Martech

APRIL 25, 2023

Almost half of B2B marketers are struggling to use data, both to drive decision-making and measure performance. B2B marketers are striving for resilience in the face of economic pressures and the threat of burnout. 35% cited technology as a focus for optimizing for growth. Other findings. In the U.S., Field and event marketing.

B2B 120

B2B Cross-sell Represent Gaming 120

Martech

OCTOBER 10, 2022

The growing impact of B2B internal disconnects is limiting our customer relationships, affecting our revenue results and hamstringing our go-to-market (GTM) teams’ productivity. While there is a long list of gaps, we have identified three debilitating B2B “disconnects” to focus on. 4 tips for addressing B2B disconnects.

B2B 120

B2B GTM Customers Cross-sell 120

Martech

APRIL 22, 2024

Today’s B2B buyers expect a personalized experience tailored to their specific needs, industry pain points and stage in the customer journey. The benefits of audience planning Nearly 75% of customers expect better-personalized experiences as technology advances, according to Salesforce’s State of the Connected Customer.

B2B 130

B2B Cross-sell Campaign CRM 130

Heinz Marketing

MARCH 16, 2022

We have all witnessed a digital transformation in B2B Marketing with the onset of Artificial Intelligence (AI). Thanks to the marketing technology companies that have made the concept more approachable and actionable. Thanks to the marketing technology companies that have made the concept more approachable and actionable.

B2B 115

B2B Technology Technology Cross-sell 115

Martech

OCTOBER 28, 2022

B2B marketing leaders are at a crossroads. To get to the root cause of the “capture” mindset, we would need a cross between an anthropologist and a therapist. But in simple terms, it starts with B2B marketing viewing sales as their customer. B2B buying and selling processes are complex and dynamic.

B2B 129

B2B GTM Cross-sell Quota 129

Heinz Marketing

APRIL 14, 2022

CMO (Chief Marketing Officer) tenures have often shrunk to 2 years while B2B marketing has morphed away from a function responsible for events, creatives, and messaging that pushes product or service messages to drive awareness with prospects and customers. Action #1: Cross-functional Alignment with Common KPIs. Customer Obsession.

B2B 116

B2B Cross-sell Education Strategize 116

Heinz Marketing

JANUARY 13, 2022

If you missed my LinkedIn series last month , here’s a recap of all twelve B2B marketing trends, investments and focus areas I expect to see from CMOs and teams in the new year. . And as marketing programs become more complex, it’s far more important to create seamless cross-channel campaigns that break through siloed teams.

B2B 137

B2B Objectives and Key Results Campaign Cross-sell 137

Martech

JUNE 27, 2023

And I am frequently surprised by how many B2B companies still neglect features and functionality that would improve the effectiveness of their sites. B2B firms typically seek to accomplish some combination of the following with their sites: Be found by qualified prospects. Sell, close. Hmmm, am I an out-of-touch boomer?

B2B 113

B2B Customers Cross-sell Price 113

Heinz Marketing

AUGUST 25, 2020

Today, I want to continue the conversation and talk about how to map the B2B buying committee. What is the B2B buying committee? The B2B buying committee is a group of people involved in a purchase decision. Today’s B2B buying committees (and buying decisions) are growing more complex.

B2B 126

B2B Sell E-commerce Cross-sell 126

Salesforce

APRIL 29, 2022

Older technology systems lack flexibility and can’t deliver the utility customer satisfaction level critical in today’s competitive market. Digitization (upgrading technology) may seem daunting, but the following steps can start you down the right path. Foster a collaborative mindset.

Technology 98

Technology Technology Customers Cross-sell 98

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. B2B marketing expert Tony Zambito calls this the “ Great Buyer Resignation.”

B2B 114

B2B GTM Cross-sell Cold Call 114

Sales Hacker

MARCH 18, 2020

How do you compensate for the lack of B2B face-to-face meetings ? Fortunately, we’ve got technology that let’s us stay in touch. We’re not going to talk about generating new leads because we’re fully aware potential B2B buyers have become more cautious and less confident about making investments. What to expect?

B2B 144

B2B Healthcare Hospitality Sales 144

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 126

B2B Pipeline Campaign Cross-sell 126

ConversionXL

NOVEMBER 3, 2016

Conversion optimization is a little different if you’re in B2B. You’ll still need to do the same types of conversion research, persona building, and experimentation that is common across conversion optimization, but let’s talk a bit about how and why B2B is different. It’s called Optimizing for B2B.

B2B 110

B2B Conversion B2C SQL 110

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 94

B2B Teamwork Referrals Cross-sell 94

Martech

MAY 6, 2024

I am the first generative AI chatbot for marketing technology professionals. While the focus of lead scoring is typically on identifying and prioritizing new leads, it can also be applied to existing customers to determine their level of engagement, satisfaction, and potential for upselling or cross-selling opportunities.

Cross-sell 114

Cross-sell Customers Referrals B2B 114

Salesforce

FEBRUARY 21, 2022

Snack food brand KIND Snacks is a top-selling nut bar on Amazon and its health-focused products are available nationwide – at supermarkets, specialty stores, and big-box retailers. When its business began in 2004, KIND built a strong B2B distribution model with great success. The next step?

