Sales Gravy

MAY 4, 2011

If you want to improve the sales performance of your sales team, then you need to stay focused on and monitor what is driving those results - what your reps are saying and doing during their qualifying and closing presentations. Monitor and Ensure A

Presentation 40

Presentation Sales Closing 40

Partners in Excellence

APRIL 30, 2024

Having said that, I worry that we miss the most important parts of those experiences and misunderstand AI’s ability to address those. AI can help us see things about our people and customers that we haven’t seen. But AI has and, for some time, will continue to have serious and important limitations.

Represent 99

Represent Presentation Up-sell Start-ups 99

SaaStr

MAY 13, 2024

And that thing I’ve learned is that you can take two brutally competitive products, that are very similar, give each a booth at SaaStr Annual, Europa or at one of our digital events… or each can try a podcast ad or do a newsletter ad … and one can walk away with more leads than you can follow up on. How is this possible?

Quota 81

Quota Pipeline Follow-up Start-ups 81

Partners in Excellence

JANUARY 18, 2024

Customers asking us about the product capabilities, drilling deeply into what the products and solutions do. These are the discussions we strive to get since it is all about us and what we sell. These are the discussions we strive to get since it is all about us and what we sell. But are they asking us the right questions?

Customers 129

Customers Up-sell B2B Trust 129

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. We are inspired by thousands of articles, podcasts, and videos–each offering the same answers to what we have to do to be successful. (I

Cross-sell 113

Cross-sell Pipeline Meeting Presentation 113

Partners in Excellence

MARCH 18, 2024

But are we addressing the most important issues our customers face? At some point, the “how” is important. But it’s irrelevant until they first have answered, for themselves, the “what, why, and who.” ” The what and why are closely intertwined. Who does this issue impact?

Presentation 125

Presentation Closing Product Customers 125

SaaStr

MAY 6, 2024

Dear SaaStr: What Should Founders Do To Get Noticed By An Established Company’s M&A Team? Probably the most important thing to understand is that in 95%+ of tech companies, the “M&A team” does not drive M&A. That’s not their job. Take the meetings, be polite, but don’t expect much.

Gaming 94

Gaming Meeting 94

SaaStr

MAY 7, 2024

But most importantly, perhaps, different CROs. It doesn’t mean outbound is dead though I think what’s most important in 2024 is that outbound truly adds value to the prospect. It doesn’t mean outbound is dead though I think what’s most important in 2024 is that outbound truly adds value to the prospect.

Pitch 101

Pitch Meeting Follow-up Up-sell 101

Partners in Excellence

MARCH 14, 2024

Here’s what I wrote in the “old days.” ” Surviving Tough Times, Things We Have Learned (early 2001 version) The past year has created new professional and personal challenges. Focusing their strategies and sharpening execution are the top priorities of most of the executives we work with.

Objectives and Key Results 121

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

Partners in Excellence

MAY 1, 2024

Andy Paul and I were having what I’ve labeled “The Old Fart Conversations About Selling.” But every once in a while we get on a call to discuss “What’s happening in selling?” ” And we are totally bewildered by things we see happening in sales.

Technology 115

Technology Technology CRM Pipeline 115

Partners in Excellence

FEBRUARY 13, 2024

…… But what about the reciprocal, what value do our customers create for us? What other value should we expect our customers to create in our relationships with them? What other value should we expect our customers to create in our relationships with them? Assuring we help the customers solve their problems.

Customers 130

Customers Referrals Clients Strategize 130

Partners in Excellence

OCTOBER 12, 2023

We all know customer retention is important. We are all familiar with the “bow tie” chart, showing the importance of not only retaining, but growing and upselling. And most of the strategies seem built around customer retention. The problem with most of our retention strategies is we become the status quo!

Cross-sell 133

Cross-sell Up-sell Sell Customers 133

SaaStr

MAY 8, 2024

What metrics should we expect in this environment? Until the second half of 2020, most companies had enough apps and weren’t looking on their own to spend more. For folks on social who complain about how hard the market is, most of them aren’t hireable. Let’s look back at what we used to do. Let’s start with the meta. “I

Quota 83

Quota GTM Price Finance 83

Partners in Excellence

FEBRUARY 8, 2024

It’s popular to take a simple data point as a fundamental constant or “truth” in the way things are. It’s popular to take a simple data point as a fundamental constant or “truth” in the way things are. What would happen if we change this? What does it take to change this?”

