Sales Hacker

JANUARY 24, 2025

Too often, businesses treat these as separate domainsone focused on development, the other on selling. Leverage cross-functional insights Marketing, product, and sales must work in tandem. Look for T-shaped players people with deep expertise in one area but cross-functional ability to collaborate across departments.

GTM 102

GTM Cross-sell Finance Price 102

Hubspot

APRIL 1, 2019

What makes a good sales presentation? An effective presentation tells a compelling story, highlights your value proposition, and aligns with your audience's needs and desires. Hate the thought of doing sales presentations ? But the best reps have sales presentations down pat, even if it’s not their favorite activity.

Presentation 100

Presentation Technique Closing Sales 100

SBI

JULY 1, 2020

5 Ways to Uncover Strategic Account Revenue. Now, with the economic uncertainties of 2020, sales teams of all sizes are desperate for a more strategic approach to building dependable and ongoing opportunities to optimize customer revenue in their most strategic accounts. Manage Relationships More Strategically.

Strategize 72

Strategize Cross-sell Strategic partnership Growth 72

Partners in Excellence

MARCH 26, 2024

It’s a solution that addresses the way buying is changing, integrating digital and personal selling. But what really interested me were Bill’s perspectives on where buying and selling is headed and how we must change our engagement strategies to work with buyers more impactfully.

Sell 137

Sell Cross-sell Finance B2C 137

Hubspot

MAY 20, 2014

Content is not a box you check, a bubble you fill in, or a bullet point in a PowerPoint presentation. Content must be considered a strategic imperative if you want to see true business results -- an evolution in many ways into a content organization. Let’s take the conversation up a notch.

Strategize 78

Strategize Cross-sell Trust Pipeline 78

Sales Pop!

AUGUST 20, 2021

These can be a unique selling proposition, recommendations, business launch questions, success stories, demonstrations, and presentations. B2B companies sell their products or services to other companies instead of selling them to customers. selling a different product or upgrading their current product to a new version).

Inside sales 246

Inside sales B2B CRM Price 246

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. This includes the strategic aspect of navigating sales processes and the rush of finalizing a deal.

Sell 143

Sell Cross-sell Drivers/motivators Education 143

The 5% Institute

DECEMBER 2, 2019

Then there is key account management and strategic account management – what is the difference? What Is Key & Strategic Account Management. Another common question salespeople ask, is what is key account management and strategic account management? In sales, there are opportunities to up sell, as well as cross selling.

Account management 98

Account management Objectives and Key Results Cross-sell Strategize 98

Heinz Marketing

NOVEMBER 30, 2021

How do you sell if you don’t know who you’re selling to? A useful ICP is a strategic document that takes more than just an internal brainstorm session. What type of accounts do we not sell to? The present is best understood by the past. By Brittany Lieu , Marketing Consultant at Heinz Marketing.

Customers 122

Customers Objectives and Key Results Cross-sell CRM 122

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 116

B2B Cross-sell Education Strategize 116

Martech

OCTOBER 16, 2023

Don’t forget to cross-sell or upsell Have a cross-selling or upselling module in your transactional email to drive additional revenue. A B2C email journey might be more simplistic and based on clicks, segments or dynamic content modules that draw on past behavior to present content. I’m glad you asked!

Cross-sell 132

Cross-sell Retail B2C Strategize 132

Veloxy

MAY 3, 2022

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. Helps perfect your sales process in order to sell more.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Highspot

JANUARY 23, 2025

In other words, hard skills guide what sales reps sell, and soft skills determine how they sell to prospects. All of these consultative selling factors contribute to stronger client relationships. Strategic thinking helps sales reps tailor pitches that address complex buyer needs.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Pitch 52

Martech

MARCH 1, 2024

I see three drivers behind this stunning change: COVID-19, where personal selling was crippled and “retention is the new acquisition” became the latest catchphrase. Thus, retention is gaining traction again as a strategic B2B marketing priority. Cross-selling : Offering customers related or complementary products.

B2B 129

B2B Cross-sell Pharmaceutical Account management 129

The 5% Institute

OCTOBER 13, 2019

Strategy selling, also known as strategic selling; is the step by step system you put together to serve more qualified clients and win more sales. What Is Strategy Selling? Strategy Selling #1 – Prior To Contact. Both plans are crucial when building out your strategy selling foundation. Presenting.

Sell 98

Sell Cross-sell Lead generation Referrals 98

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

Highspot

NOVEMBER 24, 2024

It’s typically a cross-functional initiative between sales and marketing. At its core, sales training teaches sales reps how to sell, imparting essential skills and techniques for engaging customers. On the flip side, sales enablement provides the tools to sell better. What Does Sales Enablement Training Include?

Pitch 52

Pitch Sales Technique Cross-sell 52

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. It’s a delicate conversation.

Prospecting 117

Prospecting Customers Cross-sell Objectives and Key Results 117

Miller Heiman Group

JULY 25, 2019

Does your team operate as a single, aligned organization or as a group of individuals, each following their own random process to selling? It’s likely that these inefficiencies are why sellers spend less than a third of their time selling and why managers spend twice as much time on internal work as they do on coaching their salespeople.

