Sat.Jun 25, 2022 - Fri.Jul 01, 2022

article thumbnail

The Easiest Month-End Negotiation Tactic

Cerebral Selling

It was a couple of days before the end of the quarter. I was a VP back at Salesforce when one of my reps came to me with a request. “Hey David, I’ve been working with this customer for a while now and I think we can get the deal done by our deadline. We have all the terms ironed out. The only thing is, they’re asking if they can pay quarterly instead of annually.

Negotiate 237
article thumbnail

Why Competition Is So Bitter in SaaS: Oligopolies and Dominant Strategy Equilibriums

SaaStr

In many segments, competition-to-the-almost-death seems the norm in SaaS. Just look at Larry Ellison or Marc Benioff. While both seemed to have mellowed a bit recently, you can still see it in their eyes, their press releases, their ads in the Wall Street Journal. Ellison and Benioff clearly want to kill their competitors. And each other. Every day.

Niche 28
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Trending Sources

article thumbnail

Dear SaaStr: How Many Sales Reps Do I Need?

SaaStr

Dear SaaStr: How Many Sales Reps Do I Need? More than you probably would think. You can back into how many sales reps you’ll need in SaaS. First, figure out how much revenue you need to close in the next twelve months. Because that’s more than now. Second, calculate a reasonable attainable quota for your closers, your Account Executives. This is generally derivate of your deal size.

Quota 109
article thumbnail

Failing to Keep Up with the Rate of Change

Iannarino

One way to describe our current environment is AC/DC, an acronym for the A ccelerating, C onstant, D isruptive C hange we have been experiencing in the 21st century. In the late 1990s, there were people who suggested the world would end with the millennium. Even though the Earth is still spinning its way around the sun, the people predicting the end of the world were right, even if their predictions were too literal.

286
286
article thumbnail

AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work

What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.

article thumbnail

Building Rapport in Sales

Anthony Cole Training

Building rapport in selling is really all about being caring and friendly, asking the right questions, and offering great advice and solutions. There are 5 competencies that make a salesperson strong at developing relationships in sales.

Sales 189
article thumbnail

A Bigger Piece Of The Pie

Partners in Excellence

This weekend, in celebration of the beginning of summer, I was invited to a dinner with friends. At the end of dinner, the host brought out one of my favorite desserts, key lime pie. I feigned politeness, letting everyone take their pieces before I served myself. Truthfully, it was pure selfishness, I wanted to get a bigger piece of the pie. For many of us, I’m one of those, there’s always the tendency to go after a bigger piece of the pie.

Up-sell 144

More Trending

article thumbnail

A List of Crutches Preventing Sales

Iannarino

Oxford defines a crutch as a prop, a support. While there is nothing wrong with needing a little support, the crutches salespeople rely on harm their results, often without their knowing why. Here we will look at a number of crutches, what salespeople believe they do, and why they prevent sales.

Sales 270
article thumbnail

Salesloft, Zendesk, Salesforce and More: “There’s No Slowdown Yet”

SaaStr

With all the doom and gloom on Twitter, you could be forgiven for thinking SaaS customers have somehow evaporated. And perhaps they will. But not today. Not today. Kyle Porter, CEO of Salesloft, was kind enough to share that well into nine-figures of ARR, they are not only growing 53%, but hit the plan early for this quarter — and are seeing no signs of any slowdown, at least not yet.

Growth 135
article thumbnail

I Love Selling!

Partners in Excellence

For those who know my background, many may be surprised. But I love selling–and I love working with highly professional sales people. I can think of few things more exciting, challenging, and rewarding than selling. Yeah, there’s the challenge of meeting quota, there’s the reward of blowing away your comp plan. But that’s not really why I love selling.

Sell 133
article thumbnail

Navigating Product-Led Growth Complexities

Force Management

Product-led growth (PLG) is driving some of the fastest growing B2B companies. While these solutions can propel organizations forward, this approach requires business leaders to make strategic decisions around what’s needed to scale that success.

Growth 129
article thumbnail

Prepare Now: 2025s Must-Know Trends For Product And Data Leaders

Speaker: Jay Allardyce, Deepak Vittal, Terrence Sheflin, and Mahyar Ghasemali

As we look ahead to 2025, business intelligence and data analytics are set to play pivotal roles in shaping success. Organizations are already starting to face a host of transformative trends as the year comes to a close, including the integration of AI in data analytics, an increased emphasis on real-time data insights, and the growing importance of user experience in BI solutions.

article thumbnail

Do You Need Something Or Do You Know Something?

Iannarino

Every salesperson can be sorted into one of two primary categories. The first category is a salesperson who needs something from their prospective clients. The second is a salesperson who knows something that is valuable to their clients.

