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. This disconnect challenge is made more complicated when every organization, region, team or business unit is doing their own thing in how they go to market.

B2B 122

B2B GTM Customers Cross-sell 122

Sales Hacker

MAY 6, 2021

As an ex-VP sales and current CRO, the debate between CRO and VP sales responsibilities is very near and dear to me, so I thought I’d publish my experience with the debate as well as what I’ve seen while consulting for companies ranging from series A through to series D and later. The VP of Sales. Staying in their lane.

B2C 122

B2C Pipeline SQL Strategize 122

Heinz Marketing

JUNE 23, 2023

By Brittany Lieu , Marketing Consultant at Heinz Marketing Interested in hearing seasoned CMOs’ insights on 2023 go-to-market strategies? 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

SEPTEMBER 2, 2020

The best sales teams don’t just sell — they keep customers happy and drive serious upsell, cross-sell, and expansion revenue. Rifiniti used field sales to turn an old Lenovo consulting relationship into their first SaaS customer. Rifiniti: $150k ACV and $3M ARR. PipelineEquity: $360k ACV and $1.1M No-Touch Sales.

Inside sales 132

Inside sales Cold Call Contract Price 132

Highspot

SEPTEMBER 30, 2020

Suddenly, your business has gone from a single salesperson to a team of hundreds, each of whom has a different approach to selling — and not all of them right for your business. But to succeed, you’ll need your team to execute your go-to-market strategy in a single, unified motion. Transactional Selling.

Cross-sell 85

Cross-sell Consult Sales Strategize 85

Martech

DECEMBER 26, 2023

To scale their value, suppliers must segment partners by type, understand the differing needs and interests of each partner category, and provide the marketing support services they need. This approach allows for a smooth sales process for the customer, and generates cross-sell and upsell opportunities for partners.

B2B 110

B2B Cross-sell Hospitality Healthcare 110

Sales Hacker

OCTOBER 2, 2020

No, that’s not the setup for some obscure go-to-market joke. A Sales Engagement platform is a technology platform that brings sales (and often customer success) activities under a single roof, allowing sales professionals to efficiently and effectively focus on selling. Empowering, Cross-Functional Content.

Objectives and Key Results 139

Objectives and Key Results Sales Cross-sell Technology 139

Martech

FEBRUARY 13, 2023

Product-led growth (PLG) is all the rage as a go-to-market (GTM) strategy for B2B software companies looking to increase adoption and grow revenue. Profitability, efficiency and precision are today’s expectations for both vendors and the organizations they sell to. So, why PLG now?

Growth 104

Growth GTM Product Cross-sell 104

ConversionXL

JUNE 30, 2019

Companies do it for a wide variety of reasons—SEO, branding, go-to-market strategy, pricing, etc.—and Karl Gilis , a web usability consultant, is a big fan of comparative user testing: Karl Gilis: For me, it’s incredibly interesting to see what the users like and dislike about the sites of my client’s competitors.

UX 126

UX X-functional A/B testing User Experience 126

Sales Hacker

JUNE 14, 2021

An e-commerce tech firm learned that there should not be a hand-off between sales and marketing once selling conversations begin. There’s also a huge gap when it comes to penetrating new business units or in cross-selling/upselling. Even though revenue derived from existing customers account for 70.1%

GTM 113

GTM E-commerce B2B Profit margin 113

Sales Hacker

APRIL 14, 2020

This week on the Sales Hacker podcast, we speak with Jessica Wilkeyson , Co-Founder and Principal at Alternate Route , a go-to market strategy and revenue operations consultancy based in New York. Reps working from home need to be willing to converse without selling. Data integrity is more important than you thought.

Contract 85

Contract CRM Consult Cross-sell 85

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. And so I just want to throw in a framework around product market fit measured by customer value creation, then go to market fit measured by economics, then we scale fast. This is go to market fit.

Growth 106

Growth Cross-sell Contract X-functional 106

Sales Hacker

OCTOBER 7, 2021

You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anita Nielsen is a best-selling author and sales performance coach. Always seek to understand, seek more input, and consult your own tribe to decide what’s for you and what is not. Anita Nielsen.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

Salesforce

AUGUST 24, 2021

Not by a long shot, according to The State of CRM, research conducted by Forrester Consulting on behalf of Salesforce. The research surveyed executives, team managers, and individual contributors across marketing, sales, commerce, service, finance, and IT. Security and work-from-anywhere connectivity are paramount.

