Martech

SEPTEMBER 16, 2024

Whether it’s targeting specific regions, industries or customer segments, martech’s role is to act as a bridge between business objectives and customer engagement. Sample goals: Host 10 regional events to generate new sales opportunities. Increase regional sales pipeline by 20%. Increase cross-sell and upsell revenue by 25%.

Go To Market 61

Go To Market Objectives and Key Results A/B testing Territory 61

Sales Hacker

JANUARY 7, 2025

One of my questions right away was just, you made this transition, at least at Aircall, from APAC and running that to now overseeing you know global what are some of the differences between selling in apac and selling in in north america hmm. I think that’s true in a lot of different regions.

GTM 117

GTM Sell Customers Cold Call 117

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

Veloxy

OCTOBER 29, 2021

This turns a sales rep who spends too much time on non-selling activity into a trusted advisor that spends the majority of their time on customer engagement. Salesforce’s state of sales report shows that sales leaders expect their AI adoption to grow faster than any other sales related technology. How is AI Changing Sales?

Sales 223

Sales Non-Profits CRM Pipeline 223

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

Sales Hacker

MARCH 7, 2022

He has so much sales and management knowledge he could write a book on it — and, in fact, he’s written seven, including “Sales Management That Works: How to Sell in a World That Never Stops Changing.” Sales is cross-disciplinary. It also varies depending upon whom, and where you’re selling.”.

Cross-sell 111

Cross-sell Territory Finance Sales 111

Martech

JUNE 23, 2022

Swiftcurrent Lake in the Many Glacier region at Glacier National Park. Onboarding the right technology. When searching for a technology that could achieve an advanced level of customer identity resolution, Heltzel’s team cast a broad net. It was new territory for us.”. Technology as a means of future proofing.

Territory 103

Territory Customers Hospitality Cross-sell 103

Martech

NOVEMBER 30, 2021

Are you looking to increase upsell and cross-sell opportunities at key accounts to improve customer lifetime value? Or do you want to expand into a new segment, territory or vertical market? But shifts in technology and disruptions from the COVID-19 pandemic have accelerated its widespread adoption among marketers.

Cross-sell 117

Cross-sell Territory B2B Technology 117

Martech

OCTOBER 10, 2022

This disconnect challenge is made more complicated when every organization, region, team or business unit is doing their own thing in how they go to market. Disconnect 3: Siloed people, process, data and technology versus company-wide integration. The average enterprise has 270 different technology + data subscriptions.

B2B 119

B2B GTM Customers Cross-sell 119

Sales Hacker

APRIL 1, 2021

If you’re an OEM or selling physical products, this one’s for you (sorry, SaaS folks). Expansion to new territories is never easy, but the coronavirus is providing a wakeup call for enterprises and established companies to start looking at how customers say they prefer you to sell to them.

E-commerce 90

E-commerce Territory Transportation B2C 90

Martech

FEBRUARY 13, 2024

Developing your alignment roadmap The following steps will help you create a plan to align your marketing technology with your main business goals. For example, if you’re in the healthcare industry, focus on privacy and personalized patient engagement technologies. If it worked once, it can work again.

Objectives and Key Results 107

Objectives and Key Results Cross-sell Strategize Retail 107

Highspot

MAY 15, 2020

Doing so requires sales enablement — a must-have function and technology for every business navigating today’s uncertain economic landscape. Sales enablement technology helps marketing teams ensure that all customer-facing roles have access to the same branding, messaging, and content.

Cross-sell 98

Cross-sell Territory Pitch Technology 98

SaaStr

SEPTEMBER 8, 2020

While some of it was familiar territory, I thought it was a pretty fun discussion with a different perspective in many cases than we’ve touched on before. So they took the same technology and repackaged it as an API. Basically, a different expression/use case of the technology but the one that was right for the market.

Growth 125

Growth Hospitality Cross-sell Territory 125

Martech

NOVEMBER 15, 2021

Note that sometimes the same vendor will try to sell alternative products for multiple tiers. This routinely fails, mostly because there are too few synergies across the technology, sales, and delivery models. Cloud-based technology is easier to build and deploy, and the world is awash in loan offers and investor funding.

Technology 108

Technology Technology Cross-sell Territory 108

Salesforce

NOVEMBER 18, 2024

Insurance In the insurance industry, producers, territory managers, CSRs, and claims adjusters can greatly benefit from Agentforce. Watch now for free Get started with Agentforce today Ready to dip your toes in the latest wave of AI technology? Back to top. ) Here’s your chance.

Service 52

Service Non-Profits Territory Trust 52

Heinz Marketing

FEBRUARY 17, 2022

If you don’t see a jump in win rate over time, you can adjust your approach for selling. Average deal size is the average $ value of closed won business in a territory within a given timeframe. Account-focused models not only benefit net new deals, but also provide insights on cross-sell and upsell opportunities.

Pipeline 121

Pipeline Click Through Rate Cross-sell Territory 121

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. Proliferation of marketing and sales technology. The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. Unified data problems. This results in dozens of bottlenecks.

Finance 116

Finance Cross-sell GTM SQL 116

SaaStr

DECEMBER 14, 2023

At the time, they were less than a billion or two in revenue, and now, they just crossed over a $30B revenue run rate. They’re selling from SMBs, especially with Workspace, all the way through some of the largest Enterprises in the world. Under her purview, Alison is responsible for Google Workspace and the Google Cloud Platform.

GTM 123

GTM Cross-sell Territory Retail 123

Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. According to Gartner, 77% of B2B buyers say their most recent purchase felt “very complex or difficult,” highlighting the importance of thorough product knowledge for anyone selling or supporting a solution.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Salesforce

SEPTEMBER 21, 2021

To help clients navigate this new sales world, they turned to Bryan Berumen , managing director at Accenture and an 18-year veteran of the technology consulting firm, to build a new solution and bring it to market. It plays out in something as simple as dividing up sales territories. This is not crazy technology.

