David Saias

Salespeople with their lips moving are the last bastion of competitive differentiation. Thanks for including our book, “Conversations that Win the Complex Sale.”

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What is one effective strategy to motivate seasoned tenured salespeople to learn, adopt and sell new technology or service offerings that are new to them and potentially their client base? One question, two answers, four minutes with Vector Firm's Chris Peterson and Dave Sweeney from Advantech | A Division of The Cook & Boardman Group, LLC. Watch the video to see their answers. #sales #securityindustry #salestraining

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Episode #65 of the future founder podcast is live. In this episode, I speak with Kristie Jones, Founder of Sales Acceleration Group. We discuss the keys to success in any SaaS sales role and the common hurdles she experiences while helping founders scale their startups and sales teams. Check out the full episode on YouTube: https://lnkd.in/gUKyekHY

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5 Step Process To Handle Any Sales Objection (3 Minute Video) You can apply this to any situation instead of just relying on "Canned Responses". #sales

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Tracking the right metrics in sales is critical. I talk to the sales queen, Maria Braun, about all things sales. Sales can be technical, but there are vertical things you need to get right. Watch the full episode on all channels 😎 🎯

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Catch the latest episode of Coach2Scale with Matt Benelli Links to the full episode are in the comments. #SalesLeadership #TeamBuilding #ProfessionalDevelopment Coach2Scale: How Modern Leaders Build A Coaching Culture is sponsored by CoachEm.

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CEOs dont put too much faith in your VP #owner #ceo #leader #founder #vpofsales Get the template for this and more - link in bio #Sales #salestips #salesleader #salesleadertips #ceo #owner #salesemails #salesscripts #prospecting #ae #sdr

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Track buyer journeys from awareness to conversion and beyond with RevSure's Full-funnel Attribution Solution. Select the stages, events, touches, or activities of the journeys and filter them by segment, region, channel, or source. You can even trace journeys across the SDR/BDR/Sales motion and more. Learn more about RevSure's Customer Journey Analysis capability here: https://lnkd.in/g9C6RrH8 #B2Bmarketing #marketingattribution

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Let's get real. Most sales strategies barely scratch the surface when it comes to actually closing qualified pipeline. To uncover proven plays to create, convert, and close more revenue, Clari gathered the best advice from Kevin "KD" Dorsey, founder of the Sales Leadership Academy, and Derek Antti, Sr. Manager, Revenue Development at Clari, in a brand new playbook. Discover how to: 🔥 Create new meetings using my KPIC Method 🔥 Convert by ensuring prospects see you everywhere 🔥 Close more pipeline by aligning on business outcomes Don't let this opportunity to capture more revenue slip by. Grab the “Create, Convert, and Close: 3 Sales Plays to Capture More Revenue” playbook here: https://lnkd.in/g9nevVee Happy closing.

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Most salespeople are not "pathologically compassionate" and we have to learn how to dial in to our empathy to be able to connect with our prospects. Where do you fall on the empathy scale? Watch full episode: https://hubs.li/Q02xMXNK0 #SellMore #Empathy #SalesTips #Scale #Compassionate #Podcast #ListenNow

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In this week's In-Ear #Insights (the @TrustInsights #podcast) @katierobbert & @cspenn tackle the challenge of #GenerativeAI in #Sales. Learn how it can be used - and what not to do. https://lnkd.in/ePjvWPRm

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#Sales are more psychology than you think... Identify customer pains → find what in your product can address these pains → communicate this in their language → observe reactions → refine approach → address again → observe results → repeat... Behind every successful sales strategy are deep psychological insights. _____ #salesstrategy #success #insight #targetaudience #DTC #salestips #salessecrets #business #DTCbusiness #D2C #ecommerce

