Sales Hacker

MARCH 2, 2020

Here they are… The 97 Best Sales Books in 2020. The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling. Agile Selling. Spin Selling. Insight Selling. Spear Selling. The Psychology of Selling. Buyer-Centered Selling.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

Martech

MAY 10, 2022

Another road to trust comes out of how brands that sell products manage everything else. In 2020, 80% of customers said that the experience the company provides is as import as the product or services. In 2020, 80% of customers said that the experience the company provides is as import as the product or services. Communication.

Trust 86

Trust Customers Cross-sell Service 86

Highspot

SEPTEMBER 9, 2020

Don’t spend too long mourning the loss of on-site meetings and events — they’ve been on the downward trend for some time now. August 3, 2020). This means that while the occasional deal may have been cinched by a face-to-face meeting, sellers can — and should — effectively engage buyers virtually. August 3, 2020).

B2B 90

B2B Cross-sell Sales Strategize 90

SaaStr

DECEMBER 14, 2023

At the time, they were less than a billion or two in revenue, and now, they just crossed over a $30B revenue run rate. They’re selling from SMBs, especially with Workspace, all the way through some of the largest Enterprises in the world. Under her purview, Alison is responsible for Google Workspace and the Google Cloud Platform.

GTM 94

GTM Cross-sell Territory Retail 94

InsightSquared

OCTOBER 2, 2020

You wanted to see cross-functionally—broad and deep. Those questions (and more) are exactly what we are answering with the first all-in-one Revenue Intelligence Platform , featuring Activity Capture, Guided Selling, Interactive Reports, AI Forecasting, Dashboards—and now Conversational Intelligence. . How many meetings did they have?

Cross-sell 100

Cross-sell Negotiate Meeting Closing 100

Search Engine Land

JANUARY 8, 2023

This was welcome news for advertisers who had been adding the same lists of negative keyword accounts manually or using a script to automate cross-account negative lists. . 2020: Bing would appear as an option in the United Kingdom only, while DuckDuckGo and Info.com will appear alongside Google in all 31 EU territories. URL network.

Referrals 89

Referrals CTR Launch Engineering 89

Gong.io

NOVEMBER 12, 2021

and cross your fingers that you sat in on the “right” calls. Gong captures anonymized data from our customers – web conference meetings, call recordings , and emails – and uses AI to analyze how seller and buyer behavior impacts success rates. . The goal of prospecting is to sell the meeting. You landed the meeting.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Search Engine Land

JANUARY 21, 2023

Google deduplicates featured snippets In 2020, Google rolled out a global change to featured snippets that resulted in any URL only appearing once on the first page of search results, instead of twice. Google Founders To Sell 10 Million Shares Over Five Years 2010: This was part of a plan to diversify their portfolios over time.

Cross-sell 88

Cross-sell Engineering Referrals Gaming 88

Martech

OCTOBER 21, 2021

During the pandemic, in-person events and meetings went virtual, and customer interactions became much more dependent on digital communications. But this digital transformation in customer relationships had been underway many years prior to 2020. Why cross-channel customer journey orchestration is important.

Cross-sell 111

Cross-sell Sports Prospecting B2B 111

Search Engine Land

FEBRUARY 18, 2023

Also on this day Bing announces refreshed Bing Webmaster Tools 2020: The new toolset promised to offer a faster, cleaner, more responsive and even more actionable set of features. Video: Rhea Drysdale on hyperlocal SEO & saving clients money 2020: From running a small business to digging deep into SEO to help clients win.

Finance 93

Finance Engineering Campaign Cross-sell 93

Hubspot

JANUARY 25, 2021

2020, after all, saw creative teams around the world removed (often without warning) from their offices, and scattered to home offices and kitchen tables. The findings of this report were gathered by surveying 437 unique respondents, from a range of industries, niches and countries, in December 2020. The Key Findings.

Cross-sell 97

Cross-sell Niche Drivers/motivators Clients 97

SaaStr

APRIL 24, 2020

Number one is they didn’t really have an enterprise software selling group when they bought Omniture, so that route to market was something they were very interested in creating. And going through the process of selling boxed software in stores to selling online delivery of the application, it’s crazy.

X-functional 87

X-functional Strategize Retail Technology 87

SaaStr

MAY 8, 2020

How are your meetings progressing, who are they progressing with, are the right stakeholders in the room, what’s the next action step, how fast is the next followup meeting getting scheduled, how are pilots going, and what else can we be doing to get our clients onboarded as soon as possible?

