Salesforce

JULY 13, 2021

Here are five steps to ensure that your customer service process automation is primed for success: 1. Test the workflow with a small cross-section of people who are typical contributors to the service process. Include employees who have been using the original process for a long time, as well as a few new to their roles.

Service 97

Service Process Customers Cross-sell 97

SaaStr

MAY 30, 2024

Have you ever wondered how you could turn PLG concepts like the freemium model into a fast-growing revenue driver for your company? They prioritize direct selling and relationships over allowing customers to go and buy directly. What PLG Signals Can Sales Use to Sell Software? There are three broad categories of signals.

Cross-sell 122

Cross-sell Customers Pitch Drivers/motivators 122

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. Competitiveness and Achievement : The drive to compete and win is a powerful motivator for many in sales.

Sell 143

Sell Cross-sell Drivers/motivators Education 143

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. Once I grasped that underlying driver, our whole conversation shifted. Table of Contents What is conceptual selling?

Sell 46

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

Martech

OCTOBER 19, 2023

Yet, nine in 10 also say they are misaligned across strategy, process, content and culture. Conversion rate across the funnel Monitoring the conversion rate at each stage of the customer journey provides invaluable insights into the effectiveness of marketing efforts, the sales process and product offerings. In your inbox.

Product 134

Product Contract Drivers/motivators SQL 134

Anthony Cole Training

FEBRUARY 24, 2012

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? How to Sell (21).

Objectives and Key Results 138

Objectives and Key Results Cross-sell Drivers/motivators Sales 138

ConversionXL

OCTOBER 7, 2022

Can you lower costs by removing steps to market or sell your product (e.g., Can you automate some of the process to reduce labor costs? Once your processes are cost-effective, you can focus on improving customer experience. Hovering over a tie in the results allows me to quickly add to cart, speeding up the buying process.

Cross-sell 22

Cross-sell Customers Referrals Drivers/motivators 22

Hubspot

NOVEMBER 21, 2018

Initiator: Starts the buying process or shows initial interest. These roles vary based on the product, industry, and vertical you’re selling to. It’s critical to learn who these people are, what motivates them, and what their problems are, as they will be the ones to put your product on the map. Buyer: Owns the budget.

Go To Market 101

Go To Market Process GTM Education 101

Martech

OCTOBER 10, 2022

Disconnect 2: Internal-focused sales and marketing process versus buyer-driven journeys. Yes, there is only one process we should focus on — the customer process. Disconnect 3: Siloed people, process, data and technology versus company-wide integration. Dig deeper: How to overcome data silos and fragmentation.

B2B 125

B2B GTM Customers Cross-sell 125

Highspot

FEBRUARY 20, 2025

Product training techniques like gamification keep teams motivated. Product training is a structured learning process that helps team members understand, communicate, and sell a product. Meanwhile, partner teams may require a broad overview to co-sell, focusing on differentiators and integration points.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

criteria for success

OCTOBER 14, 2021

Here at CFS, we are always looking for ways to inspire our clients to set big goals, hit their targets, and stay motivated. For one, the process of building a Sales PlayBook is as valuable as the end result. Each salesperson received minimal training and was winging the sales process. Never the less, it’s a worthwhile endeavor!

Drivers/motivators 98

Drivers/motivators Cross-sell Sales Government 98

Martech

MARCH 1, 2024

I see three drivers behind this stunning change: COVID-19, where personal selling was crippled and “retention is the new acquisition” became the latest catchphrase. A classic example of up-selling can be seen in McDonald’s familiar “SuperSize that for you?” Business email address Subscribe Processing. Get MarTech!

B2B 134

B2B Cross-sell Pharmaceutical Account management 134

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. Sales teams need automated processes and systems that adjust to continuous change. Motivations.

Meeting 123

Meeting Cross-sell Technique Education 123

Martech

JULY 31, 2023

Your most valuable takeaways may come from what motivates the lowest-value users since they’re the hardest to reach. Post-purchase email automations are also huge potential revenue drivers in Q4. Cross-selling is generally a big opportunity (if you just sold sneakers, offer them a bundle of snazzy shoelaces).

