The 5% Institute

DECEMBER 2, 2019

Then there is key account management and strategic account management – what is the difference? Key account management is the process of putting in place systems to ensure you deliver ongoing value, consistency, and hold onto your current clients you already have an agreement in place with. Your sales process. A Detailed Guide.

Account management 98

Account management Objectives and Key Results Cross-sell Strategize 98

Hubspot

NOVEMBER 21, 2018

Initiator: Starts the buying process or shows initial interest. These roles vary based on the product, industry, and vertical you’re selling to. From your customer’s perspective, the buying process is linear. Lastly, in the channel model , an outside agency or partner sells your product for you. Buyer: Owns the budget.

Go To Market 101

Go To Market Process GTM Education 101

ClickFunnels

JANUARY 27, 2023

How to Build a Sales Funnel For Your Medical Practice How to Create a Winning 6-Email “Indoctrination” Sequence How To Use Email Segmentation To Sell Products and Services How To Start a Weekly Email Newsletter Build A Sales Funnel For Your Medical Practice with ClickFunnels 2.0! But how should it look like?

Campaign 209

Campaign Appointment Cross-sell Pitch 209

Martech

OCTOBER 16, 2023

It is excluded from the regulations governing email because it is a necessary part of the transaction process. Don’t forget to cross-sell or upsell Have a cross-selling or upselling module in your transactional email to drive additional revenue. For example, under U.S. I’m glad you asked!

Cross-sell 134

Cross-sell Retail B2C Strategize 134

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

Strategic Account Management (SAM) is a powerful approach that goes beyond conventional sales tactics, focusing on creating value, fostering trust, and driving mutual growth between businesses and their most valuable clients. What Is Strategic Account Management? This is where Strategic Account Management (SAM) comes into play.

Account management 52

Account management Strategize Objectives and Key Results Cross-sell 52

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. Lead Generation.

Sell 98

Sell Cross-sell Lead generation Referrals 98

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 104

Sell Cross-sell Finance B2C 104

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. The Thrill of the Chase and Closure : Finally, the process of pursuing a sale and the satisfaction of closing deals is a thrill many mention.

Sell 123

Sell Cross-sell Drivers/motivators Education 123

Martech

SEPTEMBER 26, 2024

In a time when one viral tweet can make or break a brand, having a strategic PR approach cannot be overstated. The blend of traditional and digital media highlights the ongoing importance of PR in marketing, providing brands with a comprehensive way to communicate that crosses borders and connects with global audiences. Processing.

Territory 127

Territory Contact Pitch Cross-sell 127

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. SalesOps, on the other hand, focuses on improving the buyer’s journey through process improvements. And are there better strategies for selling to larger buyers?

Quota 164

Quota Sales Strategize Cross-sell 164

Martech

JANUARY 5, 2024

As with previous phases, this one is not about hard selling. Streamlining the purchasing process is equally crucial. As I always say, “Stop making your prospects a victim of your process.” Expand Expansion is about strategically growing your share of the customer’s wallet. It’s a delicate conversation. Get MarTech!

Prospecting 113

Prospecting Customers Cross-sell Objectives and Key Results 113

Hubspot

MARCH 18, 2019

The difference between key account management and selling. Key account management is the process of building long-term relationships with your company's most valuable accounts. But if you use the right key account strategy, you'll reap greater sales volume and long-lasting strategic relationships. The benefits. Let's dig in.

Account management 100

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

The 5% Institute

MAY 28, 2023

This metaphorical ladder is known as the sales ladder, a strategic framework designed to optimize the customer journey and maximize sales. By breaking down the customer journey into distinct stages, it helps streamline the sales process and ensures a consistent and effective approach to sales and marketing.

Strategize 52

Strategize Cross-sell Objectives and Key Results Referrals 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 121

B2B Cross-sell Pharmaceutical Account management 121

Salesmate

DECEMBER 11, 2020

And the key to accomplishing that is effective communication, which you can achieve only when you have access to a simplified way of managing your work process. Therefore, without a streamlined process of managing tasks, an agent might miss out on essential tasks. Your sales process is fragmented.

CRM 128

CRM Cross-sell Clients Follow-up 128

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

Highspot

MAY 9, 2023

How Leveraging AI Improves Sales Processes For marketing, sales enablement, and sales teams, the potential of AI is vast. The bad news is today’s sales professionals face arguably the hardest selling environment in a decade. Enter generative AI and its potential to automate, co-create, and deliver intelligence.

Cross-sell 98

Cross-sell Sales Strategize Entertainment 98

Heinz Marketing

OCTOBER 26, 2022

Historically, the purpose of marketing was to pursue brand and marketing goals that were not directly related to the overall business strategy, but now it is strategically important that marketing leaders collaborate with the rest of the organization on an overall strategy. . Common and Emerging Marketing Structures (Pros and Cons) .

Strategize 119

Strategize Cross-sell Networking Service 119

Martech

NOVEMBER 8, 2023

We’ve uncovered that one of the primary determinants of revenue impact for these elite high-performers is the process for account selection — 63% use a data-driven rationale to identify targets. Let’s unpack this idea of differential profitability of customers and the strategic implications for B2B marketers. Get MarTech!

