Salesforce

FEBRUARY 21, 2024

Back to top ) Why sales performance reviews are important Data from Gartner notes that almost 90% of sellers feel burned out at work, 54% are actively looking for a new job, and 67% think sales leadership is overly optimistic and disconnected from selling realities. Time to close is above average for the team.” Watch the demo

Objectives and Key Results 105

Objectives and Key Results Construction Sales Clients 105

Partners in Excellence

MARCH 9, 2023

” Today, we seem to face the same thing in selling, except now it’s data. When I start talking about the data and the insights they provide, they look at me with their eyes crossed, confused. The typical response is, “I don’t know how to pull it up… can you help me?”

Cross-sell 71

Cross-sell Pipeline Represent Technology 71

Sales Hacker

JUNE 19, 2019

I’m always impressed by the degree of ingenuity that leading sales teams put into their selling strategy. Transactional selling. Solution selling. Consultative selling. Provocative selling. This really is the best example of contextual selling in the virtual world. Product upsells and cross-sells.

Campaign 98

Campaign Cross-sell Sales Up-sell 98

SBI

FEBRUARY 21, 2020

Sellers often lack the fundamental skills needed for high-value calls, demos, and meetings. This eBook covers 15 sales training topics that improve rep performance in high-impact areas such like b usiness acumen, objection-handling, up-Sell and cross-sell, leveraging referrals, and more.

Objectives and Key Results 37

Objectives and Key Results Objection handling Cross-sell Referrals 37

Outreach

APRIL 25, 2019

Over the years, businesses have used many selling techniques to reframe their sales process and improve performance. Solution Selling. To build a custom solution, practitioners of this technique rarely sell off-the-shelf products. Takes time to build rapport and get prospects to open up about their pain points.

Technique 55

Technique B2B Sell Cross-sell 55

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. Follow up with her updates on Twitter at @bridgegroupinc.

Inside sales 111

Inside sales Sales Cross-sell Consult 111

Highspot

JUNE 6, 2023

The Impact of a Productive Sales Team In today’s fast-paced, competitive, digital world, every aspect of operations must be fine-tuned to perform at peak sales efficiency. What exactly do you stand to gain from ramping up sales productivity and increasing quota attainment across your team?

Closing 52

Closing Product Objectives and Key Results Quota 52

Highspot

JUNE 11, 2020

Working together, aligned teams can deliver high-impact marketing activities, boost sales effectiveness, and ultimately grow revenue. Cross-functional input into go-to-market strategies. Sales’ responsibility is, of course, to sell. Cross-functional collaboration is great, but it can also be complicated.

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

Search Engine Land

DECEMBER 28, 2023

Google stirred things up by shaking cushions and discreetly adjusting ad prices, and the entire industry faced a major shift with the sunset of Universal Analytics, forcing everyone to transition to Google Analytics 4. In another blow for Google, an Adalytics study accused it of mis-selling video ads to marketers for the last three years.

Retail 116

Retail X-functional Launch Non-Profits 116

Hubspot

NOVEMBER 7, 2023

You can also identify specific regions or industries to sell into and benchmark your average sales cycle. Having the CRM is one thing, but there will be an impact on work; someone needs to populate the CRM so you can get the most out of it. Set up the essential reports. Set up lead scoring. Customer segmentation.

CRM 77

CRM Contact Contract Objectives and Key Results 77

ConversionXL

APRIL 22, 2015

Testing tools are affordable (even free), and increasingly easier to use – so pretty much any idiot can set up and run A/B tests. Those two add up to indicate execution velocity. Add average sample size and impact per successful experiment, and you get an idea of total business impact. Doesn’t work like that.

A/B testing 123

A/B testing Cross-sell Start-ups Follow-up 123

Partners in Excellence

DECEMBER 4, 2015

They have to make sure they are developing meaningful relevant, impactful content—role-wise, contextually, situationally, and timely high impact content. We have to care, we have to want to have an impact, we have to be driven to produce results and driven by effectiveness. Finally, to the vendors of these tools.

Cross-sell 77

Cross-sell Technique Education High impact 77

Highspot

SEPTEMBER 28, 2021

Simply put, the only way you can increase revenue is to sell more. As companies scale, personal biases can quickly become professional complications as teams jostle for ownership over high-impact initiatives. Chances are, precious hours are being wasted in administrative tasks or other non-selling activities.

Sales 52

Sales Cross-sell Technique Growth 52

Hubspot

AUGUST 12, 2014

Smart sales and marketing leaders know how important it is to collaborate with cross-functional teams. Here are three high-impact ways for Marketing and Sales to join forces: 1) Position Marketing as a content creation engine and Sales as a learning and distribution engine. To read more content like this, subscribe to Sales.

Cross-sell 71

Cross-sell Repeat business Education Sales 71

Hubspot

JULY 31, 2013

Sales is a vital part of any organization -- if you’ve got a product or service, you’re going to need someone to sell it. Create cross-departmental relationships. In the long term, a lot of salespeople miss out on strategically setting up internal relationships with people in other departments at their organization.

