Partners in Excellence

JANUARY 31, 2018

Account Based Marketing/Selling is all the rage today. But having played in this space for more than a few years, a lot of what I see is deja-vu all over again, echoing concepts from the 80’s, 90’s, even before (look at some of the original books on account based selling and when they were published.

Sell 79

Sell Territory Cross-sell Strategize 79

Miller Heiman Group

AUGUST 24, 2019

Our book, Sales Enablement—A Master Framework to Engage, Equip and Empower a World-Class Sales Force , defines a sales enablement charter as a “guide for turning random sales enablement efforts into a formal, scalable and strategic enablement discipline that has a definable, positive impact on your business.” Get Clarity on Sales Enablement.

Objectives and Key Results 77

Objectives and Key Results Cross-sell Territory Government 77

Heinz Marketing

SEPTEMBER 16, 2022

Procurement , also known as: vendor management, supplier management, or even sometimes supply-chain management, are the folks who need to ensure that all the i’s are dotted and t’s are crossed. They compile all the legal, contractual, regulatory, strategic, and bureaucratic controls that need to exist to keep a company safe.

Legal 103

Legal Cross-sell Government Contract 103

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 7, 2018

Add new products/services to uplift the price, and create upsell/cross-sell opportunities. Add a strategic partnership that opens a new segment, for example, Healthcare, Government, etc. For example: Added regional teams to increase coverage a nd decrease dependence on your local market.

Growth 94

Growth GTM SQL Strategic partnership 94

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. Then invite them to the first sales enablement advisory board, which should serve as a key element of your governance model.

Growth 77

Growth Objectives and Key Results Cross-sell Quota 77

PandaDoc

OCTOBER 15, 2024

Richard Gosler, Creative Director PIXELHAUS Enterprise software : large companies that sell intricate software to other enterprise-level companies (B2B, Saas) need a high level of flexibility, customization, and have several steps within their sales cycles. It allows us to respond quicker to quotation requests and track the client’s activity.

Legal 52

Legal Contract Cross-sell Finance 52

PandaDoc

APRIL 8, 2024

Their cross-functional expertise enables them to create proposals tailored to customers’ needs. A deal desk identifies upsell and cross-sell opportunities for existing customers by analyzing past deals and current contracts, and tracking renewal dates. Use of PandaDoc services are governed by our Terms of Use and Privacy Policy.

Negotiate 52

Negotiate Cross-sell Contract Legal 52

Outreach

APRIL 3, 2018

This solution will remove barriers and help people sell more by addressing three mission critical sales problems: (1) a disjointed sales tech stack, (2) inconsistent or untrustworthy data, and (3) maintaining governance practices to preserve data quality. The problem: Too many places to look for prospect data; too little time.

Cross-sell 49

Cross-sell Government Contact Sales 49

Salesforce

OCTOBER 18, 2024

To find information about local laws for small businesses, you can start by visiting your city or county’s official government website. You can sell products without holding inventory by partnering with suppliers who ship directly to customers. Food products: Create and sell artisanal foods such as sauces, desserts, or snacks.

Minimum Viable Product 111

Minimum Viable Product Cross-sell Niche Legal 111

PandaDoc

AUGUST 22, 2024

SaaS sales is the art of selling software-as-a-service (SaaS), focused on methods to obtain new customers while retaining/upselling existing ones. What makes selling SaaS products different from other types of sales? The combination of tools and features saves time and adds strategic value, improving the number of deals closed.

Contract 52

Contract Cross-sell Legal CRM 52

Highspot

JULY 18, 2023

Marketing enablement is not a new idea, but few companies take an intentional, strategic approach. Through one platform, marketing teams are able to create more effective content for target audiences, collaborate cross-functionally, enable sales, and measure what’s working and what’s not, so that the team can optimize and improve impact.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Sales Strategize 52

Highspot

NOVEMBER 9, 2023

Remote Sales and Virtual Events In an era where remote sales and virtual selling have become increasingly prevalent, digital sales rooms offer an ideal platform for engaging with prospects and customers in a virtual environment, effectively replacing the traditional in-person meetings and trade shows.

