The hottest Sales Substack posts right now

Standardised services offer similar benefits and risks for all clients. You can expect predictability in delivery time and cost, like hiring an agency to find a software engineer.
Custom services are unique for each client, with varying costs and outcomes. You often need to invest before seeing results, and the risks can be hard to predict.
When buying standardised products or services, make sure to see the final result before committing. With custom services, be prepared for a longer conversation to understand the scope and pricing.

Navattic creates interactive product demos that help marketing and sales teams showcase their products. This gives potential customers a hands-on experience before they decide to buy.
Word of mouth is their best-performing channel. People love sharing tools that are free to try, and this has helped increase their referrals since launching a freemium plan.
When hiring a marketer, it's crucial to know what role you really need. Understanding your specific marketing goals can help you find the right person for your team.

Many SaaS funnels are underperforming, which is a common issue that needs attention.
There's a need for guides that focus on practical and actionable steps to improve SaaS funnels.
Understanding specific challenges and questions around funnel optimization can help create better resources.

Unsubscribe from emails that aren't useful. Cut out the noise in your inbox to focus only on what truly matters.
Use filters and labels to organize your emails. This helps you find important messages quickly and keeps your inbox tidy.
Check your email at set times, not constantly. This reduces distractions and makes your email management more efficient.

People have two main mental roles: the Thinker, who comes up with ideas, and the Prover, who searches for proof of those ideas. It's important to realize that the Thinker leads the way.
If you want to persuade someone, focus on connecting with the Thinker first. This means building trust and understanding their feelings rather than just presenting facts.
When trying to sell a product or convince a team, emotional storytelling can be more effective than logical reasoning. People often need a narrative that resonates with them before they look for evidence.

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In sales, it's important to recognize the difference between a customer's need for a product and their timeline for buying it. Some people might need something now but are not ready to buy right away.
Salespeople often mistakenly try to convince customers who have already expressed a need that the product is good, instead of focusing on when the customer plans to make the purchase.
Understanding the BANT criteria in sales, which stands for Budget, Authority, Need, and Timeline, can help clarify these distinctions and improve sales strategies.

In leadership, it's better to connect emotionally rather than just using facts. People respond better to stories and feelings.
Trust is crucial when trying to persuade others. Use their language and ask real questions instead of just presenting evidence.
In technical fields, bringing emotion and understanding business goals can lead to better teamwork and innovation.

Competing on price means attracting customers by offering the lowest cost. This often leads to a tough business environment where customers constantly look for cheaper options.
Competing on benefit focuses on providing more value or quality to the customer, even if the price is higher. Customers are willing to pay more if they believe they will get better results or experiences.
Most businesses don't only compete on price or benefit; they do both. They try to offer good value while also managing costs to appeal to customers.

Use different escalation levels in sales conversations to shift approaches when discussions stall. Just like a car needs different gears for different conditions, sales talks need different strategies for success.
Start conversations by gathering information to understand the lead's needs better. This means asking questions and listening more than you talk to really get to the root of the problem.
When necessary, be firm and clear in your communication. If someone can't follow your advice, be direct about what needs to change or you may need to walk away from the deal.

Salespeople today need to have technical skills, not just good people skills. Understanding the tech products you're selling is crucial to close deals.
There's a new type of salesperson known as the 'full-stack salesperson.' They can talk tech and solve problems, making them more valuable in today's market.
It's important for sales teams to adapt to changes in customer expectations. Knowing when to use technical knowledge or relationship skills can make a big difference in winning sales.