Martech

JANUARY 14, 2025

To paraphrase an old saying: New customers are silver; old customers are gold. Keeping customers you already have is less expensive, consumes less time and provides a reliable income stream. Despite this, marketers spend remarkably little effort on customer retention. Give me leads. ” 3.

B2B 127

B2B Customers Objectives and Key Results Cross-sell 127

Martech

SEPTEMBER 11, 2024

Organizations often claim to be customer-centric. Many companies operate with rigid boundaries between the marketing, sales and customer success departments. This creates artificial barriers that negatively impact customer satisfaction and the company’s bottom line. UX/UI is in charge of making life easier for customers.

Cross-sell 106

Cross-sell Customers UX A/B testing 106

Search Engine Land

OCTOBER 2, 2024

Whether you’re a small local business or a large brand, understanding Amazon’s advertising options can help you reach new customers and grow your business. Both of these display ad types are available for businesses not selling goods on the marketplace. Sponsored Brands. Sponsored Display. Seller Central.

Customers 103

Customers Sell Campaign Engineering 103

Partners in Excellence

NOVEMBER 18, 2024

Customer would prefer a rep-free buying experience! While there as been a certain amount of hand wringing and “how to we fix this” in the selling community, and with me and many of my peers, I can imagine the majority of sellers quietly cheering!!! It makes our jobs so much easier, the customer does most of the hard work!

Customers 126

Customers Sports Up-sell Start-ups 126

Martech

OCTOBER 17, 2024

Practical discussions about marketing technology sometimes boil down to this: “How can we collect this data on our customers without them knowing about it?” If we told customers how much data we actually collect on them, they would probably be angry, feel betrayed and lose some trust in us. They’ll freak out, won’t they?

Trust 118

Trust Customers Real Estate Technology 118

SaaStr

OCTOBER 23, 2024

At SaaStr’s AI Summit during the SaaStr Annual , René chatted with SaaStr CEO and founder Jason Lemkin about how BILL has reached half a million customers and $1.3B ’ Bill is approaching half a million customers, so has a good pulse on small businesses. There was an inflection point for BILL around 10k customers.

Customers 123

Customers Networking UX Engineering 123

Partners in Excellence

FEBRUARY 21, 2025

What did the response mean to the customer?” If you look at many of the popular selling methodologies, they are all focused on conversations–SPIN, Consultative Selling, Value Based Selling, GAP, MEDDIC, Challenger and others. Most importantly, in complex B2B buying, our customers are looking for conversations.

Customers 95

Customers High impact Gaming B2B 95

Hubspot

AUGUST 20, 2024

I’d even go so far to say that offering too many choices to your customers is the quickest way to squash conversion rates and slow deal velocity down to a crawl. Those choices add up to something like 35,000 total decisions in a day. There might be variables that don’t really add up, or maybe you’re comparing apples to oranges.

Conversion 78

Conversion Customers Gambling B2C 78

SaaStr

JANUARY 4, 2025

Dear SaaStr: My Salesteam Doesnt Want to Do Outbound or Visit Customers in Person. You cant get folks used to working from home to embrace coming to the office You cant get folks used to selling 1520 hours a week to start working 5060. How Can I Get Them To Work Harder Here? You have to start over. His answer, too: No. start over.

Cold Call 109

Cold Call Customers Start-ups Meeting 109

Veloxy

JANUARY 7, 2025

This is the foundation of your sales management, outlining the progression from prospect to customer. A sales cycle is the process your sales team goes through in order to close a sale with a customer. Every stage reflects adistinct interaction level between your team and the customer. What is a Sales Cycle?

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

Martech

AUGUST 26, 2024

And smooth our selling process — their buying process — to its digital best. But B2B companies have been experimenting for decades with lower cost methods to reduce selling expense. They’re using chatbots for top-of-funnel conversations, digital tools for custom price quotes, marketplaces for placing orders—the list goes on and on.

B2B 131

B2B X-functional Cross-sell B2C 131

Partners in Excellence

JANUARY 23, 2025

Anyone entering into selling immediately sees the obsession we have with numbers. They create revenue models, bow ties, and related models reducing selling to a math equation. Customers don’t want to talk to us, because we don’t talk to them about what they care about. Our focus is purely on the numbers.

Gaming 121

Gaming Up-sell Quota Pitch 121

Salesforce

AUGUST 6, 2024

Imagine a company where every decision, strategy, customer interaction, and rote task is augmented by AI. But Sandstone has to market it to the right customers, at the right time, and in the right way. Now Sandstone is ready to reach out to its targeted customers. Does this company exist?