Cross-sell 72

Cross-sell Contract Start-ups Up-sell 72

Veloxy

OCTOBER 29, 2021

This turns a sales rep who spends too much time on non-selling activity into a trusted advisor that spends the majority of their time on customer engagement. This includes tools designed to reduce the administrative burden on revenue operations and reps by automating non-selling activities. How is AI Changing Sales?

Non-Profits 223

Non-Profits Sales CRM Pipeline 223

SaaStr

MAY 1, 2020

Harry Stebbings: However, to the show today, and it’s been far too long since we crossed the side of the table to the world of venture, and I’m thrilled to be joined by an individual who’s been on the Forbes Midas list no less than 12 times. You can do that on Instagram at hstebbings1996 with two Bs.

Growth 74

Growth Trust Price E-commerce 74

SaaStr

MARCH 27, 2020

Not in a way where you’re trying to sell them things, but really understand how their position has changed, how their jobs are changing. So, talking to them without trying to sell them anything, I think it’s going to be important for this period that we’re going into. It could be a permanent change.

Start-ups 83

Start-ups Closing Prospecting Customers 83

criteria for success

MARCH 25, 2020

And no matter where you are or what your organization sells, you’ve likely seen an impact on your business. Selling Through Uncertainty. Criteria for Success is hosting a series of group Q&A's about selling during COVID-19. How to Run a Sales Team Meeting. Step two: Keep a consistent meeting cadence.

Cross-sell 66

Cross-sell Sales Up-sell Meeting 66

Sales Hacker

APRIL 1, 2021

If you’re an OEM or selling physical products, this one’s for you (sorry, SaaS folks). At the heart of 2020’s changes is a realization that e-commerce is about more than buying household goods from Amazon. In 2020, US consumers spent nearly $710 billion on e-commerce , a year-over-year increase of 18%.

E-commerce 67

E-commerce Territory Transportation B2C 67

SaaStr

JULY 15, 2020

And so obviously the people that need consumers to spend money for their revenue and then their contribution margin just had no shot of selling things, look at model T-shirts or something. People are buying and selling houses. Right now if you look on the other side, an area I know a fair amount about, look at US real estate.

X-functional 62

X-functional E-commerce Growth Retail 62

Sales Hacker

AUGUST 25, 2023

At Outreach, we implemented Growth AE’s in 2020 that were responsible for cross sell/upsell into accounts, and the year after they started running renewals as well. 0 out of 100 had any sort of meeting like that.

GTM 52

GTM Contract Cross-sell Account management 52

Gong.io

NOVEMBER 12, 2021

and cross your fingers that you sat in on the “right” calls. Gong captures anonymized data from our customers – web conference meetings, call recordings , and emails – and uses AI to analyze how seller and buyer behavior impacts success rates. . The goal of prospecting is to sell the meeting. You landed the meeting.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

Hubspot

AUGUST 10, 2020

For example, if you work for a company that sells audio editing software and you have a prospect who does not create audio content and is looking for photo editing support, listening to their needs can disqualify those who are not in need of your offer, freeing you up to engage with customers who are. Upselling and Cross-selling.

Cross-sell 100

Cross-sell Sales Negotiate Trust 100

SaaStr

FEBRUARY 7, 2020

How does Karen meet entrepreneurs before they go out to raise? For that to happen, founders have to be open to discussing and meeting investors when they’re not raising. We often hear today, only meet investors when you’re actually raising. Does Karen agree that signing a massive partner too early can be dangerous?

Strategize 71

Strategize Pitch Growth Networking 71

ConversionXL

OCTOBER 16, 2022

By meeting buyers’ post-purchase needs , you’ll improve customer retention. For a company selling high-ticket products, like cars, the same purchase frequency indicates repeat business instead. Nutrition brand Huel cross-sells at the checkout to grow MRR for subscription customers and average purchase value for one-time buyers.

Customers 129

Customers Retail Cross-sell Follow-up 129

Sales Hacker

JULY 16, 2020

In May 2020, Facebook announced it was buying the gif search engine , Giphy, for $400 million — primarily for its Instagram product. But three things have changed: There are new sets of tools such as partner ecosystem platforms that automate the co-selling and cross-selling process. At first, you may be taken aback.

