Sales Pop!

DECEMBER 20, 2023

Their role extends beyond closing deals ; it involves the delicate art of cross-selling and up-selling to existing accounts. Working with the Existing Customer: A strategic farmer analyzes specific accounts, identifying opportunities to expand product or service lines within them.

Cross-sell 130

Cross-sell CRM Pipeline Strategize 130

SBI

JULY 1, 2020

5 Ways to Uncover Strategic Account Revenue. Revenue growth in B2B enterprise accounts has always been challenging. Uncovering untapped revenue demands that organizations rethink outdated methodologies, processes, and technologies that don’t focus specifically on optimizing revenue in strategic accounts.

Strategize 72

Strategize Cross-sell Strategic partnership Growth 72

Martech

SEPTEMBER 24, 2021

Account-based marketing or ABM is a B2B marketing strategy that aligns sales and marketing efforts to deliver targeted advertising, as well as personalized content and messaging, to high-value accounts. It has been used by B2B marketers for well over a decade. ABM isn’t new, though. Types of account targeting. What ABM tools do.

B2B 125

B2B Pipeline Campaign Cross-sell 125

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

Martech

SEPTEMBER 29, 2023

B2B marketers are getting a lot from the huge amount of new marketing technology, but it comes with more than a few challenges: Systems integration, budget woes, demonstrating ROI to name a few. Which products are best suited to the B2B world? And so many choices out there. Which are best for my industry and for my customers?

B2B 93

B2B Teamwork Referrals Cross-sell 93

PandaDoc

OCTOBER 15, 2024

These are primarily used in B2B and SaaS companies to help manage complex sales processes, papers, and status updates. Sales within B2B can be complex and challenging. Efficient cross-team communication: having multiple teams in your deal desk allows for streamlined communication between departments. What is Deal Desk Software?

Legal 52

Legal Contract Cross-sell Finance 52

Heinz Marketing

JUNE 23, 2023

Whether it’s adopting an agile methodology, revaluation of resources, or operationalizing a “Tiger Team” (a specialized cross-functional team), the daily commitment to change will help your team achieve small wins without rushing to scale. We are a human-first business that not only sells to humans but is run by humans.

B2B 97

B2B GTM Cross-sell Trust 97

Sales Hacker

JUNE 14, 2021

Sales and marketing teams start their account-based sales (ABS) and account-based marketing (ABM) programs with strategic intentions. Through the mini case studies below, you will see how sales and marketing teams need more strategic focus and strategic intention behind their ABM content, messaging, prospecting, and nurturing.

GTM 112

GTM E-commerce B2B Profit margin 112

Salesforce

SEPTEMBER 21, 2021

Late in 2020, executive leadership at Accenture recognized that their business-to-business (B2B) sales transformation offering was not going to serve clients the way they needed it to. When you think B2B sales, you probably imagine folks getting on an airplane every day, knocking on doors, trying to get someone to listen to their pitch.

B2B 95

B2B Territory Manufacturing Sales 95

Martech

NOVEMBER 8, 2023

B2B marketing success hinges on more than just innovative strategies and cutting-edge technologies. At the heart of top-performing B2B marketing programs lies a solid answer to the fundamental question: Do you truly know your best customers and where to find more of them? This is the most elemental concept of successful marketing.

Customers 121

Customers Construction B2B Cross-sell 121

Martech

OCTOBER 16, 2023

Don’t forget to cross-sell or upsell Have a cross-selling or upselling module in your transactional email to drive additional revenue. Two journey emails B2B marketers use often are onboarding programs and post-purchase education. My sister, an interior designer, will order 40 items or more for her business.

Cross-sell 132

Cross-sell Retail B2C Strategize 132

Hubspot

MAY 20, 2014

Content must be considered a strategic imperative if you want to see true business results -- an evolution in many ways into a content organization. Here are three tips that can help you think more strategically about content and be successful at telling your brand story. 44% of B2B marketers don’t have a content strategy, sadly.

