Veloxy

NOVEMBER 29, 2021

Companies with access to today’s technology are swamped with data. Yet, how it can shape selling for your company can be revolutionary for you. For the sales manager who wants to still conduct sales meetings, this is a huge boon for their productivity. . What is Predictive Sales Analytics? Lead Scoring. Content Creation.

Inside sales 162

Inside sales Sales Outside Sales Cross-sell 162

Sales Hacker

FEBRUARY 1, 2021

For key accounts, the account manager should have a clear understanding of the client’s needs and how well their company is satisfying those needs. This is all good business practice and should be anticipated by selling organisations. But frequently, account teams are unaware of how customers manage suppliers.

Customers 73

Customers Contract Cross-sell Account management 73

Partners in Excellence

JUNE 30, 2022

If we have a PLG strategy, we may have a few users/seats, but we want to maximize the penetration of our products across the potential population of users within the account. For example, if we sell a technology sales people can use, we want every sales person in the company using it. And, of course, there is cross sell.

Growth 68

Growth Cross-sell Strategize Account management 68

SBI

AUGUST 17, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more. .

Sell 58

Sell Cross-sell Account management CRM 58

Sales Hacker

MAY 6, 2021

We’re in the middle of a transformational time in the world of technology across all sectors. They’ll rip apart your CRM and replace your opportunity fields with their proven-and-trusted sales methodologies and scoff if you try to rehearse Sandler, Challenger, or MEDDIC selling to them.

B2C 93

B2C Pipeline SQL Strategize 93

SalesforLife

SEPTEMBER 30, 2019

However, more and more, the role of the sales pro has been delineated down to specific functions, while technology has accelerated capabilities for each seller – assumingly to fuel more yield and throughput per seller. But over the years, it appears the sellers are losing that innate skill to hunt.

Prospecting 96

Prospecting Quota Cold Call Cross-sell 96

Hubspot

JULY 7, 2019

Are you a B2B account manager or sales executive who is serious about account-based sales or account-based marketing (ABM)? To win new business and grow key accounts, account managers and sales executives must become thoroughly invested in their customer’s challenges, goals, and competitive landscape.

Strategize 81

Strategize Objectives and Key Results Strategic partnership Cross-sell 81

SBI

JULY 15, 2021

First and foremost, having visibility into account plans will enable your sales team to stay flexible and agile. With the appropriate technology, entire account teams can access critical information that may uncover a blind spot. You need to hold your teams accountable for following those processes and using the technology.

Cross-sell 57

Cross-sell Sales Technology Technology 57

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 76

Commission Territory Finance Inside sales 76

Partners in Excellence

NOVEMBER 26, 2018

Too often, a new technology tool is viewed as transformative, but instead, organizations often end up doing the same things they always have, just assisted by expensive new technology. In some cases, all the technology enables them to do is make the same mistakes with more people at a dramatically faster rate.

Objection handling 81

Objection handling Cross-sell Technology Technology 81

SBI

JULY 1, 2020

Now, with the economic uncertainties of 2020, sales teams of all sizes are desperate for a more strategic approach to building dependable and ongoing opportunities to optimize customer revenue in their most strategic accounts.

Strategize 72

Strategize Cross-sell Strategic partnership Growth 72

The 5% Institute

APRIL 17, 2020

Outside sales is generally associated with Sales Professionals who visit their potential clients face to face, or by using technology such as Zoom or Skype. Because Inside Sales Professionals don’t necessarily meet their potential clients face to face, a lot of their activities are technology based. Below is a breakdown of each.

Outside Sales 52

Outside Sales Inside sales Cross-sell Sales 52

Highspot

NOVEMBER 6, 2020

Together, sales enablement and sales engagement help scale your sales processes to ensure that every rep, from your SDRs to your account managers, know exactly how to maximize every customer interaction across the buyer’s journey. Contacts : These features ensure reps can make smart decisions regarding account-based selling.