Clients 269
article thumbnail

Zendesk and Anaplan: A Tale of Two Very Similar, And Very Different, $10B SaaS Acquisitions

SaaStr

So two big PE $10B deals happened in SaaS this week, one agreed, the other closed. And the difference are so stark, they highlight all the changes in SaaS in just a few months: Zendesk agreed to be acquired a PE syndicate for $10.2 Billion , going private. Anaplan’s deal to be acquired by PE firm Thoma Bravo for $10.4 Billion closed. Not only were the prices basically identical, but so were a few other facts: Both had a nice, roughly similar premium price (usually necessary to get a deal done t

Price 135
article thumbnail

Rethinking ROI

Partners in Excellence

One of the fundamentals in any kind of solution or value based selling is the ROI produced by the solution. Sadly, too few sales people even understand this, competing on cost and price, leaving the customer to determine the business case and the ROI of implementing a solution themselves. And they must do this, both to get approval to move forward, as well as to evaluate alternatives.

Price 133
article thumbnail

Closing your team’s technical gap without hiring

Martech

It’s no comfort knowing you’re not the only one having trouble finding tech talent. Demand is high, supply is low. And everyone has teams and projects stuck in limbo. What would be comforting is a solution. Well, here you go. I’ve helped many marketing teams close the gap in their technical capabilities without writing a single job description. The reality is you have many more options than you can envision right now.

Closing 128
article thumbnail

Don't Let AI Pass You By: The New Era of Personalized Sales Coaching & Development

Speaker: Brendan Sweeney, VP of Sales & Devyn Blume, Sr. Account Executive

Are you curious about how artificial intelligence is reshaping sales coaching, learning, and development? Join Brendan Sweeney and Devyn Blume of Allego for an engaging new webinar exploring AI's transformative role in sales coaching and performance improvement! Brendan and Devyn will share actionable insights and strategies for integrating AI into coaching and development - ensuring personalized, effective, and scalable training!

article thumbnail

The Awesome Power of Strong Leadership

Iannarino

One either believes in leadership or they do not. You might doubt that there are people who don't believe in leadership but, in fact, there may be more of them than there are people who believe that strong leadership is critical to high performance.

266
266
article thumbnail

One Thing Your Team and Investors Always Need to See: A Clear Path

SaaStr

One of the few you can see a clear path to $100B ARR for. — Jason BeKind Lemkin #???????????? (@jasonlk) June 23, 2022. There are a lot of “VC-ism”, and one you hear a bit is The Clear Path. What’s that? It’s a way of summarizing the combination of current growth, TAM and future prospects into where things are going. E.g., “Yes, it’s early, but there’s a clear path to $10m-$20m ARR just doing what they are doing today.”. ”There are challenges, but with that level of growth, there’s a cle

Growth 124
article thumbnail

The Innovation Gray Space

Partners in Excellence

Innovation is critical for all of us. It enables us to… well, innovate. Innovation underlies change. It enables us to do new and different things, address new and different opportunities/markets, shift our strategies, products, markets. A lot is written about innovation. Much of it focuses on disruptive innovation. Disruptive innovation probably overlaps, significantly, with invention.

article thumbnail

How to turn the great buyer resignation into B2B career opportunities

Martech

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. This is no small task, especially when B2B buyers, barraged by untimely automated messages, random cold calls and lackluster outreach from both sales and marketing, are opting out of vendor conversations.

B2B 124
article thumbnail

How to Optimize Call Monitoring: Automate QA and Elevate Customer Experience

Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions

Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!

article thumbnail

Convert Consistently with Customs and Connections: Meet the Reflecting Tribe

SalesProInsider

Have you met with prospects who had very specific questions about the what , how , and when of working together? If so, you may have heard questions such as: What happens then? When will that be addressed? Your answers to those important “how to’s” are important to the Reflector buyer Tribal Type during sales conversations. The Reflector Tribe is the focus for this installment in the series: Convert Consistently with Customs and Connections.

Meeting 116
article thumbnail

5 Interesting Learnings from Zendesk at $1.6 Billion in ARR

SaaStr

So we’ve done so many great things with Zendesk over the years, and now it’s the end of one era for Zendesk — and the beginning of a new one. It’s now “going private” for $10.2 Billion. It may well IPO again in just a few years, we’ll see. But this will be one of the last chances we get to see its financials and metrics as a public company.

article thumbnail

Selling to New Leaders in Uncertain Times

Engage Selling

Selling to new leaders in these uncertain times? Sellers are reporting to me that they are selling to an unprecedented number of first-time managers and leaders in businesses today. I’m … Read More. The post Selling to New Leaders in Uncertain Times first appeared on Colleen Francis - The Sales Leader.