Prospecting 76

Prospecting Pitch Cross-sell Consult 76

SaaStr

AUGUST 15, 2020

I actually just got off the boat, Nick, and scurried up to make sure that I was ready to go for the presentation. Nick Mehta: I got to say pretty good internet up there on the Italian Alps, so I’m impressed. So, you teed it up really well. One, it starts high up in the sales process, right? Jay Snyder: Yeah.

Retail 77

Retail Start-ups Drivers/motivators Up-sell 77

SBI

SEPTEMBER 11, 2012

Big, medium, and small businesses are being beat-up by two people, a clever spin on a traditional industry, some Ikea desks, open source software, and a couple of iPhones. Join us to hear how small businesses to large enterprise customers are saving time and money, doing more cross selling, and succeeding with the simple addition of Data.com.

CRM 48

CRM Cross-sell Contact Finance 48

Sales Hacker

JULY 8, 2020

If you missed episode 116, check it out here: How to Form Great Habits and High Impact Behaviors at Work? It makes it a place where, if you do the right things, you can have a massive impact and really see big numbers, and see big number growth as we have. with Andrew Sykes. Subscribe to the Sales Hacker Podcast.

Real Estate 119

Real Estate Strategize Launch Commission 119

SaaStr

OCTOBER 29, 2019

I began my career in new product development and starting in 2011 got really excited about the high growth phase of a company. I was on the product team and saw this opportunity for us to work more cross functionally across the company and focus heavily on retention and monetization. If you value speed, you might up in for an Uber X.

Price 40

Price X-functional Cross-sell Drivers/motivators 40

Sales Hacker

OCTOBER 7, 2021

We’re often encouraged to hide, toughen up, and bury our emotions. Your sales career project has ups and downs. 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. Anything less is failure.

Sales 135

Sales Start-ups Up-sell Cross-sell 135

Heinz Marketing

AUGUST 27, 2018

We’ve already featured some great guests and have a line up of awesome content and special guests going forward. They’ve been recognized as one of the top twenty sales training companies in the country by Selling Power magazine and featured as the Sales Training Company to Watch List by trainingindustry.com. Norman Behar: Yeah.

Pipeline 49

Pipeline Objectives and Key Results Sales Inside sales 49

ConversionXL

AUGUST 21, 2014

I have seen this happen at a few startups I’ve worked with by expanding revenue from the current product, plus up-sell and cross-sell opportunities , but that will be a future post. Groove came up with several data-driven attempts at lowering churn. These small changes had a big impact. The Execution.

Referrals 106

Referrals Objectives and Key Results Follow-up Service 106

Salesforce

JULY 28, 2022

Elyse Archer , founder and CEO of She Sells, said this should start with the customer need: “What can you change in your processes, systems, and delivery to serve them best now?” Upskill and cross-train your teams. Also be sure this training is cross-functional. Speed up rep success. said Batrawy.

Cross-sell 98

Cross-sell GTM Quota Contract 98

ConversionXL

APRIL 12, 2017

Last week, 400+ data-driven marketers from 20+ countries around the world met up in the outskirts of San Antonio, Texas for CXL Live 2017. It’s not which variant collects more email addresses, it’s which variant sells more books. Summary: Find opps, estimate impact, dig into results, take testing further. Image Credit.

Growth 86

Growth A/B testing Objectives and Key Results X-functional 86

SaaStr

FEBRUARY 1, 2019

What does Amanda mean when she says “pricing is made up of 3 components?” What can be done to ensure seamless cross-functional communication across the org? An individual who’s seen the scaling from start up to multi-billion dollar public company. Where does Amanda believe most people go wrong with pricing?

Customers 43

Customers Price Cross-sell Start-ups 43

SaaStr

DECEMBER 20, 2019

Does Manny believe that the founder should always be responsible for selling their product at one moment in time? How did Manny sell the first $1m in ARR simply through walking the streets of SOMA and selling door-to-door? And that is the number that you want to make monotonically go up and to the right.

Territory 57

Territory Quota Cross-sell Pipeline 57

SaaStr

MAY 3, 2019

Does Manny believe that the founder should always be responsible for selling their product at one moment in time? How did Manny sell the first $1m in ARR simply through walking the streets of SOMA and selling door-to-door? That is the number you want to make monotonically go up into the right. What is sufficient?

Territory 61

Territory Quota Cross-sell Pipeline 61

ConversionXL

JUNE 19, 2018

You need high tempo testing and experimentation throughout the whole customer journey. A high impact teams needs top skills. Rockboost process of building up a skill set: Personal T-shape plans. Prioritise impact over speed. Select tests that make a real impact. Cross-sell/up-sell.

A/B testing 103

A/B testing Cross-sell X-functional Growth 103

ConversionXL

JUNE 19, 2019

We sell success. Sex up the headline. From here, you can then break up your content into a ton of various social posts. Cross-sectional studies, surveys. If you forget your coupon, you can still pick it up at the store and use it. Ben Labay: “How to Add Millions in Revenue with Voice of Customer”. Create an angle.

A/B testing 90

A/B testing Objectives and Key Results UX Retail 90