Martech

AUGUST 29, 2024

If you’re spending that much cash, be sure you’re getting results, whether it’s acquiring new leads, closing deals, or starting new partnerships. Here’s how to maximize your conference ROI, from planning to follow-up. Reach out before the conference through email or LinkedIn to set up meetings or introductions.

CRM 123

CRM Contact Networking Follow-up 123

Iannarino

JULY 31, 2021

The Gist: Sales is made up of two parts: Opportunity Creation and Opportunity Capture. Key Result One: Second meetings with target (prospective) clients. Key Result Two: Second meetings with existing clients to explore new initiatives. You may have noticed that I chose to count second meetings instead of first meetings.

Objectives and Key Results 342

Objectives and Key Results Contract Sales Clients 342

Iannarino

AUGUST 5, 2021

Outdated approaches to sales, especially during first meetings, all but ensure a bad first impression. You’ve been pursuing your dream client for months and have finally convinced them to meet with you. Success in a first meeting all but ensures a second one. The Gist: You never get a second chance to make a first impression.

Clients 337

Clients Meeting Conversion Strategize 337

Martech

OCTOBER 21, 2024

The community team planned pre-event meetups to drum up excitement. Dig deeper: 4 keys to digital events planning The workshop framework: Aligning the team for success This transformation starts with a workshop where each team of stakeholders brainstorms its role, developing several options for how they can best contribute (and benefit).

Strategize 115

Strategize Angle Territory Sports 115

SaaStr

JANUARY 4, 2025

I think most agree, behind closed doors, theres only one answer: start over. You cant get folks used to working from home to embrace coming to the office You cant get folks used to selling 1520 hours a week to start working 5060. You cant get sales reps used to only doing inbox to magically start cold calling for real.

Cold Call 111

Cold Call Customers Start-ups Meeting 111

Martech

JANUARY 8, 2025

Tools like Calendly or HubSpots meeting scheduler let prospects see when youre available and book a time instantly. For group meetings, these tools can combine everyones availability to find the perfect slot no emails, no hassle. Pro tip : Dont forget to include automated reminders for the meeting. But then silence.

CRM 122

CRM Follow-up Sales Prospecting 122

Partners in Excellence

FEBRUARY 12, 2025

The leader held this individual up as a high performer. But when I started looking at the performance, I realized, despite consistently meeting the goals, the number of qualified leads this person was developing was about the same as his peers. ” I started listening to the calls this SDR was making.

Gaming 121

Gaming Contract Pipeline CRM 121

Veloxy

DECEMBER 9, 2024

Start for free Lack of User Buy-In You’ve probably heard it before, “This isn’t how we used to do things.” Clean Up Your Data Invest time and resources into ensuring your data is accurate and up-to-date. Start by pinpointing your top priorities. Start by setting clear expectations.

Objectives and Key Results 130

Objectives and Key Results Negotiate Outside Sales Follow-up 130

Heinz Marketing

SEPTEMBER 24, 2024

Note: You will need LinkedIn Sales Navigator to get contact info from 6sense; 6sense serves up visitor info but not contact info. It can handle initial outreach, respond to inquiries, and follow up with leads who haven’t responded, giving SDRs more time to focus on qualified prospects.

Objectives and Key Results 104

Objectives and Key Results GTM CRM Follow-up 104

Veloxy

JANUARY 19, 2022

Get ready to impress more buyers and get more meetings. Start with basic results. Gone are the days where I could start a cold call with, “ My name is Samir and I co-founded Veloxy. When a B2B buyer picks up a cold call, they instantly think you got their name and number from a list. Start with basic results.

Cold Call 358

Cold Call Territory Quota Up-sell 358

Iannarino

JULY 3, 2021

Do not target the companies that already buy what you sell or are highly likely to start doing so. To ensure your victim, er, I mean customer recognizes your message as spam, start the conversation with some sort of unprofessional nicety or attempt to build rapport. Ensure that your opening line identifies you as a time-waster.

Cold Call 325

Cold Call Pitch Retail Clients 325

Martech

OCTOBER 25, 2024

You can use them to promote events, keep leads engaged, follow up with customers and much more. Instead, set up a sequence to do it for you, making sure people don’t forget about your event and increasing attendance. Example: Start with an initial invite highlighting what they’ll learn and why it’s worth their time.

Appointment 118

Appointment Follow-up Contact Start-ups 118

Iannarino

MARCH 29, 2022

After I started providing an executive briefing during quarterly business reviews with my contacts, executive leaders started joining these meetings. When my contacts started to share with their senior leaders our data, our insights, and what we believed would happen in the future, the senior leaders started to show up.

