Heinz Marketing

JUNE 30, 2023

By Karla Sanders , Engagement Manager at Heinz Marketing In the ever-evolving landscape of B2B business, customer-led growth has emerged as a powerful approach to drive sustainable success. To truly understand the significance of metrics in B2B customer-led growth, let’s consider an example.

B2B 97

B2B Growth Customers Cross-sell 97

Sales Hacker

FEBRUARY 7, 2018

In this blueprint, we provide insight into where growth comes from and how to structure your sales approach to capture that growth. Traditional Sales Growth vs SaaS Sales Growth. Historically, growth of a sales team was based on the revenue starting with $0M on day 1 of the year. SaaS Growth Rate.

Growth 92

Growth GTM SQL Strategic partnership 92

Veloxy

MAY 3, 2022

SBI Growth. Helps your sales team spend more time on the selling activities that produce revenue. Helps perfect your sales process in order to sell more. In addition to helping sales team’s accelerate sales, Veloxy also helps optimize sales enablement by maximizing selling efficiency. SBI Growth Advisory's KPI Dashboard.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

RAIN Group

APRIL 10, 2024

Whether you call it cross-selling, upselling, or growing accounts , maximizing revenue from existing clients often represents an untapped revenue growth opportunity.

Cross-sell 52

Cross-sell Clients Sell Represent 52

Highspot

JANUARY 31, 2020

But like the great athletes of our age, modern leaders know growth doesn’t come from pure luck. Sales excellence is defined as the consistent outperformance of key growth objectives, achieved by strategic, cross-functional initiatives. Year-over-year growth. Percentage of time spent on selling activities.

Growth 98

Growth Quota Sales Contract 98

Salesforce

JANUARY 3, 2022

Predictable growth is the name of the game in the new year, and you need the right tools, tips, and techniques to make it happen. As our recent Sales Summit revealed, the old ways of selling — aggressive quotas, in-person sales calls, nagging pipeline reviews — just don’t work anymore. Learn more: “Diversity Sells”.

Growth 98

Growth Quota Intrinsic Cross-sell 98

Partners in Excellence

JUNE 30, 2022

For example, if we sell a technology sales people can use, we want every sales person in the company using it. If we sell embedded products, we may want to expand our share position, moving from second sourced to the primary supplier, we may want to make sure we our products are included in follow-ons our customers may be developing.

Growth 71

Growth Cross-sell Strategize Account management 71

Heinz Marketing

APRIL 14, 2022

These listen to us – “transmission” messages were neither what prospects or customers wanted to hear, nor what the sales folks and channels needed to sell. To stay relevant and a be strategic partner today, CMOs need to drive more value with five salient actions: Cross-functional Alignment with Common KPIs. Customer Obsession.

B2B 114

B2B Cross-sell Education Strategize 114

The 5% Institute

AUGUST 15, 2023

In the fast-paced world of business, establishing and nurturing strong client relationships is crucial for sustained growth and success. In this article, we will delve into the depths of strategic account management, exploring its key concepts, benefits, implementation strategies, and how it contributes to the overall success of businesses.

Account management 52

Account management Strategize Objectives and Key Results Cross-sell 52

Hubspot

MAY 2, 2013

There’s little chance for growth when you’re simply spinning. There’s little stability, and its biggest selling point is the brands it has worked with. There’s little stability, and its biggest selling point is the brands it has worked with. So, how you can stop the madness and point your agency toward growth?

Growth 78

Growth Education Clients Cross-sell 78

Martech

MARCH 1, 2024

As buying shifts online and marketing takes on some traditional sales roles, retaining existing customers is essential for driving growth and profits. But, at last, B2B marketers are beginning to grasp the importance of retention marketing for profit growth. Cross-selling : Offering customers related or complementary products.

B2B 122

B2B Cross-sell Pharmaceutical Account management 122

SaaStr

MAY 30, 2024

With a PLG-heavy background, first working at Microsoft Azure and again with Atlassian, the PLG pioneers, he gives insights into leveraging PLG for the growth of your organization. It’s an end-user-focused growth model where your product drives acquisition, activation, expansion, and retention. It’s a growth model and GTM strategy.

