Martech

FEBRUARY 24, 2025

A new wave of AI-driven agents promises to upend this, offering a more streamlined and efficient approach to marketing technology. This stems from large vendors acquiring smaller companies with disparate technologies. Organizational change: Transitioning to a new model demands more than technological shifts.

Objectives and Key Results 98

Objectives and Key Results Government Technology Technology 98

Martech

OCTOBER 6, 2021

In part 1 of this 3-part series , I explored different options seating personalization capabilities in a larger marketing technology stack context. In part 2 of the series , I looked at different platform components required for building a holistic personalization technology strategy. Now let’s dive in on each.

Technology 109

Technology Technology E-commerce A/B testing 109

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. Year founded.

Strategize 99

Strategize Objectives and Key Results Strategic partnership Cross-sell 99

Salesforce

APRIL 29, 2022

Older technology systems lack flexibility and can’t deliver the utility customer satisfaction level critical in today’s competitive market. Digitization (upgrading technology) may seem daunting, but the following steps can start you down the right path. Foster a collaborative mindset.

Technology 98

Technology Technology Customers Cross-sell 98

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. And we expect our salespeople to understand the technology. Similar to most structures of a technical sales team.

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 62

Go To Market Objectives and Key Results A/B testing Territory 62

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. Deepen Customer Insights.

Strategize 72

Strategize Cross-sell Strategic partnership Growth 72

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

Veloxy

MAY 3, 2022

Sales Resources : Sales Calculators Sales Checklists Sales KPI Dashboard Sales Technology Landscape Continuous Learning for Salespeople. Helps your sales team spend more time on the selling activities that produce revenue. Helps perfect your sales process in order to sell more. Sales Technology Checklists.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

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

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

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. They come from all over the world, they represent B2B, technology , basic materials, SaaS, industrial products, professional services, B2B2C and B2C.

Sell 143

Sell Cross-sell Drivers/motivators Education 143

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. Look into omnichannel customer experiences and inventory management integrations.

Objectives and Key Results 108

Objectives and Key Results Cross-sell Strategize Retail 108

Salesforce

FEBRUARY 19, 2025

A world where technology can help provide real-time order updates to both your teams and your customers is a lot closer than you might realize, however. This not only leads to a significant loss of productivity but also diverts resources from more strategic and high-value activities.

Manufacturing 59

Manufacturing Cross-sell Represent Inside sales 59

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

Gong.io

OCTOBER 19, 2021

Some of those things are tangible, like technology and sales funnel content. 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. And are there better strategies for selling to larger buyers?

Quota 164

Quota Sales Strategize Cross-sell 164

Highspot

JANUARY 23, 2025

Yet, a rapidly changing landscape of technologies and buyer expectations can outpace professional development and overwhelm even seasoned professionals. McKinsey notes that as intelligent machines take over more physical, repetitive, and basic cognitive tasks, sales reps will need social, emotional, and technological skills to stand out.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Pitch 52

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

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. But with the rampant adoption of more data and information, better technology and greater sophistication, we need to rethink. I’m glad you asked! Then you test and optimize again.

Cross-sell 132

Cross-sell Retail B2C Strategize 132

Salesforce

APRIL 4, 2025

Lets take a deeper look at how this new technology can help you fulfill ambitious strategies. 3 strategic objectives that lead to growth and profits Before we get into agentic marketing automation, let’s examine what is needed. This often means lots of cross-functional collaboration. Its not always about selling more.

Objectives and Key Results 52

Objectives and Key Results Cross-sell A/B testing Strategize 52

Sales Hacker

MAY 6, 2021

We’re in the middle of a transformational time in the world of technology across all sectors. They’ll rip apart your CRM and replace your opportunity fields with their proven-and-trusted sales methodologies and scoff if you try to rehearse Sandler, Challenger, or MEDDIC selling to them.

