Iannarino

MARCH 2, 2023

Imagine you are an executive responsible for improving some strategic outcome that causes a productivity pain point. Unless root causes are addressed, the ink on the contract won't be dry before the client fires the company and starts over. The last time the company made a significant change was almost 11 years ago.

B2B 285

B2B Contact Clients Entertainment 285

Hubspot

APRIL 4, 2019

It’s usually confused with sales , often overlooked, and only sometimes given the strategic focus it deserves. Strategic Plan. Strategic Plan Template. Keeping your elevator pitch at the forefront of all strategic planning will remind everyone what you’re working toward and why. Craft your elevator pitch.

Strategic planning 100

Strategic planning Strategize Referrals Cross-sell 100

Sales Hacker

AUGUST 4, 2022

I’m going to share my two biggest secrets for doing just that: listening and strategic gifting. I started doing two things that formed the basis for getting more responses, more meetings, and ultimately more sales. Through strategic gifting, you are practicing how to actually get to know your prospects. Make scheduling easier.

Strategize 108

Strategize Sports Quota Gaming 108

Search Engine Land

JULY 22, 2024

You want to meet the potential customer in their current mental state.) Reserve the following now, get contracts with partners signed and get budgets approved as soon as possible: Influencer dates for promotions and products in their hands. It is about the tone and voice of the words you use. This year’s space is limited.

Niche 98

Niche Retail Promote Follow-up 98

Search Engine Land

JULY 25, 2024

But when defending our retainer or contract renewal, businesses want to know how their SEO spend will tangibly impact the bottom line. Optimizing your budget and being strategic about your priorities is essential. This will allow you to continue marketing your products or services while meeting your customers’ needs.

Campaign 108

Campaign Objectives and Key Results Price Finance 108

Veloxy

NOVEMBER 15, 2022

Businesses that implement advanced ABSD strategies stand to see a range of benefits, including but not limited to: A 171% increase in the average annual contract value from each account. Hold regular meetings and feedback settings with sales and marketing teams. Build an ideal customer profile. Develop a strategy.

Sell 246

Sell Objectives and Key Results SQL B2B 246

Cerebral Selling

AUGUST 8, 2022

According to my good friend (and fellow sales nerd) Todd Caponi, author of The Transparency Sale and the upcoming The Transparent Sales Leader , economic expansion and contraction is normal. Assure them, this is normal. History tells us massive inflation and uncertainty follows explosive economic growth.

Sales 220

Sales Contract Clients Quota 220

Sales Hacker

JANUARY 14, 2025

Cause like Monday, most like on the prospect side, like everyone’s in like internal operating rhythm meetings. And then also like your organization is probably in operating rhythm meetings as well. And I’m actually not going to schedule meetings during it. Get out there and meet people.

GTM 109

GTM Growth B2B Pipeline 109

Sales Hacker

OCTOBER 20, 2021

??. Contracts are the lifeblood of modern companies. In fact, contracts govern most B2B business deals. There’s no denying that contracts are an absolute necessity for conducting business. There’s no denying that contracts are an absolute necessity for conducting business. Sales teams are focused on speed.

Legal 123

Legal Contract Negotiate Government 123

Women Sales Pros

JANUARY 6, 2019

Open Window One: There’s a window of opportunity right after contract signature but before implementation where a lot can get accomplished. Accessing a key executive early in the contract is an important component of setting yourself up for future business. Seizing this window of receptivity post-contract is a smart move.

Contract 100

Contract Strategize Consult Meeting 100

ClickFunnels

OCTOBER 12, 2021

It’s important to understand that the person needs to meet both of these criteria in order to be considered a lead. However, as your company grows, it pays to become less tactical and more strategic. A lead is a potential customer who has: Expressed an interest in your product or service. a random person in your email address book).

Lead generation 244

Lead generation Contact Contract Price 244

PandaDoc

MARCH 25, 2025

This stage can involve multiple meetings and additional stakeholders. This means you will be working with a technical buyer who will handle the implementation, a financial buyer who wants to only know contracting details and the why, and an end user who only cares about the how.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Gong.io

SEPTEMBER 3, 2020

But wait until you see a full cycle from contact to contract. They did: “I personally have seen two of my reps go from ~50% meeting book rate to almost a 65% meeting book rate (a 15% gain) after using the tool for a quarter.”. Without listening to every call (phew). Here’s how it works: . At first, you won’t believe it.

