Martech

JUNE 12, 2024

Your sales and account management teams may already be using some of your prospecting content in relationship building. First, utilize the same martech tools used to identify prospects to upsell, cross-sell and retention opportunities. Microsoft offers open discussions weekly for customer IT admins and product managers.

Customers 113

Customers Cross-sell Education Account management 113

Heinz Marketing

MAY 20, 2022

While the idea of customer success as a profit center is not new, it is regaining momentum and overtaking new logo acquisition as the main strategy for B2B revenue growth. With PLG, marketers use tools to leverage data that shows how employees at customer accounts are interacting with their product. Account Management.

Cross-sell 115

Cross-sell Customers Growth Contract 115

Partners in Excellence

MARCH 26, 2024

It’s a solution that addresses the way buying is changing, integrating digital and personal selling. But what really interested me were Bill’s perspectives on where buying and selling is headed and how we must change our engagement strategies to work with buyers more impactfully.

Sell 137

Sell Cross-sell Finance B2C 137

Partners in Excellence

JULY 8, 2013

The way customers buy is changing, the complexities of our own products and solutions, the broad range of people involved in the customer buying process mandates a different approach to selling and careful reconsideration of how we define the role of account and territory managers.

Territory 115

Territory Account management Cross-sell Sales 115

Sales Hacker

JULY 3, 2020

In B2B sales, getting multiple decision makers on board is a dream. We’ll look at each one, and identify how you can use it to successfully sell to multiple decision makers across departments. The company I work for primarily sells to marketing teams. 6 Questions to Close Cross-Departmental Deals. and ” why now ?”

Cross-sell 129

Cross-sell Closing Service Prospecting 129

Partners in Excellence

SEPTEMBER 4, 2013

Our job as sales professionals becomes aligning our selling process with the customer’s buying process, moving through the process in a disciplined manner. The outcome of these buying streams may result in a purchase–or no decision, depending on how the customer aligns themselves and manages the process.

Cross-sell 122

Cross-sell Represent Account management Quota 122

Veloxy

NOVEMBER 29, 2021

Yet, how it can shape selling for your company can be revolutionary for you. When using predictive sales software like Veloxy, salespeople can drill down into the necessary dashboards and reports to see the upcoming buyer signal notifications and guided selling recommendations. Predictive Analytics for B2B Sales. Lead Scoring.

Inside sales 162

Inside sales Sales Outside Sales Cross-sell 162

SaaStr

JULY 1, 2024

It sounds great to be able to sell to more people and sell bigger deals, but are you ready? You want to ensure you have cross-functional alignment and that this isn’t another squirrel you’re chasing. Do you have a core portion of your team equipped to sell upmarket? When Should You Move Upmarket? Look at your team.

Cross-sell 122

Cross-sell Price Account management Up-sell 122

Sales Hacker

APRIL 6, 2022

And these manual processes take sales reps away from their most important activity: selling. If you’re selling a limited number of products or services, or have an extremely simple pricing model, a CPQ system may be beyond your needs. A better selling experience. 5 benefits of CPQ software. Faster time to revenue.

Cross-sell 108

Cross-sell Contract Price Finance 108

Hubspot

JULY 7, 2019

Are you a B2B account manager or sales executive who is serious about account-based sales or account-based marketing (ABM)? To win new business and grow key accounts, account managers and sales executives must become thoroughly invested in their customer’s challenges, goals, and competitive landscape.

Strategize 99

Strategize Objectives and Key Results Strategic partnership Cross-sell 99

Sales Hacker

MAY 6, 2021

From B2C consumer-focused tech to the next B2B enterprise cloud giants, B2B, and B2C technology companies are springing up left and right and sprinting toward multi-billion dollar valuations (whether on the private or public markets) faster than ever. And this is exactly why you hired them! Ownership of the entire revenue lifecycle.

B2C 121

B2C Pipeline SQL Strategize 121

Sales Hacker

AUGUST 7, 2024

Paul Mander currently leads all of go-to-market for B2B at Optery. Along the way of selling and supporting a product as complex as a Customer Data Platform (CDP), he tackled some of the more common topics go-to-market leaders encounter as they build and scale their customer facing teams.

