Partners in Excellence

DECEMBER 23, 2020

We were discussing the pandemic and it’s impact on buyers and sellers. We’ve seen our worlds turned upside down. We and our customers are re-inventing our business. We, mutually, are discovering new ways of buying and new ways to engage our customers. They are looking for things to go back to “normal.”

Campaign 65

Campaign Conversion Sell Meeting 65

Partners in Excellence

SEPTEMBER 6, 2022

I’ve been reflecting on projects I’ve been helping clients with over the past few years (in reality, I suspect I can trace it back further.) How does what we do with the functional/departmental groups impact the organization’s ability to meet it’s goals, execute the corporate strategies, and so forth?

Appointment 77

Appointment Up-sell Presentation Clients 77

SalesLoft

SEPTEMBER 21, 2023

But we have tips to combat this, too. Addressing fear of judgment and inadequacy Metric-only based evaluations can be intimidating, especially if you feel like the measures aren’t accurate. Making judgments about team members can be daunting for managers as well. That’s not the goal at all. What does it take to meet expectations?

Product 52

Product Objectives and Key Results Trust Drivers/motivators 52

SaaStr

JUNE 5, 2021

So we’re back for “real-world” / IRL events. After 6+ mega-digital events including doing the 2020 SaaStr Annual digitally, the 2021 SaaStr Annual is back in the SF Bay Area Sept 27-29. And boy we’ve learned a lot over the years. And almost 400 folks came! And almost 400 folks came! Start there.

Start-ups 77

Start-ups Meeting Follow-up Networking 77

Salesmate

AUGUST 4, 2021

Email marketing is something that’ll never get old. With the volume of information that we get on a daily, nay hourly basis, coupled with the variety of delivery methods, customers get notifications about emails almost constantly. This was quite true 2 years back. Now that’s a number that no marketer can ignore. CEO, FounderJar.

Campaign 116

Campaign Entertainment Pitch Technique 116

Sales Hacker

DECEMBER 6, 2019

Don’t negotiate before the prospect is sold, and don’t revert to “selling” when you’re in negotiations. Now that we know what the goal of objection handling is, let’s look at 5 techniques you can use to swat away any objections and make the sale. #1 Never answer a question without understanding the context behind it!

Objection handling 96

Objection handling Negotiate Drivers/motivators Technique 96

Partners in Excellence

NOVEMBER 24, 2019

” Dreamforce is over, we all have visions of our technology based futures dancing in our heads. We see the MarTech and other charts, with 1000’s of suppliers, in unimaginable niches, giving us the most essential sales and marketing technologies, guaranteed to drive performance and customer engagement. The future is bright!

Technology 80

Technology Technology Sales Niche 80

ConversionXL

AUGUST 18, 2020

However, when we did some keyword research, we realized that there was quite a bit of search volume for things like “email newsletter service” and even “eblast tool.”. As a result, we focused more on those kinds of keywords—we wanted our strategy to generate customers, not just traffic. External links.

B2B 123

B2B Campaign Start-ups CTR 123

Salesmate

JUNE 22, 2021

Whenever we open the inbox, we just skim through the emails unless there’s a highly intriguing subject line or an email topic that will help you solve your problems. Before we get started, let’s first glance at why your sales pitch email is proving ineffective. All these factors combined, you’re sure to get a revert!

Pitch 52

Pitch A/B testing CRM Sales 52

Partners in Excellence

NOVEMBER 2, 2017

And if we looked at the concept of “friction in the buying process, what is the greatest source of friction? Long time readers will recognize when I ponder questions like this, sometimes I revert back to my background in physics. For an object not in motion, in a frictionless environment, we could never get them moving.

Customers 50

Customers Transportation Meeting Process 50

Partners in Excellence

MAY 29, 2018

As we started talking, I asked him, “Bob, what’s your job?” But everything came back to doing deals, most of the time with his people, but he was actively involved in the majority of the deals they were doing. Let’s go back to that first question/answer, Question: What’s Your Job?

Quota 52

Quota Sales Conversion Consult 52

Partners in Excellence

SEPTEMBER 11, 2013

One of the biggest errors any of us can make is Hearing What We Want To Hear. Most of the time it’s totally unconscious, we don’t realize what we are doing. As sales people, we want to engage the customer, we want to qualify the opportunity, we want to win the deal. We discover challenges.