Sales 143

Sales Contract Follow-up Strategize 143

Veloxy

DECEMBER 28, 2023

Inside sales focuses on volume, targeting SMB and mid-market buyers with products that are typically more cost-effective and require less consideration from customers, while outside sales emphasizes securing high-value, high-quality accounts and targeting major customers with a higher average contract value.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Gong.io

DECEMBER 27, 2021

According to our analysis of 803,402 recorded sales meetings from deals made on web conferencing platforms, win rates drop by 17% when reps use slides on discovery calls : So why don’t slides work in discovery calls? The due diligence crowd : Budget approvers, legal/contract reviewers, and procurement analysts . They’re polished.

Negotiate 127

Negotiate Price Contract Sales 127

Martech

DECEMBER 5, 2023

You can’t lump your contracted costs for technology in the same bucket as a tentative regional breakfast event in Paris in September. I like to start the budget process by identifying costs that fall into one of these two groups: Under contract, can’t be broken. Dig deeper: 5 ways MOps can elevate the annual planning process 2.

Finance 121

Finance Objectives and Key Results Appointment Contract 121

Hubspot

APRIL 4, 2018

This might involve resellers earning a commission on your product or strategic partners bundling in your software with their own. Unless your two resellers find out about each other, or they start targeting the same customers you’re prospecting internally, or your strategic partner starts offering a lower price than you.

Territory 101

Territory Commission Contract Strategize 101

Sales Hacker

JULY 25, 2022

Everyone on your team must meet their specific goals in order for your engine to operate efficiently. How to pivot, strategize, and coach. Future meetings. This involves spending 1:1 time with their people to help them strategize, brainstorm, and develop their communication and selling skills so they can grow your pipeline.

Engineering 117

Engineering Objectives and Key Results Cross-sell Pipeline 117

Sales Hacker

DECEMBER 21, 2017

Through strategically implemented training, software tools and engagement techniques, sales ops leaders enable sales reps to focus more on selling in order to drive business results. . Sales Ops has expanded its role to include nearly all functions that provide strategic insight needed by a sales team to achieve sustainable growth.

Territory 107

Territory Non-Profits Contract Quota 107

Martech

MAY 15, 2024

Does the contract allow for additional licenses and/or products to be purchased as the business ebbs and flows? Before signing any contracts, inquire about product roadmaps, the use of AI, machine learning (ML) and automation. Speaking of contracts, I rarely sign for more than one year at a time for this reason.

Contract 111

Contract Objectives and Key Results Technology Technology 111

SaaStr

JANUARY 24, 2022

Anita Kutlesa is a senior financial executive with nearly two decades of expertise driving performance through cash management, process improvement and strategic planning in start-up, high growth and restructuring environments. I’ve contracted accounting help. Anita Kutlesa. NanoGram Devices Inc., Coverity Inc., Buongiorno USA Inc.,

Finance 131

Finance Contract X-functional Start-ups 131

Women Sales Pros

JULY 13, 2018

Don’t take your eye off the competition until the contract is signed. The C-suite executive perspectives at the end of each chapter reveal exactly how senior leaders view sales encounters and what would cause them to keep the door open for follow up meetings. Use your resources (i.e., Check it out at [link].

Contract 105

Contract Strategize Consult Up-sell 105

Sales Hacker

NOVEMBER 10, 2023

Contract renewal dates. A spotlight falls on customer loyalty, an influential force on the revenue secured during contract renewals. In-Person Engagement: Face-to-Face Meetings: If feasible, in-person visits deepen connections, demonstrating significant commitment. Growth Engineer at Coast – more details here.

GTM 126

GTM Intrinsic Customers Contract 126

Martech

SEPTEMBER 8, 2021

Technologists should focus on stack roadmap strategy, harmonization of the martech stack as well as how it fits within the broader organization, promotion of strategic decision making, and overall staff training and enablement. Data experts should focus on helping measure and assess campaign and technical performance. Marketing Operations.

UX 91

UX Contract Strategize Education 91

InsightSquared

JULY 17, 2019

In this blog post, we’ll introduce key concepts to help identify your most valuable customers and increase your engagement with them, so you can communicate more efficiently with your board in your monthly meetings. . Not every board meeting is focused on sales. Lifetime Value. Product Entanglement. Going Deeper With the Board.