Pipeline 95

Pipeline E-commerce Cross-sell Referrals 95

InsightSquared

AUGUST 14, 2019

In fact, Gartner reported by the year 2020, AI will become a more integral part of the sales process for up to 30% of companies around the world. Here are three of the top ways AI is impacting today’s sales process: Increases Time Spent Selling. Using data should be integrated into all of a team’s daily sales functions.

Process 91

Process Cross-sell Sales B2B 91

Gong.io

JUNE 25, 2021

Sales success = meeting booked in the next 10 days. Sales Stat #2: DON’T ask for time when booking meetings with cold emails. We crunched the stats, and it turns out the “Interest CTA” is the highest performing call to action for cold emails: The Interest CTA sells the conversation, not the meeting. . Provide context. .

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

Hubspot

MAY 19, 2020

According to HubSpot's State of Marketing Report, more than 67% of brands are leveraging it in 2020. Upsell, cross-sell, or renewal : As most sales reps can attest, it’s often easier to sell more to an existing customer than to close an entirely new customer. Because companies get stuck. By deploying marketing (e.g.

Hospitality 82

Hospitality Product Objectives and Key Results Cross-sell 82

Highspot

FEBRUARY 4, 2021

But gaining the trust of cross-functional leaders, however, takes more than faith, trust, and pixie dust; you need to be able to show measurable impact on revenue. With buyers’ needs changing rapidly, an agile approach will ensure your sales team always has what they need to meet – and exceed – customer expectations.

Cross-sell 59

Cross-sell Strategize Quota Pitch 59

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. 5 Ways to Uncover Strategic Account Revenue. Revenue growth in B2B enterprise accounts has always been challenging.

Strategize 72

Strategize Cross-sell Strategic partnership Growth 72

Sales Hacker

MARCH 18, 2020

How do you compensate for the lack of B2B face-to-face meetings ? The travel bans remain in place until the end of 2020, leaving aviation and tourism completely frozen. Hold virtual meetings to discuss everything that will be done within the next 48 hours — or to see how your plan can be adjusted. What to expect? Get Digital.

B2B 134

B2B Healthcare Hospitality Cross-sell 134

Search Engine Land

FEBRUARY 6, 2023

Google Posts being rejected because of non-compliance with image guidelines 2020: It seemed like maybe Google didn’t want users to use stock photos. Google adds Siri Shortcuts to its iOS apps 2020: Users could take actions within the corresponding Google app through Siri by saying trigger phrases, such as “search with Google.”

E-commerce 84

E-commerce Government Engineering Angle 84

Gong.io

AUGUST 10, 2020

Which selling skills should account managers focus on building? Selling skills matter just as much for account management, just in a more subtle way. Selling Skills and Account Management. Because renewing, especially in SaaS, is pretty much selling. At the end of that contract, you’ve got to sell it again.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

Miller Heiman Group

JULY 8, 2019

Nearly half of American CFOs indicated they believed a recession would hit by mid-year 2020 in a Duke University/CFO Global Business Outlook survey released in June 2019. By doing so, an organization meets and exceeds buyer expectations, setting themselves up as a more trusted partner to solve business problems than their competition.

Cross-sell 82

Cross-sell Negotiate Sales Quota 82

Sales Hacker

JUNE 11, 2018

What factors will guide sales team transformation in the future as technology, consumer behavior, and new market realities re-shape the contours of selling? Cross-Team Collaboration. Here are the top five trends shaking up the sales world: 1) Rising customer expectations impede sales teams’ ability to meet targets.

Gaming 59

Gaming Non-Profits Cross-sell Healthcare 59

Highspot

OCTOBER 21, 2022

Some head-spinning facts about this disconnect include: As of 2020, companies had an average quota attainment rate of below 30%. But there’s also a troubling trend on the rise: Salespeople often lack the tools, training, resources, and ongoing coaching they need to meet buyer demands in the field. And it does it on a massive scale.

Quota 75

Quota Construction Sales Pitch 75

Sales Hacker

JANUARY 19, 2021

Best practices for asynchronous selling [15:38]. Guided selling with Revenue Grid allows you to guide reps step by step through every deal, reducing guesswork and increasing consistency, so your teams have the best odds with every opportunity in the pipeline. I’m not here to sell you anything, but I am here to share good ideas.

Cross-sell 63

Cross-sell Up-sell Objectives and Key Results Start-ups 63