Cerebral Selling

DECEMBER 2, 2022

He told me he got a voicemail from a customer saying that he didn’t want to work with the female sales rep responsible for his account and requested that we assign a man to help him. What do you think we should do, David?”, On one hand, he really wanted to call the customer back and tell him off! We pull together.”.

Growth 130

Growth Teamwork Sales Meeting 130

Sales Hacker

JUNE 7, 2022

Going digital can help you target customers more accurately, sell products faster, and bridge the gap between individuals and buying committees. In this episode of Revenue Innovators, we talked to Christopher about: What the future of digital sales will look like. But you know a quarter of those deals are BS.

Pipeline 83

Pipeline Meeting Sell Customers 83

Search Engine Land

OCTOBER 7, 2022

The key is reaching out to your own personal network of publishers and bloggers within a niche to offer a piece of content that they can either write about themselves or link to when relevant. We’ll start shamelessly with our own and if you understand the risks and rewards of proactive link building this way, try them.

Service 100

Service Niche Campaign Price 100

Sales Hacker

DECEMBER 29, 2023

What better way to cap off the year 2023 than with some. 20 GTM leaders answer the question: What is one widely held belief that revenue leaders have that you think is bull$ or no longer serving us? Not being clear about your intention. ” For what? What problem are you trying to solve?

GTM 71

GTM Cold Call UX Price 71

CloserIQ

APRIL 2, 2019

Putting aside the bad eggs who are blatantly conning their way through deals, there are plenty of other poor sales behaviours that put customers off. What I hate about scripts is the total lack of flexibility. Once you know your product, industry, and customer base, you don’t need a script. Reading from a Script.

Technique 100

Technique Sales Trust Follow-up 100

ConversionXL

NOVEMBER 17, 2020

Since then, we have helped over 45 million learners improve their lives through programming while making major improvements to our product—driven by experimentation. Our goal is to empower the world through tech education, reaching as many learners as possible to support our vision.

Strategize 121

Strategize Growth Objectives and Key Results Price 121

ConversionXL

AUGUST 26, 2016

If we had two categories worth distinction they would be: BS CRO. To quote Peep Laja, founder of ConversionXL, from my book The Growth Strategy That’s Being Ignored , there is “ever-increasing b t content about CRO.”. Okay, so what does this actually mean? Intelligent CRO. Why the need to create the distinction?

A/B testing 66

A/B testing Strategize Clients Education 66

Gong.io

MARCH 16, 2020

We put together a few no-bs tips, and pointers on how to implement them, to home-deliver some of that bullpen energy your team might be missing. . #1 If you’re going to get this whole remote thing right, step one is making sure everyone on the team has visibility on what’s happening in deals. . 1 Make Pipeline Reviews Strategic.

Pipeline 145

Pipeline Quota Sales Strategize 145

Sales Hacker

FEBRUARY 18, 2019

What You’ll Learn. About Brian Birkett: An Introduction [04:04]. What Startup “Wisdom” Is BS? [27:04]. LeanData is an infrastructure company that sits between your marketing automation and Salesforce and helps to ensure lead-to-account routing and mapping. Now of course, we want to thank our sponsors.

Quota 71

Quota Sales Promote Up-sell 71

Partners in Excellence

JUNE 6, 2018

A friend forwarded me an article entitled, “Giving People More Time To Sell Is BS.” The article started with a statement to the effect of “ill informed pundits quoting data that sales people spend only 10-30% of their time F2F with customers.” Customers don’t want to spend time with sales people.

Up-sell 52

Up-sell Sell CRM Cold Call 52

SaaStr

SEPTEMBER 27, 2019

268: Ryan Bonnici is the CMO @ G2, the company that allows you to get the right software and services for your business with over 897,000 user reviews to help you make smarter buying decisions. Pssst Loving our podcast content? Listen to the start of the episode for a promo code to our upcoming events! Missed the session?

Start-ups 55

Start-ups B2B A/B testing Pipeline 55

Partners in Excellence

SEPTEMBER 12, 2016

.” (I’m using that as a surrogate for what he is really doing.) ” I asked, “Well what are the characteristics of the best sales people you have on board now? ” I asked, “Well what are the characteristics of the best sales people you have on board now? It’s a complex sale.

Manufacturing 90

Manufacturing Objection handling Drivers/motivators Up-sell 90

Partners in Excellence

DECEMBER 29, 2016

The CMO and Sales VP were reviewing their latest programs to get their people delivering insight to their customers. Each offered a unique point of view, helping the customer think differently about the business. I asked, “What happens next?” The key issue is, “What happens next?”