Objectives and Key Results 59

Objectives and Key Results Objection handling Teamwork Sales 59

PandaDoc

APRIL 21, 2023

Accurate identification will help you avoid rashly categorizing tail accounts as having strategic value. Let’s examine what strategic account management is and the best ways to approach it. What is strategic account management? What is strategic account management?

Account management 52

Account management Objectives and Key Results Strategize Legal 52

The Lost Book of Sales

FEBRUARY 1, 2021

Additionally, in the greater picture there is a mind-boggling lack of cross-disciplinarity in academia. ” When faithfully adhered to, these traits result in one of the best-known Munger characteristics: not buying or selling often! It doesn’t mean we don’t need government, because we do.

Intrinsic 105

Intrinsic Price Construction Government 105

Search Engine Land

DECEMBER 28, 2023

Meanwhile, across the pond, Google is facing the possibility that it may be forced to sell part of its ad business after being charged with violating the European Union’s antitrust laws. In another blow for Google, an Adalytics study accused it of mis-selling video ads to marketers for the last three years. billion in the U.S.,

Retail 116

Retail X-functional Launch Non-Profits 116

Sales Hacker

AUGUST 2, 2019

Think relationship selling, sales prospecting, and lead nurturing all rolled into one. But with our updated DRIP approach, you’re taking a much more strategic approach to prospecting and lead nurturing — which will help you penetrate the market in record time. Clearly, a typical, email-only drip campaign isn’t enough.

Contact 73

Contact Referrals Appointment Cross-sell 73

Highspot

JANUARY 2, 2023

Strategy and Execution = Sales enablement not only increases process efficiency but also paves the path to becoming more strategic with decreasing rep ramp time, winning deals, forecasting, and one-on-one performance. Streamline sales processes cross-functionally across marketing, sales, and sales operations.

Sales 75

Sales Quota Cross-sell Pitch 75

SaaStr

MAY 27, 2020

On March 27th, so about a month later, the US government passed the CARES Act, which probably you know, stands for the Coronavirus Aid Relief and Economic Security Act, which is now at three trillion dollars. I thought it’s also worth giving you some sense of scale for how much the US government takes in in revenue every year.

Finance 97

Finance Government Price Contract 97

Hubspot

JANUARY 14, 2015

Not all current marketing executives knew they wanted to go into marketing -- in fact, many of them started in sales, consulting, human resources, entertainment, software engineering, government, and a myriad of other fields. The bag of stuff that I had to sell kept getting bigger. "By First Job: Government Scientist. "I

Healthcare 78

Healthcare Hospitality Finance Consult 78

Highspot

MAY 30, 2024

Enhance cross-department communication: Meet regularly to discuss strategies and challenges, share insights, and coordinate revenue-generating activities across the buyer journey. A content governance framework can help maintain quality standards and alignment with brand guidelines.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Education Objection handling 52

PandaDoc

MAY 13, 2024

Sales enablement is a strategic approach that provides resources, tools, and training to empower sales teams, enhancing their effectiveness and efficiency throughout the sales process. Inside sales For agents who engage in remote selling; on the phone, via video call, social media, or email. What is sales enablement?

Objectives and Key Results 52

Objectives and Key Results Legal Cross-sell Sales 52

PandaDoc

MAY 24, 2023

Acting as a liaison between the sales team, the marketing teams, the presales department, and even delivery units, they purvey the required training, marketing collateral , software tools, channels, and process improvement ideas to those who sell. Use of PandaDocs services are governed by our Terms of Use and Privacy Policy.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Appointment Sales 52

PandaDoc

MAY 9, 2024

You need to know how quickly your team generates revenue to better plan and strategize for the business. A SaaS provider sells document workflow software for businesses of all sizes. Additionally, sales training should focus on upselling and cross-selling opportunities. Why is sales velocity important?

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

PandaDoc

JUNE 11, 2024

From the benefits and types of B2B sales to key best practices, strategies, and more, let’s dive into the world of business-to-business selling. Implement key strategies like account-based selling, content marketing, and social selling. Implement key strategies like account-based selling, content marketing, and social selling.

