Salesforce

SEPTEMBER 28, 2023

Create sales plans that save reps time and maximize sales impact Get your targets, budget, and headcount aligned with just a few clicks so you can sell more efficiently. These include things like quota attainment for a sales team and the numbers of deals in reps’ pipelines. See how it works What are sales targets? But will they?

Quota 116

Quota Territory Pipeline Sales 116

Hubspot

JULY 11, 2018

They do this by using their power of purchasing to support positive change, keep their manufacturing footprint small and responsible, give back to local communities, and make delicious ice cream. They offer a marketplace for creatives to sell their goods with the aim of having a positive impact on people and the planet. Warby Parker.

Non-Profits 99

Non-Profits Manufacturing Healthcare Drivers/motivators 99

SaaStr

OCTOBER 15, 2019

Unlike when selling into SMB businesses that kind of can go from a demo, to a conversion, to a close in a matter of days, enterprise sales is a lot more complicated and it’s hard to navigate through. .: So what we do is we help manufacturing and industrial companies comply with environmental regulations using our software platform.

Pipeline 85

Pipeline Manufacturing Up-sell Cross-sell 85

Partners in Excellence

JUNE 7, 2012

” “Sales is not like manufacturing! ” Certainly, standard work in sales can never be as precisely defined as a manufacturing process. 38% of those using the process can sell value and avoid discounting, where only 4% of those who have no sales process do the same! Funnel/Pipeline process. Prospecting.

Territory 107

Territory Sales Manufacturing Objectives and Key Results 107

Sales Hacker

JUNE 3, 2021

B2B clients are purchasing your products to use in their manufacturing process (e.g. automobile parts to repair cars), to sell to their customers (e.g. retail stores selling children’s toys), or they’re using a service (e.g. Sales starts using it to document information for their pipeline, calls, and qualifying customers.

B2C 105

B2C CRM B2B E-commerce 105

Sales Hacker

APRIL 6, 2022

And these manual processes take sales reps away from their most important activity: selling. If you’re selling a limited number of products or services, or have an extremely simple pricing model, a CPQ system may be beyond your needs. A better selling experience. Scaling sales operations.

Cross-sell 108

Cross-sell Contract Price Finance 108

Hubspot

FEBRUARY 21, 2025

Two years ago, my sales pipeline was a mess leads ghosted after the first call, and I struggled to keep track of contacts with notes scattered across multiple tools. Desperate for a solution, I turned to target account selling a method Ive since refined into a system thats helped me land six SaaS clients in under four months.

Clients 41

Clients Sell Cross-sell Objectives and Key Results 41

Sales Hacker

JUNE 14, 2021

All of a sudden ABM programs become tactical with a focus on leads and filling the pipeline. ABM Example 2: How an e-commerce firm used ABM to drive a buying consensus with a “stuck” manufacturer. An e-commerce tech firm learned that there should not be a hand-off between sales and marketing once selling conversations begin.

GTM 112

GTM E-commerce B2B Profit margin 112

Partners in Excellence

AUGUST 14, 2015

Or rather than scraping through with crossed fingers and a few prayers, I could now aim for overachieving my numbers (that’s where the real money started kicking in.). For example, having a strong pipeline management process enables each of us to look at our business, not only this month, but next and some months down the line.

Territory 102

Territory Cross-sell Manufacturing Finance 102

Sales Hacker

SEPTEMBER 2, 2020

The best sales teams don’t just sell — they keep customers happy and drive serious upsell, cross-sell, and expansion revenue. Companies working with the start and middle of the supply chain (raw materials, manufacturing, warehousing, etc.). Companies with complex or custom-tailored products. Low-Touch Sales.

Inside sales 132

Inside sales Cold Call Contract Price 132

Salesforce

JUNE 14, 2023

Let’s face it: Hard sells and flashy demos can be effective ways to close. Not only will this help you build trust, which makes it easier to sell , but it will open the door to long-term relationships that can lead to upsells and cross-sells. But not always. Add case studies to help drive your point home.

Gaming 93

Gaming Cross-sell Referrals CRM 93

Heinz Marketing

FEBRUARY 4, 2021

I’m always happy to talk more about conversion rates, more about math marketing, more about predictable pipeline. Selling channels traditionally, getting in front of doing traditional sales calls has not come back. It’s not like all of a sudden we went from a purely offline sales into purely digital selling.