Conversion 49

Conversion Customers Process Sales 49

SaaStr

MAY 8, 2020

Loving our podcast content? Listen to the start of the episode for a promo code to our upcoming events! What does Jessica believe is the right way to do proper pipe reviews? What specific elements does Jessica really double click on in reviews? What should be the compromise with discounts? Harry Stebbings.

Cross-sell 74

Cross-sell Contract Start-ups Up-sell 74

Hubspot

MAY 27, 2015

This is what I told myself back then. They rationalize spamming Google's index in so many ways: We're helping Google improve their algorithm! If we don't do spam, our competitors will--and then they'll beat us. Sales of our SEO SaaS subscriptions peaked at around $150,000 a month in subscriptions. My Mindset in 2009.

Networking 76

Networking Profit margin Clients Start-ups 76

SaaStr

DECEMBER 23, 2020

In Today’s Episode We Discuss: How Tamar made her way from Google and Amazon into the world of bottoms up SaaS with one of the leading companies of our generation, Slack. What were Tamar’s biggest takeaways from her time with Amazon and Google? How did Jeff Bezos’ approach to “the customer” impact Tamar’s operating mindset?

Product 99

Product Engineering Customers E-commerce 99

Partners in Excellence

JUNE 20, 2017

I read a comment in a post, “ Sales people don’t have time to create value with their customers anymore. My knee jerk reaction was, “This is complete BS!” Sales people, just as their customers are time poor. Instead they pitch their products to a customer who may not be interested or engaged or care.

Customers 63

Customers Sales Prospecting Pitch 63

SaaStr

APRIL 16, 2020

Loving our podcast content? Listen to the start of the episode for a promo code to our upcoming events! How does PagerDuty think about brand marketing? What are the challenges with brand marketing? What does Carolyn believe is the right tone to approach customers within this time? What tools do they use? *

Cross-sell 75

Cross-sell Objectives and Key Results Campaign Start-ups 75

Partners in Excellence

MARCH 21, 2017

No, this post is not about Aaron Ross’ book, at least directly. It’s about the challenge each sales person and leader faces in achieving their sales goals. They are struggling to make their numbers, they face more competition, it’s more challenging to access customers, things seem to be tougher. What do we do?”

Quota 53

Quota Process Service Sell 53

Partners in Excellence

OCTOBER 23, 2014

My good friend, Martin Schmalenbach , always calls BS on me in such interesting ways. They are already overwhelmed with deals/opportunities and managing what they have going on. First, burying our heads in the sand/avoidance is not a solution. That’s fact, avoiding it doesn’t help us win or help the customer buy.

Up-sell 92

Up-sell Sell B2B Process 92

VanillaSoft

JUNE 2, 2021

If you continue to approach your potential customers with the same old contact methods from ten years ago — even five years ago — your competitors will leave your sales team in the dust. What happens when a prospect submits a request to your website and you not only fail to reach out to her within the hour but an entire year?

Follow-up 79

Follow-up Contact CRM Pitch 79

Partners in Excellence

MAY 22, 2017

The numbers are all over the place: Customers are 57-92% through the buying process before engaging sales. There are endless research studies talking about B2B buyers are completing their purchase transaction on line. 100% of our buyers should be leveraging the web! Great sales people recognize the customer struggles to buy.

B2B 49

B2B Up-sell Education Sell 49

Hubspot

FEBRUARY 12, 2018

To help you stay at the top of your game, I’ve rounded up the top business books of 2017. Berger’s book argues the more we understand social influence, the better we are at deciding when to resist and when to embrace it -- on our own terms. Work your way through a few of these must-reads, and see how they impact your success.

Electricity 90

Electricity Start-ups Technology Technology 90

SaaStr

MAY 1, 2020

Loving our podcast content? Listen to the start of the episode for a promo code to our upcoming events! What made him take the jump into investing full-time from being an EiR? * How does Navin expect the B2B landscape to be impacted by COVID-19? How does Navin advise B2B founders to think about how renewals will be impacted?

Growth 75

Growth Trust Price E-commerce 75

SaaStr

MARCH 20, 2020

Loving our podcast content? Listen to the start of the episode for a promo code to our upcoming events! What were Rachel’s biggest takeaways from her time seeing the hyper-growth at Slack? What were Rachel’s biggest takeaways from her time seeing the hyper-growth at Slack? * This episode is sponsored by TaxJar.

