Martech

MARCH 7, 2024

While this constant innovation presents exciting opportunities, it also poses challenges for marketers to stay current, manage change effectively and operate at scale. I would add that it’s also changing how customers interact with brands and search engines and media — which is why marketers are so obsessed with understanding it.

Technology 133

Technology Technology Intrinsic Cross-sell 133

SaaStr

NOVEMBER 14, 2020

8: “Veeva: The Biggest Vertical SaaS Success Story of All Time” If you sell to the enterprise and haven’t seen this session — just watch it. #9: 8: “Veeva: The Biggest Vertical SaaS Success Story of All Time” If you sell to the enterprise and haven’t seen this session — just watch it. #9:

Cross-sell 103

Cross-sell Up-sell Engineering Presentation 103

Veloxy

AUGUST 17, 2022

Price: $49/month for Salesforce users, corporate plans available Automations: Non-selling activities, lead prioritization, lead capture Veloxy has several features to help you automate Salesforce, no matter how long you’ve been using the CRM platform. The Top 7 Best Salesforce Automation Tools. source of image.

Appointment 147

Appointment Territory Cross-sell Contract 147

A Sales Guy

APRIL 23, 2021

As Gap Selling has crossed the milestone of 50,000 copies sold , we are highlighting some of our favorite books to compliment your Gap Selling journey. One of my favorite slides from Gap Selling Training is about value: “Value: as a word doesn’t mean anything. ” – Keenan, Gap Selling Training.

Cross-sell 112

Cross-sell Pitch Engineering Sell 112

Search Engine Land

DECEMBER 21, 2023

Invisible junk The “visible web” is the sliver of the web that search engines choose to index and show in search results. In a 2016 presentation says: “We do not understand documents. Google engineer Paul Haahr presented “ How Google Works: A Google Ranking Engineer’s Story ,” at SMX West in 2016.

Gaming 130

Gaming Presentation Engineering UX 130

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. This presents challenges for sales professionals: How do we know when the customer is going to buy? In crass sales terms, growing our share through cross sell and upsell.

Cross-sell 123

Cross-sell Represent Account management Quota 123

Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. According to Gartner, 77% of B2B buyers say their most recent purchase felt “very complex or difficult,” highlighting the importance of thorough product knowledge for anyone selling or supporting a solution.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

SaaStr

DECEMBER 4, 2022

NPS can lead to celebrations of the past … and even worse, mediocrity in the present. Engineering thinks it’s good enough. If your customers love you … you’re gonna sell them more. Customers can like an old product that is no longer competitive. (“You’re never getting that copy of ACT!

Cross-sell 114

Cross-sell Engineering Sales Support Promote 114

SaaStr

FEBRUARY 25, 2021

The Evangelist can immediately go out and just start selling your product to anyone they can get a meeting with, and can chat the ear off any in-bound prospects. They know how to think creatively and cross-functionally. He can’t pretend or hide behind Powerpoint presentations or “pipeline” dashboards.

X-functional 145

X-functional Cross-sell Sales Up-sell 145

Hubspot

MARCH 18, 2019

The difference between key account management and selling. Does your product have upsell and cross-sell potential? Key accounts require consultative selling techniques -- and it will be hard to teach your salespeople to adopt completely new processes for just a few clients. The benefits. How to identify key accounts.

Account management 100

Account management Objectives and Key Results Cross-sell Non-Profits 100

ConversionXL

OCTOBER 31, 2018

This flexible definition can yield endless debate about what constitutes an individual unit for sale or whether an offer is a bundle versus a “cross-sell” or an “add-on.” Cross-sells. If you sell 20 products, you have to market 20 products. The presenter’s paradox. into the category of “upsells”: Bundles.

Product 107

Product Non-Profits Price Cross-sell 107

Martech

JUNE 27, 2023

Sell, close. This is a classic content marketing play whereby you provide libraries of case studies, research reports, presentations, archived webinars, blog posts, videos and all information intended to help visitors learn and present themselves as their trusted partner in that task. Motivate interaction. Capture visitor data.