Go To Market 122

Go To Market X-functional Engineering Cross-sell 122

Highspot

MAY 3, 2024

It requires multiple teams including marketing, customer success, account management, and more to optimize the sales cycle and performance. It works to enable each channel and stage of the sales cycle that drives revenue growth, including marketing, customer success, account management, and more.

Cross-sell 93

Cross-sell Technology Technology GTM 93

Sales Hacker

SEPTEMBER 24, 2018

To put things in context, sales engagement platforms are the selling world’s version of the cell phone and email when it comes to sheer transformative power. The company was also in rapid growth mode at the time and needed a highly intuitive tool that enabled new reps to ramp quickly and begin selling. . Buyers own the conversation.

Cross-sell 93

Cross-sell Sales CRM Quota 93

ConversionXL

MARCH 20, 2019

Choosing the right account-based marketing software can be a messy process. Some companies sell relevant software but not explicitly for ABM. Whether you need certain tools depends on the scale of your program or your target accounts. Demandbase’s costs place it in the 96th percentile for “Marketing Account Management” software.

Real Estate 117

Real Estate Contact B2B Campaign 117

Partners in Excellence

MAY 1, 2017

If I were to assess the worlds of buying and selling through much of what I read, I would come up with the conclusion that Customers and Sales people are on diverging paths, we are doing as much to minimize our interactions with each other. From a sellers perspective helping us sell more efficiently.

Customers 71

Customers Cross-sell Sales Account management 71

Sales Hacker

NOVEMBER 16, 2021

It combines B2B data, data outsourcing, and robotic process automation, to increase qualified leads exponentially. It does this by allowing users to use the web to source new contacts, update existing connections, and find account data and signals in real-time. Key features: Agency management options. Zendesk Sell.

Lead generation 126

Lead generation Price Campaign Cross-sell 126

Sales Hacker

DECEMBER 22, 2020

Rather than just reading or listening, you can now ask questions and get amazing thoughtful answers from the world’s B2B sales professionals who’ve been there before, plus you can share your experience with others. million with about 10, and today we’re sitting with 13 people, and we just crossed 2 million in revenue.

Cross-sell 103

Cross-sell Clients Growth Up-sell 103

SBI

JULY 1, 2020

5 Ways to Uncover Strategic Account Revenue. Revenue growth in B2B enterprise accounts has always been challenging. Account managers are able to make intentional connections by using relationship mapping tools that map key stakeholders and their influence on the buying decisions at their organization.

Strategize 72

Strategize Cross-sell Strategic partnership Growth 72

SBI

AUGUST 17, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? So those are the metrics we advise customers to measure.

Sell 58

Sell Cross-sell Account management CRM 58

Partners in Excellence

FEBRUARY 1, 2016

In today’s complex B2B world, we know our customers struggle to solve their problems, along the way, perhaps searching for solutions to solve their problem From the Challenger Customer , we know roughly 5.4 They cross the boundaries and silos we’ve created. Related Posts: Buying Has Nothing To Do With The Product We Sell!

Customers 70

Customers Cross-sell Represent Consult 70

Highspot

JANUARY 19, 2022

Sales training is the process of developing and fine-tuning the skills of sales professionals and managers by increasing their understanding of their buyers, modernizing their approach to the sales process, and equipping them with strategies, techniques, and technology that top performers use to achieve sales success.

Technique 92

Technique Negotiate Pitch Inside sales 92

ConversionXL

AUGUST 2, 2017

In today’s environment, if B2B organizations are going to make it, they need to grow. Chris Samila , Partnerships Manager at Optimizely shares: “We saw building and supporting a partner ecosystem as a massive opportunity. 3 Factors That Affect B2B Partnerships. B2B tech partners are now targeting business leaders instead of IT.

Strategic partnership 84

Strategic partnership Objectives and Key Results Cross-sell Strategize 84

SaaStr

JULY 7, 2023

Yet, many customer marketing teams remain relatively small and unsupported in B2B organizations. Humans selling to humans is a much more effective practice for that pathway to 140% NRR. By targeting your high NPS customers for reviews consistently with a personalized email from an Account Manager. That’s huge!

Referrals 97

Referrals Gaming Non-Profits Campaign 97

Veloxy

FEBRUARY 22, 2023

Field sales, also known as outside sales , is a method of selling that involves sales representatives who engage with potential customers in person, typically outside of an office setting. Field sales is often used in business-to-business (B2B) sales, but can also be used in business-to-consumer (B2C) sales.

