The Lost Book of Sales

FEBRUARY 1, 2021

On the other hand, I’m not as sure of the exact usefulness of inverting problems like Charlie recommends you to always try, neither do I still know where and how to most usefully employ the psychological behavior checklist that he presented in his last, expanded talk of the book. Few businesses survive over multiple generations.

Intrinsic 105

Intrinsic Price Construction Trust 105

Sales Hacker

JUNE 7, 2019

And a cookie-cutter product demo is presented in record time — in many cases, with the sales rep showing every single menu, button, and interesting feature in a fraction of the time it should take. And that means you’ve got to ask great, relevant, consultative questions. No significant pain is truly discovered. Big mistake.

Pitch 106

Pitch Intrinsic Prospecting Pipeline 106

Hubspot

MARCH 6, 2012

If you make it a rule to include a header that explains the benefit -- "With this coupon, you will get" or "With this consultation, you will learn" -- it will force you to pinpoint the real value of your offer to both yourself and your visitors. It's also crucial to not just explain features, but also the benefits of those features.

Intrinsic 78

Intrinsic A/B testing Engineering Follow-up 78

Sales Hacker

JANUARY 28, 2020

I started out going to business school thinking I wanted to be a consultant. Little, and a consulting company, and started working with very large companies on consulting projects. Sam Jacobs: In Revenue Collective, we want there to be great presentation for women, particularly in the senior leadership ranks.

E-commerce 79

E-commerce Sales Intrinsic Education 79

Hubspot

JUNE 23, 2011

I find, when most people are looking for an agency or a consultant or a vendor, they are not really sure what they need. Most people are bringing in an agency or consultant because they don't know how to do it, and they don't know what they need. You just gave a presentation, "Better Corporate Blogging." Jason: Yeah.

Intrinsic 68

Intrinsic Follow-up Trust Education 68

SaaStr

JUNE 1, 2021

The issue the SMBs had was, “Well, I’m a 20-person consulting company. When they’re using something, are they using it because they intrinsically saw some benefit or because we banged on their head until they started doing the thing, like writing a blog article? I just can’t do that.” I’ll be around.

Up-sell 116

Up-sell Price Start-ups Cross-sell 116

Heinz Marketing

JULY 30, 2018

Every episode of Sales Pipeline Radio is available past, present, and future at salespipelineradio.com. That was kind of imbibed into my DNA and as I went through my journey of management consulting, I finally then landed into software marketing and I felt that this is it. Thank you for subscribing. Today is no different.

Pipeline 45

Pipeline Mechanical Engineering Cross-sell B2C 45

SaaStr

FEBRUARY 8, 2019

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Then I did a bunch of consulting to these amazing startups in Silicon Valley. Or if you need someone who’s intrinsically motivated. You can also take your SaaStr to go: Listen on iTunes. Transcript.

Commission 53

Commission Sales Construction Start-ups 53

Hubspot

JULY 30, 2018

Their vision is usually set in place, but they’re always open to listening to their employees’ ideas and willing to change their plan if a great idea is presented. Managers who keep mulling over a decision even after consulting their whole team about it can slow down progress. Visionary managers are also known to be firm yet fair.

Extrinsic 78

Extrinsic Intrinsic Drivers/motivators Sports 78