Contact 306

Contact Start-ups Meeting Sales 306

SaaStr

JANUARY 8, 2025

It was started in 2014 when founders Daniel and Jonathan were working together at a delivery startup and experienced firsthand how slow background checks were slowing down worker onboarding. Lindsey found a way to track this data, then brought it into every meeting. Better RevOps uncovered excessive discounting.

Objectives and Key Results 119

Objectives and Key Results Growth Engineering Quota 119

SaaStr

NOVEMBER 19, 2024

Dear SaaStr: Which Tactics Always Work to Drive Down Churn, and Drive Up Retention? I see too few SaaS start-up and scale-ups truly segment churn. We already discussed this a bit above, but make driving down churn and drive net retention up a Top 5 company goal. Churn is a bummer, and high churn is bad.

Start-ups 110

Start-ups Meeting Customers 110

Iannarino

AUGUST 2, 2021

As you start to recognize how much professional sales has changed and how impotent the legacy approaches are, you start to realize just how many structures and strategies were designed to solve the sales organization’s problems, not create value for the client. No more pushy sales tactics. So what’s next?

Process 328

Process Sales Clients Conversion 328

Iannarino

JULY 29, 2021

There is never a reason to fear calling a stranger, especially since every won deal starts by meeting a stranger. He argued (and I agree) that the phone should start your sequence. The reason is simple and straightforward: if the person who answers your call agrees to a meeting, you no longer need a sequence.

Cold Call 361

Cold Call Referrals Clients Appointment 361

Search Engine Land

JULY 25, 2024

With so much happening, it can be overwhelming to keep up. In it, I go into granular detail with personal stories, processes and “how to” content centered on what I call the “START” planning process, and I will unpack those five steps to follow. Strategy The first phase of START planning is strategy.

Objectives and Key Results 110

Objectives and Key Results Start-ups Launch Follow-up 110

Veloxy

JUNE 23, 2021

Wrap touchpoints around meetings. The main one is to treat video sales meetings like in-person calls. Would you show up to a serious meeting in a t-shirt and baseball cap? Start by making sure the room is presentable. Hubspot explains how to set up video for sales meetings. Set the stage with video.

Sell 317

Sell Education CRM Up-sell 317

Iannarino

JULY 28, 2021

Yet all these approaches deprive you of the many benefits of cold calling, by allowing you to hide behind a screen and avoid having to speak to the human being you are asking for a meeting. Make enough calls, and you will bump into people are grouchy enough to say something rude or just hang up on you. Hearing the Word No.

Cold Call 352

Cold Call Clients Contract Meeting 352

SaaStr

JANUARY 5, 2025

But in 2025, Step Up or Step Aside. #4: 4: HubSpot Co-Founder and Chairman Brian Halligan on AI and SaaS, Board Meetings, and The Incumbent Advantage #5: Most SaaS Apps Are Just Getting Starting With AI. 2025 Will Be Radically Different.

Growth 111

Growth Meeting Start-ups Closing 111

Search Engine Land

SEPTEMBER 5, 2024

Start by asking questions like: What level of keyword research and page performance is editorial expected to do? You might end up outlining different processes for how you work right now versus how you want to work in the future. Lay out those scenarios now so you can start to make progress toward short-term and long-term goals.

Start-ups 86

Start-ups Meeting Process Closing 86

Partners in Excellence

JANUARY 2, 2025

We assign number of dials, outreaches, meetings per day. Fewer than 40% of sellers meet their goals. Attrition is up. ” What if, as managers, rather than following the formulas, we started thinking, “Is there a better way to achieve our goals?” Customer engagement plummets. People are more disengaged.

Pipeline 127

Pipeline Government Education Conversion 127

Partners in Excellence

NOVEMBER 21, 2024

And AI has amped it up to another level. It will schedule a meeting for us and provide us the notes before we go into the meeting. We are even seeing AI Agents conducting the meetings for us, so we don’t even have to show up. It’s stunning how much time we free up! Then I look at the data.

Objection handling 126

Objection handling Technology Technology Up-sell 126

Partners in Excellence

JANUARY 23, 2025

How many emails, how many calls, how many meetings, how many demos how many proposals, how many bathroom breaks……… And the gurus reinforce and intensify this. And every performance issue is addressed by running the numbers setting new goals; more emails, more calls, more meetings, more demos, more activity.

