People love to spend time on prioritization. After all, if you don’t spend time prioritizing business initiatives, you won’t be making progress in the right directions, right? Well, maybe not. In a perfect world, prioritization could be done using a simple formula: divide the expected outcome of an initiative by its cost, and go for […]
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How do you know who’s meeting their quotas and who’s falling short? Do you have enough opportunities in your pipeline to meet your targets this quarter? What’s your win rate? And how is it trending over time? Answering these questions is key to growing your revenue. But without the right data, you’ll be left in […]
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By ignoring sales enablement, 65% of the sales content you’ve painstakingly developed to close deals will sit on your servers or computers unused. That’s hundreds of working hours wasted for nothing. Investing in a sales enablement tool and using it effectively ensures that no case study or white paper sits around unused. Not only that, but you can […]
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New customers are wonderful, but recurring customers are what keep a business afloat, especially for SaaS and other service companies. That’s why it’s critical to keep retention levels steady. As such, we have to understand both why clients return (or stay subscribed) and why some don’t. That’s why it’s important to analyze customer churn. By […]
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You’re staring at your notes, trying to remember every detail from the prospect conversation you just had. In an instant, it all comes back – pain points, objections, weather in Chicago. There was something else they said that really stuck with you as being insightful. Was it something about the competition? You cringe at the […]
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Being a pushy salesperson who only focuses on their product’s features and benefits won’t get you very far in today’s market. A product-focused, target-oriented mindset may have worked 30 years ago, but today’s buyers are much better informed and far less willing to put up with an unsatisfactory sales experience. Unfortunately, some sales reps still […]
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58.4% of the world’s population is on social media, with the average time spent on these platforms reaching 2 hours and 27 minutes daily. That’s a big chunk of all your daily attention span spent on social every single day. So, of course, in 2022, most companies are already on social media pushing their products and […]
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For SaaS and subscription businesses, customer success is a key revenue driver. Closing new contracts is important, but retaining and increasing revenue from existing accounts is crucial for maintaining and growing ARR. So, how exactly do you measure if a customer is “successful” (and what does that even mean?) In this article, you’ll learn how […]
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Close the gap, and you’ll close the deal. That’s the basis behind Gap Selling — a sales methodology developed by Keenan, CEO and president of A Sales Growth Company. The “gap” refers to the space between where a prospect is now and where they want to be in the future. Your goal as a seller […]
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Today’s high-performing revenue teams are those who are focused heavily on retention, not just new client acquisition. (It’s the whole reason they’re called revenue teams, and not sales teams, in the first place.) The thing is, they’re working in a constantly changing environment, with new data, goals, products, and budgets to work with each quarter. […]
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“People love to buy, but hate to be sold to.” It sounds nice, but that doesn’t really solve our dilemma as salespeople because, obviously, it’s our job to sell to people. So, this leaves a pretty big question on the table: How can we sell to a prospect without them feeling like they’re being sold to? One answer to […]
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You might win your next sales call before it even starts. No, it isn’t a new “sales hack”. Yes, I’m talking about sales call planning. And it’s what separates the best reps from the rest. Here’s what I mean: You’re not just making a sale, you’re building a relationship, one that you hope lasts a […]
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Nothing breaks down your sales engine like poor targeting. No matter how skilled your reps or what sales methodology you use, you can’t close someone who has no need for your product or service. To get super narrow on the types of prospects you need to speak to, you need well-developed sales ICPs (ideal customer […]
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Too often, sales reps jump straight into their pitch without even considering their prospects’ needs or asking what they’re looking for. And in most cases, that’s a losing sales strategy. So how can you build rapport with your prospects? How can you position your solution and boost your win rates? That’s where Solution Selling comes in. […]
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