Anthony Cole Training

SEPTEMBER 8, 2014

I just finished reading a chapter from the book – Harvard Business Review on Strategic Sales Management. This article was no exception, especially when they were writing about the sales process. According to Wikipedia - A sales process is an approach to selling a product or service.

Process 182

Process Sell Cross-sell Negotiate 182

Partners in Excellence

APRIL 5, 2024

For the past month, I’ve been publishing stories on “Why I’m So Interested In Selling.” Some have had long careers in selling, some are relatively new. The Thrill of the Chase and Closure : Finally, the process of pursuing a sale and the satisfaction of closing deals is a thrill many mention.

Sell 119

Sell Cross-sell Drivers/motivators Education 119

Search Engine Land

JANUARY 29, 2024

Effective SEO now requires a cross-channel, “search everywhere” strategy as search behaviors expand across platforms. This article will explore when an SUA is relevant, outline the analysis process, and demonstrate how to leverage the insights to inform a unified cross-channel search strategy.

Objectives and Key Results 124

Objectives and Key Results Cross-sell Strategize Retail 124

Martech

OCTOBER 16, 2023

It is excluded from the regulations governing email because it is a necessary part of the transaction process. Don’t forget to cross-sell or upsell Have a cross-selling or upselling module in your transactional email to drive additional revenue. For example, under U.S. I’m glad you asked!

Cross-sell 135

Cross-sell Retail B2C Strategize 135

PandaDoc

OCTOBER 3, 2023

Do you feel like your selling job is becoming harder and harder over time? Machine learning and artificial intelligence can handle them: analyze tons of data and make strategic predictions, cover multiple communication channels, provide valuable advice, and automate most of your routine tasks.

Process 52

Process Objectives and Key Results X-functional Sales 52

Martech

FEBRUARY 15, 2024

Regardless of how often your company acquires brands, it helps to have a playbook to streamline the process. Step 1: Assessment and strategic alignment Clarify the business objectives with executives of both brands This seemingly obvious step should clarify the guiding principles you need to integrate a new brand effectively.

Objectives and Key Results 95

Objectives and Key Results Cross-sell Campaign Strategize 95

Sales Pop!

DECEMBER 20, 2023

Their role extends beyond closing deals ; it involves the delicate art of cross-selling and up-selling to existing accounts. Working with the Existing Customer: A strategic farmer analyzes specific accounts, identifying opportunities to expand product or service lines within them.

Cross-sell 52

Cross-sell CRM Pipeline Strategize 52

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. Thus, retention is gaining traction again as a strategic B2B marketing priority. Cross-selling : Offering customers related or complementary products.

B2B 123

B2B Cross-sell Pharmaceutical Account management 123

Gong.io

JUNE 8, 2022

Meet the MEDDIC sales process. . If you deal with buyers whose complex, internal politics and buying processes feel like a black box, the MEDDIC sales process gives you a clear path forward. For modern sales teams, the MEDDIC sales process is the embodiment of the old saying, “An ounce of prevention is worth a pound of cure.”

Process 62

Process Objectives and Key Results Quota Sales 62

Highspot

MAY 9, 2023

How Leveraging AI Improves Sales Processes For marketing, sales enablement, and sales teams, the potential of AI is vast. The bad news is today’s sales professionals face arguably the hardest selling environment in a decade. Enter generative AI and its potential to automate, co-create, and deliver intelligence.

Cross-sell 98

Cross-sell Strategize Sales Entertainment 98

Heinz Marketing

JULY 20, 2023

Not only are they pressured to mitigate churn, but they must also simultaneously drive revenue through upsells, cross-sells, and advocacy. By combining the deep understanding of customers held by customer success teams with our strategic marketing mindset, sustainable growth can be achieved.

Customers 94

Customers Cross-sell Growth Lead generation 94

Martech

JANUARY 11, 2024

Meticulously streamline the purchasing process. Let’s explore the types of data that are key in this process and how they can be leveraged. Product data Understanding which products are most popular among your customers is essential for effective cross-selling and upselling strategies.

Growth 87

Growth Cross-sell User Experience Technique 87

Martech

NOVEMBER 8, 2023

We’ve uncovered that one of the primary determinants of revenue impact for these elite high-performers is the process for account selection — 63% use a data-driven rationale to identify targets. Let’s unpack this idea of differential profitability of customers and the strategic implications for B2B marketers. Get MarTech!