B2B 98

B2B Cross-sell Retail Up-sell 98

Veloxy

OCTOBER 29, 2021

This turns a sales rep who spends too much time on non-selling activity into a trusted advisor that spends the majority of their time on customer engagement. Salesforce’s state of sales report shows that sales leaders expect their AI adoption to grow faster than any other sales related technology. How is AI Changing Sales?

Sales 223

Sales Non-Profits CRM Pipeline 223

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 95

B2B GTM Cross-sell Trust 95

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. PandaDoc helps us work faster and smarter, and the PandaDoc team has gone above and beyond to support our organization’s implementation of proposal technology.

Legal 52

Legal Contract Cross-sell Finance 52

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

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

Force Management

MAY 30, 2024

Growing revenue requires your organization to be cross-functionally aligned on buyer value and solution differentiation before and after the sale. Fostering alignment between the traditional sales organizations and your CS team is one way today’s top B2B SaaS and Tech firms gain an advantage in a competitive marketplace.

Customers 132

Customers Cross-sell B2B Sell 132

Sales Hacker

AUGUST 28, 2018

This article outlines the results of a B2B Buyer Experience survey by TimeTrade. In the world of B2B sales, the conventional thinking has become especially stark. A number of industry pundits have even gone so far as to presage “the death of the B2B salesman.”. B2B Buyer Experience Survey Outline. The bottom-line?

B2B 89

B2B Appointment B2C Cross-sell 89

SalesHandy

NOVEMBER 28, 2020

For a sales team to continually nurture and close — B2B lead generation plays a crucial role in enabling the process. With this article, we’ll comprehensively cover existing B2B lead generation ideas and channels. What is B2B lead generation? 11 Ways to Set Up B2B Lead Generation. Website Landing Pages. Content Marketing.

Lead generation 111

Lead generation B2B Referrals Networking 111

Martech

JUNE 12, 2024

First, utilize the same martech tools used to identify prospects to upsell, cross-sell and retention opportunities. Build upsell and cross-sell journey maps for key customer segments using scoring techniques and tools used for qualifying leads. Are there certain products or services they need?

Customers 115

Customers Cross-sell Education Account management 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

Sales Hacker

JUNE 12, 2024

Strategies for pricing new products and cross-selling within an existing customer base. Demandbase helps B2B companies hit their revenue goals using fewer resources by using the power of AI to identify and engage the accounts and buying groups most likely to purchase.

GTM 123

GTM Engineering Growth Cross-sell 123

Martech

NOVEMBER 30, 2021

Are you looking to increase upsell and cross-sell opportunities at key accounts to improve customer lifetime value? Many B2B marketers find the C-suite is actively involved in ABM – so you’ll need senior executive buy-in before you get started. B2B marketers have used account-based marketing , or ABM, for years.

Cross-sell 118

Cross-sell Territory B2B Technology 118

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? The key takeaway?

Customers 122

Customers Construction B2B Cross-sell 122

Hubspot

MARCH 8, 2015

So what role does the salesperson play in the new B2B buying journey? million B2B salespeople in existence today, " we believe one million jobs will be net displaced by 2020 ," Hoar said. million B2B salespeople in existence today, " we believe one million jobs will be net displaced by 2020 ," Hoar said. As for individual reps?

B2B 78

B2B Cross-sell Consult Negotiate 78

ConversionXL

NOVEMBER 8, 2018

Are there use cases for voice search in B2B? Notably, Dean continued, “the growth in voice isn’t coming 100% from smart speakers like Google Home, which aren’t super relevant for B2B companies anyway. Instead, a good chunk of all searches are becoming voice searches on mobile phones and—important for B2B—desktops.”.

B2B 100

B2B Manufacturing Retail Cross-sell 100

SaaStr

JUNE 19, 2024

How Sales & CS 4x-ed Glean’s ARR and Top Tips for GTM Cross-Collaboration Strategies with Glean’s VP of Sales and Head of CS. Glean AI has rocketed to a $3B valuation by selling AI search to the enterprise. How are the success and cross-selling motions different here? #7.

GTM 122

GTM Cross-sell Finance Price 122

Partners in Excellence

DECEMBER 8, 2014

As he described it, he focused on the technology of the solution (he sold technology products/solutions). He had made significant progress on the technology issues the customer was having and the superiority of his products and technology. ” He looked at me, eyes slightly crossing.

Sell 115

Sell Cross-sell Technology Technology 115

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

Martech

JULY 18, 2022

Most B2B businesses have some kind of account-based marketing strategy. At some stage, especially if the business is seeing growth, the question arises: “Do we need some dedicated technology to automate these processes? The B2B sales process is notorious for its length. But how are they tracking that? The benefits of ABM.

B2B 106

B2B Cross-sell Pipeline Contract 106

Sales Hacker

JUNE 14, 2021

For more than five years, Schneider National pushed out generic messaging around “better people, process and technology”. An e-commerce tech firm learned that there should not be a hand-off between sales and marketing once selling conversations begin. Even though revenue derived from existing customers account for 70.1%

GTM 112

GTM E-commerce B2B Profit margin 112