Veloxy

FEBRUARY 22, 2023

Field sales is a critical aspect of many businesses’ sales strategies, with representatives and managers working in the field to meet with customers and close more deals. Zippia reports that there are over 731,605 field sales representatives and 127,122 field sales managers currently employed in the United States.

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

Veloxy

NOVEMBER 29, 2021

60% of customers will shake their head NO to a sale up to 4 times before they actually say YES to it. And when they do the needed followup, it’s driven by such things as intuition, geography, account size, the customer’s job title, or their position on a call list or spreadsheet. This isn’t science fiction.

Inside sales 162

Inside sales Sales Outside Sales Cross-sell 162

Partners in Excellence

JUNE 30, 2022

Winning that first deal in the account requires us to get the customer to change. If we succeed, we have helped the customer innovate, to rethink what they currently do, and to do it differently. The customer chose us because they felt compelled to change. But we also leverage this great customer experience to expand.

Growth 68

Growth Cross-sell Strategize Account management 68

Partners in Excellence

OCTOBER 26, 2016

We are treating customers as a homogenous group, we are segmenting our customers based on industry and markets. We may be segmenting customers based on size (Global, Enterprise, SMB, Consumer). We prospect within a segment–but still aren’t connecting with customers as effectively as we would like.

Customers 91

Customers Minimum Viable Product Cross-sell Launch 91

SalesHandy

JULY 12, 2022

“Everyone is not your customer.” — Seth Godin. Most businesses spend a considerable amount of resources on acquiring and converting customers hoping they remain profitable for years to come. Generating revenue requires building a successful marketing and sales strategy while keeping customers at the forefront.

Customers 59

Customers Cross-sell Represent Contract 59

Sales Hacker

MAY 6, 2021

We’re in the middle of a transformational time in the world of technology across all sectors. They’ll rip apart your CRM and replace your opportunity fields with their proven-and-trusted sales methodologies and scoff if you try to rehearse Sandler, Challenger, or MEDDIC selling to them. Singular focus on sales. Their peers.

B2C 95

B2C Pipeline SQL Strategize 95

SBI

AUGUST 17, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more. .

Sell 58

Sell Cross-sell Account management CRM 58

SalesforLife

SEPTEMBER 30, 2019

Maybe I’m getting older, or becoming more aware, or turning cynical – but the disruption in the Force that I’m seeing is that year by year, more and more sales professionals – whether they’re account executives, customer success leaders, or business development reps – seem to be losing the skill and art of prospecting.

Prospecting 96

Prospecting Quota Cold Call Cross-sell 96

Hubspot

JULY 7, 2019

Are you a B2B account manager or sales executive who is serious about account-based sales or account-based marketing (ABM)? If the answer is “Yes,” chances are you understand your customers want partners, not vendors. The most effective account managers and sales teams understand their customer’s narrative.

Strategize 82

Strategize Objectives and Key Results Strategic partnership Cross-sell 82

Partners in Excellence

NOVEMBER 26, 2018

Too often, a new technology tool is viewed as transformative, but instead, organizations often end up doing the same things they always have, just assisted by expensive new technology. In some cases, all the technology enables them to do is make the same mistakes with more people at a dramatically faster rate.

Objection handling 81

Objection handling Cross-sell Technology Technology 81

Hubspot

JUNE 8, 2021

They conduct research to find prospective customers, reach out to gauge people's interest in the offering, and decide whether or not the lead is ready to move down the funnel. It's important for this role to educate prospects and follow up once a sale is closed to maintain customer satisfaction and encourage repeat buyers.

Commission 77

Commission Territory Finance Inside sales 77

SBI

JULY 15, 2021

First and foremost, having visibility into account plans will enable your sales team to stay flexible and agile. With the appropriate technology, entire account teams can access critical information that may uncover a blind spot. According to the Pareto principle, 20% of your customers produce 80% of your sales.

Cross-sell 57

Cross-sell Sales Technology Technology 57

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. To uncover hidden revenue in your key accounts, focus on these 5 strategies that great companies get right.

Strategize 72

Strategize Cross-sell Strategic partnership Growth 72

SaaStr

JANUARY 10, 2020

And that means the customer is king.” ” In the context of the larger article, he’s making the case for manufacturers to adopt a SaaS playbook: become customer-centric, hire Customer Success Managers (CSMs) to engage customers more deeply, deploy technology to manage the customer relationship beyond the initial sale, etc. .”

Manufacturing 53

Manufacturing Cross-sell Sports Service 53

Highspot

NOVEMBER 6, 2020

Done right, an effective sales engagement strategy will ensure that your sellers know how and when to reach customers, leaving no prospect behind. In fast-paced SaaS selling environments, for example, this may mean rapid, frequent communication with buyers across many channels. Prospect data management. Click-to-call.

Cross-sell 72

Cross-sell Sales Launch Prospecting 72

The 5% Institute

APRIL 17, 2020

Outside sales is generally associated with Sales Professionals who visit their potential clients face to face, or by using technology such as Zoom or Skype. Because Inside Sales Professionals don’t necessarily meet their potential clients face to face, a lot of their activities are technology based. Below is a breakdown of each.

