Hubspot

DECEMBER 2, 2019

He laughed as he tried to climb up the slide instead of going down, and he skipped the paved walkway in favor of the large field of grass leading back to my car. Here, I'm going to explore why our current editorial strategy is limited, and how we can refine it for better results in 2020. or impede me? Evolution of the Funnel.

Objectives and Key Results 100

Objectives and Key Results Strategize Cross-sell Click Through Rate 100

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

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. So, they’re set up where you don’t have only one model to choose from.

GTM 90

GTM Cross-sell Territory Retail 90

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. So buckle up and prepare for one super informative, all inclusive guide to all things Sales AI. The power of selling will never move away from human interaction.

Non-Profits 223

Non-Profits Sales CRM Pipeline 223

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

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

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. . For accounts in a managed account, you could set up a single list of negative keyword in the top-level Shared Library that could then be associated at the account level.

Referrals 91

Referrals CTR Launch Engineering 91

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 Down 1 Billion PC Searches From 2014, But Mobile Volumes Likely Way Up 2016: Including “powered by” search, Google controlled 64.8%

Cross-sell 91

Cross-sell Engineering Referrals Gaming 91

Search Engine Land

FEBRUARY 18, 2023

This was actually the culmination of a test that began in 2010 and ramped up significantly in 2015 , mostly outside of the U.S. 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.

Finance 95

Finance Engineering Campaign Cross-sell 95

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

ConversionXL

OCTOBER 16, 2022

By meeting buyers’ post-purchase needs , you’ll improve customer retention. One month later, sales are up by $38,500, and the business owner deems the campaign a success. It followed up post-conversion to ensure buyers were happy, improving the overall customer experience to generate repeat business and brand advocacy.

Customers 129

Customers Retail Cross-sell Follow-up 129

Sales Hacker

AUGUST 25, 2023

As always, you can catch up on past articles, podcasts and newsletters all in one place at the new home of Sales Hacker: GTMnow.com Thanks for reading The GTM Newsletter! 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.

GTM 52

GTM Contract Cross-sell Account management 52

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 96

Cross-sell Niche Drivers/motivators Clients 96

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. Or, your supply chain is drying up and you are facing production or delivery delays. We’re all in this situation together, and as leaders, it’s up to us to support our teams in uncertain times. Selling Through Uncertainty.

Cross-sell 66

Cross-sell Sales Up-sell Meeting 66

SaaStr

MAY 8, 2020

So, I studied International Development in Swahili in undergrad, thought I was going to end up in a career in global health, but then serendipitously ended up taking an engineering class in my senior year of college that led me down a path of working with student startups. And a lot of them really love tech.

Cross-sell 67

Cross-sell Contract Start-ups Up-sell 67

Hubspot

AUGUST 10, 2020

When you are able to actively listen to your potential customers, you can pick up on key information that can help you adequately solve their problem with your product. According to the LinkedIn 2020 State of Sales Report , 77% of sales professionals are holding more virtual meetings. Upselling and Cross-selling.

Cross-sell 100

Cross-sell Sales Negotiate Trust 100

SaaStr

APRIL 24, 2020

They are coming up on $10m ARR but aren’t there quite yet, so a lot like a lot of you, or where you’ll be soon enough. 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 the stock popped.

X-functional 83

X-functional Strategize Retail Technology 83

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

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. By understanding this macro trend you can set yourself, and your company, up for amazing long-term outcomes. At first, you may be taken aback. Those that manage partnerships are in a good position.”.

Pipeline 96

Pipeline E-commerce Cross-sell Referrals 96

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

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

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 69

Growth Trust Price E-commerce 69

SaaStr

MARCH 27, 2020

The pace at which Corona is impacting us all right now is so fast, it’s hard to keep up. And, now I’m in self isolation, I’m getting up some weird and wonderful stuff on Instagram, so do check it out at HStebbings1996 with two Bs. But, it was certainly months of anxiety leading up to and after the bankruptcy.

Start-ups 78

Start-ups Closing Prospecting Customers 78

SaaStr

JULY 15, 2020

” So all the people who were whining, jumping up and down about the evils of short-termism and public markets, which I never really believed in any way, maybe you’re just factually wrong. Does it not all bubble up to even the best cloud stocks? Keith Rabois: It’s unclear which stocks a ball is up to.

X-functional 59

X-functional E-commerce Growth Retail 59

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. Get this wrong, and you’ll be setting yourself up for failure.

Hospitality 81

Hospitality Product Objectives and Key Results Cross-sell 81

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. I think it sets a person up for success in any customer facing role. Because renewing, especially in SaaS, is pretty much selling.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

Highspot

JANUARY 19, 2022

This includes teaching them how to best engage with prospects, build relationships with customers, close deals, upsell and cross-sell, and much more. The market is evolving faster than ever, and sales reps need high-quality ongoing training to keep up. Why Sales Training Is Important. or a 353% ROI. or a 353% ROI.

Technique 92

Technique Negotiate Pitch Inside sales 92

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 135

B2B Healthcare Hospitality Cross-sell 135

SaaStr

FEBRUARY 7, 2020

How does Karen meet entrepreneurs before they go out to raise? Karen Page: I agree in theory with that because as you’re writing your angel checks, you know that they may very well go up in flames. For that to happen, founders have to be open to discussing and meeting investors when they’re not raising.

Strategize 67

Strategize Pitch Growth Networking 67

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

Martech

OCTOBER 19, 2022

All of this drives the price up. Simply put, it’s the automated buying and selling of digital advertising space. Programmatic advertising is now being used to sell ad space for CTV, digital radio and digital out of home (DOOH). billion in ad dollars in 2022, making up 90.2% How does programmatic advertising work?

Retail 104

Retail CTR Networking Campaign 104

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

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

Salesforce

SEPTEMBER 21, 2021

Late in 2020, executive leadership at Accenture recognized that their business-to-business (B2B) sales transformation offering was not going to serve clients the way they needed it to. Millennials , who grew up surfing the web and are now between 28 and 40 years of age, are becoming vice presidents and directors. Probably not.”.

B2B 96

B2B Territory Manufacturing Sales 96

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

Search Engine Land

FEBRUARY 6, 2023

So did this this new employee slip up and reveal what Google really thinks? 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. ” Was it Matt Cutts, John Mueller, or another prominent Googler who said this? Google Now Ranks No.

E-commerce 86

E-commerce Government Engineering Angle 86

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. Why do so many sparks of genius end up on cocktail napkins? 5 Ways to Uncover Strategic Account Revenue.

Strategize 72

Strategize Cross-sell Strategic partnership Growth 72