Partners in Excellence

MAY 23, 2024

It was a model focused on getting software in the hands of end users much more quickly and easily. It was, also, offered in a very different way that much software had been offered before. Rather than paying up front for a license, people could pay on a monthly basis for a subscription.

Assembly Line 73

Assembly Line GTM Minimum Viable Product Non-Profits 73

Sales Pop!

OCTOBER 21, 2023

As we carry on with our sales and ethics series, let’s pose this question: What is ethics, really? Real ethics requires a 2-way highway between the mind and the heart. Many people, though, follow strictly one or the other. We cannot judge based only on outside appearances and actions—we have to look inside.

Drivers/motivators 69

Drivers/motivators Sales Follow-up Process 69

SaaStr

JANUARY 11, 2024

“Doubling Down” is a new series where we hear from top B2B SaaS investors on their most recent activities and takes on the current market. We had a great one last week with Erica Brescia, Managing Director at Redpoint Ventures. What’s your most recent disclosed investment? And how big is your current fund?

Mechanical Engineering 108

Mechanical Engineering GTM B2B Technology 108

Salesforce

NOVEMBER 11, 2022

Women in financial services are playing a key role in the industry’s future, driving innovation and leading the way into a more digital presence. Hear from thought leaders in this Salesforce+ episode on how to further equality for women in financial services, financial literacy, and sustainability. Watch the episode. Sign up now.

Finance 98

Finance Networking Manufacturing Customer Relationship Management 98

Partners in Excellence

MARCH 5, 2024

Preface : Gus Maikish is one of the first people I met when I started my selling career. Since I was assigned to a different team, I didn’t spend much time with Gus, but remember one call that I tagged along. I was blown away when Gus opened a very difficult conversation in a direct and tough minded way.

Sell 77

Sell Contract Retail Account management 77

ClickFunnels

OCTOBER 6, 2021

The post How To Sell Anything – A Practical Guide To Better Sales appeared first on ClickFunnels. Of course, that’s an oversimplification of the sales process. Still, sales is a skill that can be learned and mastered. Of those two parts, it’s the first — defining your target market — that we’ll focus on here.

Sell 215

Sell Up-sell Negotiate Follow-up 215

The 5% Institute

NOVEMBER 13, 2022

Qualifying a lead in sales conversations is one of the most important tasks of the sales process. The reason qualifying a lead in sales conversations is so crucial, is because by doing so correctly you’ll save a ton of time, energy, and potentially money. Qualifying A Lead In Sales Conversations – A How To Guide.

Conversion 138

Conversion Clients Sales Legal 138

Search Engine Land

MAY 8, 2024

While SEO focuses on improving a website’s visibility in search engine results, UX aims to optimize the overall experience for users visiting the site. There are mixed reports on the return for SEO ranging from $3 to $5 for every $1 spent. Therefore, focusing on both SEO and UX within your digital marketing strategy is critical.

UX 94

UX Objectives and Key Results User Experience Legal 94

Martech

DECEMBER 29, 2023

The data will be connected, enabling brands to offer more ways for shoppers to discover and purchase, either digitally or in physical stores. “If It’s a more efficient way of doing things, and it puts the customer first,” Kirkpatrick said. Brands need to be everywhere. In this context, the term “phygital” is potentially misleading.

Retail 114

Retail B2C Manufacturing B2B 114

Martech

JANUARY 4, 2023

You’ve got to know what your customers do, how they do it, their needs and goals. You’ve also got to know their company’s processes, organization and purchasing cycles. Then you have to communicate with them in the best possible way, at the right time and with the information they’re looking for. That’s not easy to do. .

B2B 120

B2B GTM Pipeline Consult 120

The 5% Institute

MARCH 24, 2022

One of the most important early stages of the sales process , is identifying as to whether you have a qualified prospect. When a potential client shows interest in your product or service, you’ll need to qualify them to ensure they’re the right fit for your offer. It’s a two-way street.

Prospecting 140

Prospecting Clients Legal Presentation 140

Search Engine Land

OCTOBER 13, 2023

When advertisers bid on keywords, instead of determining an ad auction winner purely by bid amount, Google uses a metric called Ad Rank to decide how and if your campaign should rank. But what is RGSP, why does the DOJ think it’s problematic for ad auctions and how exactly does it impact Google’s ad revenue?

