Heinz Marketing

NOVEMBER 30, 2021

How do you sell if you don’t know who you’re selling to? Irrefutable and revealing, data will ensure your ICP is representative not of a fictitious ideal customer but your actual high-value buyers. A useful ICP is a strategic document that takes more than just an internal brainstorm session. Validating Your ICP with Data.

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

Veloxy

FEBRUARY 22, 2023

Field sales is a critical aspect of many businesses’ sales strategies, with representatives and managers working in the field to meet with customers and close more deals. Zippia reports that there are over 731,605 field sales representatives and 127,122 field sales managers currently employed in the United States.

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

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

Partners in Excellence

AUGUST 30, 2022

They had invested a lot in training, content, and other programs to support the account based selling focus. Sometimes, I think we make Account Planning and Account Based Selling more complicated than it needs to be. Account based selling is no different. These all represent new customers within the account.

Sell 128

Sell Territory Cross-sell Referrals 128

Hubspot

MARCH 7, 2018

Upsell/Cross-Sell Rates. Instead, they rely heavily on their field representatives to be their eyes and ears. 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.

Territory 101

Territory Cross-sell A/B testing Promote 101

Jeff Shore

OCTOBER 2, 2018

My own mastermind program included: – Strategic Coach, an entrepreneurial program that I have been a part of for years. We share best practices, pose difficult challenges, and cross-promote business. – If you are a real estate sales representative, consider The 4:2 Formula Academy. Why four different groups? Take control.

Real Estate 102

Real Estate Cross-sell Represent Strategize 102

Hubspot

MARCH 18, 2019

These customers represent a disproportionate percentage of your revenue, refer new prospects to your company, give you credibility in their space -- or all of the above. The difference between key account management and selling. 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

Veloxy

AUGUST 23, 2023

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. The right tool in the hands of sales representatives can be a game-changer.

E-commerce 130

E-commerce Represent CRM Customer Relationship Management 130

SaaStr

JANUARY 31, 2022

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. Once you’ve got a great team in place it’s time to think about how you can be strategic with those team members. Cross-team resolution of issues.

Territory 98

Territory Cross-sell Quota Networking 98

Martech

JULY 31, 2023

Cross-selling is generally a big opportunity (if you just sold sneakers, offer them a bundle of snazzy shoelaces). If folks aren’t subscribed, ask them to subscribe; if they are, go for the cross-sell. Post-purchase email automations are also huge potential revenue drivers in Q4. In your inbox.

Customers 98

Customers Drivers/motivators Cross-sell B2C 98

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. A sales ladder is a strategic framework that outlines the various stages a customer goes through before making a purchase and becoming a loyal advocate of your brand.

Strategize 52

Strategize Cross-sell Objectives and Key Results Referrals 52

Martech

NOVEMBER 8, 2023

Let’s unpack this idea of differential profitability of customers and the strategic implications for B2B marketers. It’s also essential from a measurement perspective, allowing you to isolate success and failure at a level where you can make strategic decisions and optimize your connection of audiences, needs and content.

Customers 120

Customers Construction B2B Cross-sell 120

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 128

B2B Cross-sell Pharmaceutical Account management 128

Sales Hacker

SEPTEMBER 27, 2024

Set up a “Funnel GPS Call” – a call to unify sales, marketing, and partnerships Atlan runs “Funnel GPS Calls,” which are cross-functional meetings that bring sales, marketing, and partnerships together to review the pipeline and align on strategy. Segment daily contributors vs. strategic partners Not all partners play the same role.

GTM 114

GTM Strategize Launch Pipeline 114

Partners in Excellence

JULY 8, 2013

The way customers buy is changing, the complexities of our own products and solutions, the broad range of people involved in the customer buying process mandates a different approach to selling and careful reconsideration of how we define the role of account and territory managers. And all the traditional selling skills underlie all these.

Territory 113

Territory Account management Cross-sell Sales 113

Sales Hacker

JUNE 9, 2021

The sales development representative (SDR) is actively engaged in this stage of the marketing funnel and takes the lead in communicating. While both terms are used to describe the flow of prospects through a sale, a sales funnel represents the quantity and conversion rate of said prospects through your pipeline stages. What’s next?

SQL 128

SQL Pipeline Sales Cross-sell 128

Martech

JUNE 27, 2023

In this fast-moving world, I propose a rethink for your website, from the strategic to the tactical. Sell, close. You won’t know their actual names, but you will know the firms they represent. Ecommerce is perfect for selling low-margin replacement parts, financing solutions and warranties. When was your website built?

B2B 111

B2B Customers Cross-sell Price 111

SalesLoft

MAY 31, 2016

When a sales organization first looks to scale, the first strategic move is to sales development. Sales pods are collections of cross-functional roles, each dependently intertwined to achieve a specific and scalable goal within a sales organization. To reach that end goal, should your sales pods be cross-functional? Industries?

Strategize 52

Strategize Teamwork Cross-sell Objectives and Key Results 52

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. 81% of sales representatives say team selling helps them close deals.

Cross-sell 98

Cross-sell Gambling Quota Sales 98

Martech

FEBRUARY 15, 2024

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. Email and social are typically the first channels to focus on cross-selling the two brands.

