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Saas District - Akeel Jabber | HoriZen Capital Episode 110, 19th May 2021

SaaS Sales Done Right: How to Build a CRM Product That Actually Sells With John Golden #110

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44:17

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John Golden is a global renowned sales and marketing thought leader and currently the Chief Strategy and Marketing Officer at Pipeliner CRM, which is a unique CRM that provides both salespeople and sales management various ways of displaying and analyzing sales data with instant, dynamic visualization that enables rapid adoption rates aiming for better user experiences.

John is also an Amazon bestselling author of “Winning the Battle for Sales: Lessons on Closing Every Deal from the World's Greatest Military Victoriesand “Social Upheaval: How to Win at Social Selling”. He has done over 600 video interviews of thought leaders for Sales POP! online sales magazine and also has a podcast with over 300 audio interviews. 

During this interview we cover:


  • 00:00 Intro
  • 01:16 - John’s  Background, Past Positions & Building Pipeliner CRM
  • 04:48 - Building a CRM Over the Other 600+ Options in the Market
  • 06:36 - Go to Market Strategy & Product Market Fit
  • 08:57 - The SPIN Selling Method & The Importance of Asking Good Questions
  • 11:53 - Minimizing Customer Turnover or Churn & Customer Engagement 
  • 14:20 - “Wealth Creator & Peace Producer”, a Mindset for Salespeople
  • 16:35 - What You Shouldn't Start Your Day With  
  • 18:49 - WorkPatterns: One on Ones, Team Collaboration, Feedback, Recognition & Goals - all in one place
  • 19:32 - Closing at The C-level, Best Practices & Enterprise vs SMB’s
  • 25:27 - Managing Sales Team Performance
  • 27:52 - How to Best Handle “Ghosting” From Leads on Follow Ups
  • 32:34 - Best Practices for Marketing & User Acquisition
  • 37:21 - Advice John Would Tell His 25 Years Old Self
  • 38:23 - Biggest Challenges John is Facing Right Now with Pipeliner?
  • 39:44 - Instrumental Resources for John Success
  • 41:22 - What does Success Mean to John Today
  • 42:48 - Get in Touch With John



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