Strategize 78

Strategize Cross-sell Trust Pipeline 78

Partners in Excellence

APRIL 5, 2024

For the past month, I’ve been publishing stories on “Why I’m So Interested In Selling.” Some have had long careers in selling, some are relatively new. They come from all over the world, they represent B2B, technology , basic materials, SaaS, industrial products, professional services, B2B2C and B2C.

Sell 143

Sell Cross-sell Drivers/motivators Education 143

Score More Sales

AUGUST 11, 2011

Others are strategizing on and successfully growing revenues. Use an automated system to set next actions with clients and strategic partners too. Remember that strategic (or referral) partners can refer you many companies over time, so why are you not contacting them on a regular basis? Talking or Writing Too Much in B2B Sales.

Niche 103

Niche Strategize Cross-sell Referrals 103

SaaStr

MAY 30, 2024

Let’s start with a sales-led motion, which is traditionally how B2B software has been sold. They prioritize direct selling and relationships over allowing customers to go and buy directly. Whichever you choose will be a strategic decision. What PLG Signals Can Sales Use to Sell Software? Let’s look at some examples.

Cross-sell 119

Cross-sell Customers Pitch Drivers/motivators 119

Heinz Marketing

NOVEMBER 30, 2021

How do you sell if you don’t know who you’re selling to? To truly answer this question, many adept B2B marketers know they must avoid a ‘ lazy ICP’ and know the value in developing a robust ideal customer profile. . A useful ICP is a strategic document that takes more than just an internal brainstorm session.

Customers 122

Customers Objectives and Key Results Cross-sell CRM 122

Sales Hacker

MARCH 8, 2024

By partnering with another SaaS company, you can identify opportunities for cross-selling (selling a complementary product to your partner’s customers), or co-selling (teaming up with a partner’s sales team to convert your prospects). Sales tactics like cold calls often have a low conversion rate.

GTM 122

GTM Growth Referrals Cross-sell 122

SaaStr

OCTOBER 29, 2023

are different markets of course, but most of the best SaaS apps organically cross borders. Localizing early is a strategic weapon. jasonlk) October 29, 2023 In the end, “most” B2B companies whose product can be used anywhere end up with about 25%-30% of their revenue in Europe. They had to be there, on the ground.

Cross-sell 122

Cross-sell Strategize B2B Closing 122

Sales Hacker

DECEMBER 17, 2024

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Guy Yalif is a seasoned B2B SaaS executive with over 20 years of go-to-market experience. Scott Barker: [0:55] So Guy Yalif is a very seasoned B2B SaaS executive, over 20 years of go-to-market experience. So I guess I should do a quick bio.

GTM 102

GTM Engineering Electricity X-functional 102

PandaDoc

MARCH 25, 2025

If youre selling a cup of coffee, the options are relatively simple. Identifying upsell and cross-sell opportunities to drive continued revenue growth. B2B eCommerce : Streamlines custom pricing and bulk order configurations, improving speed and accuracy in online transactions. Take buying a CRM, for example.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Martech

FEBRUARY 13, 2024

You’ve explored the crucial link between your martech stack and strategic goals in “ The CMO’s guide to aligning martech and business strategy ,” understanding why syncing these elements boosts efficiency, customer value and growth. In ecommerce, cart abandonment rates and repeat purchase ratios could be more relevant.

Objectives and Key Results 108

Objectives and Key Results Cross-sell Strategize Retail 108

Heinz Marketing

JULY 20, 2023

Not only are they pressured to mitigate churn, but they must also simultaneously drive revenue through upsells, cross-sells, and advocacy. Implement Customer-Led Initiatives While customer-led growth is not a new concept, many B2B organizations have yet to fully embrace it.

Customers 98

Customers Cross-sell Growth Lead generation 98

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. Recruiting and hiring senior-level leadership and strategic individual contributors.

B2C 121

B2C Pipeline SQL Strategize 121

Martech

JANUARY 5, 2024

Dig deeper: How to create case studies that sway B2B decision-makers You need to look at all the tools you have and organize a communication plan that focuses product interest through a single company, not departmental, lens. As with previous phases, this one is not about hard selling. It’s a delicate conversation.