Customers 118

Customers Construction B2B Cross-sell 118

ConversionXL

OCTOBER 7, 2022

Can you lower costs by removing steps to market or sell your product (e.g., Can you automate some of the process to reduce labor costs? Once your processes are cost-effective, you can focus on improving customer experience. Hovering over a tie in the results allows me to quickly add to cart, speeding up the buying process.

Cross-sell 22

Cross-sell Customers Referrals Drivers/motivators 22

Salesforce

DECEMBER 8, 2022

Sales reps spend only 28% of their week selling, down from 34% in 2018. Sellers want to sell, but they spend more than two-thirds of their time distracted by record keeping, broken processes, tool management, and tasks like data entry and lead management. This opens the door to a hurried sales process and less time to hit quota.

Cross-sell 98

Cross-sell Gambling Quota Sales 98

Highspot

MAY 3, 2024

But according to Salesforce, this is the reality for many businesses, and the pressure to hit revenue targets has companies looking to improve sales processes to boost performance. What’s missing is a strategic approach that unites all your revenue-generating teams. But every search result focuses on just one team: sales.

Cross-sell 93

Cross-sell Technology Technology GTM 93

Sales Hacker

JULY 25, 2022

How to pivot, strategize, and coach. This involves spending 1:1 time with their people to help them strategize, brainstorm, and develop their communication and selling skills so they can grow your pipeline. Where you stand in relation to business goals. Where your problem areas lie. What are their individual responsibilities?

Engineering 106

Engineering Objectives and Key Results Cross-sell Pipeline 106

Martech

FEBRUARY 15, 2024

Regardless of how often your company acquires brands, it helps to have a playbook to streamline the process. Step 1: Assessment and strategic alignment Clarify the business objectives with executives of both brands This seemingly obvious step should clarify the guiding principles you need to integrate a new brand effectively.

Objectives and Key Results 93

Objectives and Key Results Cross-sell Campaign Strategize 93

SaaStr

MAY 30, 2024

They prioritize direct selling and relationships over allowing customers to go and buy directly. Whichever you choose will be a strategic decision. What PLG Signals Can Sales Use to Sell Software? Examples of Using Signals to Drive Upsell and Cross-sell Opportunities What does this look like in action?

Cross-sell 95

Cross-sell Customers Pitch Drivers/motivators 95

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

MARCH 7, 2018

Upsell/Cross-Sell Rates. Beyond benefiting your company’s business outlook, keeping in touch with clients supports your business’ strategic goals as well - its a sales metric that matters. Upsell/Cross-Sell Rates. KPIs for Sales Managers. New Leads/Opportunities. Client Acquisition Rates. Sales Volume by Location.

Territory 101

Territory Cross-sell A/B testing Promote 101

Sales Hacker

AUGUST 11, 2021

Selling is about trust. After the pandemic ripped up the strategic sales rule book, we needed a new way to build trust and establish rapport , one that worked in our new work-from-home reality. We found it in referral selling. Referral selling is resource-intensive, so it doesn’t work for smaller deals.

Referrals 128

Referrals Sell Cross-sell Trust 128

Salesmate

OCTOBER 15, 2020

Gaining control over the sales pipeline can make goal attainment a stress-free process. A sales pipeline is a visual representation of the sales process. It is a systematic way of navigating stages within a sales process. It shows the sales team where their potential prospects are in the buying process.

Pipeline 143

Pipeline Negotiate Appointment Sales 143

Sales Pop!

MAY 26, 2023

Sales enablement is a process that helps businesses equip their sales teams with the resources, tools, and information they need to improve their performance and close more deals. Sales enablement refers to a set of processes and tools that are designed to help salespeople sell more effectively. What is Sales Enablement?

Objectives and Key Results 98

Objectives and Key Results Cross-sell Sales Strategize 98

SaaStr

JULY 1, 2024

It sounds great to be able to sell to more people and sell bigger deals, but are you ready? You want to ensure you have cross-functional alignment and that this isn’t another squirrel you’re chasing. Do you have a core portion of your team equipped to sell upmarket? You’ll also need to look at your sales process.

Cross-sell 98

Cross-sell Price Account management Up-sell 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

Martech

JANUARY 11, 2024

Meticulously streamline the purchasing process. Let’s explore the types of data that are key in this process and how they can be leveraged. Product data Understanding which products are most popular among your customers is essential for effective cross-selling and upselling strategies.

Growth 86

Growth Cross-sell User Experience Technique 86

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

Salesforce

JUNE 14, 2023

Let’s face it: Hard sells and flashy demos can be effective ways to close. Today’s buyers come to the sales process more informed than ever, looking for in-depth information specific to their needs. But when you talk about the higher-upfront-cost option, she crosses her arms and looks away. But not always.

Gaming 95

Gaming Cross-sell Referrals CRM 95

Veloxy

AUGUST 23, 2023

Are you ready to revolutionize your sales process and skyrocket your team’s productivity? Understanding AI Sales Tools AI sales tools are designed to automate tasks, provide data-driven insights, and optimize efficiency throughout the sales process, thus enabling sales teams to dedicate their time to more strategic activities.

E-commerce 130

E-commerce Represent CRM Customer Relationship Management 130