B2B 114

B2B Customers Cross-sell Price 114

Sales Hacker

DECEMBER 9, 2019

Sadly, the tools and resources that are supposed to help us sell more don’t always deliver as they should. Which is why I dedicated 5 years to interviewing top sales professionals and researching 50 books on business, behavior change, and selling. There is no silver bullet to selling. You’re not alone! What I found was shocking!

Technique 112

Technique B2B Negotiate Cross-sell 112

SaaStr

NOVEMBER 17, 2020

So we’ve crossed about 67,000,000 total views on Quora and almost 400,000 followers to our Cloud Daily! We finally crossed 50,000,000 total views of our Answers. Why do many startup owners sell their firm and move on instead of planning on making it a big player like Google, Microsoft, etc.? Let’s take a look!

Cross-sell 88

Cross-sell Legal Up-sell Follow-up 88

Hubspot

FEBRUARY 7, 2018

Sales Engineer. That rep is responsible for presenting or demoing the product, resolving the buyer’s objections, and creating a proposal. How to know if this job is right for you: Being an AE is a natural next step once you’ve gotten some selling experience under your belt. Jobs in sales: Sales development rep (SDR).

Territory 101

Territory Commission Outside Sales Account management 101

Partners in Excellence

JULY 8, 2015

Marketing talks about their performance, sales, customer success, product management, engineering, development, finance, manufacturing, HR… Each has metrics and can go through pages and pages of data showing their performance. All of this because we aren’t aligned–cross functionally and vertically within our organizations.

Launch 112

Launch Manufacturing Cross-sell Finance 112

Gong.io

NOVEMBER 12, 2021

and cross your fingers that you sat in on the “right” calls. The goal of prospecting is to sell the meeting. Instead, focus on selling the meeting. #2 minute sales deck presentations, on average, during the introductory sales meeting. Impact: How is this presenting itself as a problem to the business?

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Pointclear

FEBRUARY 26, 2013

Our members execute big-ticket cross-border IT services projects. A common cross-cultural misunderstanding in these projects occurs when the service provider gives the customer only good news. Selling depends on relationships, too. Cross-cultural leads are harder to close. Click here to see a clip of her presentation.

Closing 79

Closing Cross-sell Finance Negotiate 79

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

APRIL 21, 2021

The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. There are a few different role functions present in RevOps already, so each role has its own unique responsibilities and functions. Recruit, develop, manage, retain and scale the commercial selling team.

Finance 116

Finance Cross-sell GTM SQL 116

Veloxy

AUGUST 31, 2023

Know your product Whereas inside sales reps need to speak intelligently about their products, outside sales reps also need to know how best to use their products, their industrial applications, and in some cases the products’ intricate engineering. Maybe you’re selling the right products to the wrong audience in the wrong market.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

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. This includes tools designed to reduce the administrative burden on revenue operations and reps by automating non-selling activities. How is AI Changing Sales?

Sales 223

Sales Non-Profits CRM Pipeline 223

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

Partners in Excellence

MAY 15, 2014

They’re delivering the same presentation, using the same script as everyone else, but somehow it’s different. Jill Konrath has written a brilliant book, Agile Selling , that identifies many of these things. It’s a fantastic follow on to Jill’s previous books, Selling To Big Companies and SNAP Selling.

Sales 113

Sales Cross-sell Technique Up-sell 113

Hubspot

AUGUST 10, 2020

For example, if you work for a company that sells audio editing software and you have a prospect who does not create audio content and is looking for photo editing support, listening to their needs can disqualify those who are not in need of your offer, freeing you up to engage with customers who are. Upselling and Cross-selling.

Cross-sell 100

Cross-sell Sales Negotiate Contact 100

SaaStr

AUGUST 12, 2020

Rather than the CEO running around telling the engineers exactly what to build, you now have product managers. Rather than having this erratic schedule around hitting sales targets, or hitting releases, that there’s a feeling that just quarter after quarter the company keeps shipping and selling. I learned this operating myself.