Price 117

Price CTR Click Through Rate Campaign 117

SaaStr

APRIL 19, 2023

So one large category of software spend is on Point of Sale systems. The one most of us know best in Toast, because we all use Toast so often when we go out to dinner. And perhaps the one we know second-best is Square. One leader in SMB commerce is Lightspeed Commerce, founded way back in 2005.

Retail 95

Retail Growth Up-sell Price 95

APACSMA

DECEMBER 3, 2023

Sales leadership plays a crucial role in inspiring and guiding your team towards success. Actionable Steps: Promote Alignment: Highlight the importance of a seamless alignment between sales, marketing, and customer success teams to showcase the collective effort needed to achieve revenue growth.

Technique 52

Technique Teamwork Construction Pitch 52

APACSMA

DECEMBER 3, 2023

Sales leadership plays a crucial role in inspiring and guiding your team towards success. Actionable Steps: Promote Alignment: Highlight the importance of a seamless alignment between sales, marketing, and customer success teams to showcase the collective effort needed to achieve revenue growth.

Technique 52

Technique Teamwork Construction Pitch 52

Partners in Excellence

JANUARY 25, 2024

This post is one of the things he had me thinking about this morning. In this post, I’m going to make the argument, that based on what I see in too many selling initiatives, is that we, as a community, have migrated from focusing on helping customers solve their problems to just beating the competition.

Customers 113

Customers Objectives and Key Results Growth Objection handling 113

Lead Fuze

DECEMBER 15, 2023

From buying your first shares to analyzing complex market trends – it all stems from centuries-old traditions and innovations that make up the rich tapestry of the history of the stock market. Picture bustling streets in New York City where modern finance was born. It’s a game, but with real money and real consequences.

Appointment 52

Appointment Technology Technology Growth 52

PandaDoc

MARCH 6, 2024

Not using AI (artificial intelligence) tools isn’t an option anymore because it could mean the difference between unlocking your full potential and getting left behind. What AI technology do you need for your organization, and for which use cases? If you are interested in exploring how AI is already reshaping sales.

Price 97

Price Legal Contract Government 97

Lead Fuze

DECEMBER 15, 2023

Ever tried to have a conversation with Siri, or watched your phone automatically sort out your pictures? John McCarthy’s paper on AI sheds more light on the topic. On the other hand, general (or strong) AIs are systems with capabilities akin to those of humans—pretty impressive. What is AI to explain?

Healthcare 52

Healthcare Networking Technique Gaming 52

Salesforce

FEBRUARY 16, 2024

The pressure is on. About 69% of sales professionals say selling is more difficult now than in previous years, according to Salesforce’s State of Sales report. To keep your sales team motivated when things are tough, you need to reward them for their victories. Learn more What is sales commission?

Commission 104

Commission Territory Quota Drivers/motivators 104

Salesforce

OCTOBER 22, 2021

If you’re running a successful B2B company, your sales operations (sales ops) crew is likely the unsung hero of your sales process. Business leaders sometimes make the mistake of seeing sales operations (increasingly known as revenue operations) as a cost instead of a potential revenue driver.

Territory 98

Territory Strategize Sales Healthcare 98

The 5% Institute

MAY 5, 2021

Qualifying a buyer is one of the most important tasks of the sales process. The reason qualifying a buyer is so crucial in sales, is because by doing so correctly you’ll save a ton of time, energy, and potentially money. Qualifying A Buyer – Your Step By Step Guide. It’s a two-way street.

Clients 145

Clients Legal Presentation Service 145

Partners in Excellence

MARCH 4, 2024

Preface: One of my very closest friends and mentors is Lahat Tzvi. He’s one of the most thoughtful consultant I’ve met. One of my most important meetings is our monthly conversation, “Trying To Solve The Selling Problems Of The World.” Why am I obsessed with sales? Do you have a phone in your hand?

Sell 73

Sell Consult Angle Meeting 73

Partners in Excellence

DECEMBER 18, 2020

Neatly hidden was, “The way we solve this is we need an adjustment to payment terms, can you give us the first X months free?” And the customer knew the sales person wanted the order NOW! I was so proud of the sales person. “Do you feel our solution is still the best solution to help you achieve your goals?”

Price 128

Price Sell Presentation Customers 128

Search Engine Land

JULY 31, 2023

Local content: More than blog posts Local content can be product or service pages , case studies, client testimonials, and other content pieces that: Drive people further down your sales funnel. The most important part is that you are creating content that helps you build authority and trust with your potential customers.