Sell 113
article thumbnail

Using Google Analytics 4 integrations for insights and media activations

Martech

No matter which stage of Google Analytics 4 implementation you’re currently involved in, the opportunities to integrate with other products shouldn’t be overlooked. The best part is that the basic versions are free for everyone, so there are quick wins to be had if you aren’t using these yet. Other features and reporting experiences aside, an edge that Google Analytics has over other analytics platforms is that it fits well with the Google Marketing Platform (GMP).

article thumbnail

How to Prove Marketing Value: Demonstrate Content ROI and Contribution to Sales

Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten

article thumbnail

6 Change Management Hacks for Sales and Marketing Alignment that Lasts

Sales Hacker

Account-based marketing (ABM) is a growth tactic and revenue accelerator, but many sales reps and even sales leaders are skeptical about this approach. ABM doesn’t work without tight sales and marketing alignment. To get there, sales needs to be all in. That’s why the most important factor for ABM success is sustained change management. Learn: Why is sales and marketing alignment important to ABM?

article thumbnail

Top SaaStr Content for the Week: Gusto CEO, RevenueCat CTO, Intercom CEO, Notion CRO, and More!

SaaStr

Each week, we round up our most popular content so you can catch up on anything you may have missed. Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: Be Careful Hiring “Dualies” — Folks That Are a VP of More Than One Thing. AngelList: Seed Rounds Have Fallen 50% in Volume Since March. Big Companies Don’t Churn.

Finance 115
article thumbnail

4 Lies Salespeople Need to Stop Telling Themselves

Spiro Technologies

In one of the early scenes from Martin Scorsese’s movie The Departed, Martin Sheen, playing a police captain, tells a young police recruit played by Leonardo DeCaprio that, “We deal in deception here. What we do not deal with is self-deception.” It’s a poignant line, and a reminder that many of us have stories we tell ourselves — stories that aren’t always true.

Closing 105
article thumbnail

B2B customer journeys that begin at review sites are significantly shorter

Martech

The B2B customer journey can be a long one, especially when the purchase of expensive software subscriptions is under consideration. “The average B2B customer journey takes 192 days from anonymous first touch to won,” according to Dreamdata in their 2022 B2B Go-to-Market Benchmarks — a statistic described by co-founder and CMO Steffen Hedebrandt as “alarming.” But the report also indicates that this journey can be significantly sped up — by as much as 63% — if accounts be

B2B 119
article thumbnail

Business Intelligence 101: How To Make The Best Solution Decision For Your Organization

Speaker: Evelyn Chou

Choosing the right business intelligence (BI) platform can feel like navigating a maze of features, promises, and technical jargon. With so many options available, how can you ensure you’re making the right decision for your organization’s unique needs? 🤔 This webinar brings together expert insights to break down the complexities of BI solution vetting.

article thumbnail

How to Create Your Ideal Rep Profile (IRP) — Definition, Steps & Skills

Sales Hacker

Every closed deal requires two parts: the right buyer and the right seller. The right buyer is one who’s the ideal fit for your solutions. The right seller is one who has what it takes to guide the deal through the sales cycle and eventually, across the finish line. If one side of the equation isn’t quite right, there’s no deal. The vast majority of organizations have the first half of the equation down pat.

article thumbnail

Balancing Growth and Efficiency in Tougher Times with Point Nine Managing Partner Christoph Janz (Pod 568 + Video)

SaaStr

There may or may not be an extended funding winter in the coming months, but it’s clear that something is going on right now. One only has to read Twitter or any VC blog post to know that things have changed in the funding environment. Growth at any cost is no longer rewarded and startups need to pay close attention to their burn rate and runway. At SaaStr Europa, Point Nine Managing Partner Christoph Janz shared tactical advice on how to weatherproof your financial plan for the funding downturn

Growth 111
article thumbnail

New Research: The Buying Experience of the Future

Heinz Marketing

By Michelle Voznyuk , Senior Marketing Consultant at Heinz Marketing. In partnership with Bigtincan , we surveyed 206 professionals across multiple experience levels, company sizes, and industries to discover how teams are communicating the value of their solution in a way that addresses buyers’ wants, needs, and expectations, while simultaneously meeting the goals of their business.

Growth 104
article thumbnail

Webinar: Grow revenue streams through web accessibility and compliance

Martech

1 out of 4 people in the U.S. lives with some type of disability. Because consumers are online now more than in previous years, your clients’ websites must be accessible to everyone. It’s not merely a matter of being compliant with the Americans with Disabilities Act (ADA) and Web Content Accessibility Guidelines (WCAG). It’s also good business—because web accessibility can deliver better results and enhance search engine optimization.

Clients 119
article thumbnail

Beyond the Basics: How to Develop and Retain a Top-Performing Sales Team

Speaker: Brendan Sweeney, VP of Sales at Allego

Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.