Hubspot

JANUARY 14, 2025

Theyre someone who takes initiative, inspires their fellow salespeople, and drives revenue growth through an innovative approach to prospecting and selling. When it comes to B2B sales, relationships, strategic alignment, and trust determine the success of everything, from initial prospecting to long-term client retention. I know this.

Negotiate 78

Negotiate Cross-sell Drivers/motivators Strategize 78

Salesforce

JULY 18, 2024

With the data all in one place, they could increase customer margins while cross-selling and upselling their hero products by building sophisticated customer management and data capabilities. MOL Group selected the IBM watsonx AI and data platform to help connect and harmonize all relevant data sources into Data Cloud.

A/B testing 98

A/B testing Retail CRM Strategize 98

Hubspot

APRIL 4, 2019

It’s usually confused with sales , often overlooked, and only sometimes given the strategic focus it deserves. Strategic Plan. Strategic Plan Template. Keeping your elevator pitch at the forefront of all strategic planning will remind everyone what you’re working toward and why. Craft your elevator pitch. Measurable.

Strategic planning 100

Strategic planning Strategize Referrals Cross-sell 100

Hubspot

JULY 7, 2019

By using a strategic account plan to target your top key accounts , you can align your focus to become your customer’s trusted partner, solving problems instead of selling products. This strategic account plan template will help you: Expand your understanding of your customer’s business, goals, and motivations. Key projects.

Strategize 99

Strategize Objectives and Key Results Strategic partnership Cross-sell 99

Sales Pop!

MAY 26, 2023

Sales enablement refers to a set of processes and tools that are designed to help salespeople sell more effectively. Sales enablement is a strategic, cross-functional discipline, designed to increase sales results and productivity, by providing integrated content, training, and coaching services. — What is Sales Enablement?

Objectives and Key Results 219

Objectives and Key Results Cross-sell Sales Strategize 219

Veloxy

NOVEMBER 30, 2023

This includes having up-to-date info about what they’re selling and being equipped with technology that aids their sales pitches. This allows them to focus more on selling and less on administrative tasks. Understand Your Market and Customers Start by learning about the market where you’ll sell your products or services.

Objectives and Key Results 279

Objectives and Key Results Territory Inside sales Cross-sell 279

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

Sales Pop!

DECEMBER 20, 2023

Their role extends beyond closing deals ; it involves the delicate art of cross-selling and up-selling to existing accounts. Working with the Existing Customer: A strategic farmer analyzes specific accounts, identifying opportunities to expand product or service lines within them.

Cross-sell 130

Cross-sell CRM Pipeline Strategize 130

SaaStr

FEBRUARY 7, 2025

In the latest episode of SaaStr’s CRO Confidential Series, our host Sam Blond sits down with Ron Gabrisko, CRO of Databricks , to unpack the journey from $1M in ARR to crossing $3B ARR at the end of January 2025. Enterprise sales require a field presence, strategic account management, and a drive to go where your customers are.

Technical Sales 72

Technical Sales Inside sales Cross-sell Account management 72

Martech

SEPTEMBER 16, 2024

The answer is in understanding the unique challenges and opportunities each function faces and positioning martech as a strategic enabler. The role of a martech COE in driving strategic alignment Every organization is different. Increase cross-sell and upsell revenue by 25%. Take a tech company focused on early adopters.

Go To Market 65

Go To Market Objectives and Key Results A/B testing Territory 65

Anthony Cole Training

SEPTEMBER 8, 2014

I just finished reading a chapter from the book – Harvard Business Review on Strategic Sales Management. According to Wikipedia - A sales process is an approach to selling a product or service. In closing their comments, Trailer and Dickie clearly state that selling is both a science and an art.

Process 178

Process Sell Cross-sell Negotiate 178

RAIN Group

APRIL 10, 2024

Whether you call it cross-selling, upselling, or growing accounts , maximizing revenue from existing clients often represents an untapped revenue growth opportunity.

Cross-sell 52

Cross-sell Clients Sell Represent 52

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

Veloxy

JUNE 21, 2022

Before the pandemic, Salesforce found that most customers were demanding a team selling approach to satisfying their needs. Fast forward to today’s post-pandemic business world, and our research shows that sales teams are starting to put the customer experience first—and team (or collaborative) selling is an integral part of that sales plan.

Sell 189

Sell Inside sales Sports Cross-sell 189

Martech

FEBRUARY 24, 2025

Picture an AI solution provider coming in with a robust platform but little understanding of your specific market, your brand’s unique selling propositions or your internal data structures. Combining raw AI capability with deep organizational and industry expertise is the answer.