Real Estate 128

Real Estate Non-Profits Click Through Rate CRM 128

Martech

NOVEMBER 27, 2024

ecommerce sales were up 9.6% Understanding where your customers fall within these pricing and buying trends will help your brand make the most of this prosperous season. Here’s the breakdown for top-selling and high-growth categories ahead of Black Friday. 1-24, up 11.4% billion, up 13.4% billion, up 16.8%

Sports 120

Sports Retail Start-ups Up-sell 120

Martech

JULY 19, 2024

It is often easier to sell something when no one has it but many people need it. The good news for martech vendors is the SaaS business model revolves around recurring revenue from subscriptions, so there’s a steady flow of cash coming from the customers. million, up 23% compared to Q1 ’23. Many industries go through this.

Cross-sell 111

Cross-sell Growth CRM Up-sell 111

Partners in Excellence

NOVEMBER 5, 2024

We can reduce swelling admin time by 20%, we can increase revenue by $100M… ” The numbers can appear big, particularly in context of the investment the customer may have to make in our solutions. If selling reduction in admin time/tasks represents a few percent of their overall expenses, they may have bigger fish to fry.

Represent 124

Represent Up-sell High impact Gaming 124

Understanding the Sales Force

NOVEMBER 1, 2024

This year, much like when I was growing up, the leaves turned in mid-October and had mostly fallen from the trees by the end of October. A lot of sales leaders and their salespeople believe that sales cycles are determined by their industry, or are specific to the industries they sell to. Long Foliage Cycle. Short Foliage Cycle.

Objectives and Key Results 140

Objectives and Key Results Consult Sales Government 140

PandaDoc

MARCH 27, 2025

If youre looking to increase revenue without acquiring new customers, cross-selling is one of the best ways you can do that. Its all about offering complementary products or services so you can maximize every transactionall while improving the customer experience. What is cross-selling in sales? Lets dive in.

Cross-sell 52

Cross-sell Sell Customers Legal 52

Martech

JULY 25, 2024

Each member may have up to 15 interactions with each vendor under evaluation. Some solutions, like account-based marketing (ABM) tools, can do this out of the box and allow you to: Select the target account (aligning your ideal customer profile to accounts with intent to buy your services). Here are a few examples.

B2B 127

B2B Legal CRM Lead generation 127

Martech

OCTOBER 22, 2024

Integrate persona-based data for effective lead analysis Personas are like the fictional characters of your ideal customers, crafted from real data and insights. By using persona information for lead scoring, you can ensure that you’re focusing on leads that fit your ideal customer profile. Negative scoring can help with that.

Cross-sell 116

Cross-sell Lead generation GTM Territory 116

Salesforce

NOVEMBER 25, 2024

At Connections ’24 we announced that customers in the AMER region could access many of the features we were building out in Marketing Cloud Growth and Advanced Editions. In the Winter ’25 release, we are expanding new functionality in Account Engagement to all customers on Growth, Plus, Advanced, and Premium.

Cross-sell 64

Cross-sell Customers Territory Campaign 64

Partners in Excellence

NOVEMBER 21, 2024

How we reduce our selling cycle. How we reduce the time we need to spend doing research on our customers. And AI has amped it up to another level. It will send emails to customers and manage the responses. We are even seeing AI Agents conducting the meetings for us, so we don’t even have to show up.

Objection handling 126

Objection handling Technology Technology Up-sell 126

Martech

SEPTEMBER 12, 2024

This is the feature that allows a unified view of front-end and back-end customer data. In large organizations, sometimes sales doesn’t know who marketing is marketing to, and marketing doesn’t know who sales really wants to sell to. ” A unified view of B2B buying and selling. .” ” Pinkerton asked.

Assembly Line 110

Assembly Line Contract B2C GTM 110

Salesforce

NOVEMBER 12, 2024

A strong customer value proposition (CVP) is often the key to winning over potential buyers. Learn how to create a CVP that stands out from the competition and catches your target customer’s attention so you can start making more sales. What you’ll learn: What is a customer value proposition (CVP)?

Transportation 52

Transportation Drivers/motivators Customers Territory 52

Martech

SEPTEMBER 20, 2024

” Jason’s mission is clear: Lead the company through the final stage of go-to-market maturity, platform-market fit, where integrated solutions drive customer value and position the company for long-term growth. Platform-market fit is about scaling, improving execution and tracking key metrics by customer groups.

