SaaStr

JANUARY 25, 2021

Key Considerations from 2020: Look at the data. Secure the deal through the use of all available resources such as executive relationships or board relationships in order to provide the most cross-functional attention possible. For those selling into the enterprise, channel strategies are very important.

Cross-sell 85

Cross-sell GTM Sales Territory 85

Highspot

APRIL 10, 2025

As noted in the Journal of Personal Selling & Sales Management (2020) : “While some might suggest that many of the constituent elements of sales enablementi.e. Get certified today and master engaging sellers with real-world techniques, aligning cross-functional teams, and creating strategic plans that drive business growth.

Objectives and Key Results 52

Objectives and Key Results Sales Technique Quota 52

Salesforce

APRIL 29, 2022

But what happens when catastrophes converge, like when 2020’s pandemic met severe hurricanes and wildfires? This works whether you sell and deliver energy or act as the delivery system on behalf of a third-party. Energy and utility companies make contingency plans.

Technology 98

Technology Technology Customers Cross-sell 98

Miller Heiman Group

AUGUST 24, 2019

It’s time to begin making resource requests for your 2020 budget—and that means the resources that you’ll need to implement to grow your sales enablement strategy. What sales-related challenges do you anticipate facing in 2020 and how will you overcome them? Ask them about what their desired selling future state looks like.

Objectives and Key Results 77

Objectives and Key Results Cross-sell Territory Government 77

Martech

FEBRUARY 25, 2022

Platform vendors offer extensive training programs, online communities and strategic consulting services to encourage more comprehensive platform use and create a higher return on marketing automation investments. This includes cross-channel, multi-touch and multi-wave campaigns. ActiveCampaign has customers in 170 countries worldwide.

E-commerce 120

E-commerce B2C Manufacturing Hospitality 120

Hubspot

MARCH 5, 2021

In fact, did you know that in 2020 $46.86 DSP's work by using programmatic advertising , which is the buying and selling of ads in real-time through an automated system. When you get started with DSP advertising, you'll need to begin strategizing how much you want to spend. However, that's not the only option. billion, or 88.7%

Cross-sell 101

Cross-sell Campaign Networking Engineering 101

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 Contact 100

SaaStr

MARCH 31, 2022

So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. So those have been the two things, both deal acceleration, but also allowing us to get closer to our most strategic partner.

Cross-sell 103

Cross-sell Finance Strategize Technology 103

Gong.io

NOVEMBER 12, 2021

and cross your fingers that you sat in on the “right” calls. It’s not getting them to share their “top strategic priorities.”. The goal of prospecting is to sell the meeting. Instead, focus on selling the meeting. #2 Note: The 11-14 recommendation does not hold when selling into the C-Suite. Speaking of Gong Data.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Salesforce

OCTOBER 12, 2021

Businesses are realizing that to stay agile, strategic, and most importantly, sustainable, they need a CRO who can fold marketing, sales, and customer success into one seamless revenue machine. “In They’re able to pinpoint how organizations can strategically move themselves into a very successful future.”. Short answer: 2020 happened.

Gaming 98

Gaming Cross-sell Sales Finance 98

Sales Hacker

JUNE 11, 2018

Once again, Salesforce presents a strategic look into the rapidly shifting world of sales. 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. 4) Sell anywhere, anytime with virtual.

Gaming 77

Gaming Non-Profits Cross-sell Healthcare 77

Sales Hacker

DECEMBER 22, 2020

million with about 10, and today we’re sitting with 13 people, and we just crossed 2 million in revenue. So the easiest way to look at it is to say, “We can sell more. We can cross-sell. But when the pandemic shutdown happened in March 2020, we lost 60% of our revenue in a three-day span.

Cross-sell 97

Cross-sell Clients Growth Up-sell 97

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. Sales leaders that collaborate closely with service leaders will find more opportunities for cross-selling and upselling.

Cross-sell 82

Cross-sell Sales Negotiate Quota 82

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. Accenture is not new to offering its clients strategic guidance about navigating an increasingly complex sales environment.

B2B 96

B2B Territory Manufacturing Sales 96

Miller Heiman Group

JULY 25, 2019

Does your team operate as a single, aligned organization or as a group of individuals, each following their own random process to selling? It’s likely that these inefficiencies are why sellers spend less than a third of their time selling and why managers spend twice as much time on internal work as they do on coaching their salespeople.

Presentation 68

Presentation Cross-sell Sales Technology 68

ConversionXL

OCTOBER 14, 2021

To give context, compare market share changes with objective measures such as changes in total industry spending and company revenue, and strategic changes. And as a result, they came out on top for growth in brand recognition in 2020: Image Source. Or are you concerned more with customer retention and cross-sell opportunities?

Objectives and Key Results 157

Objectives and Key Results A/B testing Market share Growth 157

Highspot

FEBRUARY 4, 2021

As these organizations mature, enablement leaders must strategically invest in order to scale their operations and secure success in the new year. 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. Communicate Impact.

Cross-sell 59

Cross-sell Strategize Quota Pitch 59

Highspot

NOVEMBER 18, 2020

As we prepare to exit 2020, the process of building your yearly go-to-market strategy is filled with unknowns: When will we return to our physical offices? How can we invest strategically? Virtual Training : An ad-hoc approach may have sufficed as you focused on pivoting major go-to-market initiatives to support virtual selling.

Cross-sell 52

Cross-sell Sales Technique Presentation 52

Hubspot

DECEMBER 22, 2020

For example, the restaurant POS software, Toast, is bidding on "phone systems for restaurants" but they don't sell phone systems! Udemy - Best Selling Online Courses. SEO-focused marketers are the masters of understanding search intent , and therefore collaboration between SEO and SEM is critical. Cisco - Virtual Classroom Solutions.

