Martech

JUNE 28, 2022

In another example, the rise of account-based marketing (ABM) created a shift of sales support-focused field marketers to revenue generation-focused members of the GTM team. It also focuses on identifying and activating the markets, drivers and industries to grow revenue and expand the company’s total available market (TAM).

B2B 113

B2B GTM Cross-sell Cold Call 113

ConversionXL

OCTOBER 23, 2015

With personas, you can get a feel for exactly who your customers are, how they think and what motivates them. As a result, it’s very difficult for you to make objective, high impact UX improvements. Come up with high impact test ideas. Optimizing for retention is a high impact, on-going task.

UX 122

UX Objectives and Key Results Conversion High impact 122

Highspot

DECEMBER 8, 2020

The driver. The driver is a hard-to-reach but highly assertive buyer. This will ensure drivers don’t derail engagements. Be prepared to support each one with a personalized approach. Enable these buyers by keeping interactions short, sweet, and to the point.

Drivers/motivators 98

Drivers/motivators B2B Negotiate Closing 98

Sales Hacker

OCTOBER 7, 2021

As a self-motivated go-getter I enjoy problem solving, and thinking outside the proverbial box to generate creative solutions. ” What is one a-ha moment you’ve had in your sales career? What would you tell a woman just starting a career in sales? What is one a-ha moment you’ve had in your sales career?

Sales 137

Sales Up-sell Start-ups Cross-sell 137