Iannarino

FEBRUARY 17, 2024

Throughout the last six months, I have paid careful attention to what sales leaders talk about. It turns out that they spend a lot of time talking about sales. They talk about the pipeline, deals, and information and updates. What they don’t seem to do is spend their time talking about selling.

Sell 173

Sell Pipeline Sales 173

Partners in Excellence

FEBRUARY 17, 2024

Recently, I had a fascinating conversation with Dr. Howard Dover about some programs he and Becc Holland are conducting with his students. We talked about some fascinating concepts: Mis-diagnosis and Missed-diagnosis. Both concepts are hugely important, so I need to separate writing about them. So much opportunity is lost, both for sellers and customers, because of diagnostic problems.

Manufacturing 143

Manufacturing Represent Clients Education 143

SaaStr

FEBRUARY 17, 2024

Dear SaaStr: When Is It Too Soon to Target Enterprise Customers in SaaS? It too soon to target enterprise clients when you can’t support their needs 90 days after you close them. It’s sort of OK in the enterprise to promise features and functionality that are sort of there … so long as you deliver them fairly promptly after the deal closes. In fact, it happens all the time.

X-functional 113

X-functional Customers Contract Closing 113

Partners in Excellence

FEBRUARY 17, 2024

Recently, I had a fascinating conversation with Dr. Howard Dover about some programs he and Becc Holland are conducting with his students. We talked about some fascinating concepts: Mis-diagnosis and Missed-diagnosis. Both concepts are hugely important, so I need to separate writing about them. In this article, I’ll focus on Mis-diagnosis. I have written a companion article on Missed-diagnosis.

Manufacturing 83

Manufacturing Clients Contract Presentation 83

Speaker: Kevin Burke

AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.

Sales

Predictable Revenue

FEBRUARY 17, 2024

An ICP comprehensively describes your perfect customer, the ideal fit for your offerings, and future long-term partnerships. The post The Dynamic Nature of Your ICP appeared first on Predictable Revenue.

Customers 52

Customers 52