Cross-sell 95

Cross-sell Customers Pitch Drivers/motivators 95

Martech

JULY 16, 2024

Beyond simply rewarding returning customers, a strategically designed loyalty program can unlock multiple revenue streams that greatly benefit your brand. Cross-selling and upselling Loyalty programs serve as powerful tools for enhancing upsell and cross-sell initiatives through the invaluable data they collect from members.

Cross-sell 85

Cross-sell Drivers/motivators Strategize Promote 85

Hubspot

MARCH 18, 2019

The difference between key account management and selling. But if you use the right key account strategy, you'll reap greater sales volume and long-lasting strategic relationships. Does your product have upsell and cross-sell potential? Does your product have upsell and cross-sell potential? The benefits.

Account management 100

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

Salesmate

DECEMBER 11, 2020

When you’re on the path of growth, you need to capture and nurture every prospect. Otherwise, this pattern will keep on hindering the overall growth of your company. Below you will see how the trend of CRM usage both small and large enterprises have witnessed rapid growth. Sell on the go with Mobile CRM.

CRM 128

CRM Cross-sell Clients Follow-up 128

ConversionXL

OCTOBER 8, 2021

As it might take a while to cross that threshold, you need accurate data to learn when each customer was first engaged. It’s a sign that you need to review CAC of your prominent channels and look at the growth marketing funnel to understand where the fault lines are. Using CAC to make key strategic growth decisions.

Customers 135

Customers Price Cross-sell Strategize 135

Martech

JANUARY 5, 2024

As with previous phases, this one is not about hard selling. Expand Expansion is about strategically growing your share of the customer’s wallet. It requires nuance based on understanding when and how to present upselling or cross-selling opportunities. The biggest theme within this phase should be authenticity.

Prospecting 113

Prospecting Customers Cross-sell Objectives and Key Results 113

Score More Sales

AUGUST 11, 2011

Others are strategizing on and successfully growing revenues. Use an automated system to set next actions with clients and strategic partners too. Remember that strategic (or referral) partners can refer you many companies over time, so why are you not contacting them on a regular basis? by Lori Richardson on August 11, 2011.

Niche 103

Niche Strategize Cross-sell Referrals 103

Sales Hacker

FEBRUARY 20, 2023

Land and expand” is a selling tactic that starts with landing a small deal with a new account or organization. Through a strong relationship and proven results, that first deal turns into more sales and increased revenue as you continue to sell across the company. This is where land and expand, in practice, becomes more complex.

Cross-sell 95

Cross-sell Sell Territory Up-sell 95

Martech

FEBRUARY 13, 2024

You’ve explored the crucial link between your martech stack and strategic goals in “ The CMO’s guide to aligning martech and business strategy ,” understanding why syncing these elements boosts efficiency, customer value and growth.

Objectives and Key Results 96

Objectives and Key Results Cross-sell Strategize Retail 96

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. Continuous Learning and Personal Growth : A recurring theme is the joy of learning and personal development.

Sell 124

Sell Cross-sell Drivers/motivators Education 124

SaaStr

SEPTEMBER 17, 2020

In her session, Erica shares her hard-earned leadership lessons– from selling her company to what she’s learned at Github, we’ll share her most essential leadership principles for any stage of business. #1 Facilitate cross-functional collaboration. #4 BONUS: #6 Create a Growth Environment. Actionable.

Cross-sell 119

Cross-sell Growth Networking Strategize 119

Gong.io

OCTOBER 19, 2021

And some are intangible, like a learning culture; the knowledge provided in onboarding, training, and coaching; and insights into how your strategic initiatives do IRL. How does revenue operations drive growth? It’s also there to make sure your big-bet strategic initiatives succeed, even if it means changing tack part-way through them.

Quota 164

Quota Sales Strategize Objection handling 164

Highspot

MAY 9, 2023

And rightfully so – the days of growth at all costs have sunsetted, giving rise to efficient growth. The bad news is today’s sales professionals face arguably the hardest selling environment in a decade. Right now generative AI is demonstrating pivotal potential in three key areas: Automation – save time for strategic work.

Cross-sell 98

Cross-sell Sales Strategize Entertainment 98

Partners in Excellence

AUGUST 25, 2014

Become a strategic partner. Let’s say we have a $10M account, and we want to drive 10% growth, year over year. But we probably won’t achieve all the growth we need to achieve by relying on upgrades and cross sell to our current customers. Grow the account.