Construction 92

Construction Pipeline Pitch Represent 92

Hubspot

AUGUST 12, 2020

We recommend the following three-part framework for the Buyer’s Journey: Awareness. We recommend the following four-part framework for your sales process, or the Inbound Sales Methodology : Identify. As we discussed on our initial call, you aren’t happy with your current website. So, how well do you know [Common Connection]?

Prospecting 97

Prospecting Sell Healthcare Sales 97

Gong.io

JUNE 15, 2018

Either way, when the drinks are done, you’ll both go back to square one with the same goal: Sending your competitors home with their tails between their legs. Those conversations were recorded, transcribed, and analyzed with AI, then matched against their CRM opportunities so we could assess the results. The data science team at Gong.io

Sell 78

Sell Cross-sell Education Gaming 78

Sales Hacker

APRIL 25, 2018

This doesn’t mean you abandon your vocabulary and revert to 4th-grade banter. And though we all know you can dazzle your audience with all of your in-depth knowledge about your vertical, don’t do it. I definitely re-learned the necessity of practicing your pitch as a founder—something I should have done more of back in the day.

Pitch 49

Pitch Niche Sales Presentation 49

PandaDoc

APRIL 6, 2021

While we don’t like giving half-hearted answers, this really comes down to how much business you want to give to either company. At first, this might seem like a downside, but it all comes back to how involved you feel that either software should be in your contracting process. This approach comes with some serious downsides.

Contract 52

Contract Price Account management Process 52

PandaDoc

APRIL 6, 2021

While we don’t like giving half-hearted answers, this really comes down to how much business you want to give to either company. At first, this might seem like a downside, but it all comes back to how involved you feel that either software should be in your contracting process. This approach comes with some serious downsides.

Contract 52

Contract Price Account management Process 52

SaaStr

MAY 1, 2020

As for Navin, under his leadership Mayfield has raised over $2.2Bn in new funds and he has backed some of the best of the last decade including Poshmark, Lyft, Hashicorp, CloudGenix and more. In Today’s Episode We Discuss: * How did Navin make his way into the world of venture from successfully founding and exiting 3 businesses?

Growth 75

Growth Trust Price E-commerce 75

Salesmate

JUNE 24, 2021

Yes, both are sent to contacts that you’ve never interacted with before. Never miss out on the important event. You must be wondering, haven’t we already talked about follow up emails? Find out how you can craft effective breakup emails to cut the contact with your prospect or maybe even get back a revert.

Appointment 52

Appointment Customers Cross-sell Pitch 52

Gong.io

JUNE 15, 2018

Either way, when the drinks are done, you’ll both go back to square one with the same goal: Sending your competitors home with their tails between their legs. Those conversations were recorded, transcribed, and analyzed with AI, then matched against their CRM opportunities so we could assess the results. The data science team at Gong.io

Sell 48

Sell Cross-sell Education Gaming 48

Hubspot

AUGUST 3, 2016

I called IT to see if we could restore the site. After several hours of frantic emails and phone calls, we discovered that our site was hosted on one of those off-the-shelf, $9.99 It’s critical that your site is backed up daily. You want to get the site back up now. They were no longer with the company.

Price 50

Price Service Retail Networking 50

Hubspot

JULY 18, 2012

And yet … we all know in our heart of hearts that real buyers don’t follow such an orderly sequence. Nor should we use lead scoring to determine which stage a buyer is at. There’s an important humility in offering choices: it recognizes how poor we are at predicting what people want. To doubt is heresy.

Negotiate 58

Negotiate Campaign Technique B2B 58

Hubspot

OCTOBER 4, 2013

Whether you''re working on email workflows or content creation , we''ve got a variety of tools and techniques you can take advantage of to boost productivity. Having email constantly in the back of our minds, though, can erode concentration like no other factor. Meetings can be more productive if we work at improving them.

Technique 77

Technique Product Meeting Appointment 77

SaaStr

APRIL 24, 2019

In Today’s Episode We Discuss: * How did Alex make his way into the world of SaaS and come to found Scale? After I worked out here for a couple years, I decided to go back to school. I went back to MIT, was doing machine learning research and then I sort of got antsy. My recommendation is join a high growth startup.

Price 53

Price Start-ups Consult Product 53

SBI

APRIL 3, 2012

Like all good consumers, we want to get the most for our money, the most ‘bang for the bundle’, while spending the very least amount of cash in the process. Poor use-ability blatantly translates into sales reps never using the system with any regularity, nor ever realizing its promised benefits.