Gaming 122

Gaming Up-sell Quota Pitch 122

Sales Hacker

JANUARY 14, 2025

But since I started using Superhuman last quarter, I was able to get back to inbox zero within minutes. I dont know how I didnt start on Superhuman sooner. But since I started using superhuman last quarter, I was actually able to get back to inbox zero within like 20 minutes. But I started on superhuman.

GTM 108

GTM Growth B2B Pipeline 108

Iannarino

JULY 4, 2021

They may or may not have started to explore ideas or partners, and they’ve probably already started to make some early decisions. Rackham put it this way: “Would your client be willing to pay for that meeting?” Once you discover the problem, you open up the opportunity to insert your solution, solving the problem.

Contract 337

Contract Contact Clients Prospecting 337

Martech

AUGUST 14, 2024

At the start of the year, Yahoo and Google issued new rules for bulk email senders. Build up your sender reputation To ensure deliverability, bulk email senders must authenticate emails using Sender Policy Framework (SPF), DomainKeys Identified Mail (DKIM) and Domain-based Message Authentication, Reporting and Conformance (DMARC). “The

Campaign 120

Campaign Start-ups Follow-up Customers 120

Search Engine Land

JULY 29, 2024

Keeping up with the latest innovations isn’t just a choice – it’s a necessity for survival. Content quality and relevance: Both emphasize the importance of high-quality, relevant content that meets user needs and adheres to E-E-A-T (experience, expertise, authoritativeness and trustworthiness) principles. What are the benefits of GEO?

Engineering 131

Engineering Objectives and Key Results Trust User Experience 131

Martech

AUGUST 27, 2024

Many of these tools are affordable, with starting prices in the hundreds of dollars per month, and can be set up in just a few days. Summarize meeting notes : Leverage AI to organize and condense notes from multiple sessions. Dig deeper: How wisdom makes AI more effective in marketing Email: Business email address Sign me up!

Government 124

Government SQL Technology Technology 124

Partners in Excellence

JANUARY 24, 2025

We start managing to the numbers and not managing performance. Once he starts seeing a problem area, then he drills down, looking at more data, coaching his people. Again, while we have lots more information, with those three metrics, I have a very good of our ability to meet those goals based on those three metrics.

High impact 111

High impact Pipeline Inside sales Quota 111

Iannarino

JULY 16, 2021

The automation that claims to solve the problem of getting meetings causes the exact opposite outcome. There was a rather long menu, and at the very end he asked me if we could schedule a meeting so he could better understand my requirements. Sadly, many have given up hope. No one owes you a meeting.

Prospecting 300

Prospecting Cold Call Pitch Negotiate 300

Salesforce

OCTOBER 3, 2024

By producing goods only as needed, JIT helps businesses reduce holding costs, improve cash flow, and free up valuable storage space. With less inventory sitting in warehouses, businesses can free up valuable capital, allowing them to invest in other areas of their operations. What Is Just-in-Time (JIT) in Inventory Management?

Manufacturing 111

Manufacturing Transportation Technique Meeting 111

Partners in Excellence

JANUARY 16, 2025

Let’s start with what coaching is not: Training isn’t coaching. We can leverage AI tools to provide research, help us plan a meeting, give us the scripts or texts we use to execute the meeting. We have those meetings scheduled every week, pipeline reviews, deal reviews, account reviews one on ones, and others.

Objectives and Key Results 125

Objectives and Key Results Objection handling GTM Pipeline 125

Iannarino

JULY 22, 2021

Those who have accomplished some end state we might call “better” are right to scale up their activity. But those who scale up before working on effectiveness are often disappointed by the lack of better results. Decision-makers and decision-shapers started to ask for a different conversation. No more pushy sales tactics.

Technique 315

Technique Growth Clients Contact 315

Iannarino

JULY 30, 2021

I understand the sentiment behind “that meeting should have been an email,” but you will find me firmly ensconced on the pro-meeting side. But consider a May 2021 CNBC article, titled “Jamie Dimon, fed up with Zoom calls and remote work, says commuting to offices will make a comeback.”

Technology 306

Technology Technology Clients Meeting 306

Partners in Excellence

NOVEMBER 6, 2024

They look at comp expectations, perhaps tweaking the plans to meet certain budgetary or other goals. The present endless models on selling activities, outlining monthly and quarterly goals for demand/lead gen, outreach, meetings, top of pipeline, pipeline, renewal/retention, comp models and so forth. Anyone can run the numbers.

X-functional 127

X-functional Strategize Quota Pipeline 127