Presentation 68

Presentation Cross-sell Sales Technology 68

Martech

JUNE 27, 2023

In this fast-moving world, I propose a rethink for your website, from the strategic to the tactical. Sell, close. Ecommerce is perfect for selling low-margin replacement parts, financing solutions and warranties. Make sure they review copy for needed updates or strategic changes. When was your website built? Let’s begin.

B2B 112

B2B Customers Cross-sell Price 112

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. The five-step, door-to-door sales process includes prospecting, approaching, presenting, closing, and following up. Be strategic about when you approach a home or business.

Objectives and Key Results 52

Objectives and Key Results Territory E-commerce Pitch 52

Partners in Excellence

OCTOBER 25, 2016

Wrapped around this is some notion of upsell/cross sell, “Can we expand the relationship with the current customer (individuals)?” Perhaps it’s presenting new solutions to current customers in the account (upsell) or going to parts of the account we haven’t done business with, presenting these new solutions.

Territory 100

Territory Account management Cross-sell Retail 100

PandaDoc

MARCH 25, 2025

If youre selling a cup of coffee, the options are relatively simple. Identifying upsell and cross-sell opportunities to drive continued revenue growth. Complex sales challenges Complex sales processes present unique challenges due to product/service intricacy, team involvement, and procedural complexities.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Sales Hacker

DECEMBER 14, 2022

One day you might have to explain to your children that companies once had sales meetings in person, in a room with the lights dimmed and something called a PowerPoint presentation. (If Selling has historically been an inefficient activity. Salespeople typically didn’t get any guidance beyond “sell, sell, sell.”

Meeting 121

Meeting Cross-sell Technique Education 121

Sales Pop!

SEPTEMBER 5, 2024

The Importance of Sales Methodology Adherence Sales methodologies are not just guidelines; they are strategic roadmaps that, when followed correctly, can lead to predictable and successful outcomes. These methodologies often include steps like prospecting, needs analysis, presentation, handling objections, and closing the deal.

Objectives and Key Results 130

Objectives and Key Results Objection handling Technique Follow-up 130

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

Salesforce

DECEMBER 8, 2022

Challenges like inflation, lingering health scares, and supply chain breakdowns are ever-present. 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. 6 min read.

Cross-sell 98

Cross-sell Gambling Quota Sales 98

Veloxy

AUGUST 31, 2023

And while you can always push a product for the sake of selling it, you’ll only sell it once. A lot of sales reps end up competing on who sold the most or what product is selling faster. Maybe you’re selling the right products to the wrong audience in the wrong market. However, salespeople tend to miss the bigger picture.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

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

ConversionXL

NOVEMBER 4, 2021

Specifically, according to Leo Castro , previously at PayPal and currently product marketing executive at Decisive Moment Marketing: “ They’ve got to have a mix of traits tied to strategic thinking, cross-functional execution, and of course, messaging acumen.”. As Fritz Shoemaker puts it, strategy is circular, not linear.

Product 127

Product E-commerce Strategize B2B 127

Hubspot

FEBRUARY 21, 2025

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. Table of Contents What is target account selling? How does target account selling work? What is target account selling? How does target account selling work?

Clients 41

Clients Sell Cross-sell Objectives and Key Results 41

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. Using CAC to make key strategic growth decisions. Let’s come back to CAC and explore how it can help you make key strategic growth decisions. Suppose your product is selling in multiple countries.

Customers 135

Customers Price Cross-sell Strategize 135

Gong.io

NOVEMBER 12, 2021

and cross your fingers that you sat in on the “right” calls. It’s not getting them to share their “top strategic priorities.”. 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.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Veloxy

FEBRUARY 22, 2023

Field sales, also known as outside sales , is a method of selling that involves sales representatives who engage with potential customers in person, typically outside of an office setting. These representatives travel to meet with customers, make sales presentations, and close deals. What is field sales?

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

Search Engine Land

JANUARY 29, 2024

Effective SEO now requires a cross-channel, “search everywhere” strategy as search behaviors expand across platforms. This article will explore when an SUA is relevant, outline the analysis process, and demonstrate how to leverage the insights to inform a unified cross-channel search strategy.

Objectives and Key Results 104

Objectives and Key Results Cross-sell Strategize Retail 104

Sales Hacker

DECEMBER 2, 2019

Our second sponsor is Outreach , the leading sales engagement platform that enables sales reps to humanize their communications at scale, from automating the soul-sucking manual work that eats up selling time to providing action-oriented tips on what communications are working best. Outreach has your back. Where do they stand?

Strategize 55

Strategize Contract Strategic planning Drivers/motivators 55

Salesmate

MAY 15, 2020

Business owners must focus on strategizing and mixing their acquisition and retention efforts. We will suggest providing an add-on to the same so that it can help your upsell or cross-sell strategy too. Take this opportunity to upsell or cross-sell your product or service to them too. Working with consistency.

Customers 122

Customers CRM Cross-sell Contact 122