Transformational Leadership: One of Mark’s sales reps was struggling to close a deal with a large enterprise customer. The sales rep was feeling demotivated and lacked confidence in their ability to win the deal. Mark knew that this was a great opportunity to use his transformational leadership style. He sat Read more…
As a SaaS company, understanding your ideal customer profile (ICP) is critical to building a successful business. The ICP is a detailed description of your target audience and includes demographic, psychographic, and behavioral data. Knowing your ICP can help you create targeted marketing campaigns, design products that meet your customers’ Read more…
You found common characteristics between your best customers when you developed your ideal customer profile (or your zebra profile). Your best prospects have the same characteristics. But in order to have an improvement in your saas sales, you can’t stop there. You need to dig deeper to find similar patterns Read more…
Our past blogs have walked you through creating a Zebra profile, building a pushbutton Zebra, and scoring a prospect to obtain the Z-score. Now, you will learn how to use that score. As with the pushbutton Zebra, the scoring system is a living system. Your first score isn’t necessarily the Read more…
What is Hubspot Sales Hub? Sales Hub is one piece of Hubspot’s full CRM platform. Hubspot also has marketing, service and CMS offerings in their full suite of products. How do I set up this integration? Once your admin sets up Hubspot, you can visit the integration section of your Read more…
Hypotheticals don’t demonstrate quantifiable results your solutions can offer to prospects. Metrics-driven case studies based on previous client experiences are a powerful way to communicate how your initiatives will add value to their business financially and otherwise.
It’s important for your marketing department and sales reps to work together.
The best way to garner prospects and nurture ongoing relationships is to show – not just tell – the value of your business. Ditch the activity-based sales funnel approach in favor of metrics-based presentations and case studies that forecast the financial impact of your business solution. Let’s talk: (833) 594-7120
Apple just released its most expensive computer, at a price of nearly $53K. Do you think it’s worth the price tag?