Cross-sell 72

Cross-sell Sales Launch Prospecting 72

SaaStr

JANUARY 10, 2020

.” In the context of the larger article, he’s making the case for manufacturers to adopt a SaaS playbook: become customer-centric, hire Customer Success Managers (CSMs) to engage customers more deeply, deploy technology to manage the customer relationship beyond the initial sale, etc. It’s all we know.

Manufacturing 53

Manufacturing Cross-sell Sports Service 53

Hubspot

APRIL 2, 2021

Programmatic buy – The buying process is done using automated technology. Supply-side platforms (SSP) where publishers sell their ad inventory. The ad exchange marketplace where advertisers and publishers buy or sell ad inventory through real-time bidding (RTB). Media Buying vs. Media Planning. Media Buying Tips. Strategize.

Objectives and Key Results 87

Objectives and Key Results Cross-sell Negotiate Campaign 87

Partners in Excellence

JUNE 9, 2019

If we look at the product/market maturity curves made famous by Geoffrey Moore in Crossing The Chasm, we can see how Cynefin contexts can be mapped to his model. In the complex domain, we will probably need a team oriented sell, with subject matter experts, account managers, people with problem solving expertise and so forth.

Cross-sell 75

Cross-sell Account management Education Sell 75

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 83

Strategize Territory Cross-sell Growth 83

SBI

OCTOBER 22, 2019

Maximizing revenue in your biggest accounts and identifying cross-sell and up-sell opportunities will always be the area of focus for meaningful sales transformation. Companies also need to ensure that there are defined, cross-departmental processes to support the transformation.

Cross-sell 23

Cross-sell Account management Sales Growth 23

Salesforce

MAY 9, 2024

In today’s highly competitive consumer goods (CG) industry, success often hinges on the strength of your relationships with key accounts. Effective key account management isn’t just a tactic, it’s a vital strategy for achieving profitable growth. But what sets your key account managers (KAMs) apart from your competitors’?

Account management 52

Account management Finance Promote Cross-sell 52

Highspot

JANUARY 19, 2022

Sales training is the process of developing and fine-tuning the skills of sales professionals and managers by increasing their understanding of their buyers, modernizing their approach to the sales process, and equipping them with strategies, techniques, and technology that top performers use to achieve sales success.

Technique 92

Technique Negotiate Pitch Inside sales 92

Heinz Marketing

APRIL 8, 2019

This week, Liz Michaud joins me in an episode I entitled “The power of relationship selling: New research, insights and opportunities for B2B organizations” Matt: Well thank you everyone for joining us on another episode of Sales Pipeline Radio. As we see more A.I. Liz: Yeah.

Pipeline 70

Pipeline Cross-sell Sales Up-sell 70

Partners in Excellence

OCTOBER 26, 2016

Geoffrey Moore’s work in Crossing The Chasm gives us one model to look at at how customer maturity impacts our success in engaging customers. They are likely to be price sensitive, the buying/selling process may be closer to a transactional process–or even some might be moved entirely to the web.

Customers 91

Customers Minimum Viable Product Cross-sell Launch 91

SBI

OCTOBER 28, 2019

With Whitespace+, users are provided increased clarity within key accounts, which makes cross-selling and up-selling easier by showing product penetration, competitors in play and future potential. Contacts+ helps users assess the strength of account relationships through the monitoring of email interaction activity.

Cross-sell 20

Cross-sell Contact Strategize Relationship Management 20

SalesPop

JULY 9, 2021

For any company involved with sales, account management and key account management is crucial and requires a vastly different skillset and toolset than winning new sales. What is (Key) Account Management? Yet account management still requires planning, resources, time and energy.

Account management 52

Account management CRM Cross-sell Strategize 52

Partners in Excellence

OCTOBER 29, 2015

Likewise manufacturing could be process, discrete, consumer products, electronica components, automotive, aerospace, basic materials, technology, medical devices, and on and on and on. Customer Solution Maturity: Geoffrey Moore, in Crossing The Chasm , popularized a version of customer maturity as outlined in the diagram below.

