Martech

MARCH 1, 2024

I see three drivers behind this stunning change: COVID-19, where personal selling was crippled and “retention is the new acquisition” became the latest catchphrase. But let’s remember that retention, loyalty and value expansion in B2B are different from B2C. Top-shelf customer service The same logic applies to problem resolution.

B2B 112

B2B Cross-sell Pharmaceutical Account management 112

PandaDoc

MAY 9, 2024

Opportunities are those prospects that have been qualified by your sales team. Qualified leads meet criteria such as having the budget or buying authority for your product or service. More opportunities don’t necessarily mean a higher sales velocity. The average deal value affects your ideal sales cycle length.

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

ConversionXL

NOVEMBER 29, 2018

Will you still need sales support for some enterprise accounts? Despite the benefits, getting unpaid users to become paid users—”crossing the penny gap”—is hard. The biggest gap in any venture is that between a service that is free and one that costs a penny. Cross-sells. The formidable penny gap.

Customers 119

Customers Cross-sell Referrals Networking 119

PandaDoc

MARCH 7, 2023

How can a business benefit from a good sales process flowchart? A sales process flowchart is an easy way to add structure to your workflow. This visual aid gives every member of your sales team a big-picture view of the entire selling process. An important component that’s often overlooked is qualitative research.

Process 52

Process Objectives and Key Results Pitch Legal 52

Sales Hacker

OCTOBER 7, 2021

After spending a couple of years in a sales role, that knowledge will assist you throughout your life in business and elsewhere. You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anita Nielsen is a best-selling author and sales performance coach. Anita Nielsen.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Hubspot

AUGUST 21, 2023

You can create a GTM plan for a new service, a new branch of your company, or even an entirely new business. Go-to-Market Strategy Benefits As you develop a new product or service, it’s vital to start drawing a go-to-market strategy that’s customized to fit your budget and your buyer persona. Test your messaging.

Go To Market 69

Go To Market Process GTM Launch 69