Objectives and Key Results 99

Objectives and Key Results Government Technology Technology 99

Salesforce

FEBRUARY 19, 2025

This not only leads to a significant loss of productivity but also diverts resources from more strategic and high-value activities. When employees are freed from the tedium of tasks like tracking orders, they can redirect their efforts to more engaging, strategic work.

Manufacturing 59

Manufacturing Cross-sell Represent Inside sales 59

Salesforce

FEBRUARY 14, 2025

Hyper-personalization is a strategic imperative for success. Why hyper-personalization matters To stay hyper-relevant in todays marketplace, businesses need to be able to deliver tailored messaging and experiences.

A/B testing 98

A/B testing CTR Click Through Rate Healthcare 98

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

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 122

Cross-sell Customers Pitch Drivers/motivators 122

PandaDoc

OCTOBER 15, 2024

Richard Gosler, Creative Director PIXELHAUS Enterprise software : large companies that sell intricate software to other enterprise-level companies (B2B, Saas) need a high level of flexibility, customization, and have several steps within their sales cycles. It allows us to respond quicker to quotation requests and track the client’s activity.

Legal 52

Legal Contract Cross-sell Finance 52

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

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

Don’t forget to cross-sell or upsell Have a cross-selling or upselling module in your transactional email to drive additional revenue. Keep these strategic points in mind as you develop your journey emails: Why should customers care about your email? I’m glad you asked! You optimize them based on your testing.

Cross-sell 135

Cross-sell Retail B2C Strategize 135

Highspot

FEBRUARY 3, 2025

Lean on enablement to spearhead this process, as they can successfully break down cross-functional silos and enhance productivity, allowing you to unlock the impact of your strategic initiatives and drive more predictable growth. TIP: Define and centralize the plan for your go-to-market initiatives with Highspot Initiatives.

Go To Market 52

Go To Market Cross-sell Launch Strategize 52

Sales Hacker

MARCH 8, 2024

By partnering with another SaaS company, you can identify opportunities for cross-selling (selling a complementary product to your partner’s customers), or co-selling (teaming up with a partner’s sales team to convert your prospects). Sales tactics like cold calls often have a low conversion rate.

GTM 122

GTM Growth Referrals Cross-sell 122

ConversionXL

MAY 3, 2017

The best way to organize these options strategically is to create customer segments. Your goal is to serve them with relevant offers where you cross-sell and upsell related products. Upselling and Cross-selling ( Image Source ). Your goal is to cross-sell and upsell relevant products. Recent Buyers.

Customers 133

Customers E-commerce Cross-sell Represent 133

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

SaaStr

APRIL 28, 2022

Snowflake’s account-based marketing aims to engage key decision-makers at the must-win accounts through strategic, cross-functional campaigns. Consider champion programs, cross-sells and upsells, user groups, and training credits to build loyal customer relationships. Integrated ABM: Flipping the Funnel. Key Takeaways.

Cross-sell 122

Cross-sell Sell Lead generation Education 122

Sales Hacker

FEBRUARY 20, 2023

Land and expand” is a selling tactic that starts with landing a small deal with a new account or organization. Through a strong relationship and proven results, that first deal turns into more sales and increased revenue as you continue to sell across the company. What is cross-selling and upselling?

Cross-sell 115

Cross-sell Sell Territory Up-sell 115

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. When complete, I will update this analysis.

Sell 143

Sell Cross-sell Drivers/motivators Education 143

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 Technique 52

Martech

FEBRUARY 13, 2024

You’ve explored the crucial link between your martech stack and strategic goals in “ The CMO’s guide to aligning martech and business strategy ,” understanding why syncing these elements boosts efficiency, customer value and growth. In ecommerce, cart abandonment rates and repeat purchase ratios could be more relevant.

Objectives and Key Results 111

Objectives and Key Results Cross-sell Strategize Retail 111

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

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? By Brittany Lieu , Marketing Consultant at Heinz Marketing. Validating Your ICP with Data. The keyword there is data.

Customers 122

Customers Objectives and Key Results Cross-sell CRM 122

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? When Should You Move Upmarket? Look at your team.

Cross-sell 122

Cross-sell Price Account management Up-sell 122

SaaStr

OCTOBER 29, 2023

are different markets of course, but most of the best SaaS apps organically cross borders. Localizing early is a strategic weapon. It sells a workflow app in an unregulated segment to customers Small, Medium and Large. But to close more traditional customers, and non-tech ones? They had to be there, on the ground.

Cross-sell 124

Cross-sell Strategize B2B Closing 124

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. But things weren’t changing. It's Account Planning Season.

Sell 129

Sell Territory Cross-sell Referrals 129