Customers 94

Customers Meeting Education Referrals 94

Sales Hacker

FEBRUARY 1, 2021

Why is it that companies have a sales process they follow rigorously to win business, yet avoid the same discipline in managing those customers throughout the lifecycle of their contracts? Too often contract cancellation (or non-renewal) comes as a surprise, but it never should. Identify key stages in the lifecycle of a contract.

Customers 103

Customers Contract Cross-sell Account management 103

Partners in Excellence

FEBRUARY 28, 2024

I wanted to be where “the rubber meets the road”. This buying process was particularly nightmarish when bidding for contracts for projects to build a new system for a new service. After awarding the contract to us, the customer did not allow us to run away. That’s how my obsession to provide customer value was borne.

Customers 139

Customers Contract Consult Up-sell 139

Women Sales Pros

OCTOBER 19, 2018

Select key criteria such as financial value, strategic value, fit and resources needed to determine if the potential contract warrants the necessary time and attention of the account based selling team. About Lisa Magnuson: Lisa Magnuson is an expert in corporate strategic sales and TOP Line Account revenue building.

Pipeline 96

Pipeline Strategize Contract Sales 96

SaaStr

SEPTEMBER 1, 2021

Traditionally, marketing teams sit down at the beginning of the year, hammer out targets and strategic initiatives and spend the entire year narrowed in on that plan, never wavering despite changing circumstances. Examine strategic performance, tactic effectiveness, lead and opportunities response, and more. Actually, no.

Cross-sell 105

Cross-sell Contract Pipeline Strategize 105

Search Engine Land

OCTOBER 17, 2023

It’s illuminating and produces many strategic ideas and content topics. This can give you ideas about outreach (or content written strategically to appeal to these outlets ) for your backlinks strategy. Where the rubber really meets the road is when you make strong recommendations for how to use the insights you’ve gathered.

Angle 117

Angle Strategize Strategic planning Territory 117

Sales Hacker

JULY 21, 2021

“We’re looking for a strategic rockstar sales rep who knows how to leverage and optimize our customers’ digital transformation to really move the needle!”. This is what you might say when you finish a meeting and need to schedule another meeting…to talk about what happened at the first meeting.

X-functional 134

X-functional Sales Strategize Cold Call 134

InsightSquared

SEPTEMBER 18, 2019

The higher the value of the contract, the longer the sales cycle and the more complex the marketing machine, the harder it becomes to know where marketing spend is achieving ROI. Marketing Board Meeting Essentials is an InsightSquared ebook that offers tips on communicating with your board using strategic topics and key metrics.

Strategize 91

Strategize Meeting Contract Engineering 91

Sales Hacker

JUNE 24, 2022

And old habits die hard as sellers rise through the ranks to tackle more strategic deals. The higher the contract value, the higher the bar for thoughtful follow-up. Time for a reply, or for that meeting you were hoping for. So you’ll want to write “bigger” by focusing on the large, strategic problems you discovered.

Follow-up 123

Follow-up Pipeline Strategize Contract 123

Salesforce

JUNE 7, 2023

A few strategic design tips can help you optimize your microsite as a single source of truth and drive engagement. What makes microsites so successful and strategic is their simplicity. Will it be used as a takeaway after a client meeting or serve as the sole engagement for your strategy? Keep your objective concise and simple.

Strategize 52

Strategize Pitch Launch Contract 52

SaaStr

SEPTEMBER 8, 2024

As they have scaled and gone up market, they are finding some large companies just want to use the software but move so much volume they can contract directly with the ocean carriers; so they are starting to charge those companies a pure software fee. At some point it became obvious we had to send a team out.

Non-Profits 126

Non-Profits Price Contract Start-ups 126

Veloxy

FEBRUARY 15, 2024

Listening to these top sales podcasts can help professionals enhance their skills, stay informed about new developments in the field, and gain strategic advice from seasoned sales experts for career advancement and sales success.

Gaming 233

Gaming Sell GTM Technique 233

SaaStr

NOVEMBER 1, 2022

Companies, especially those with an undifferentiated product, may want to think strategically about the evolution of their respective category and the path towards building a platform. . PP could be a strategic enabler of GTM scale up if done well. Picking early customers is very strategic. That’s too tactical.

GTM 114

GTM Niche Cross-sell Contract 114