Negotiate 140

Negotiate Cross-sell Prospecting Up-sell 140

Partners in Excellence

SEPTEMBER 20, 2022

It was surprising to see the reactions to my post, Pipeline, Tutorial. Mistakenly, I had assumed people understood the basics around pipeline management, how to use the pipeline as a tool for maximizing personal performance, and other things. In the previous post, I talked about the distinction between pipelines and forecasts.

Pipeline 71

Pipeline Manufacturing Cross-sell Represent 71

PandaDoc

SEPTEMBER 17, 2024

Whether sales development reps are back at company offices or continue to work remotely, they need to manage a robust sales pipeline and drive deals further down the funnel. 5 Salesloft’s user interface, displaying how reps manage different deals in their sales pipeline. And (obviously!) 5 Capterra Rating: 4.4/5 5 Capterra Rating: 4.4/5

Contract 98

Contract CRM Legal Sales 98

ConversionXL

JUNE 2, 2022

Take Engagio (now part of Demandbase ), who manufactured individual bobblehead models of the relevant leaders at key accounts as part of their ABM strategy. When leads cross over the MQL threshold, the platform alerts reps with a summary of that activity, and a series of insights to power up their next sales outreach.

Launch 100

Launch Campaign Pipeline Growth 100

Salesforce

JANUARY 11, 2024

In B2B (business-to-business) sales, one business sells goods or services to another. B2B sales is when a business sells a product or service to another business. B2C sales is when a business sells a product or service directly to a consumer. Learn more What is B2B sales? B2B sales vs. B2C sales: What’s the difference?

B2B 59

B2B B2C Manufacturing Government 59

Heinz Marketing

JULY 16, 2018

Enjoy another episode of Sales Pipeline Radio , and catch us live every Thursday at 11:30 a.m. Matt: Thank you for joining us for Sales Pipeline Radio. Paul: I am going to be trying to work on next week’s Sales Pipeline Radio. By Matt Heinz, President of Heinz Marketing. That’s what I’m doing.

Pipeline 45

Pipeline Sales B2B Contact 45

SBI

OCTOBER 4, 2018

” It helps sales and marketing build pipeline. Not only that, their sales onboarding demo won the entire, cross-category demo jam award! They call this “evolved selling” – I’d say it’s called evolved marketing as well. Luke explained why Conversica is so “cool.”

Territory 55

Territory Cross-sell Manufacturing CRM 55

PandaDoc

MARCH 25, 2024

If you sell complex, configurable products online, you will almost inevitably come to the realization one day that you need to add a CPQ tool to your software toolkit. Make every voice heard Since any CPQ software is essentially cross-departmental, make sure that your list of requirements goes beyond just the functional ones.

Legal 52

Legal Manufacturing Cross-sell Price 52

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 137

Sales Up-sell Start-ups Cross-sell 137

Highspot

SEPTEMBER 12, 2019

Instead, we need to focus our attention on AI’s potential to transform how we sell. AI is already making waves in sales, from intelligent content recommendations for reps to sales pipeline insights. Manufactured urgency, like lab-grown diamonds, is inferior to the real thing. ” Forget the shock and awe headlines.

Cross-sell 45

Cross-sell Manufacturing Represent Education 45

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

Salesforce

JANUARY 18, 2024

Business growth expert Tiffani Bova said it best: “How you sell matters. The best sales processes make selling easy by helping you optimize sales conversations, delivering the right value at the right time. Build product knowledge Today, clients expect sales reps to know every detail about the product they’re selling.

Process 59

Process Real Estate Objectives and Key Results Cross-sell 59

Salesmate

OCTOBER 22, 2021

This commission structure comes with a benchmark, so when your rep crosses that benchmark, their commission percentage increases. So, the reps that provide huge discounts just to sell more products would not be able to benefit from it. 50,940 Real estate brokers Find clients and help them buy, sell, rent, and lease properties.

Commission 52

Commission Drivers/motivators Non-Profits Real Estate 52

Spiro Technologies

FEBRUARY 24, 2023

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving, and selling products and of course having fun along the way. Carissa Gudenkauf: Manufacturing, process engineer, working under the engineering department, which is very much detail-oriented, and structured.

