Veloxy

JANUARY 20, 2023

How can a salesperson meet all of these standards while also enjoying what they do? What if the answer was this: Be more human. In this blog post, you’re going to learn about business anthropology and how it’s best applied to your everyday life in sales. Focus on a Buyer’s Human Problems 2.

Sell 246

Sell Quota Sales Cold Call 246

Iannarino

JULY 21, 2021

The Gist: There is never a reason to trash your competition. The more mature your contact, the more you’ll alienate them by focusing on your competitor. You best approach to differentiating yourself from your competition is enriching the sales conversation. How Mature Business People Think.

Cold Call 267

Cold Call Cross-sell Gaming Clients 267

Martech

MAY 24, 2024

When I talk with clients who are having deliverability problems, especially when sending into Gmail, I call it being in Google Jail. Lots of things can put you on the wrong side of the law, whether it’s violating an ISP rule or annoying your subscribers and customers. He told me to take it easy and let me go.

Cross-sell 133

Cross-sell Promote Represent Technology 133

Partners in Excellence

MAY 24, 2024

But, today’s reality is selling is something we do with others, collaboratively. Certainly, it’s collaborative conversations with our customers. But selling is not something we do by ourselves. By helping customers solve those tough business problems, you really can make a difference.

Sell 73

Sell Retail Up-sell Technology 73

Iannarino

JULY 19, 2021

The structure of the legacy sales conversation was sound in its time, but like everything else, it must adapt to a new business environment. Starting with your company is designed to do two things: prove that your client can trust the company, and provide you (the salesperson) with some level of credibility. Our Company.

Conversion 310

Conversion Clients Sales Contract 310

SaaStr

MAY 26, 2024

Dear SaaStr: What Are Some Early Red Flags That Your SaaS Solution Doesn’t Have Real Product-Market Fit? The biggest red flag I’ve found is when the “insertion point” you think is 10x+ better than the competition … doesn’t end up being something customers highly value once you launch it. How do you really break through?

Product 110

Product Launch Start-ups Closing 110

SaaStr

OCTOBER 3, 2023

Dear SaaStr: What Does A Salesperson Need To Do To “Earn Your Business”? Solve my problem. Just truly solve my problem. Sales in SaaS, done well and done right, is about adding true value by solving a customer / prospect’s important problem.

Negotiate 112

Negotiate Price Prospecting Sell 112

Partners in Excellence

JANUARY 30, 2024

Can I show you what results you might realize…” Sometimes, the product pitches are thinly veiled by a problem: “Is lead/demand gen a problem for you? What would happen if we changed our outreach strategies to focus on problems? Some of you may react, “But Dave, we do this.

Product 98

Product Sell Pitch B2B 98

Search Engine Land

MAY 23, 2024

The choice is yours. If you’re in the early or middle stage of your career, then this is the perfect time to decide whether you want to go broad or deep. Here’s how to think about this choice and decide what’s best for your search marketing career. There is no wrong choice.

Sports 117

Sports Strategize Clients Growth 117

SaaStr

APRIL 3, 2024

As the kickoff to our first fully digital SaaStr AI Day, Jennifer Tejada , the CEO of PagerDuty, chatted with Jason Lemkin, SaaStr CEO and Founder, about navigating the shift to Generative AI and what Artificial Intelligence in SaaS might look like in the next 6 months, as well as years to come. How to Buck Up and Go Long in SaaS?

Healthcare 106

Healthcare Trust Drivers/motivators Start-ups 106

Search Engine Land

APRIL 2, 2024

Demonstrates how well the product meets the user’s needs. This article explores how SaaS companies can improve customer onboarding to retain customers and achieve product-led growth. If your free trial to paid conversion rate is low, your onboarding might leave users with more questions than answers.

Customers 112

Customers Real Estate Education Conversion 112

Martech

MAY 29, 2024

What was once a lead generation and nurturing function has now been rebranded into a full go-to-market (GTM) approach, often owning most of the budget, especially in smaller tech companies. Not only is it a negative brand experience, but it is also a failing strategy, with customer acquisition costs skyrocketing.