Territory 94

Territory Cross-sell Strategize Account management 94

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

Heinz Marketing

JULY 20, 2023

Not only are they pressured to mitigate churn, but they must also simultaneously drive revenue through upsells, cross-sells, and advocacy. By aligning our efforts, we can create a seamless experience and set the foundation for long-term customer satisfaction and revenue growth. We can help!

Customers 81

Customers Cross-sell Growth Lead generation 81

SaaStr

DECEMBER 4, 2024

Pricing is more than just a number on a contract — when used thoughtfully, it can become a strategic tool for your SaaS product that can drive product adoption, customer satisfaction, and business growth. For example, if you’re trying to drive user growth, you want the least amount of pricing friction.

Price 101

Price Growth Objectives and Key Results Cross-sell 101

Search Engine Land

JULY 16, 2024

Beyond simply rewarding returning customers, a strategically designed loyalty program can unlock multiple revenue streams that greatly benefit your brand. Cross-selling and upselling Loyalty programs serve as powerful tools for enhancing upsell and cross-sell initiatives through the invaluable data they collect from members.

Cross-sell 69

Cross-sell Drivers/motivators Strategize Promote 69

Heinz Marketing

MARCH 25, 2020

Yet creating a predictable revenue growth engine is no small task, nor is it one that can be done overnight. A buyer’s experience with your brand spans from their first touchpoint with marketing all the way through to customer success, renewals, and up-sells; and it doesn’t end with just a single individual from a single company.

Growth 65

Growth Cross-sell Territory Engineering 65

Veloxy

JULY 23, 2024

This remarkable growth underscores the critical role of AI in driving innovation and efficiency across industries. This helps increase satisfaction and loyalty which can lead to greater sales growth long-term. Another example might be a technology company that sells software solutions. billion by 2033.

Technology 130

Technology Technology Sales Healthcare 130

SaaStr

JANUARY 31, 2022

Successful strategies rely on the ability to land and expand, hire for growth, implement ABM and account planning, and pivot with agility. Adding C-level engagements and cross-departmental selling will lengthen your sales cycle but it will provide you with customers who stick and an increased average transaction size.

Territory 86

Territory Cross-sell Quota Networking 86

SaaStr

NOVEMBER 30, 2023

General Partner Doug Pepper and General Partner and Head of Analytics at ICONIQ Growth, Christine Edmonds, share the art and science of scaling GTM at this year’s SaaStr Annual. According to ICONIQ’s data, many successful companies hit a growth plateau at around $15M ARR. So, you have to be thoughtful about who you’re looking for.

Go To Market 91

Go To Market GTM Cross-sell Growth 91

Sales Hacker

MAY 6, 2021

With growth being the top priority of so many companies today, there are a lot of titles that come up in any LinkedIn search that may not be familiar to us. Recruiting and interviewing strategic candidates and attending case-study interviews for individual contributors. Big picture revenue growth and retention.

B2C 100

B2C Pipeline SQL Strategize 100

Highspot

MAY 3, 2024

What’s missing is a strategic approach that unites all your revenue-generating teams. Whether your revenue targets are at risk, you’re trying to turbocharge growth, or you’re looking to improve your bottom line, revenue enablement is for you. The buyer’s journey doesn’t just start and stop with sales. What is Revenue Enablement?

Cross-sell 93

Cross-sell Technology Technology GTM 93

SaaStr

APRIL 28, 2022

Snowflake’s account-based marketing aims to engage key decision-makers at the must-win accounts through strategic, cross-functional campaigns. Your teams should drive full lifecycle ABM for optimal business growth. Integrated ABM: Flipping the Funnel. Key Takeaways. Start with data, follow with strategy, and focus on execution.

Cross-sell 98

Cross-sell Sell Lead generation Education 98

Salesforce

DECEMBER 8, 2022

In fact, 55% of sales leaders say they’re prioritizing low-risk initiatives with modest guaranteed growth. Sales reps spend only 28% of their week selling, down from 34% in 2018. As noted above, tool juggling is one of the reasons reps don’t spend enough time selling. Reps are bogged down with too much manual work.

Cross-sell 98

Cross-sell Gambling Quota Sales 98