B2C 122

B2C Pipeline SQL Strategize 122

Veloxy

AUGUST 31, 2023

And while you can always push a product for the sake of selling it, you’ll only sell it once. Embrace sales technology and analytics Sales technology is among the biggest facilitators that help managers solve the biggest problems that come with outside sales. However, salespeople tend to miss the bigger picture.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Highspot

APRIL 10, 2025

Sales enablement stands out by coordinating technology, sales and marketing alignment, and training into a cohesive strategy. As noted in the Journal of Personal Selling & Sales Management (2020) : “While some might suggest that many of the constituent elements of sales enablementi.e.

Objectives and Key Results 52

Objectives and Key Results Sales Technique Quota 52

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

Martech

NOVEMBER 8, 2023

B2B marketing success hinges on more than just innovative strategies and cutting-edge technologies. Let’s unpack this idea of differential profitability of customers and the strategic implications for B2B marketers. Customer portfolio analysis A closer look often reveals surprising profitability differences among customers.

Customers 121

Customers Construction B2B Cross-sell 121

SaaStr

SEPTEMBER 1, 2021

Traditionally, marketing teams sit down at the beginning of the year, hammer out targets and strategic initiatives and spend the entire year narrowed in on that plan, never wavering despite changing circumstances. Examine strategic performance, tactic effectiveness, lead and opportunities response, and more. Intent is the New Lead.

Cross-sell 109

Cross-sell Contract Pipeline Strategize 109

Highspot

MAY 9, 2023

The bad news is today’s sales professionals face arguably the hardest selling environment in a decade. It takes you half the time and resources that it used to, streamlining workflows across the strategic enablement process of equipping, training, coaching, and analyzing your revenue teams.

Cross-sell 98

Cross-sell Sales Strategize Entertainment 98

Heinz Marketing

JULY 20, 2023

Not only are they pressured to mitigate churn, but they must also simultaneously drive revenue through upsells, cross-sells, and advocacy. By combining the deep understanding of customers held by customer success teams with our strategic marketing mindset, sustainable growth can be achieved. We can help!

Customers 98

Customers Cross-sell Growth Lead generation 98

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

Highspot

MAY 3, 2024

What’s missing is a strategic approach that unites all your revenue-generating teams. Revenue enablement is a strategic function that provides all customer-facing roles with the tools, data, and knowledge to maximize revenue throughout the customer journey. From better coaching to setting clear goals to even hiring the right people.

Cross-sell 93

Cross-sell Technology Technology GTM 93

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

Highspot

MARCH 7, 2025

Key Takeaways RevOps frameworks streamline your technology stack, clean up CRM data, and get sales reps using sales tools. Technology: Your revenue tech stack , including CRM, analytics, and sales enablement, works harder with RevOps tying it together. Ensures cross-team alignment on revenue goals.

Growth 52

Growth GTM Objectives and Key Results CRM 52

Sales Hacker

DECEMBER 17, 2024

Scott Barker: [4:31] Yeah couldn’t couldn’t agree more i mean i feel like anytime we have these big technological bumps and it’s funny you say internet companies because like when the internet first came out people were like yeah we’re an internet company right and. So you are number one. and the expectations?

GTM 103

GTM Engineering Electricity X-functional 103

Partners in Excellence

MAY 3, 2022

Let’s imagine an IT technology challenge, though we can apply this thinking to just about any problem. They worry about how the problem impacts their ability to achieve their strategic goals. To some it may be a hassle factor in their day to day performance of their jobs, to others it’s a strategic opportunity or threat.

Strategize 102

Strategize Territory Cross-sell Finance 102

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. The sales process varies greatly depending on the purchase. You choose a price based on size, add any extras, and send your customers on their way.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Miller Heiman Group

MARCH 13, 2019

Sometimes, companies implement sales enablement without considering how it strategically aligns with its business goals. As an example, if you have a business value justification or a social selling program underway, develop coaching services that allow your sales managers to coach along those lines.

Objectives and Key Results 107

Objectives and Key Results Quota Technology Technology 107

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 process has evolved with the advent of technology and tools. Be strategic about when you approach a home or business. Being persuasive without being pushy is the key.

Objectives and Key Results 52

Objectives and Key Results Territory E-commerce Pitch 52