B2B 52

B2B Process B2C Objectives and Key Results 52

PandaDoc

APRIL 3, 2023

In which case, they can benefit from a strategic partnership agreement with a freelancer or other third party that can help them get their production plan in order. After all, if you don’t have the supplies to sell to customers, you can’t make any sales. Use of PandaDocs services are governed by our Terms of Use and Privacy Policy.

Process 52

Process Objectives and Key Results Teamwork Sales 52

Highspot

JANUARY 2, 2023

Strategy and Execution = Sales enablement not only increases process efficiency but also paves the path to becoming more strategic with decreasing rep ramp time, winning deals, forecasting, and one-on-one performance. Streamline sales processes cross-functionally across marketing, sales, and sales operations.

Sales 52

Sales Quota Cross-sell Pitch 52

PandaDoc

MARCH 7, 2023

This visual aid gives every member of your sales team a big-picture view of the entire selling process. This means your sales managers can spend less time micromanaging and more time strategizing. Use of PandaDocs services are governed by our Terms of Use and Privacy Policy. You can still always opt for simplicity, though.

Process 52

Process Objectives and Key Results Pitch Sales 52

PandaDoc

OCTOBER 3, 2023

Do you feel like your selling job is becoming harder and harder over time? Machine learning and artificial intelligence can handle them: analyze tons of data and make strategic predictions, cover multiple communication channels, provide valuable advice, and automate most of your routine tasks.

Process 52

Process Objectives and Key Results X-functional Sales 52

Heinz Marketing

MAY 7, 2018

Mike will touch on: Current focus: Cross channel orchestration is a focus for us (usermind, lytics). Process, cross department accountability, how I’d prepare if I were starting today with the experience I now have. One thing I know we talked about is what you guys call cross channel orchestration.

Pipeline 41

Pipeline Sales Cross-sell Pitch 41

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. Best-selling author of Embrace Your Edge, Hang is a global speaker on sales, leadership, and diversity & inclusion in the workplace. Anita Nielsen.

Sales 136

Sales Up-sell Start-ups Cross-sell 136

SaaStr

JUNE 10, 2020

And I’ve gone through and crossed out a few things. We’ve been working with Terminus to target our strategic accounts and major accounts and seeing some really good results and partnering with our sales team. We don’t sell in the webinars, we’re bringing them a community together.

Launch 84

Launch Start-ups Drivers/motivators Pipeline 84

Hubspot

OCTOBER 28, 2019

Wendy's, which claims to sell "Fresh, Never Frozen Beef," has a company policy against placing beef in freezers because it makes the meat less fresh than it is when refrigerated. Meanwhile, gamers who crossed paths with Wendy's avatar while filming their own Twitch streams pointed her out to their viewers. Order it here.".

Campaign 70

Campaign Gaming Launch Non-Profits 70

SaaStr

MARCH 20, 2020

I’d had a variety of truly random but slightly interesting jobs, including selling cheese. We weren’t selling anything and it was a pretty incredible learning experience, but probably not one that I’d really want to repeat anytime soon. The government forces me to, ho hum. No one likes it.

Growth 82

Growth Engineering Referrals Up-sell 82

Highspot

MARCH 9, 2022

They’re strategic decision-makers, coaches, sales experts, and change managers, all rolled into one. As a result, they approach their role as a people manager and strategic decision-maker differently. Expect sales reps to follow the game plan, dotting every “i” and crossing every “t” along the way.

Intrinsic 95

Intrinsic Technique Cross-sell Sales 95

Sales Hacker

AUGUST 31, 2021

In 2008, a year after graduating from my undergrad college, I read the book, Crossing the Chasm , and that really got me excited about Silicon Valley. So we tend to make very default-ish decisions like, “Salesforce sells per user, so we’ll also sell per user.” They’re undercutting anchor prices in the industry.

Product 69

Product E-commerce Price Cross-sell 69

Salesforce

OCTOBER 29, 2024

Like other sales approaches, the goal of door-to-door sales is to establish a relationship with a customer, upsell , cross-sell, and close more deals. You also need to convey excitement about the product or service you’re selling and help prospects understand its benefits in a way that feels personal to them.

Objectives and Key Results 52

Objectives and Key Results Territory E-commerce Pitch 52