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With 40+ GTM workshops – where do you start? Here’s an overview of the Centrae PE Revenue Acceleration Framework. Some people call it a “PE Portfolio Company Playbook” or a “Toolkit”. Either way, it’s a proven approach to growing revenue for lower middle market companies. We start with an assessment, then guide the company through a learning plan to leverage the right workshops for their business. Here are just a few: 1.   Market Research -TAM/SAM -Ideal Customer Profile -Buyer Persona -Buying Process Maps -Value Proposition 2.   Sales Fundamentals -Sales Revenue & Budget -Sales Org Design -Talent Hiring & Onboarding -Territory Design -Compensation & Quota -Pricing Strategy -Channel Strategy -Sales Leadership -Customer Success 3.   Marketing Fundamentals -Lead Management -Strategic Brand Direction -Marketing Org Design -Campaign Strategy -Content Strategy -Digital Strategy -Product Naming 4.   Sales Execution -Prospecting -Opportunity Management -Deal Desk -Configure, Price & Quote -Channel Optimization -Sales Operations -Technology Stack -Key Account Enablement -Win Strategies -Sales Plays & Playbooks 5.   Marketing Execution -Buyer & Competitive Positioning -Lead Management -Content Development -Product & Marketing Launch -Campaign Build -Customer Marketing -Account Based Marketing -Field Marketing -Agency Marketing -Marketing Operations Any other Commercial/GTM/Revenue Growth in your toolkit?

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It’s MID-QUARTER sellers! Have you built the Trust to Close? Every deal begins and ends with TRUST. If you’re one of the top performers going into the mid-stages of deals armed with Champions, then now is NOT the time to become Normal - to get lazy and outsold. Normal is Overrated. Now’s the time to INTENTIONALLY BUILD TRUST. Champions are just people. We all need to feel the comfort and validation of TRUST when our decisions get real. And MID-QUARTER – well it’s just gotten real for those PEOPLE you’re selling to. Whether your buyers got to experience your solution early-on in a test pilot or are preparing for complex technical and business validations now, don’t confuse “Buyer Activity” with "Buying Milestones". Purchase process and decisions are rarely as simple and frictionless as we sellers (and our companies) think. This “Closure Milestone” for your Champion is NOT about your product checking a box, your perception of your differentiation, your ROI, and absolutely not about your Sales Process. It’s about you enabling a human being to fully TRUST YOU – both your Champion and all of the Consensus that they are needing to advocate to on your behalf. This is where ELITE STRATEGY always wins. 3 Steps to Intentional Trust Building during the Closure Milestone: 1.    QUALIFY YOUR CHAMPION’S TRUST STANDARD: Just ask them straight away, “Since I know that earning your Trust is critical at this stage, tell me what your most important Trust Criteria are?”  - What are we listening for? CHARACTER traits in us, our solution, or our company? CREDIBILITY factors?  COMPETENCIES for their unique situation? 2.    REVIEW STRATEGY WITH YOUR TEAM: Rather than sprint off with what you think your action items should be, even the most ELITE sellers pause and get counsel from the right people on their team – some of whom have far more relatable experience and empathy to the buyer, more internal solution authority, and some just valuable sales wisdom. 3.    EXECUTE STRATEGY TO FILL YOUR CHAMPION’S TRUST GAPS: While our Sales Process and internal objectives can be justifiable and even strategic, NO STRATEGY ITEM HOLDS MORE PRIORITY THAN THAT OF BUILDING A CHAMPION’S TRUST AT THEIR CLOSURE MILESTONE. If you want to prepare yourself for a transparent, in-control, and partnering final deal milestone where all strategy can be focused on WINNING with your Champion, then ensure that TRUST is built NOW! Normal is Overrated. Be ELITE! - R2 LET ME KNOW HOW I CAN HELP. AND CHECK OUT MY BOOK “THE CHAMPION SELL” ON AMAZON OR AUDIBLE – PLEASE LEAVE A REVIEW IF YOU HAVE.