Prospecting 117

Prospecting Customers Cross-sell Objectives and Key Results 117

ConversionXL

NOVEMBER 4, 2021

Understand that B2B buyers are still humans. Maya Shah-Ceccotti , senior product marketing manager at ScreenCloud, claims that marketers in the B2B space often neglect that end buyers are still humans who are only representing businesses. There is no reason why the same shouldn’t apply to B2B customers.

Product 127

Product E-commerce Strategize B2B 127

Partners in Excellence

APRIL 20, 2012

He described a sales situation—he’s selling a solution that creates a tremendous return for this customer. It’s actually a situation B2B sellers encounter quite frequently. This is a challenge to every B2B seller. And we are actually seeing this happening more and more in B2B sales.

Cross-sell 99

Cross-sell Strategize B2B Sell 99

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. And all the traditional selling skills underlie all these.

Territory 115

Territory Account management Cross-sell Sales 115

Hubspot

FEBRUARY 21, 2025

Desperate for a solution, I turned to target account selling a method Ive since refined into a system thats helped me land six SaaS clients in under four months. Table of Contents What is target account selling? How does target account selling work? What is target account selling? How does target account selling work?

Clients 41

Clients Sell Cross-sell Objectives and Key Results 41

Hubspot

FEBRUARY 24, 2025

Five years into my B2B marketing career, I noticed a pattern: The clients who said yes were the ones whom I understood not just their stated needs but their underlying motivations through conceptual selling. Table of Contents What is conceptual selling? While traditional selling asks, What do you need? Heres how it works.

Sell 46

Sell Drivers/motivators Objectives and Key Results Cross-sell 46

Sales Hacker

OCTOBER 30, 2018

Amy Appleyard is an experienced, strategic sales leader with demonstrated success in overseeing cross-functional teams to improve the customer experience, drive sales and increase retention in both Distribution as well as SaaS-based sales organizations. Joanne Black is one of the leading authorities in referral selling.

Inside sales 111

Inside sales Sales Cross-sell Consult 111

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 120

Cross-sell Price Account management Up-sell 120

Sales Hacker

DECEMBER 14, 2022

I’m Mayte Vera, operations manager at TigerLRM, and I leverage my experience in sales enablement management to help users focus on strategic approaches to sales enablement practices and how to define and implement successful sales processes. Selling has historically been an inefficient activity. Don’t sell excitement — sell techniques.

Meeting 121

Meeting Cross-sell Technique Education 121

Score More Sales

JULY 20, 2011

Good selling, Richard Sakanashi. . Next post: Social Selling and Brand Building Dogs and Winners From a Cross-Country Drive. Book Review of High Profit Selling by Mark Hunter. Of Value Propositions and Elevator Pitches for B2B. Talking or Writing Too Much in B2B Sales. Social Selling. Recent Posts.

Cross-sell 91

Cross-sell Consult Niche B2B 91

Veloxy

AUGUST 23, 2023

Understanding AI Sales Tools AI sales tools are designed to automate tasks, provide data-driven insights, and optimize efficiency throughout the sales process, thus enabling sales teams to dedicate their time to more strategic activities. How to use AI in B2B sales? They come in two primary categories: automation and insights.

E-commerce 130

E-commerce Represent CRM Customer Relationship Management 130

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. month to 3.42

Cross-sell 108

Cross-sell Contract Price Finance 108

Sales Hacker

APRIL 16, 2020

As a result, all selling approaches that focus on selling a product or taking an order will fail. Sales enablement is a cross-functional discipline for driving your desired sales results. RELATED: Power-Up Your B2B Sales Enablement Strategy With These Essential Tips. How to Approach Sales Enablement. Just not at the helm.

Objectives and Key Results 132

Objectives and Key Results Cross-sell Quota Sales 132

Miller Heiman Group

MARCH 6, 2020

Positive customer experiences through the lifetime of a relationship create loyalty for sales organizations, transforming them from a replaceable vendor to a valued contributor and, at best, a strategic partner. The Impact of a Bad Customer Experience. Add one or two more bad experiences, and the number of U.S.

Customers 76

Customers Cross-sell B2C B2B 76