Customers 120

Customers Construction B2B Cross-sell 120

Heinz Marketing

APRIL 14, 2022

These listen to us – “transmission” messages were neither what prospects or customers wanted to hear, nor what the sales folks and channels needed to sell. To stay relevant and a be strategic partner today, CMOs need to drive more value with five salient actions: Cross-functional Alignment with Common KPIs. Customer Obsession.

B2B 111

B2B Cross-sell Education Strategize 111

PandaDoc

APRIL 8, 2024

Key takeaways One of the primary functions of a deal desk is to bring together decision-makers from sales, legal, financial, and marketing departments to optimize the deal creation and execution process. Their cross-functional expertise enables them to create proposals tailored to customers’ needs. This includes several action items.

Negotiate 52

Negotiate Cross-sell Contract Legal 52

criteria for success

DECEMBER 31, 2019

A sales process is to selling as a recipe is to a cake. Without the proper steps in a particular and strategic order, you will fail at both selling and baking a cake. This is the same reason why having a B2B sales process is so important. What is a Sales Process? The Value of a B2B Sales Process.

Process 59

Process B2B Territory CRM 59

Martech

JULY 31, 2023

Cross-selling is generally a big opportunity (if you just sold sneakers, offer them a bundle of snazzy shoelaces). If folks aren’t subscribed, ask them to subscribe; if they are, go for the cross-sell. Business email address Subscribe Processing. Dig deeper: 6 key email programs to optimize before Q4 Get MarTech!

Customers 84

Customers Drivers/motivators Cross-sell B2C 84

APACSMA

DECEMBER 14, 2023

Achieving Success Through Strategic Training Sales Training and Certifications play a pivotal role in empowering professionals to navigate the dynamic landscape of the sales profession. Learn how to sell effectively in a remote or virtual environment. Be able to generate leads, build relationships, and close deals over the phone.

Cross-sell 52

Cross-sell Inside sales Account management Strategize 52

The 5% Institute

DECEMBER 2, 2019

Then there is key account management and strategic account management – what is the difference? Key account management is the process of putting in place systems to ensure you deliver ongoing value, consistency, and hold onto your current clients you already have an agreement in place with. Your sales process. A Detailed Guide.

Account management 98

Account management Objectives and Key Results Cross-sell Strategize 98

Sales Pop!

MAY 26, 2023

Sales enablement is a process that helps businesses equip their sales teams with the resources, tools, and information they need to improve their performance and close more deals. Sales enablement refers to a set of processes and tools that are designed to help salespeople sell more effectively. What is Sales Enablement?

Objectives and Key Results 98

Objectives and Key Results Cross-sell Sales Strategize 98

Salesforce

JUNE 14, 2023

Let’s face it: Hard sells and flashy demos can be effective ways to close. Today’s buyers come to the sales process more informed than ever, looking for in-depth information specific to their needs. But when you talk about the higher-upfront-cost option, she crosses her arms and looks away. But not always.

Gaming 95

Gaming Cross-sell Referrals CRM 95

SaaStr

NOVEMBER 30, 2023

From a strategic standpoint, early-stage companies start to build out their teams, transitioning from founder-led sales to incentivizing growth as they build those teams. So, companies build out enablement to train and onboard salespeople with the right content and playbooks to drive an effective process and improve numbers.

Go To Market 96

Go To Market GTM Cross-sell Growth 96

Veloxy

AUGUST 31, 2023

And while you can always push a product for the sake of selling it, you’ll only sell it once. A lot of sales reps end up competing on who sold the most or what product is selling faster. Maybe you’re selling the right products to the wrong audience in the wrong market. However, salespeople tend to miss the bigger picture.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Veloxy

AUGUST 23, 2023

Are you ready to revolutionize your sales process and skyrocket your team’s productivity? Understanding AI Sales Tools AI sales tools are designed to automate tasks, provide data-driven insights, and optimize efficiency throughout the sales process, thus enabling sales teams to dedicate their time to more strategic activities.

E-commerce 130

E-commerce Represent CRM Customer Relationship Management 130

Sales Hacker

DECEMBER 2, 2019

Our second sponsor is Outreach , the leading sales engagement platform that enables sales reps to humanize their communications at scale, from automating the soul-sucking manual work that eats up selling time to providing action-oriented tips on what communications are working best. Walk us through your process as a top-performing IC.