CRM 98

CRM Finance Customer Relationship Management Technology 98

Hubspot

JUNE 8, 2021

Nearly half of their time is spent selling remotely (i.e. Their main goal is to help customers increase the ROI on a purchase, so they'll often connect with a salesperson if an opportunity to cross-sell or upsell arises. This role is also known as "systems engineer," "pre-sales support," or "field consultants."

Commission 94

Commission Territory Finance Inside sales 94

SalesLoft

JUNE 3, 2019

It’s so, so hard, but upon reflection, and I had been thinking about this lately, I think the sales book that had the most enduring impact would have been Geoffrey Moore’s Crossing the Chasm. And for those aspirin people he articulated a way to go to market, that was very simplistic. I can sell to anyone.’.

Conversion 81

Conversion Real Estate Cross-sell Sales 81

SBI

MARCH 8, 2018

SAVO enables: Sales Transformation – We accelerate large sales transformations like M&A, changing sales coverage, or implementing a new sales methodology like Challenger to get sellers back to selling quickly. Kick Off Call & Focused Virtual Meetings – SAVO has a kick off call to consult with the client’s core team.

Gaming 55

Gaming Strategize Government Cross-sell 55

Heinz Marketing

MAY 16, 2022

If I’m ever in market, I won’t buy from them because of how they treated me, because of how they pushed me.” And you want the CFO to understand what modern marketing can do, not only to demand function, but again, customer experience, the impact on retention, lifetime value, valuation multiples over time.

Pipeline 97

Pipeline Referrals X-functional Cross-sell 97

Sales Hacker

MARCH 2, 2020

The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling. Agile Selling. Spin Selling. Insight Selling. Spear Selling. The Psychology of Selling. Buyer-Centered Selling. Integrity Selling for the 21st Century.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

Sales Hacker

FEBRUARY 5, 2019

We have worked inside organizations that have successfully transitioned from selling into mid-market to selling into Enterprises. This guide will arm you with the three most important things to address with your executive team before committing to the Enterprise market. Get Aligned Before Moving Upmarket.

Product 68

Product Contract Cross-sell Account management 68

Sales Hacker

APRIL 21, 2022

SaaS companies tend to follow a typical path, and it almost always leads to moving up-market and enterprise sales. In the early days, most SaaS companies sell to other startups for a number of reasons. But as SaaS startups mature, they usually start moving up-market. We started by selling to other startups, mainly YC companies.

Cross-sell 104

Cross-sell Legal Contract Price 104

SalesLoft

JUNE 26, 2020

Lindsay: When COVID-19 hit in late February, Limeade created a five-person cross-departmental team across sales, marketing, and customers. We met three times per week to align on our go-to-market strategy. . SalesLoft: How did the marketing and revenue teams come together to focus on brand awareness?

A/B testing 52

A/B testing Teamwork Cross-sell Finance 52

Highspot

JANUARY 9, 2024

Each stage requires specific selling skills to satisfy prospect needs. B2B sales training equips sellers with skills, techniques, and tactics for selling products or services to other businesses. It plays a pivotal role in nurturing top selling talent who contribute to company growth. What is B2B Sales Training?

Technique 52

Technique B2B Cross-sell B2C 52

Sales Hacker

SEPTEMBER 23, 2019

We hear his best practices on developing a sales team, measuring rep productivity, why companies should lead with their product first, and what the sales team’s responsibility is inside of a product-led go-to-market strategy. He went to Holy Cross. What You’ll Learn. Outreach has your back. He’s a father of two.

Product 63

Product Pipeline Engineering Cross-sell 63

SaaStr

JUNE 27, 2019

Fast forward to today, we’ve crossed the $400 million revenue mark. We announced tomorrow, but we’ve crossed that line and now we’re at about 55% of our revenues coming from the enterprise. So we’ve gone through a pretty massive transformation as we’ve taken on the enterprise market. That was it.

