Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. The B2B buying process has gone primarily digital; most B2B sellers and teams have not. We know the facts.

B2B 106

B2B GTM Cross-sell Cold Call 106

SaaStr

OCTOBER 3, 2022

Celonis’ COO, Arsenio Otero, discusses this as a three-stage process with actionable steps. Knowing GTM segmentation requires understanding the potential impact on the market and how much of that market can be captured. Prioritize those accounts that can match high impact with a high ability to capture the potential market.

GTM 84

GTM Strategize Government Inside sales 84

Partners in Excellence

DECEMBER 27, 2022

We’ve known the number of people involved in the buying process is increasing. Where our strategies were sales led, digitally supported, we now have to think of them as digitally led and sales supported. And how do we do this with relevant tools throughout their buying process?

Prospecting 83

Prospecting Referrals Contact High impact 83

Highspot

DECEMBER 8, 2020

What are the six stages of the B2B buying process. Unlike sales enablement , which is the formalized process of providing your sales organization with the content, training, and guidance they need to close deals, buyer enablement is less of a program and more of a mindset. What are the four types of buyers.

Drivers/motivators 98

Drivers/motivators B2B Negotiate Closing 98

ConversionXL

OCTOBER 23, 2015

As a result, it’s very difficult for you to make objective, high impact UX improvements. Come up with high impact test ideas. finding your pricing page and walking through the checkout process), and (3) maintain a blind experiment by mixing in unrelated tasks. Ask high impact questions. Tools to Use.

UX 122

UX Objectives and Key Results Conversion High impact 122

Sales Hacker

OCTOBER 7, 2021

What would you tell a woman just starting a career in sales? Mindest : Be a Student, not just of the product, but of the process. Moxie : Focus on action and impact and do not be humble about your accomplishments. Become the Beyonce of B2B sales. What is one a-ha moment you’ve had in your sales career?

Sales 135

Sales Start-ups Up-sell Cross-sell 135