SQL 126

SQL GTM B2B Pipeline 126

Martech

FEBRUARY 7, 2024

And instead of being a fresh college graduate, I’m now one of those old people who’s a bit skeptical of what’s happening. There will be a significant movement toward improving people’s problem-solving skills as they learn to use automation with their human brains. It seems like AI is causing that next paradigm shift.

X-functional 125

X-functional Cross-sell Territory Retail 125

Salesforce

APRIL 9, 2024

Yes, that’s how long companies have struggled to make sense of and extract value from what’s now called big data — datasets so large they can only be analyzed via computer. All your data is, at long last, unified, harmonized, and accessible to every business app and user. How did we get here?

SQL 110

SQL Retail Service Represent 110

Partners in Excellence

APRIL 9, 2024

Global competition, new technologies, new business models, new market opportunities both create challenge and opportunity. Workloads seem to sky rocket as do demands on our time. We get into vicious cycles of overwhelm and have the tendency to solve this by doing more. Define and viciously focus on your ICP.

CRM 126

CRM Technology Technology Pipeline 126

Partners in Excellence

APRIL 8, 2024

The global economy/turmoil and continued layoffs/reductions, and shuffling of priorities–both within our customers, markets, and within our own organizations. And others go, blithely, along, “AI can help you double/triple/quadruple your personalized outreach!” We are reaping the results of what we have sowed.

Quota 117

Quota Trust Pitch Up-sell 117

Martech

MARCH 29, 2024

By shifting from an output-based approach to marketing to an outcome-based approach, Colt Technology Services realized up to 500% improvements in some of its most critical business measurements. Why do some organizations realize results like these from applying agile methodologies while others simply engage in theatrics?

Manufacturing 128

Manufacturing Promote Pipeline Technique 128

Partners in Excellence

MARCH 14, 2024

Businesses, industries and markets are being restructured, profoundly. How do we survive (though some real leaders are asking themselves how we thrive.) How do we survive (though some real leaders are asking themselves how we thrive.) Here’s what I wrote in the “old days.”

Objectives and Key Results 121

Objectives and Key Results Clients Drivers/motivators Start-ups 121

Partners in Excellence

JANUARY 24, 2024

Properly used, with the right prompt engineering, AI can help us better understand potential issues our customers face. They may get us closer to issues that might be a concern to our customers, but they only get us (and everyone else doing similar things) to a certain point. The LLMs will provide ideas, insights.

Represent 120

Represent Presentation Up-sell Engineering 120

PandaDoc

MAY 28, 2024

A recent report found that only 49% of Americans trust businesses today. Modern consumers spend more time doing their own research and less time listening to sales pitches. Consultative selling offers a less pushy, customer-centric approach to the buyer’s journey. What is consultative sales?

Consult 52

Consult Process Sell Pitch 52

Force Management

DECEMBER 14, 2023

A channel program is an effective way to increase your capacity and expand market share, helping you reach your growth goals faster. When executed well, your channel program will decrease the cost of a sale, improve reach into new markets, and grow overall seller capacity without increasing internal headcount. What is our proof?

Negotiate 137

Negotiate Education Market share Growth 137

Partners in Excellence

DECEMBER 21, 2023

As our conversations often go, we were talking about the state of selling and how we improve. The conversation got me thinking about the issue: “Our customers desperately need help, but do we want to be helpful, do we know how to be helpful? Or the number of change projects than end in doing nothing.

Customers 122

Customers Quota Up-sell Conversion 122

Salesforce

FEBRUARY 12, 2024

Use these four in-demand Salesforce ecosystem job skill trends — identified in the Jobs in the Salesforce Ecosystem report — to build your skill set. What you need to know When we say “Salesforce ecosystem,” we mean the thousands of companies and organizations worldwide who run their businesses on Salesforce.

Relationship building 116

Relationship building Niche Contact Trust 116

Salesforce

OCTOBER 31, 2023

Congratulations, you’ve smashed your goals! If you sell a product without attracting the right buyers and demonstrating how it meets their needs, it may just sit on the shelf. Meanwhile, a competitor does their research, knows what buyers want, and delivers it. How do you avoid this and capture customer interest?