Gambling 101

Gambling CTR Education Campaign 101

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

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 material often deals with topics like relationship building, consultative selling , technology, remote communication with management, and more. or a 353% ROI.

Technique 92

Technique Negotiate Pitch Inside sales 92

Sales Hacker

JANUARY 19, 2021

Best practices for asynchronous selling [15:38]. When he explains what he’s doing at the end, it makes a tremendous amount of sense, and you can see that it’s actually strategic. I’m not here to sell you anything, but I am here to share good ideas. Show Introduction [00:04]. Projected trends for 2021 [27:18].

Cross-sell 72

Cross-sell Up-sell Objectives and Key Results Start-ups 72

Sales Hacker

JULY 24, 2019

We host Executive Presence workshops led by Julie Hansen, former actor, in Denver, Boston, and more cities in 2020. This group is pioneering new approaches and strategies for everyone to sell to their strengths. Next year, in 2020, we’re actually going to be starting an annual conference, so be looking for that! Women in Sales.

Gaming 95

Gaming Networking Sales Education 95

SaaStr

JUNE 27, 2019

Join us at SaaStr Annual 2020. Fast forward to today, we’ve crossed the $400 million revenue mark. We announced tomorrow, but we’ve crossed that line and now we’re at about 55% of our revenues coming from the enterprise. You’re looking at creating more assets, selling assets, to enable your sales team.

Cross-sell 90

Cross-sell Technology Technology Inside sales 90

Gong.io

NOVEMBER 12, 2021

and cross your fingers that you sat in on the “right” calls. It’s not getting them to share their “top strategic priorities.”. The goal of prospecting is to sell the meeting. Instead, focus on selling the meeting. #2 Note: The 11-14 recommendation does not hold when selling into the C-Suite. Speaking of Gong Data.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

ConversionXL

JUNE 2, 2022

Ads strategically placed on relevant websites or platforms that are designed to look like organic content. When leads cross over the MQL threshold, the platform alerts reps with a summary of that activity, and a series of insights to power up their next sales outreach. First, determine which existing accounts your team can sell into.

Launch 100

Launch Campaign Pipeline Lead generation 100

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%. in order to help them sell… well – covers a lot of ground. That’s because sales leaders know what good selling looks like. And it does it on a massive scale. Make this a regular thing.

Quota 75

Quota Construction Sales Pitch 75

SBI

FEBRUARY 25, 2020

The anticipated priorities in 2020, for instance, include some form of: Deepen customer knowledge through advanced analytics. acquired a company and wants to ramp up cross-sell opportunities. If you’re thinking, “This is all pretty strategic stuff!” How can the advocate program become part of strategic planning?

Customers 49

Customers Cross-sell B2B Strategic planning 49

Sales Hacker

MARCH 25, 2025

I guess hindsight is 2020, but looking at apps and mobile, the pricing to me, at least just always kind of made sense. That’s a key takeaway because as humans focus on the higher order, things like relationship building or the strategic quarterbacking, as we talked about, is where we’re going to have our biggest impact.

GTM 66

GTM X-functional Start-ups Relationship building 66

SaaStr

OCTOBER 15, 2019

Join us at SaaStr Annual 2020. Unlike when selling into SMB businesses that kind of can go from a demo, to a conversion, to a close in a matter of days, enterprise sales is a lot more complicated and it’s hard to navigate through. Want to see more content like this? Allie Janoch | CEO @ Mapistry. FULL TRANSCRIPT BELOW.

Pipeline 81

Pipeline Manufacturing Up-sell Cross-sell 81

SaaStr

NOVEMBER 19, 2019

Join us at SaaStr Annual 2020. Two venture back companies, to strategic exits, and then running a large tech division for a very large payer. Nancy Ham : I had to cross idea number one off my list of rationalizing marketing. That’s been a strategic goal actually for us from a culture perspective.

Closing 70

Closing Customers Niche Sports 70

SaaStr

JULY 24, 2019

Join us at SaaStr Annual 2020. We sell contact center software. We are operating and selling mostly against companies that have been around 20, 30 plus years. Final point about Talkdesk is that we started selling about five years ago in the SMB space. We sell into the contact center industry. FULL TRANSCRIPT BELOW.

X-functional 60

X-functional Engineering Clients Start-ups 60

SaaStr

JULY 4, 2019

Join us at SaaStr Annual 2020. What’s your expectation of current customer growth, cross-sells? What we figured out was great with current customers, great selling direct, but actually incredibly weak at selling through the channel. Want to see more content like this? Matt Schatz, SVP of Sales @ WPEngine.

Engineering 77

Engineering Quota Growth Sales 77

SaaStr

MAY 28, 2019

Join us at SaaStr Annual 2020. It started out as a side project, as a vision and a risk that I took based on just a dream that I had and it’s evolved into a strategic differentiator for our company. They want to hear from each other to sell the brand. Want to see more content like this? Derek Anderson, Co-Founder @ Bevy.

Product 88

Product Start-ups B2C Growth 88

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. Brilliant Selling.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

Sales Hacker

OCTOBER 7, 2021

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. Best-selling author of Embrace Your Edge, Hang is a global speaker on sales, leadership, and diversity & inclusion in the workplace. Anita Nielsen.

Sales 136

Sales Up-sell Start-ups Cross-sell 136

Highspot

SEPTEMBER 9, 2020

In a May 2020 Forrester Analytics Business Technographics® study evaluating the efficacy of various B2B sales and marketing methods and routes post-COVID-19, 38% of respondents said the in-person sales meeting had decreased in value.” August 3, 2020). August 3, 2020). August 3, 2020). August 3, 2020).

B2B 90

B2B Sales Cross-sell Contact 90