Manufacturing 91

Manufacturing Cross-sell Territory Finance 91

SalesHandy

JULY 12, 2022

If you are selling to the wrong individuals, then your sales team will most likely struggle to connect with them and their pain points. It makes use of account-based marketing, which focuses on selling to targeted accounts that align your products/services’ capabilities with the needs of the customers.

Customers 59

Customers Cross-sell Represent Contract 59

Sales Hacker

APRIL 16, 2018

Kiva Kolstein : We have about 40 people on my team and my team consists of customer success, which includes account management and product specialists and sales. My parents decided to, on a whim, quit their jobs, sell their house, sell all their possessions when I was three years old and take me on an 18 month trip around the country.

Territory 40

Territory Cross-sell Up-sell Objection handling 40

SBI

JUNE 12, 2019

Zilliant is honored to expand our relationship with SAP through this technology and business partnership. Supporting the SAP Cloud Platform also allows businesses with SAP on-premises solutions to leverage the latest technological innovations and cloud solutions from SAP and Zilliant. About Zilliant.

Price 20

Price Strategize Cross-sell B2B 20

Heinz Marketing

SEPTEMBER 26, 2022

It’s been happening since the dawn of someone selling something. That’s what we did for large corporations, to help their salespeople sell stuff, as simple as it gets. It’s how you make your salespeople better at interacting with your customers, right? So that you can go and close more deals. Fire away, man.

Pipeline 52

Pipeline Sales Niche Start-ups 52

Sales Hacker

APRIL 15, 2019

Robert Scott helping research technologies. Over the years, I was very fortunate to work with some incredible partners who really knew how to sell. Sam Jacobs : So the account management team at Intercom is the daily point of contact for questions that the customer has? I was fortunate to get a job with J.

B2C 58

B2C Drivers/motivators A/B testing Cross-sell 58

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.

Cross-sell 93

Cross-sell Contract Price Finance 93

Salesforce

JANUARY 31, 2024

Tech sales refers to selling technology as a product or service. Tech sellers typically offer technological solutions to customers’ problems in the form of software, hardware, or information technology (IT) services. When I moved from a dance career to sales, I had zero experience selling a product.

Networking 59

Networking B2C Cross-sell Negotiate 59

Hubspot

JANUARY 14, 2015

The bag of stuff that I had to sell kept getting bigger. "By By the end of my run there, search had starting taking off and I was selling a bunch of it to advertisers and agencies. Over time, the communications became more interesting and challenging to me than the technology. My first job was selling Honda cars.

Healthcare 72

Healthcare Hospitality Finance Consult 72

Sales Hacker

APRIL 21, 2021

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. For our example, we’ll cover what a RevOps manager does on a daily basis: Makes decisions on sales and marketing strategies to drive business revenue.

Finance 100

Finance GTM Cross-sell SQL 100

SalesLoft

DECEMBER 19, 2023

Get the best from every player with a revenue workflow platform One of the advantages of workflow technology is its capacity to slash the administrative burden that bogs things down. The solution, then, is not just layering another piece of technology on top of an already bloated tech stack. And that’s just the sell side.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

Heinz Marketing

NOVEMBER 5, 2018

Marketing isn’t talking to the customer nearly enough by default as sales and account management is. Man almost by definition it’s probably true in most organizations, marketing isn’t talking to the customer nearly enough by default as sales and account management is. is another.

Pipeline 62

Pipeline UX B2B Sales 62

The Lost Book of Sales

JULY 12, 2021

It's one of those books that you have to read if you work in sales or technology. Technology Adoption Lifecycle. Starting to cross the chasm. How does the "D-Day" strategy help companies cross the chasm? Being sales vs. market driven when crossing the chasm. Tips on whole product management.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52