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

ConversionXL

AUGUST 2, 2017

In today’s environment, if B2B organizations are going to make it, they need to grow. Chris Samila , Partnerships Manager at Optimizely shares: “We saw building and supporting a partner ecosystem as a massive opportunity. 3 Factors That Affect B2B Partnerships. B2B tech partners are now targeting business leaders instead of IT.

Strategic partnership 77

Strategic partnership Objectives and Key Results Cross-sell Strategize 77

Hubspot

JULY 31, 2013

Sales is a vital part of any organization -- if you’ve got a product or service, you’re going to need someone to sell it. Especially in the world of complex B2B sales, having a team of great salespeople is the difference between making or missing revenue goals. Create cross-departmental relationships. John Dukes, Sales Manager.

Prospecting 78

Prospecting Pitch Cross-sell Consult 78

Heinz Marketing

APRIL 8, 2019

It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Every week we are featuring some of the best and brightest minds in B2B sales and marketing and today is no different. I’m very excited to have with us. Liz Michaud. As we see more A.I.

Pipeline 72

Pipeline Cross-sell Sales Up-sell 72

Sales Hacker

OCTOBER 7, 2021

Lori speaks, writes, coaches and trains company leaders on ways to find, recruit, retain, and promote more women in sales and helps women become part of the best profession – B2B sales. You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anita Nielsen. Jen Ferguson.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

Gong.io

JULY 11, 2022

Inside sales (sometimes called remote sales or remote selling) is often the primary sales model for B2B, SaaS, tech, and certain high-ticket B2C sales teams. Inside sales reps sell from their office, in stark contrast to outside sales, where sales reps travel to visit clients and close deals on the road.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Pointclear

JUNE 24, 2016

A remarkable new book is changing the way that B2B sales professionals think about, approach, and serve their customers. We met and worked together at a software company many years ago, and our paths through the continuously evolving world of B2B sales and sales performance have crossed many times.

Cross-sell 53

Cross-sell B2B Consult Account management 53

The 5% Institute

APRIL 17, 2020

Inside Sales Professionals will solve easy to medium sized issues, up sell and cross sell when needed, and also acts as a customer service face for the company they represent. Outside Sales Professionals are usually associated by larger B2B executive clients and sell higher ticket products or services.

Outside Sales 52

Outside Sales Inside sales Cross-sell Sales 52

Sales Hacker

NOVEMBER 14, 2019

Selling has changed more in the last 10 years than it has in the previous 100 years, and this is especially true in B2B markets. . At the forefront of this change is what we at Engagio call, Account-Based Everything (ABE), some people know it as Account-Based Sales Development (ABSD), and others call it Account-Based Marketing (ABM).

Technology 81

Technology Technology Cross-sell Referrals 81

Salesforce

JANUARY 31, 2024

Tech sales refers to selling technology as a product or service. As an illustration, I used to sell appointment-scheduling software — a single-function solution for easier meeting set-up. Hardware like laptops, televisions, and gaming systems can be sold both B2B and B2C to fulfill various needs. Give presentations and demos.

Networking 59

Networking Cross-sell B2C Negotiate 59

PandaDoc

AUGUST 9, 2023

It’s a space where freelancers, content creators, salespeople, marketers, managers, and executives can reach out to one another and network. Your LinkedIn profile is where you sell yourself to other professionals and prospects. It’s another channel to sell your message to prospects. This is a massive oversight.

Networking 83

Networking Legal Cross-sell Prospecting 83

SaaStr

MARCH 8, 2019

People talk about B2B marketing. The thing that fascinates me the most about them is they’re all effectively selling the same exact product as their predecessor that they disrupted. Brian Halligan: Now, those examples are all B2C, but this is very much coming to B2B. Product really is trying to sell.

Cold Call 22

Cold Call Trust Go To Market B2C 22

Sales Hacker

OCTOBER 21, 2019

2019: LinkedIn’s #1 B2B Sales Expert to Follow. My advisor said the idea was great but that it wouldn’t work unless I learned how to sell. However, my plans changed once I discovered the unique challenges of selling. I’d have to say it’s either SNAP Selling or More Sales Less Time. . Jill Konrath. Fail Fast!”

Sales 98

Sales Up-sell Start-ups Cross-sell 98