Go To Market 119

Go To Market GTM Objectives and Key Results Price 119

Martech

APRIL 22, 2024

A lot of our very big enterprise customers are very concerned about using generative AI without understanding how it was trained,” Adobe chief strategy officer Scott Belsky told TechCrunch last year. This has created a big marketing problem for Adobe and potentially a big legal problem for Firefly’s users.

Legal 118

Legal Technology Technology Trust 118

Search Engine Land

MAY 20, 2024

The Value Proposition Canvas is a tool designed to help businesses create value for their customers. However, I have found the framework incredibly useful for content ideation, with customer fit and value at the heart of the process (as it should be). Typically, this relates to products or services.

Non-Profits 129

Non-Profits Drivers/motivators Finance Service 129

Partners in Excellence

FEBRUARY 13, 2024

We’ve been taught we have to create value with our customers. Tying the capabilities of our solutions to the needs our customers have prioritized. Assuring we help the customers solve their problems. Articulating the value the customer should realize from the implementation of our solutions.

Customers 130

Customers Referrals Clients Strategize 130

Salesforce

MAY 20, 2024

What did we find? What’s top of mind for marketers? We asked more than 4,800 marketers about how they’re using new data and AI tools. No matter which camp you find yourself in, we’re all trying to build better relationships that move our business forward. Curious about how to create engaging content quickly?

Territory 126

Territory Follow-up Trust Start-ups 126

Partners in Excellence

APRIL 1, 2024

Alex’s story is fascinating, but one of the things Alex raises is similar to what many other participants have also raised, and what drove me to begin this series. After this first sales experience, learning fast, solving problems for and serving customers (and my team), I was hooked. Sales is service.

Sell 102

Sell Finance Quota Sales Experience 102

Partners in Excellence

JANUARY 29, 2024

He opened with, “We see this challenge…… impacting organizations like yours. We think you can be doing better……” Intrigued, it was an important issue (it always is for small businesses), I responded, “What causes you to say we face that issue and can do better?

Start-ups 81

Start-ups Conversion Pitch Prospecting 81

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. Prospects and customers can always sniff it out, regardless how we try to cover it up. What is Selling Bad Breath? It is all about them and has little to do with the customer.

Sell 73

Sell Pitch Quota Up-sell 73

Partners in Excellence

APRIL 17, 2024

We are trying to get our customers to change from the current products or services they are using, to our products and services. We want the customer to change how they are approaching a certain function in their business–so they can buy our solutions. It is impossible for us to grow our business.

High impact 120

High impact Service Growth Conversion 120

Search Engine Land

MAY 13, 2024

Search tools have become so powerful that they grasp the meaning behind your questions, not just the individual words. Through this exercise, you’ll understand: Why search engines started using entities : What problems did they solve? How can this augment your search results?

Engineering 130

Engineering Construction Start-ups Process 130

Martech

APRIL 10, 2024

We need solutions that break new ground, push the boundaries of what’s possible and redefine industry standards. The spark before the flame: Building martech with a heart It all begins with a spark — a yearning to help businesses not merely sell but connect. But those days are over. Innovation shouldn’t be a buzzword.

Pitch 116

Pitch Product Electricity Healthcare 116

SaaStr

NOVEMBER 21, 2023

Everyone is looking forward to what AI can do for them in business. PST, the CIO and SVP of IT at Freshworks, Prasad Ramakrishnan, shares five ways organizations can leverage AI to solve problems and grow. Don’t be a solution looking for a problem,” Prasad says. Instead, look for a problem to solve.

X-functional 103

X-functional UX User Experience Gaming 103

Martech

MAY 16, 2024

It’s important that everyone is clear on the definition of customer experience. What is customer experience (CX)? Customer experience is the sum of all the interactions that a customer has with a brand over the life of the relationship with that brand. to deliver a better experience.

Customers 132

Customers B2C UX User Experience 132

Partners in Excellence

APRIL 22, 2021

It’s not a new strategy, we’ve seen it so often in the past, companies with Hot Products focused just on fulfilling customer demand. In past decades we’ve seen both the pros and cons of product led business models. What if we changed our point of view? What’s this mean? Can you spell ICP?

Growth 139

Growth Quota Customers Promote 139