Consult 124

Consult Clients Follow-up Up-sell 124

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 third category — earned media — is often the most confusing or misunderstood.

Legal 72

Legal Launch Campaign Trust 72

Partners in Excellence

MARCH 25, 2024

It’s easy to chalk it up to buyers, blaming them for not focusing, getting distracted, not prioritizing the project, or all sorts of other things. And then there is always VUCA, a great yet abstract excuse around why things are getting more difficult. And if we could, what would it mean? Or we have other excuses.

Customers 109

Customers Sales Presentation Start-ups 109

Partners in Excellence

JANUARY 9, 2024

It’s increasingly difficult to discern what’s real and what’s fake. Where AI/Robots are provide the promise to free people up to do the things AI/Robots can’t do, instead, too many seem to be following the example set by these tools. These are uniquely human attributes. There is no compassion.

Presentation 124

Presentation Follow-up Customers Trust 124

Partners in Excellence

MARCH 11, 2024

Most focused on efficiency, few focused on impact, differentiation, and value. I try some prompt engineering beyond what’s recommended (I’ve gotten pretty good at that) and the result is MEH. I try some prompt engineering beyond what’s recommended (I’ve gotten pretty good at that) and the result is MEH.

Healthcare 117

Healthcare Drivers/motivators Engineering Presentation 117

Partners in Excellence

APRIL 1, 2024

Most of the time, we and our customers think of value in terms of the price/cost. ” They have to figure things out and find some way of justifying the outlay to management. But the customer incurs more “cost,” than just what they pay for our product. You get far more “value” from us.

Price 120

Price X-functional Presentation Represent 120

SaaStr

APRIL 30, 2024

The three topics we’ll focus on are: The importance of staying focused and how to say no. How do you build GTM efficiency in SMB sales? The CRO at Owner, Kyle Norton, shares his learnings and strategies for building better efficiency into your GTM motion at Workshop Wednesday, held every Wednesday at 10 a.m. Now, they have over 22 BDRs.

Go To Market 102

Go To Market GTM X-functional Objectives and Key Results 102

Partners in Excellence

MARCH 6, 2024

Too often, there is an alignment challenge between what buyers need and what sellers do. What don’t buyers need from sellers? While it’s always dangerous to make generalizations because there are always exceptions, but with that as a disclaimer, let’s focus on what buyers don’t need from sellers.

Education 129

Education Trust Sell Product 129

Partners in Excellence

DECEMBER 13, 2023

The most experienced among the group were those that recognized they could deviate from the recipes, creating varied dining experiences. We see the same thing–perhaps even worse–in the majority of our engagement strategies. Recently, just to try something different, I signed up for a cooking class.

Follow-up 132

Follow-up Represent Start-ups Customers 132

SaaStr

MAY 16, 2024

They dive into the nuances of topics like: Evolving dynamics of remote work The most effective marketing channels of 2024 Owned assets vs. “walled gardens” The practical realities vs. the hype around AI As everyone here at SaaStr knows, Jason sold his first company, Echosign, for $400M. Zapier was last valued at over $5B. Is that true today?

B2B 79

B2B Angle X-functional Trust 79

Partners in Excellence

APRIL 22, 2024

As trivial as it may seem, the ability to pay attention is one of the most important behaviors for success. But what does this really mean, particularly when we have so much competing for our attention, and when we invest so much in getting the attention of others? Attentiveness makes people feel understood and valued.

Drivers/motivators 116

Drivers/motivators Closing Customers Sales 116

Search Engine Land

MAY 3, 2024

Take this example of what the SERP in Altamonte, Florida looked like in November 2023 for [personal injury lawyer] – mostly generic pages, a homepage and even a Wikipedia article. You should write about your most important services on each page and link to the generic service pages if needed to provide more context.

