yeah, it’s an interesting question, and it’s an interesting thing to contemplate. By Matt Heinz , President of Heinz Marketing. You can even ask Siri, Alexa and Google! Matt : Hello, everyone.

Pipeline 111

Pipeline Territory Legal Sales 111