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It’s MID-QUARTER sellers! Have you built the Trust to Close? Every deal begins and ends with TRUST. If you’re one of the top performers going into the mid-stages of deals armed with Champions, then now is NOT the time to become Normal - to get lazy and outsold. Normal is Overrated. Now’s the time to INTENTIONALLY BUILD TRUST. Champions are just people. We all need to feel the comfort and validation of TRUST when our decisions get real. And MID-QUARTER – well it’s just gotten real for those PEOPLE you’re selling to. Whether your buyers got to experience your solution early-on in a test pilot or are preparing for complex technical and business validations now, don’t confuse “Buyer Activity” with "Buying Milestones". Purchase process and decisions are rarely as simple and frictionless as we sellers (and our companies) think. This “Closure Milestone” for your Champion is NOT about your product checking a box, your perception of your differentiation, your ROI, and absolutely not about your Sales Process. It’s about you enabling a human being to fully TRUST YOU – both your Champion and all of the Consensus that they are needing to advocate to on your behalf. This is where ELITE STRATEGY always wins. 3 Steps to Intentional Trust Building during the Closure Milestone: 1.    QUALIFY YOUR CHAMPION’S TRUST STANDARD: Just ask them straight away, “Since I know that earning your Trust is critical at this stage, tell me what your most important Trust Criteria are?” - What are we listening for? CHARACTER traits in us, our solution, or our company? CREDIBILITY factors? COMPETENCIES for their unique situation? 2.    REVIEW STRATEGY WITH YOUR TEAM: Rather than sprint off with what you think your action items should be, even the most ELITE sellers pause and get counsel from the right people on their team – some of whom have far more relatable experience and empathy to the buyer, more internal solution authority, and some just valuable sales wisdom. 3.    EXECUTE STRATEGY TO FILL YOUR CHAMPION’S TRUST GAPS: While our Sales Process and internal objectives can be justifiable and even strategic, NO STRATEGY ITEM HOLDS MORE PRIORITY THAN THAT OF BUILDING A CHAMPION’S TRUST AT THEIR CLOSURE MILESTONE. If you want to prepare yourself for a transparent, in-control, and partnering final deal milestone where all strategy can be focused on WINNING with your Champion, then ensure that TRUST is built NOW! Normal is Overrated. Be ELITE! - R2 LET ME KNOW HOW I CAN HELP. AND CHECK OUT MY BOOK “THE CHAMPION SELL” ON AMAZON OR AUDIBLE – PLEASE LEAVE A REVIEW IF YOU HAVE.

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Walking away is an option that no seller takes lightly, but there are times when it must be done. In today’s episode, John Kaplan sheds light on this difficult decision: https://lnkd.in/e6aAPZcz #podcast #sales #salesexcellence #b2bsales #saassales #saas