Manufacturing 52

Manufacturing Engineering Start-ups Cross-sell 52

Hubspot

AUGUST 21, 2023

Distribution: Through what mediums will you sell the product or service? It gradually narrows down as opportunities fall out of the pipeline. The Channel Model Lastly, in the channel model , an outside agency or partner sells your product for you. They are also often less motivated to sell than your own sales team would be.

Go To Market 69

Go To Market Process GTM Launch 69

Sales Hacker

MARCH 25, 2025

building data hug out, which was in the predictive forecasting, you know, pipeline management space. And you said, Hey, tweak that for you and finance versus pharma versus manufacturing and make it your own. And I’ll maybe give you some CapEx, but I need OpEx to go here, or we’re doing it to drive cross sell.

GTM 69

GTM X-functional Start-ups Relationship building 69

SaaStr

SEPTEMBER 4, 2020

Jennifer Tejada: Or even manufacturing companies like Ford and Dyson transitioning their manufacturing lines to build much needed ventilators or Estee Lauder transitioning its cosmetic lines to build hand sanitizers when New York was really struggling to stop the spread of COVID. So while it may be hard, cross some things off the list.

E-commerce 77

E-commerce Cross-sell Start-ups Up-sell 77

SaaStr

AUGUST 13, 2019

In almost any other industry, whether it is healthcare or consumer or manufacturing, 20% growth is phenomenal. When organizations actually go from starting up to selling to SMBs and going up market, the pool up market is undeniable. You’re trying to figure out how to sell to them. Why is that the case? The first one.

Cross-sell 68

Cross-sell Sales Support Growth Up-sell 68

Sales Hacker

APRIL 16, 2018

Node is creating an entirely new paradigm for sales and marketing professions to grow pipeline and accelerate revenue philosophy. . The sales team is set up in two teams, we’ve got a team that’s responsible for selling into the buy side and sell side, and a team responsible for selling into big corporations.

Territory 44

Territory Cross-sell Up-sell Objection handling 44

Lead Fuze

NOVEMBER 30, 2021

The push tactics we’ve been using are not working, so here’s why: Sales and marketing teams are more aware of who they’re selling to, rather than just focusing on revenue growth. ABM Example 2: How an e-commerce firm used ABM to drive a buying consensus with a “stuck†manufacturer.

E-commerce 52

E-commerce B2B Healthcare Sales 52

SaaStr

AUGUST 26, 2022

Sometimes we’re not as founders, sometimes founders sell their company because they don’t end up being deeply passionate about what it does. So sell your product. I’m not great at it, but most folks they’re aggressive without crossing the line. Especially in the manufacturing side of things.

Quota 98

Quota Growth Product Closing 98

SaaStr

AUGUST 7, 2020

Well look, understanding every component of your customer, how you market to them, how you sell to them, how you service them, how you interact along on the web it’s super important. Where are we in terms of stage of pipeline? What are the next couple of waves that you’ve seen across your partners and customers?

Price 84

Price Retail X-functional Healthcare 84

ConversionXL

DECEMBER 3, 2018

I worked with a company that manufactured moisture-resistant flooring adhesive. By shifting the focus away from basic educational content and toward high-level inspirational concepts, Zuora inspired the elite and discerning audience it intended to sell to—CEOs, founders, and executives. It created powerful network effects.

Niche 133

Niche B2B Manufacturing Education 133

Salesforce

FEBRUARY 6, 2024

8 common types of sales Common sales terms Types of sales methodologies 5 qualities of successful salespeople Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast. Learn more What is sales?

E-commerce 64

E-commerce B2C Pharmaceutical Inside sales 64

SaaStr

NOVEMBER 16, 2020

How does Andy structure the pipeline meetings? Where do many people go wrong in pipeline meetings? I think product marketing to me is really kind of in that Jeffrey Moore adoption curve model of like crossing the chasm to me, it’s the product marketing challenge, right? And to do that, we focus a lot on pipeline.

Pipeline 107

Pipeline Territory Price Cross-sell 107

Martech

FEBRUARY 25, 2022

B2B and B2C upper mid-market and enterprise marketing teams, supporting retailers, banks, insurance, e-commerce, education, travel, hospitality, media, manufacturing and entertainment. This includes cross-channel, multi-touch and multi-wave campaigns. Target customers. Product overview. Act-On Software. Product overview.

E-commerce 117

E-commerce B2C Manufacturing Hospitality 117