Salespeople—like all other groups of people—lie to themselves. You can call it rationalizing, if it makes you feel better. The long and short of the matter is, we want to believe things that simply aren’t true. Read on... By ANTHONY IANNARINO
Written by Neil Rackham, former president and founder of Huthwaite, this book discusses the process of selling high–value product and services. Rackman shares simple and practical SPIN techniques while answering questions like “What makes success in major sales” and “Why do techniques like closing work in small sales but fail in larger ones?” This book includes real–world examples, graphics, and case studies along with hard research data.
When is the right time to increase sales headcount for a SaaS startup? It is one of the most strategic decisions for early-stage business to make given the amount of effort and expense involved in building, managing and scaling a sales team.
The founders of a respected Silicon Valley advisory firm study legendary category-creating companies and reveal a groundbreaking discipline called category design. Winning today isn’t about beating the competition at the old game. It’s about inventing a whole new game—defining a new market category, developing it, and dominating it over time. You can’t build a legendary company without building a legendary category. If you think that having the best product is all...
The secret, master networker Keith Ferrazzi claims, is in reaching out to other people. As Ferrazzi discovered early in life, what distinguishes highly successful people from everyone else is the way they use the power of relationships—so that everyone wins.
Winning with Data explores the cultural changes big data brings to business, and shows you how to adapt your organization to leverage data to maximum effect. Authors Tomasz Tunguz and Frank Bien draw on extensive background in big data, business intelligence, and business strategy to provide a blueprint for companies looking to move head-on into the data wave. Instrumentation is discussed in...
- Ideal Customer Profile (ICP) - Understand “Why” customers buy - Understand “How” customers buy - SPIN Framework - BANT criteria
What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to...
The world of sales is a $500 billion industry that employs over 15 million people in the US alone. However, only a handful of colleges offer degrees in sales and most MBA programs don’t offer a single sales class. Business executives and investors have realized that a good sales team will make or break your business. As data and technology become cheaper to access, and more well-educated people choose careers in sales, the world of sales is undergoing a massive transformation. Consider this book...
There is a silver bullet in sales - when you get to highly motivated decision makers at EXACTL Y the right time: after they experience a 'Trigger Event' BUT (or AN D) before they call your competition. When you have the right timing the sale almost happens by itself- There are few challenges getting to the prospect, understanding their dissatisfaction, presenting a solution, or closing the sale. By luck or sheer numbers you've had timing happen before, ..". simple but profound truths that will help you leverage
Brian Balfour's HubSpot Sales case study that illustrates the concepts of the 4-Fits Framework, a 5 post series in which he explain the four frameworks you need to align to grow to a $100M+ company.
"Alexander Graham Bell discovered the telephone, Thomas Edison discovered electricity and Aaron Ross discovered the Enterprise Market for Salesforce.com." SHELLY DAVENPORT - VP Worldwide Sales at Replicon & ex-VP Corporate Sales at Salesforce.com Discover the outbound sales process that, in just a few years, helped add $100 million in recurring revenue to Salesforce.com, almost doubling their enterprise growth... with zero cold calls.
Raise your hand if your company needs more new customers. I suspect your hand is (figuratively) up. This book is about not just growth, but high-growth, explosive-growth, the kind of growth that weather satellites can see from space. The success of any business-to-business company is directly linked to how effectively they acquire new pipeline. To skyrocket growth, sales development is the answer. This book encapsulates author Trish Bertuzzi’s three decades of practical, hands-on experience. It presents
The essential skill of creating and maintaining new businesses—the art of the entrepreneur—can be summed up in a single word: managing. In High Output Management, Andrew S. Grove, former chairman and CEO (and employee number three) of Intel, shares his perspective on how to build and run a company. Born of Grove’s experiences at one of America’s leading technology companies, this legendary management book is a Silicon Valley staple, equally appropriate for sales managers,
Google Executive Chairman and ex-CEO Eric Schmidt and former SVP of Products Jonathan Rosenberg came to Google over a decade ago as proven technology executives. At the time, the company was already well-known for doing things differently, reflecting the visionary--and frequently contrarian--principles of founders Larry Page and Sergey Brin. If Eric and Jonathan were going to succeed, they realized they would have to relearn everything they thought they knew about management and business.
David Ogilvy is well known and respected as the most successful adman of all time. His bestselling book, Ogilvy on Advertising gives valuable advice to young hopefuls and veterans of the industry wanting to improve their success rate.
Chris Neumann, EIR at 500 Startups talks about: - How Sales Hygiene helps with consistency across companies, time, salespeople, departments by keeping sales processes and sales data consistent - What is sales data and how to keep it consistent - Sales data hygiene is a reflection of Sales Process hygiene and how to keep sales process consistent across org - Which sales process you use is not as important as implementing it consistently
Danny Leonard, Distribution-Hacker-in-Residence at 500 Startups and Nima Elyassi-Rad Investor at Indie.vc talk about: - The Hiring process is a funnel (surprise!) - Who your sales team is depends on stage of startup (based on Revenue, # of customers etc.) - The different players in the sales team and their motivations - Step by step on hiring and sales training
Danny Leonard, Distribution-Hacker-in-Residence at 500 Startups and Nima Elyassi-Rad Investor at Indie.vc talk about: - knowing your audience first: the who, what and why - be human, be helpful, be respectful of their time - start individually, then scale by segmenting leads, templatizing outreach, and personalizing templates for individuals - measure, analyze, adjust
- expected response rates for cold outbound emails, the highest response rate being at the 4th or 5th touchpoint, with the average number of touchpoints being 5 to 7 - template for scheduling, how to define cadence, best practices for outbound email execution - example emails, messaging exercise - tracking, KPIs, how to set up funnel metrics for outbound emails - tools for emailing and scheduling - treasure trove of example emails
Jordan Hwang, VP of Sales at Chart.io talks about: - even after qualification, demo, and evaluation are passed, how one needs to successfully handle objections, leverage urgency, and navigate to a win-win to actually close a sale. - objection handling with LAER - Listen, Acknowledge, Explore, Respond - Framework to getting to a close - understanding your prospect’s landscape, their buying process, case studies, leveraging urgency, and effective negotiation
Ryan Williams, VP of Sales at Leadgenius talks about: - Ideal Customer Profile - Buyer Persona - How to find leads - various tools - Org mapping - Buyer’s journey, typical buying process - Ideal Client - Qualification Frameworks
Great post on the fundamentals of advertising. Promise, Position, and Pre-eminent Idea.
Lee Paries, VP of Sales at Thing Big Analytics talks about: - Why Enterprise Sales is Complex - How to land the first sale and repeatable sales methodologies - Frameworks to define customer opportunity, financial value, and maximizing sales execution and success