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VC or bootstrapping: how does it impact revenue growth in the early years? New comprehensive benchmark analysis combining ChartMogul SaaS revenue data + Dealroom VC data for the first time 🤝 A few insights: 1️⃣ 𝗧𝗼𝗽 𝗾𝘂𝗮𝗿𝘁𝗶𝗹𝗲 𝗯𝗼𝗼𝘁𝘀𝘁𝗿𝗮𝗽𝗽𝗲𝗱 𝗰𝗼𝗺𝗽𝗮𝗻𝗶𝗲𝘀 𝗿𝗲𝗮𝗰𝗵 𝘁𝗵𝗲 $𝟭𝗠 𝗔𝗥𝗥 𝗺𝗶𝗹𝗲𝘀𝘁𝗼𝗻𝗲 𝗼𝗻𝗹𝘆 𝟰 𝗺𝗼𝗻𝘁𝗵𝘀 𝗹𝗮𝘁𝗲𝗿 𝘁𝗵𝗮𝗻 𝗩𝗖-𝗯𝗮𝗰𝗸𝗲𝗱 𝗰𝗼𝗺𝗽𝗮𝗻𝗶𝗲𝘀. VC funding boosts growth but isn't the only factor. 2️⃣ 𝗕𝗼𝗼𝘁𝘀𝘁𝗿𝗮𝗽𝗽𝗲𝗱 𝗰𝗼𝗺𝗽𝗮𝗻𝗶𝗲𝘀 𝘄𝗶𝘁𝗵 $𝟭𝗠-𝟯𝟬𝗠 𝗔𝗥𝗥 𝗮𝗱𝗮𝗽𝘁 𝗳𝗮𝘀𝘁𝗲𝗿 𝘁𝗼 𝗺𝗮𝗿𝗸𝗲𝘁 𝗰𝗵𝗮𝗻𝗴𝗲𝘀. VC-backed companies grow quicker but rely more on financial support. 3️⃣ 𝗩𝗖-𝗯𝗮𝗰𝗸𝗲𝗱 𝘀𝘁𝗮𝗿𝘁𝘂𝗽𝘀 𝗯𝗲𝗹𝗼𝘄 $𝟭𝗠 𝗔𝗥𝗥 𝘄𝗲𝗿𝗲 𝗵𝗶𝘁 𝗵𝗮𝗿𝗱𝗲𝘀𝘁 𝗯𝘆 𝘁𝗵𝗲 𝗱𝗼𝘄𝗻𝘁𝘂𝗿𝗻, 𝘀𝗵𝗼𝘄𝗶𝗻𝗴 𝘁𝗵𝗲𝗶𝗿 𝗿𝗲𝗹𝗶𝗮𝗻𝗰𝗲 𝗼𝗻 𝗰��𝗽𝗶𝘁𝗮𝗹. Bootstrapped companies are not immune to the unfavorable environment but maintain steadier growth. 4️⃣ 𝗡𝗲𝘄 𝗯𝘂𝘀𝗶𝗻𝗲𝘀𝘀 𝗽𝗶𝗰𝗸𝘀 𝘂𝗽 𝘀𝗹𝗶𝗴𝗵𝘁𝗹𝘆 𝗯𝘂𝘁 𝗰𝗼𝗺𝗽𝗮𝗻𝗶𝗲𝘀 𝘄𝗶𝘁𝗵 $𝟭𝗠-$𝟯𝟬𝗠 𝗔𝗥𝗥 𝘀𝘁𝗶𝗹𝗹 𝘀𝘁𝗿𝘂𝗴𝗴𝗹𝗲 𝘁𝗼 𝗿𝗲𝗶𝗴𝗻𝗶𝘁𝗲 𝗴𝗿𝗼𝘄𝘁𝗵. Bootstrappers adapt quickly post-pandemic, while VC-backed firms use cash reserves but face challenges as investments stall. 5️⃣ 𝗦𝘁𝗮𝗿𝘁𝘂𝗽𝘀 𝗯𝗲𝗹𝗼𝘄 $𝟭𝗠 𝗔𝗥𝗥 𝗿𝗲𝘁𝗮𝗶𝗻 𝗰𝘂𝘀𝘁𝗼𝗺𝗲𝗿𝘀 𝗲𝗾𝘂𝗮𝗹𝗹𝘆 𝗮𝗰𝗿𝗼𝘀𝘀 𝗳𝘂𝗻𝗱𝗶𝗻𝗴 𝗺𝗼𝗱𝗲𝗹𝘀. VC-backed startups have seen a decline in customer retention rates, highlighting their challenges while trying to scale. 6️⃣ 𝗩𝗖-𝗯𝗮𝗰𝗸𝗲𝗱 𝗰𝗼𝗺𝗽𝗮𝗻𝗶𝗲𝘀 𝘄𝗶𝘁𝗵 $𝟭𝗠-$𝟯𝟬𝗠 𝗔𝗥𝗥 𝗹𝗲𝗮𝗱 𝗶𝗻 𝗻𝗲𝘁 𝗿𝗲𝘃𝗲𝗻𝘂𝗲 𝗿𝗲𝘁𝗲𝗻𝘁𝗶𝗼𝗻. With new business slowing, SaaS companies pivoted their strategies and relied more on expansion to drive growth. Full report 🚀👇 https://lnkd.in/eRF44TKV #SaaS #growth #VC #bootstrapped #startups #chartmogul 🤜🤛 Sofia Faustino Nick Franklin Yoram Wijngaarde

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