Growth 75

Growth Engineering Referrals Start-ups 75

SaaStr

MARCH 27, 2019

What were Leyla’s biggest learnings on people and business model through seeing the first hand hyper-scaling of Salesforce from $500m to $16Bn? What advice does Leyla give to young people considering whether to found a startup, join a startup or join a hyper-growth company? * Where do things start to break in the scaling of SaaS companies?

Start-ups 55

Start-ups Objectives and Key Results UX Follow-up 55

PandaDoc

FEBRUARY 3, 2020

Really though, what shocked me was the fact that they’re all still employed here. In this article, I’ve tried to organize the wisdom, experiences, and sales pitching tactics from some of our top sales minds into a handy listicle that you can comb over in less than 5 minutes. which most prospects don’t really care about ?

Pitch 52

Pitch Cold Call Quota Sales 52

SalesLoft

APRIL 29, 2016

But without specifics, these words of inspiration are just a bunch of platitudes… Here’s how to genuinely apply the perspective of service to the role of the SDR as sales development leaders: SDRs serve 2 customers: the internal and the external. Both the SDR and the AEs have metrics they care about. MQL per lead.

Pipeline 52

Pipeline Sales Service Closing 52

Partners in Excellence

AUGUST 17, 2016

” I get as annoyed as Mike about people losing the “message,” and critiquing my spelling and grammar (and, undoubtedly, I will deserve complaints on this post.). But it presents an opportunity to talk about A players. Yes A players care about those, but in reality, most I know are obsessive about the details.

Teamwork 48

Teamwork Quota Gaming Technique 48

ConversionXL

DECEMBER 21, 2015

For this reason, we’ve seen a recent rise in what’s known as ‘transparency marketing.’. What’s So Great About Radical Honesty? If you want evidence of an increasing popularity of transparency in leadership and marketing, look no further than the most popular bloggers of our time. What it feels like to be Rich.

Trust 91

Trust Growth Follow-up Up-sell 91

SaaStr

NOVEMBER 2, 2019

Loving our podcast content? Listen to the start of the episode for a promo code to our upcoming events! What does Krish mean when he says, “In SaaS, you either sell to one of 2 customer profiles”? How does Krish think about purely serving the SMB market? Does one have to expand the product line to retain customers?

GTM 54

GTM Price Up-sell Product 54

SalesLoft

SEPTEMBER 10, 2019

As salespeople, we often focus on turning prospects into customers, but how do we prevent those customers from jumping ship? Cameron shares his tips on how to maintain a competitive edge while never diverting focus away from the customer and never losing the heart and soul of your organization. . Client Success in Sales.

Clients 45

Clients Growth B2B Trust 45

SaaStr

JUNE 10, 2020

341: David Politis is the Founder & CEO @ BetterCloud, the company that helps IT discover, manage and secure the digital workplace. What are the leading indicators an individual is struggling to scale? How does David think about the decision to move an individual to another role vs release them? Does David agree with this?

Meeting 69

Meeting Start-ups Conversion Product 69

ConversionXL

OCTOBER 6, 2015

With the help of some of the top experts in conversion optimization, here is a list of the 7 most poisonous conversion optimization myths: 1. Without a rigorous and repeatable process, you’ll have no idea what had an impact – so you’ll miss out on the most important part of optimization: learning. What About Best Practices?

Conversion 114

Conversion A/B testing Objectives and Key Results Non-Profits 114

ConversionXL

DECEMBER 14, 2015

What Is Neurolinguistics? Dilts , it “describes the fundamental dynamics between mind (neuro) and language (linguistic) and how their interplay affects our body and behavior (programming).”. Is NLP a Bunch of BS? They’ll help you inject more persuasive power into your copy. However, that’s not always the case.

Pitch 80

Pitch Non-Profits Entertainment Price 80

Partners in Excellence

JUNE 28, 2013

Somehow she has seen things in me that I never could have seen without her help. As I tried to scope things out, people said I should watch what she did. Fortunately, she had a role, where I could leverage her to help in my accounts. I started watching what made her a success. I saw a post on this topic today.

Territory 97

Territory Pipeline Up-sell Start-ups 97

Sales Hacker

NOVEMBER 3, 2020

Who is Ilan Jacobson and what is FirePower Capital?[2:00]. What makes great companies great? [10:36]. Ilan’s forecast for our world [25:24]. What FirePower is investing in right now [29:25]. Now, before we get there, we want to thank our two sponsors. Who is Ilan Jacobson and what is FirePower Capital?[2:00].

Non-Profits 69

Non-Profits Finance Start-ups Growth 69