Cross-sell 93

Cross-sell Technology Technology Pitch 93

SaaStr

JULY 15, 2022

How, if no one’s heard of you, do you sell to big companies? Ash Bhoopathy (@ashbhoopathy): Probably more around go-to-market and sales. First of all, on go-to-market and sales and marketing, be very, very wary of folks that want to outsource your core. Jason Lemkin: Well, let’s break it up.

Growth 114

Growth Cross-sell Start-ups X-functional 114

SaaStr

JULY 17, 2020

But that’s more the exception than the rull of the go to market for many companies. And so obviously the people that need consumers to spend money for their revenue and then their contribution margin just had no shot of selling things. People are buying and selling houses. Look at Model T sales or something.

E-commerce 91

E-commerce Retail Real Estate Growth 91

Heinz Marketing

JUNE 1, 2020

Best Practices from Lisa McLe od” Lisa is the founder of McLeod & More as well as the Author of Selling with Noble Purpose. We know what we want to get done, sometimes we happen to think about what the prospect wants out of this as well, but that’s different than having a noble selling purpose. And I believe it is.

Pipeline 75

Pipeline Sales Up-sell Cross-sell 75

The Lost Book of Sales

JULY 12, 2021

Starting to cross the chasm. How does the "D-Day" strategy help companies cross the chasm? Being sales vs. market driven when crossing the chasm. In both cases, the reason we have separate markets is that the customers could not have referenced each other. What is the "Chasm"? A war analogy.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Sales Hacker

DECEMBER 30, 2019

He then went on to help build PatientPop to over 60 million in recurring revenue and now he’s consulting to SMB businesses. It’s all about how to build a great culture, how to think about incentivizing a team, how to help pull out a quota if you’re going to miss the number, and some creative things you can do to get there.

Cross-sell 53

Cross-sell Contract Pharmaceutical Quota 53

PandaDoc

MAY 13, 2024

Inside sales For agents who engage in remote selling; on the phone, via video call, social media, or email. Training focuses on winning the trust of customers and providing an effective sell. Looks at the best tactics for increasing LTV, such as consultative selling (an approach that focuses on building relationships with customers).

Objectives and Key Results 52

Objectives and Key Results Cross-sell Legal Sales 52

SBI

FEBRUARY 25, 2020

Beta or early-adopter customers logically represent the tip of the arrow of your go-to-market efforts, but only if that’s been planned. acquired a company and wants to ramp up cross-sell opportunities. Your company: is launching a new product/service offering. has identified a new segment ripe for growth.

Customers 49

Customers Cross-sell B2B Strategize 49

Sales Hacker

DECEMBER 2, 2019

This week on the Sales Hacker podcast, we speak with Mary Rogul , a VP Sales Consultant, who’s currently an Enterprise Sales Advisor at Crayon. She’s now a consultant helping VPs of Sales scale and build their sales teams. Mary is one of the leaders in the go-to-market and sales space and sales community in the Boston area.

Strategize 55

Strategize Contract Strategic planning Drivers/motivators 55

Lead Fuze

NOVEMBER 30, 2021

The push tactics we’ve been using are not working, so here’s why: Sales and marketing teams are more aware of who they’re selling to, rather than just focusing on revenue growth. It’s also tough to penetrate new business units or cross-sellingupselling.

E-commerce 52

E-commerce B2B Healthcare Sales 52

SaaStr

JULY 29, 2022

So you’re really asking how do you get a business going, like selling to restaurants that not only is hard to penetrate but has a hardware component. So maybe it was a crummy time to sell as they were coming up on 20 million US dollars in revenue. Jason Lemkin: Well, look. It is a tailwind pulling you up.

Price 107

Price Product Start-ups Niche 107

SaaStr

AUGUST 26, 2022

Sometimes we’re not as founders, sometimes founders sell their company because they don’t end up being deeply passionate about what it does. So sell your product. I’m not great at it, but most folks they’re aggressive without crossing the line. You want to co-sell together. You will hire your Rio.

Quota 98

Quota Growth Product Closing 98

SaaStr

JULY 15, 2020

But that’s more the exception than the role of the go to market for many companies. And so obviously the people that need consumers to spend money for their revenue and then their contribution margin just had no shot of selling things, look at model T-shirts or something. People are buying and selling houses.

X-functional 78

X-functional E-commerce Growth Retail 78