Customers 98

Customers Drivers/motivators Cross-sell B2C 98

Sales Hacker

APRIL 21, 2021

In essence, RevOps is a hybrid job function that combines components of sales, marketing, and customer success roles all wrapped into one, with a goal of helping to eliminate silos that are naturally weaved into the sales process. Customer experience becoming a critical revenue driver. Why is RevOps generating so much buzz?

Finance 117

Finance Cross-sell GTM SQL 117

Heinz Marketing

MARCH 9, 2021

The key to a good sales enablement strategy is knowing how to use the same people, products, and services, and aiding them to customize their selling approach to a targeted audience. Because of its immersiveness, VR accelerates customer engagement and has shown to boost their motivation to socialize by 34%. Cost reduction sells itself.

Teamwork 138

Teamwork Cross-sell Technology Technology 138

Partners in Excellence

FEBRUARY 27, 2024

There were a few times in my selling career, I’d have to do deep research to begin to understand trends, challenges and issues facing my customers. I wanted to learn about the impact of declining response time on productivity (I was trying to sell a massive computer system to the credit card processing operations of my customer).

Cross-sell 143

Cross-sell Presentation Drivers/motivators Engineering 143

Hubspot

JANUARY 29, 2018

So, want to know how to sell more cars? and, “ Will you be the primary driver of this car? ”. These questions provide context about what your buyer is looking for, their budget, and who you’re selling to. Their answers also allow you to cross-sell or upsell. How to Be a Successful Car Salesperson. Remember Names.

Cross-sell 101

Cross-sell Drivers/motivators Intrinsic Price 101

Openview

MAY 11, 2018

Now that’s a driver for scalability. Combining that cross-functional skill set with strong technical competences means that the best reps don’t rely on their sales engineers to explain how their solution integrates or complements their prospect’s technology stack. They understand their product inside and out.

Drivers/motivators 90

Drivers/motivators Cross-sell Territory Sales 90

Martech

JANUARY 5, 2024

As with previous phases, this one is not about hard selling. Offering incentives can nudge those on the cusp of decision-making, providing the right amount of motivation to tip the scales. Streamlining the purchasing process is equally crucial. As I always say, “Stop making your prospects a victim of your process.”

Prospecting 123

Prospecting Customers Cross-sell Objectives and Key Results 123

SaaStr

NOVEMBER 30, 2023

So, companies build out enablement to train and onboard salespeople with the right content and playbooks to drive an effective process and improve numbers. Companies are moving up-market, investing more in marketing, and orienting all processes around efficiency. Cross-selling requires a more diverse product suite.

Go To Market 111

Go To Market GTM Cross-sell Growth 111

Heinz Marketing

AUGUST 25, 2020

When you think about how you sell and market your solutions, you might think you’re only addressing a single person – maybe it’s the one who signs on the dotted line; or the person in charge of implementation; or even the end user. It is a vertical, hierarchical, and structured process most typically associated with “solution selling.”.

B2B 127

B2B Sell E-commerce Cross-sell 127

Salesforce

FEBRUARY 7, 2022

“Order on behalf of” (OOBO) solution kits empower agents to take the driver seat during support calls and create seamless experiences — even in circumstances typically fraught with friction. Even better: OOBO often results in opportunities to cross- and upsell. Service agents can cross-sell and upsell with OOBO.

Service 97

Service Cross-sell Customers Drivers/motivators 97

Martech

FEBRUARY 3, 2022

As Peter Drucker famously said, “the aim of marketing is to make selling superfluous.” Here are five of the most impactful benefits of marketing operations adopting radical transparency: Motivation and engagement. Creating deep engagement and aligning the teams is integral for encouraging cross-collaboration.

Objectives and Key Results 98

Objectives and Key Results Cross-sell Drivers/motivators Growth 98

Salesforce

OCTOBER 18, 2023

You can’t sell something to someone you don’t know exists yet, and they can’t buy anything from a company they’ve never heard of. In this piece, we’re going to walk you through some of these challenges, the keys to overcoming them, the objectives and processes that fuel successful demand gen, and why good demand gen is worth the effort.