GTM 108

GTM Product Cross-sell Profit margin 108

ClickFunnels

NOVEMBER 15, 2021

Want to get clarity on how to effectively sell online? Your first step is to get the potential customer interested in what you have to offer – that is what marketing is all about. There are two types of marketing: Inbound marketing where you use content to get your ideal customers to come to you. Continue reading….

Lead generation 289

Lead generation Process Cross-sell Up-sell 289

Martech

SEPTEMBER 20, 2024

Because marketing handles so much customer data, it’s essential to know what to do when a breach happens. million Bank of America customers was stolen through the systems of Infosys McCamish. Follow up with them regularly about this. In the end, all companies sell the same product: trust. It is a when, not an if.

Government 117

Government Legal Contract Commission 117

Veloxy

DECEMBER 21, 2021

One of the most popular sales resolutions for 2022 will be a commitment to reduce non-selling activity. Did you know that most salespeople spend over 60% of their time not selling. How much more could one of your reps sell with an additional 300+ selling hours a year? inbox activity, content engagement, etc.).

Tradeshows 348

Tradeshows Contract Sales Contact 348

SaaStr

OCTOBER 25, 2024

For the subsequent ten years in software, we’ve optimized every little bit of how we sell it. But today, it’s different because the kinds of software we sell aren’t the same. In 2020, we transitioned from a physical selling universe to a virtual selling universe. It isn’t predictable.

Go To Market 132

Go To Market Quota GTM Price 132

SaaStr

NOVEMBER 3, 2024

The other day someone who used to be an A+ sales leader emailed me about a position I’d introduced to him as a super hot start-up. Maybe not epic, but really a sales leader I looked up to. He’s done selling, and probably, being curious. The email to me was: “What do they do again?” And the talk.

Sell 113

Sell Up-sell Sales Start-ups 113

Salesforce

AUGUST 8, 2024

Today’s marketers need to connect with customers in a more impactful way. Instead of sending the same email to everyone on your list, your messages are tailored based on customer insights like purchase history, browsing behavior, and engagement metrics. Customers today expect more from their inboxes. Absolutely.

Click Through Rate 111

Click Through Rate A/B testing E-commerce Campaign 111

Sales Gravy

MARCH 18, 2025

If youve ever hired a sales class or tried to ramp up new hires in an industry with complex products or strict guidelines, youll relate to Gaiuss dilemma. By the time theyre ready to sell, theyll be way behind on prospecting and might even lose that day-one enthusiasm for building relationships. And yes, theres a risk of mis-steps.

Cold Call 82

Cold Call Commission Appointment Pipeline 82

SaaStr

OCTOBER 18, 2024

It’s mission-critical to go multiproduct on time — too early is bad but too late is bad too We’ve written this up already a few times recently on SaaStr already as Jason did a deep dive on this just last week and Parker Conrad’s theory of the compound startup from SaaStr Europa is a masterclass on the matter.

Sales 122

Sales Up-sell Go To Market Gaming 122

Salesforce

OCTOBER 1, 2024

Some retailers may be missing out on opportunities to rev up sales through the end of October. It can be difficult to predict which merchandise will sell well and which could flop. If your forecast is off, you could end up with lots of inventory to discount on November 1st, eating into your margins. Back to top.

Retail 105

Retail Promote Sales Follow-up 105

Sales Gravy

APRIL 10, 2025

The Fancy Stuff Is Failing You We see it all the timesalespeople hiding behind automation tools, social selling gimmicks, and relationship-building fluff. Youre hoping your sequence will nurture your prospect into buying without you having to actually sell. Follow-up calls. Most reps send five emails and give up.

Closing 80

Closing Objection handling Cold Call Contract 80

Heinz Marketing

AUGUST 13, 2024

Embracing customer-led growth gives us more options for how and when we use highly-targeted, precise tactics to drive more revenue. Expanding existing customers : Deepen engagements with your current customers by understanding what makes them tick—and what makes them tick louder. Tighten up that ICP. Resist the urge.

Campaign 111

Campaign Launch Start-ups Growth 111

Sales Hacker

DECEMBER 10, 2024

His path to Levelset was serendipitous he had tried to sell Wolf health insurance, thinking the company was much larger than it actually was. With no background in software sales, he had to quickly pick up the ropes of B2B selling, making numerous mistakes along the way. . “0 to 1’s really hard.

GTM 111

GTM Construction Quota Growth 111