B2B 94

B2B Territory Manufacturing Sales 94

Sales Hacker

APRIL 6, 2022

And these manual processes take sales reps away from their most important activity: selling. If you’re selling a limited number of products or services, or have an extremely simple pricing model, a CPQ system may be beyond your needs. A better selling experience. 5 benefits of CPQ software. Scaling sales operations.

Cross-sell 108

Cross-sell Contract Price Finance 108

SaaStr

JANUARY 25, 2021

Prior to the pandemic, many companies knew which vertical channels were doing well, but COVID caused a change in territory planning overnight. Secure the deal through the use of all available resources such as executive relationships or board relationships in order to provide the most cross-functional attention possible.

Cross-sell 96

Cross-sell GTM Sales Territory 96

Partners in Excellence

JANUARY 31, 2018

Account Based Marketing/Selling is all the rage today. But having played in this space for more than a few years, a lot of what I see is deja-vu all over again, echoing concepts from the 80’s, 90’s, even before (look at some of the original books on account based selling and when they were published.

Sell 69

Sell Territory Cross-sell Strategize 69

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

Martech

FEBRUARY 7, 2024

Because AI is unexplored territory and, in the wrong hands, can damage a company’s brand, people will need to know how to maintain ethical boundaries. This year, it will be important to broaden people’s job skills so that they can work with AI — not be replaced by it. I was recently at a restaurant where a robot brought out my food.

X-functional 118

X-functional Cross-sell Territory Retail 118

Hubspot

JUNE 8, 2021

For the same reasons that inside sales reps roles are growing, outside sales reps now often rely on technology to land customers. Nearly half of their time is spent selling remotely (i.e. It's good to check how much travel is involved, what technology you'll have access to, and what performance metrics you'll be evaluated against.

Commission 94

Commission Territory Finance Inside sales 94

Openview

NOVEMBER 20, 2017

Today, Mike is at Veracode , which was recently acquired by CA Technologies. Often, it’s not until the end of the process that companies ask a candidate to demonstrate their ability to sell something. How do you manage year-to-year territory adjustments as your company grows? Do the screen and then jump right into the role play.

Territory 72

Territory Healthcare Sales Retail 72

Salesforce

DECEMBER 4, 2023

Why it’s important: ACV helps sales reps and managers identify opportunities for upselling and cross-selling that increase customer contract value and, ultimately, company revenue. If upselling or cross-selling are not possible (due to product portfolio, pricing structures, etc.), Typically measured yearly.

Cross-sell 105

Cross-sell Pipeline Contract Sales 105

Openview

MAY 11, 2018

To achieve explosive growth, technology startups need to have world-class sales teams. Combining that cross-functional skill set with strong technical competences means that the best reps don’t rely on their sales engineers to explain how their solution integrates or complements their prospect’s technology stack.

Drivers/motivators 90

Drivers/motivators Cross-sell Territory Sales 90

Pointclear

SEPTEMBER 24, 2015

This is the question I posed: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. Maybe you traditionally sell to one line of business.

Lead generation 95

Lead generation Cross-sell Territory Gaming 95

Partners in Excellence

MAY 3, 2022

Let’s imagine an IT technology challenge, though we can apply this thinking to just about any problem. Yet when we talk about the same things to the end users, they look at us with their eyes crossed. I’ve shared the story of being a CRO at a technology company. But that requires us to sell differently.

Strategize 102

Strategize Territory Cross-sell Finance 102

Heinz Marketing

SEPTEMBER 13, 2021

Join us as we discuss what will come back and what will be the new status quo for B2B sales and marketing moving forward, employee experience analysis during the pandemic, as well as humanizing sales and marketing and conversations while leveraging great technology. So, you got to keep selling if you’re going to continue to make.

Pipeline 122

Pipeline Sales Technology Technology 122

Sales Hacker

MAY 26, 2021

Sales ops is responsible for supporting and enabling sales reps to sell efficiently and effectively. Sales operations teams bring a system of selling and structure to a sales organization. The focus is on things like reporting, territory management and later stage tasks such as contract negotiations and finance approvals.

Territory 71

Territory Objectives and Key Results Finance Cross-sell 71

Partners in Excellence

JULY 8, 2015

Quota’s may be missed, new customer acquisition may be off, customer retention may be off, sales by product or region may be off. All of this because we aren’t aligned–cross functionally and vertically within our organizations. They were starting to spend money to support this launch.

Launch 107

Launch Manufacturing Cross-sell Finance 107

Sales Hacker

MARCH 18, 2020

Fortunately, we’ve got technology that let’s us stay in touch. We don’t mean cross-selling and reselling — unless you have an option to adjust your product to help with the coronavirus threat. At this point, your goal is not to sell but to show your support. Take Care Of Your Team. Nothing lasts forever.

B2B 144

B2B Healthcare Hospitality Sales 144

The Lost Book of Sales

AUGUST 15, 2021

🇩🇪 🛫 ➡ 🛬 🇫🇮 The pause in blog activity comes from me having moved out from Munich, Germany over to Finland for starting my Master’s degree studies at the LUT University of Technology. Hmm, as they say, I guess it is first and foremost about providing value.

Cross-sell 98

Cross-sell Gambling GTM Territory 98

Hubspot

OCTOBER 2, 2023

Then find a case study from a customer who’s similar to your current prospect: They’re in the same industry, face the same issues, serve the same market, belong to the same business coalitions, are subject to the same regulations or legislation, and/or exist in the same region.

Objectives and Key Results 85

Objectives and Key Results Cross-sell Territory Contract 85