CRM 48

CRM Relationship Management Customer Relationship Management Price 48

Salesmate

DECEMBER 11, 2020

As we mentioned earlier, it’s a competitive market, and insurance agents tackle a myriad of issues when they’re working with clients. So, here we have shed light on all the challenges that agents and brokers from the insurance sector face. So, this is where you need a CRM to stand out from the masses.

CRM 128

CRM Cross-sell Clients Follow-up 128

SaaStr

JULY 24, 2023

MongoDB is one of those that has never stopped. 1 — 2022 Saw A Slowdown In Usage Growth, But 2023 Saw A Potential Bounce Back. But last quarter saw a bounce back. Are we near or past the lows in SaaS and Cloud buying patterns? And for now, we’ll see if they revert to less efficiency if the market continues to bounce back.

Growth 77

Growth Gaming Price Closing 77

SaaStr

JULY 13, 2023

But if they’ve never managed a higher turnover SDR team, they often melt. And some people say they want the first 1000 people to work 24/7 and never sleep. In my time in SaaS, we all went from light specialization AEs and SDRs. Then figured out we needed sales ops earlier. Likely within the hour that day.

X-functional 71

X-functional Closing Growth Contract 71

Salesmate

AUGUST 4, 2020

As the battle of benefits and drawbacks continues, we are here to help you understand the why and how of making remote work productive for your organization. We won’t be giving too much attention to the challenges employees face while working remotely as it is generally related to household chores and running market errands.

Meeting 95

Meeting Clients CRM Start-ups 95

ConversionXL

JUNE 20, 2019

CXL’s own Kyle Brodeur, who manages thousands of videos for CXL Institute courses , likes it for similar reasons: Vimeo has the cheapest cost for storing our videos with the feature sets we require. Personalized videos from Vidyard will set you back at least $5,000. Pricing : Start using Vimeo free with their Starter plan.

Price 127

Price Non-Profits Objectives and Key Results A/B testing 127

Understanding the Sales Force

AUGUST 21, 2013

I was never a good golfer, not taking it up until 8 years ago when I turned 50. We don''t expect anything to change from a single day, so why should you? Maybe it''s a more comprehensive sales training - 8-16 months - where we do expect dramatic change and a significant increase in sales. They revert to rushing and short cuts.

Up-sell 94

Up-sell Follow-up Gaming Closing 94

SaaStr

MAY 15, 2020

333: Bridget Gleason is the Head of Sales and Customer Success @ Tidelift, the company providing managed open source, backed by maintainers. In Today’s Episode We Discuss: * How Bridget made her way into the world of SaaS and Sales and came to be Head of both Sales and Customer Success at Tidelift. * Loving our podcast content?

Trust 81

Trust Start-ups Customers Up-sell 81

ConversionXL

JANUARY 21, 2019

ConvertKit reverted to their original name and penned a lengthy apology to explain the misunderstanding: Every company will make one—if not more—of those mistakes periodically. The company recovered 70% of its market share within five months and was back up to 90% a year after the incident. How businesses should apologize.

Legal 125

Legal Manufacturing Objectives and Key Results Clients 125

SaaStr

AUGUST 30, 2019

In Today’s Episode We Discuss: * How Whitney made her way into the world of SaaS originally with Box and how that led to her coming one of today’s leading COOs with HelloSign. Harry Stebbings: We are back on the official SaaStr Podcast with me, Harry Stebbings, following our week away, and my word, it is so nice to be back.

X-functional 55

X-functional Drivers/motivators Start-ups Engineering 55

Hubspot

AUGUST 16, 2017

We don't mean to offend you -- this is just an example of a great slogan that also bears the truth of the power of succinctness in advertising. That's why we have a lot of respect for the brands that have done it right. But before we get into specific examples, let's quickly go over what a slogan is and what makes one stand out.

Electricity 101

Electricity Campaign Launch Gambling 101

Hubspot

JULY 31, 2013

What we got was an outpouring of great advice addressing everything from how to talk to a prospect, to the value of leveraging internal resources, to the importance of being dedicated, to constantly improving skills and knowledge. Most of the time, the pitch does not resonate for some reason that the salesperson never uncovers.

Prospecting 74

Prospecting Pitch Cross-sell Consult 74

Hubspot

AUGUST 16, 2017

We don't mean to offend you -- this is just an example of a great slogan that also bears the truth of the power of succinctness in advertising. That's why we have a lot of respect for the brands that have done it right. But before we get into specific examples, let's quickly go over what a slogan is and what makes one stand out.

Electricity 78

Electricity Campaign Launch Gambling 78