Trust 89

Trust Territory Manufacturing Price 89

Veloxy

JULY 23, 2023

Imagine delving into the extraordinary life of a man who scaled the heights of Wall Street, only to come crashing down in a whirlwind of excess money, success, and power. Learn more below and be sure to get your hands on a copy today!

Finance 49

Finance Entertainment Drivers/motivators Follow-up 49

SaaStr

MARCH 31, 2024

At SaaStr Annual we had a great session with HubSpot Founder & CTO, Dharmesh Shah, and their Chief People Officer, Katie Burke, on building happier employees. We’ve had a ton of great HubSpot content over the years but you may have missed this one, and it was a great one. Raise your hand, just for a little bit of fun.

Teamwork 103

Teamwork Start-ups Engineering Up-sell 103

SaaStr

NOVEMBER 3, 2023

We’ve talked about Toast a bit here on SaaStr – most recently we wrote up the 5 Interesting Learnings from Toast at $1.1B Jonathan joined Toast as the SVP of Sales in 2017. A Glance at Toast’s Hypergrowth Journey When Jonathan joined Toast as the SVP of Sales, the company was Series B with $20M in ARR. In the U.S.

Growth 77

Growth Territory Referrals Customers 77

Sales Pop!

OCTOBER 27, 2021

The flogging process is a one-way street where the sales person’s sole objective is to sell the product or service inventory they’ve got. It’s a supply-dominated process that has little room for customer input; the engagement profile lacks a conversational element with sales listening skills not required.

Product 95

Product Relationship building Launch Strategize 95

SaaStr

SEPTEMBER 9, 2022

As Luck says, “There are many players in the VC ecosystem, and so your entry point to fundraising might be with any one of these players.”. To create a positive impression on VC associates, be sure that you learn to package your pitch succinctly and memorably and create highlights that they can pass on to their team.

Gate keeper 84

Gate keeper Pitch Growth Trust 84

Sales Gravy

DECEMBER 29, 2020

On this episode of the Sales Gravy Podcast Jeb Blount (People Follow You) and Kristie Jones discuss the trials and tribulations of building and sustaining a sales accountability culture. You'll learn that without accountability your sales team will generate inconsistent results and devolve into the wild, wild west.

Negotiate 82

Negotiate Sales Quota Consult 82

Highspot

JANUARY 28, 2024

Steps on Implementing a Content Governance Plan Highspot’s Approach to Effective Content Governance What Is Content Governance? Steps on Implementing a Content Governance Plan Highspot’s Approach to Effective Content Governance What Is Content Governance? What Is Content Governance?

Government 52

Government Legal Objectives and Key Results Strategic partnership 52

Martech

FEBRUARY 15, 2023

Fisher’s book focuses on how social media companies — inadvertently or not — have had a profound effect on global society. Targeting and segmentation A very clear example of how marketing technology has played a role in social media’s effect on the global society is targeting and segmentation.

Government 96

Government Technology Technology UX 96

SaaStr

FEBRUARY 18, 2022

What does success look like for your customers? . Nick Mehta , CEO at Gainsight , discusses ten ways customer success is changing and how you can help your business catch up if you’re still a bit behind. . Embed customer success into the core of your business. Make customer success part of your entire company culture.

Customers 94

Customers Repeat business Strategize Product 94

The 5% Institute

DECEMBER 15, 2020

Sales team building games can be a great way to break up your usual sales team meetings , because it allows your Sales Professionals to enhance their personal development in a lighter way. Not All Sales Team Building Games Are Equal. Sales Team Building Games – 5 x That Are Effective. #1

Gaming 134

Gaming Objection handling Pitch Sales 134

Veloxy

SEPTEMBER 30, 2021

In fact, 51% of executives would rather hear from sales reps via phone compared to email, LinkedIn, and in-person visits. In fact, 51% of executives would rather hear from sales reps via phone compared to email, LinkedIn, and in-person visits. And share it with your sales colleagues. Cold calling is not dead!

Cold Call 211

Cold Call Objectives and Key Results Real Estate Up-sell 211

Sales Pop!

OCTOBER 18, 2021

For instance, training platforms that offer courses in various sales training topics might empower salespeople and boost their performance. By the way, the average selling company uses about 10 tools (and still wants more). In other words, the sales setup of an average business is constantly growing. What Is a Sales Setup?

Prospecting 97

Prospecting Price CRM Lead generation 97