Objectives and Key Results 111

Objectives and Key Results Customers Drivers/motivators Lead generation 111

Sales Hacker

SEPTEMBER 25, 2018

The key drivers of success for women in the workforce. First is developing really strong peer relationships and cross functional relationships. The Key Drivers To Success As A Female Executive. Make sure that you’re merchandising and selling what you’re doing. The impact of new marketing channels on customer acquisition.

Process 77

Process Drivers/motivators Strategize Cross-sell 77

Partners in Excellence

OCTOBER 27, 2014

By now, at least if you’ve been reading the literature on selling, we know the importance of Insight, Commercial Teaching/Learning, or whatever you call it. The customer buying process is much like the iceberg. If we are lucky or skilled (I think it’s some of both), we can help the customer with their buying process.

Customers 114

Customers Cross-sell Pipeline Consult 114

Hubspot

JULY 7, 2019

By using a strategic account plan to target your top key accounts , you can align your focus to become your customer’s trusted partner, solving problems instead of selling products. This strategic account plan template will help you: Expand your understanding of your customer’s business, goals, and motivations. Key selling points.

Strategize 99

Strategize Objectives and Key Results Strategic partnership Cross-sell 99

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. The B2B buying process has gone primarily digital; most B2B sellers and teams have not.

B2B 119

B2B GTM Cross-sell Cold Call 119

Hubspot

MARCH 7, 2018

Upsell/Cross-Sell Rates. There’s nothing like a little competition to get your team motivated. So one of your biggest challenges is making sure your sales reps are motivated and enjoy their work. Upsell/Cross-Sell Rates. KPIs for Sales Managers. New Leads/Opportunities. Client Acquisition Rates.

Territory 101

Territory Cross-sell A/B testing Promote 101

Highspot

NOVEMBER 24, 2024

It’s typically a cross-functional initiative between sales and marketing. At its core, sales training teaches sales reps how to sell, imparting essential skills and techniques for engaging customers. On the flip side, sales enablement provides the tools to sell better. What Does Sales Enablement Training Include?

Pitch 52

Pitch Sales Technique Cross-sell 52

Heinz Marketing

JANUARY 13, 2022

And as marketing programs become more complex, it’s far more important to create seamless cross-channel campaigns that break through siloed teams. Who do you sell to? Who should you really be selling to? You can’t really sell to everyone in health care. to have their own programs. Target Account Precision.

B2B 137

B2B Objectives and Key Results Campaign Cross-sell 137

Sales Hacker

JUNE 26, 2020

A JTBD interview is meant to dig deeper into an existing client’s motivations. This helps us find out what motivates future prospects. Furthermore, each customer’s motivation is different, so interviews shouldn’t stick too closely to a script. Thankfully, there are a lot of options available on the market.

Referrals 133

Referrals CRM CTR Cross-sell 133

PandaDoc

MARCH 25, 2025

The sales process varies greatly depending on the purchase. If youre selling a cup of coffee, the options are relatively simple. This is the nature of complex salesthey demand strategy, patience, and the right tools to navigate the process effectively. But what happens when the purchase isnt as straightforward?

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Hubspot

OCTOBER 11, 2019

This is where personal selling comes into play. Personal selling is the key to a well-balanced sales organization, and, in this guide, we’re going to explain why that’s the case. Personal selling is most commonly used for business-to-business (B2B) selling, although it’s also used in retail and trade selling, too.

Sell 98

Sell Cross-sell Negotiate Up-sell 98

Martech

SEPTEMBER 16, 2022

The consumer buying cycle is an increasingly self-serve process scattered across multiple touchpoints. Sales: Content is used to accelerate the sales process by providing prospects with the information they need to make a purchase. Sales manager or agent : Uses content to support the sales process.

E-commerce 137

E-commerce Cross-sell Drivers/motivators Prospecting 137

Sales Hacker

JUNE 30, 2022

What’s more, the average number of people on an enterprise buying team is now 11 , and the average number of digital interactions during the buying process is 27 (up from 17 just two years ago). Read: Sales and Marketing Alignment Strategies, Process, KPIs. To sell in this new way, sales reps need to access that data.

Appointment 126

Appointment Cross-sell B2B Sales 126