Strategize 52

Strategize Contract Strategic planning Drivers/motivators 52

Search Engine Land

MAY 7, 2024

Top Google rankings: Secured top three positions for competitive terms like “electric bike” (246,000 searches) and “eBike” (90,500 searches), boosted by strategic digital PR and a focus on the online audience journey. selling over 400,000 eBikes in the last four years. Why does Lectric rank in the top 3?

CTR 103

CTR Electricity Real Estate X-functional 103

Highspot

FEBRUARY 25, 2024

Sales ops streamline sales processes, manage sales technology, monitor sales metrics and dashboards, and align sales strategies with business priorities. Shifting Customer Expectations Digitized selling has changed customer-business interactions. Information is lost, follow-up is delayed, and the entire sales ops process is disrupted.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Sales Strategize 52

Martech

FEBRUARY 7, 2024

You need to hire or train people to do complex tasks that require thinking, so as leaders, this will require you to invest in cross-training team members and permitting them to try new things, even if they aren’t the experts. Understanding customer preferences was once a manual process where we lumped people into personas.

X-functional 115

X-functional Cross-sell Territory Retail 115

Heinz Marketing

JUNE 23, 2023

Whether it’s adopting an agile methodology, revaluation of resources, or operationalizing a “Tiger Team” (a specialized cross-functional team), the daily commitment to change will help your team achieve small wins without rushing to scale. We are a human-first business that not only sells to humans but is run by humans.

B2B 79

B2B GTM Cross-sell Trust 79

SalesLoft

MAY 31, 2016

When a sales organization first looks to scale, the first strategic move is to sales development. Sales pods are collections of cross-functional roles, each dependently intertwined to achieve a specific and scalable goal within a sales organization. To reach that end goal, should your sales pods be cross-functional? Industries?

Strategize 52

Strategize Teamwork Cross-sell Objectives and Key Results 52

Highspot

MAY 30, 2024

Whether it’s sales and marketing not syncing up, using outdated tools, or outdated processes, these problems can slow progress. Enhance cross-department communication: Meet regularly to discuss strategies and challenges, share insights, and coordinate revenue-generating activities across the buyer journey. You’re not alone.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Education Objection handling 52

ClickFunnels

JANUARY 27, 2023

How to Build a Sales Funnel For Your Medical Practice How to Create a Winning 6-Email “Indoctrination” Sequence How To Use Email Segmentation To Sell Products and Services How To Start a Weekly Email Newsletter Build A Sales Funnel For Your Medical Practice with ClickFunnels 2.0! But how should it look like?

Campaign 209

Campaign Appointment Cross-sell Pitch 209

Veloxy

AUGUST 16, 2023

However, customization and integration should be done thoughtfully to prevent potential issues, such as complicated processes and data leakage. By tailoring the CRM system to your business’s unique needs and integrating it with other applications, you can enhance its functionality and improve the overall user experience.

Objectives and Key Results 130

Objectives and Key Results CRM Profit margin Consult 130

The 5% Institute

JUNE 15, 2023

It encompasses a range of activities that support and optimize the sales team’s performance, including strategic planning, process management, data analysis, and technology implementation. In this article, we will explore the importance of sales operations and how it can streamline business processes for long-term success.

Strategic planning 52

Strategic planning Finance Cross-sell Strategize 52

The 5% Institute

OCTOBER 13, 2019

Strategy selling, also known as strategic selling; is the step by step system you put together to serve more qualified clients and win more sales. What Is Strategy Selling? Strategy Selling #1 – Prior To Contact. Both plans are crucial when building out your strategy selling foundation. Lead Generation.

Sell 98

Sell Cross-sell Lead generation Referrals 98

SaaStr

NOVEMBER 8, 2022

Every leader needs to have a strategic playbook to build high-performing teams and retain top talent,” says Guan Wang, Global Director of Market Intelligence for Snowflake. . Most of you are familiar with the customer life cycle, including customer acquisition, onboarding, adoption, cross-selling and upselling, and retention. .

Objectives and Key Results 91

Objectives and Key Results Cross-sell Promote Construction 91

Sales Hacker

JULY 25, 2022

How to pivot, strategize, and coach. This involves spending 1:1 time with their people to help them strategize, brainstorm, and develop their communication and selling skills so they can grow your pipeline. Where you stand in relation to business goals. Where your problem areas lie. What are their individual responsibilities?

Engineering 99

Engineering Objectives and Key Results Cross-sell Pipeline 99