Finance 114

Finance X-functional Launch Objectives and Key Results 114

Partners in Excellence

SEPTEMBER 29, 2022

More SDRs, AEs, sales engineers. For example, more tools present phenomenal scaling capability. Can we improve cross sell, retention, renewals? As we look at our selling strategies, the most powerful are the Do Differently strategies. Easy more prospecting, demos, more deals, more pipeline, all very predictable.

Cross-sell 95

Cross-sell Up-sell Pipeline Growth 95

Veloxy

OCTOBER 26, 2023

The Role of a Medical Device Sales Rep Medical device sales representatives play a critical role in the healthcare industry, selling and promoting medical devices to healthcare professionals. Aligning your personal and professional interests with the medical devices you sell can help you excel in your role.

Healthcare 130

Healthcare Hospitality Networking Negotiate 130

SaaStr

JULY 3, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Rather than having this erratic schedule around hitting sales targets, or hitting releases, that there’s a feeling that just quarter after quarter the company keeps shipping and selling. David Sacks.

Finance 104

Finance Launch Objectives and Key Results Cross-sell 104

Search Engine Land

MARCH 6, 2024

Profile optimization Keywords go a long way in search and that’s not just for search engines. People use keywords to search on social media just like they do on search engines. Social networks have their content indexed in search engines, too. Cross-channel promotion Different people hang out in different places.

Objectives and Key Results 112

Objectives and Key Results Cold Call Cross-sell Engineering 112

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. Sales Engineer. using Zoom, Skype, email, and CRM). Regional Sales Manager.

Commission 94

Commission Territory Finance Inside sales 94

Hubspot

SEPTEMBER 11, 2012

There are always opportunities for upselling, cross-selling, and repeat sales! According to Bain and Company, repeat customers spend an average of 67% more than new customers, and are 6-12 times cheaper to sell to. 4) Get Active About Upselling and Cross-Selling. Who’s to say that customer’s sales cycle is over?

Cross-sell 78

Cross-sell Referrals Education Up-sell 78

ConversionXL

NOVEMBER 18, 2014

Which is why it’s not surprising that receipts with cross-sell opportunities show a higher click through rate, on average, than those without: Image from Experian. These types of emails are exactly what Isabella tapped into when they leveraged their website recommendations engine in their receipts.

Click Through Rate 124

Click Through Rate E-commerce Retail Cross-sell 124

Search Engine Land

JANUARY 21, 2023

Contextual links in featured snippets may present new opportunities and risks 2021: The potential for more links to appear in this high-visibility search result feature had SEOs concerned about click-through rates, brand safety and how to optimize for it. Are Search Engines Driving Libraries To Extinction? of organic search.

Cross-sell 82

Cross-sell Engineering Referrals Gaming 82

Search Engine Land

MARCH 5, 2023

Report: 51% of website hacks related to SEO spam 2019: These hacks target websites in order to try to manipulate the success of a site’s SEO campaign and boost its rankings in Google and other search engines. Google selling Zagat to restaurant recommendations site The Infatuation 2018: Google no longer needed Zagat.

E-commerce 84

E-commerce Launch Engineering Campaign 84

Martech

SEPTEMBER 25, 2023

How these metrics are presented, however, makes all the difference. Marketing must be constantly available to potential buyers when they become interested in your product — not necessarily when you want to sell it. But marketers must try. direct marketing, sales calls and web visits). The blog is not a marketing tactic.

A/B testing 120

A/B testing Tradeshows Finance Cross-sell 120

Lead Fuze

JUNE 28, 2021

Leads can come from a variety of sources, including advertisements on search engines, banner ads, and other online platforms that offer lead generation services to businesses. Affiliate marketing is a form of performance-based marketing where the affiliate earns commissions by selling or advertising products from their own site.

Lead generation 97

Lead generation E-commerce Commission Real Estate 97