Objectives and Key Results 103

Objectives and Key Results Cross-sell Campaign Strategize 103

SaaStr

NOVEMBER 1, 2022

SaaStr had more than 10,000 delegates this year and India was well represented, with 5%-10% of exhibition booths and strong presence on stage. We remain optimistic about the prospects of cross-border SaaS. Org Building Ideas for Cross-Border Companies. PP could be a strategic enabler of GTM scale up if done well.

GTM 117

GTM Niche Cross-sell Contract 117

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

ConversionXL

NOVEMBER 4, 2021

Maya Shah-Ceccotti , senior product marketing manager at ScreenCloud, claims that marketers in the B2B space often neglect that end buyers are still humans who are only representing businesses. Leading product marketers never stop researching and asking questions to help their companies sell products and grow.

Product 127

Product E-commerce Strategize B2B 127

Salesmate

DECEMBER 11, 2020

Sell on the go with Mobile CRM. Manage and sell on the go by accessing CRM on your mobile. CRM applications can increase revenue by up to 41% per sales representative.”. Upsell and cross-sell opportunities. Upsell and cross-sell for a better experience. Explore every opportunity and boost your sales.

CRM 128

CRM Cross-sell Clients Follow-up 128

Partners in Excellence

SEPTEMBER 10, 2012

They represent strategic priorities and initiatives for the organization and the organization needs to align resources and commitments to support the implementation and execution of these strategies. There really are a few core strategies that companies look at: How do we find more stuff to sell within our current sweet spot?

Non-Profits 102

Non-Profits Manufacturing Cross-sell Education 102

Heinz Marketing

AUGUST 25, 2020

When you think about how you sell and market your solutions, you might think you’re only addressing a single person – maybe it’s the one who signs on the dotted line; or the person in charge of implementation; or even the end user. It is typically representative of price ranges in the hundreds of thousands to more than $1 million.

B2B 129

B2B Sell E-commerce Cross-sell 129

Sales Hacker

DECEMBER 12, 2018

For example, if they’re selling equipment leases in Massachusetts – a state with very different laws than the rest of the U.S. First and foremost, it should be considered strategic in helping to deliver on the goals of onboarding and sales training. Are they capable of creating an environment conducive to selling?

Cross-sell 98

Cross-sell Objectives and Key Results Sales Construction 98

Score More Sales

JULY 20, 2011

Good selling, Richard Sakanashi. . Our business is consider cyclical, how do we combat this and ensure that our sales representatives move forward and grow through our “slower” months? Next post: Social Selling and Brand Building Dogs and Winners From a Cross-Country Drive. Social Selling. Categories.

Cross-sell 91

Cross-sell Consult Niche B2B 91

Martech

DECEMBER 21, 2022

As you face challenges with developing your products and services, marketing management continues to move your brand forward with that strategic vision. Sales : Your sales team’s job is to sell your products or services to customers, converting qualified leads into buyers. What are the different types of marketing management?

Objectives and Key Results 101

Objectives and Key Results Teamwork Cross-sell Customer Relationship Management 101

SaaStr

JANUARY 30, 2023

To tap into this revenue potential, Deel grew the account management team so managers could reach out to clients, share products, upsell, and cross-sell. You may have a one-person representative in each continent who does the job of an SDR, closes deals, takes care of partnerships, marketing, and more. Go global early.

Cross-sell 109

Cross-sell Account management Clients Growth 109

Martech

OCTOBER 6, 2021

In practice, your own efforts here are likely to represent variants or a hybrid combination of scenarios. As you move across that spectrum, you will need more preparedness in terms of capabilities required as well as a deeper understanding of how to deploy personalization services strategically. Source: RSG. Now let’s dive in on each.

Technology 108

Technology Technology E-commerce A/B testing 108

Highspot

MARCH 9, 2022

They’re strategic decision-makers, coaches, sales experts, and change managers, all rolled into one. As a result, they approach their role as a people manager and strategic decision-maker differently. Expect sales reps to follow the game plan, dotting every “i” and crossing every “t” along the way.

Intrinsic 95

Intrinsic Technique Cross-sell Sales 95

Veloxy

JULY 23, 2024

Another example might be a technology company that sells software solutions. For example, you might discover certain products sell better during specific times of the year. Implementing Predictive Sales AI: Best Practices Successfully implementing Predictive Sales AI requires a strategic approach.

Technology 130

Technology Technology Sales Healthcare 130

Sales Hacker

JULY 17, 2018

Gartner predicted it will become the default selling framework for most tech vendors that exceed $5 million in annual revenue. There are many factors driving the dramatic shift towards account-based selling: Customer centricity, which is a key tenet of ABS, has become the new mantra. What Is Account-Based Selling?

Cross-sell 72

Cross-sell B2C Sales Represent 72

Salesforce

NOVEMBER 30, 2023

Marketing campaigns are a series of strategic actions designed to promote specific business products and goals executed within a set timeframe. The top of the funnel represents people who have little to no experience with a brand. You can strategically place your visual content on relevant websites or platforms to reach targeted users.

Campaign 114

Campaign Click Through Rate E-commerce Promote 114

ConversionXL

NOVEMBER 29, 2018

You may agonize over the decision to choose one path over the other, but you can save that strategic energy for figuring out how to transition more free users into paying customers. Despite the benefits, getting unpaid users to become paid users—”crossing the penny gap”—is hard. Cross-sells. The formidable penny gap.

Customers 119

Customers Cross-sell Referrals Networking 119