Iannarino

APRIL 13, 2024

If you want to win more deals, especially contested deals, you will need to be One-Up. Being One-Up means you have knowledge and experience your contact lacks. When you are One-Up, you can take advantage of this information disparity, allowing you to create value for your contacts in the sales conversation. This is often the variable that determines whether you win or lose a deal.

Contact 227

Contact Conversion Sales 227

SaaStr

APRIL 13, 2024

The best thing I’ve read in some time was the advice Nick Saban, the winning college football coach in history, gave to Alabama’s basketball coach who kept getting … close. Almost there. Alabama basketball kept getting upset, and the call went to Coach Saban. “What have we got to do to go all the way?” The answer: “Don’t dwell on it.

Gaming 117

Gaming Drivers/motivators Closing 117

SaaStr

APRIL 13, 2024

Dear SaaStr: How Do You Build a Real Exit Strategy? First, bear in mind acquisitions are relatively rare. The vast majority of startups will never get one acquisition offer, let alone a good one. Still, it’s not random. I’ve been through it twice as a founder and about ten times as an investor. At a high level, three things you can do that aren’t very hard will increase the odds you have an “exit”: First, build the best product in an important space.

Cross-sell 111

Cross-sell Engineering Conversion Product 111