Service 102

Service Trust Clients Cross-sell 102

Martech

DECEMBER 6, 2023

That variability is what makes negotiations fun to many yet anxiety-producing for others. Negotiating with vendors, whether it’s Salesforce, Oracle or your IT department, involves willpower, communication, trust (or lack thereof), compromise and, most importantly, emotional intelligence (EQ).

Negotiate 104

Negotiate Price Contract Represent 104

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. Know what you need and why. What are the use cases for it?

Contract 96

Contract Legal Price Technology 96

Search Engine Land

MARCH 22, 2024

The rise of forums in the SERPs Forums are some of the most heavily human-moderated content on the web. While Reddit may be the most obvious forum example , we’re seeing increases in forum rankings and traffic across various verticals and industries. The larger the purchase, the more important these factors are.

Real Estate 108

Real Estate Trust Healthcare Click Through Rate 108

SaaStr

APRIL 26, 2024

The layout and framework of data, infrastructure, and culture will be even more important as AI shifts to Enterprise. Data is the Biggest Bottleneck for Founders Data is often the messiest and most time-consuming to deal with. You give the model information and what you’re trying to predict.

Product 85

Product E-commerce Cross-sell Engineering 85

Search Engine Land

MAY 16, 2024

To nail it, you need a rock-solid plan and a dedication to doing things right. In this article: What is a site migration? Why is SEO important in site migrations? Why is SEO important in site migrations? Some people may wonder what SEO has to do with moving a site. Zero SERP features to 1,496 SERP features.

Objectives and Key Results 85

Objectives and Key Results User Experience Launch Engineering 85

Understanding the Sales Force

MAY 8, 2024

Regular readers know that most of my life experiences pass through a sales filter, meaning that there is always an analogy to sales and while sales onboarding has many similarities to RCIA, there are many differences as well. Is that how new salespeople feel about things that come so easily to veteran salespeople?

Outside Sales 68

Outside Sales Quota Up-sell Drivers/motivators 68

Sales Hacker

APRIL 2, 2024

Most importantly, he is the father of two wonderful boys, an energetic dog, and one too many books on World War II. Building personal brands can be beneficial, but it’s important to be mindful of what is shared on social media and how it may impact professional relationships. Pocus turns data into revenue.

GTM 106

GTM Pipeline Go To Market Prospecting 106

Search Engine Land

MARCH 6, 2024

One partnership that commonly gets overlooked is between SEO and social media teams – both organic and paid – and how they can collaborate to maximize output, performance, ROI and, most importantly, customer connections. That’s why optimizing every one of your business’s social media profiles efficiently is so important.

Objectives and Key Results 114

Objectives and Key Results Cold Call Cross-sell Engineering 114

Partners in Excellence

JANUARY 23, 2024

Time management has always been an important concept. It’s not strategy, process, tools, talent, structure, execution or all the other things that consume leaders. It’s finding the time to do these things. If you can’t do this, you haven’t thought through things deeply enough.

Objectives and Key Results 110

Objectives and Key Results Technique Presentation Closing 110

Understanding the Sales Force

MAY 14, 2024

It’s what one of our clients would call a water feature. Perhaps you thought I was going to write about the inflatables locations called Pump it Up, where young children go to birthday parties. I recall that we hosted a couple of parties there when our son was small and probably attended several more for his little friends.

Pipeline 77

Pipeline Sales Drivers/motivators Consult 77

SaaStr

MARCH 20, 2024

Dear SaaStr: What Happens to the Management Team When a New CEO is Hired? You never know exactly what will happen. The new CEO is coming in (x) first, to do “better” or at least new things and (y) to do it their way. Most of the existing management team is likely used to doing things the old way, and their way.

Growth 80

Growth 80

Search Engine Land

APRIL 30, 2024

What’s the best sushi restaurant near here? And what if you had a butler who was brilliant at every subject in the world and could give you the best answer to any question you had, not just an accurate answer but helpful, friendly and thoughtful? The Google interface we know today will be gone in less than three years. Is SEO dead?

User Experience 109

User Experience Niche Service Closing 109