How to decrease sales cycles and increase conversions, even in a down market, with Chuck Reigrut From Spiff inc.

Selling Saas

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2y ago 51:00

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Chuck Reigrut emphasizes the importance of building relationships and providing personalized training to gain trust and make a positive impact on customers. They mention that meeting customers in person, rather than relying solely on online interactions, can help create stronger connections and show that the company is invested in finding solutions that will make the customers' lives easier.

He also highlights the significance of belief in the products or solutions being offered. Having conviction in the solution and effectively communicating its benefits to customers is crucial to gaining their trust and demonstrating the long-term impact it can have on their students or business.

Additionally, he discusses the value of maintaining ongoing relationships with customers. They mention that in the SaaS industry, people often change companies every few years, but by providing exceptional support and going out of their way to help customers, the company can leave a lasting impression. This can lead to organic growth through positive word-of-mouth and referrals.

[00:05:30] Targeting high-value accounts.

[00:09:43] Importance of selling to small ones.

[00:14:23] Shooting straight in sales.

[00:16:55] Money and motivation in sales.

[00:19:54] Learning from our failures.

[00:29:01] Successful partnership strategies.

[00:32:06] Including partners for customer benefit.

[00:36:24] Channel partnership challenges.

[00:38:22] The power of partnerships.

173 episodes

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