Heinz Marketing

NOVEMBER 7, 2024

Here’s a strategic guide to building your 2025 ABM/ABX go-to-market approach that prioritizes alignment, personalization, and growth. Consider these questions: Has our ICP shifted in response to new market pressures or industry changes? This lets your team focus on high-impact, personal engagements.

Go To Market 105

Go To Market Negotiate High impact Territory 105

Highspot

DECEMBER 8, 2020

Expect this buyer to be a tough negotiator with a lot of opinions. Most sales organizations are built to support salespeople, whether that’s funneling content requests to marketing, to determining which sales support functions you invest in. This will capture their attention and keep it long enough to close the deal. The driver.

Drivers/motivators 98

Drivers/motivators B2B Negotiate Closing 98

Heinz Marketing

JANUARY 10, 2020

Looking for market insights from those already deeply embedded with history and perspective? How about feedback on your intended go-to-market plan and/or product road map? At minimum stack-rank these and estimate their impact/value on the business. Sales referrals? Instant customer-centric content?

Referrals 55

Referrals Negotiate Contract High impact 55

Highspot

JUNE 6, 2023

Seller confidence surveys gauge seller confidence in areas such as pricing, differentiation, and negotiation. These tools help sales and marketing teams enhance areas that drive higher performance, together. The integrity of your brand hinges on ensuring all go-to-market teams are singing from the same songbook.

Closing 52

Closing Product Objectives and Key Results Quota 52

Highspot

APRIL 14, 2023

To do this, you need to have a high-impact and effective sales training program to help your salespeople excel. Incorporate a variety of training focus areas that range from consultative selling, prospecting and negotiating to sales management and selling on social media like LinkedIn.

Sales 52

Sales Technique Cold Call Technology 52

Highspot

APRIL 14, 2023

To do this, you need to have a high-impact and effective sales training program to help your salespeople excel. Incorporate a variety of training focus areas that range from consultative selling, prospecting and negotiating to sales management and selling on social media like LinkedIn.

Sales 52

Sales Technique Cold Call Technology 52

Sales Hacker

OCTOBER 7, 2021

Cassie is an operating partner at Primary Venture Partners, where she works closely with Primary’s portfolio companies to help them build, scale and optimize their go-to-market efforts. Remember this when you are negotiating your pay. Prior to joining Primary in early 2020, Cassie spent 15 years as a tech operator.

Sales 137

Sales Up-sell Start-ups Cross-sell 137