Outside Sales 52

Outside Sales Inside sales Cross-sell Sales 52

Hubspot

APRIL 2, 2021

Gelb continued,"Now, let's say you're a CEO who wants to promote a 'letter to our customers.' Programmatic buy – The buying process is done using automated technology. Supply-side platforms (SSP) where publishers sell their ad inventory. In this instance, what you'll care about is cheap clicks. Media Buying vs. Media Planning.

Objectives and Key Results 88

Objectives and Key Results Cross-sell Negotiate Campaign 88

Partners in Excellence

JUNE 9, 2019

Like the previous two posts, this focuses on how you apply the principles of Cynefin in your sales strategies with your customers. For links to the other posts in the series, go to: Sensemaking, The Big Issue Facing Both Our Customers And Us. Depending on customer/problem maturity, our targeting strategies are very different.

Cross-sell 75

Cross-sell Account management Education Sell 75

Partners in Excellence

MAY 3, 2022

Imagine a customer with a problem. Let’s imagine an IT technology challenge, though we can apply this thinking to just about any problem. The end users, for the purposes of this discussion, let’s look at customer service, will see the problem in a different way. Let me go back to my customer service opportunity.

Strategize 86

Strategize Territory Cross-sell Growth 86

Highspot

JANUARY 19, 2022

Sales training is the process of developing and fine-tuning the skills of sales professionals and managers by increasing their understanding of their buyers, modernizing their approach to the sales process, and equipping them with strategies, techniques, and technology that top performers use to achieve sales success.

Technique 92

Technique Negotiate Pitch Inside sales 92

Salesforce

MAY 9, 2024

In today’s highly competitive consumer goods (CG) industry, success often hinges on the strength of your relationships with key accounts. Effective key account management isn’t just a tactic, it’s a vital strategy for achieving profitable growth. But what sets your key account managers (KAMs) apart from your competitors’?

Account management 52

Account management Finance Promote Cross-sell 52

SBI

OCTOBER 22, 2019

Maximizing revenue in your biggest accounts and identifying cross-sell and up-sell opportunities will always be the area of focus for meaningful sales transformation. Companies also need to ensure that there are defined, cross-departmental processes to support the transformation.

Cross-sell 23

Cross-sell Account management Sales Growth 23

Heinz Marketing

APRIL 8, 2019

This week, Liz Michaud joins me in an episode I entitled “The power of relationship selling: New research, insights and opportunities for B2B organizations” Matt: Well thank you everyone for joining us on another episode of Sales Pipeline Radio. As we see more A.I. Liz: Yeah.

Pipeline 69

Pipeline Cross-sell Sales Up-sell 69

SBI

OCTOBER 28, 2019

With Whitespace+, users are provided increased clarity within key accounts, which makes cross-selling and up-selling easier by showing product penetration, competitors in play and future potential. Contacts+ helps users assess the strength of account relationships through the monitoring of email interaction activity.

Cross-sell 20

Cross-sell Contact Strategize Relationship Management 20

Partners in Excellence

OCTOBER 29, 2015

Likewise manufacturing could be process, discrete, consumer products, electronica components, automotive, aerospace, basic materials, technology, medical devices, and on and on and on. There are two areas, I’ve not seen much work in, that I think add a critical dimensions and richness to targeting accounts and, ultimately opportunities.

Manufacturing 91

Manufacturing Cross-sell Territory Finance 91

SalesPop

JULY 9, 2021

For any company involved with sales, account management and key account management is crucial and requires a vastly different skillset and toolset than winning new sales. What is (Key) Account Management? Yet account management still requires planning, resources, time and energy.

Account management 52

Account management CRM Cross-sell Strategize 52

SBI

JUNE 12, 2019

Zilliant is honored to expand our relationship with SAP through this technology and business partnership. Supporting the SAP Cloud Platform also allows businesses with SAP on-premises solutions to leverage the latest technological innovations and cloud solutions from SAP and Zilliant.

Price 20

Price Strategize Cross-sell B2B 20

Sales Hacker

APRIL 16, 2018

Kiva Kolstein : We have about 40 people on my team and my team consists of customer success, which includes account management and product specialists and sales. I sold to big Fortune 500 customers, I crushed my numbers, I won national and international sales contests across 500 or 1,000 person sales organizations.

Territory 41

Territory Cross-sell Up-sell Objection handling 41

Heinz Marketing

SEPTEMBER 26, 2022

What sales enablement can do for the entire customer life cycle. It’s how you make your salespeople better at interacting with your customers, right? It’s been happening since the dawn of someone selling something. Every time a sales person has taken this particular training, our customers renew. Keep going.

Pipeline 52

Pipeline Sales Niche Start-ups 52

Sales Hacker

APRIL 15, 2019

This week on the Sales Hacker podcast, we speak with David Katz, Senior Director of Sales and Customer Solutions at Intercom. Focus on the Customer [00:00]. Meet the Customers Where They Are [00:00]. “No” David is responsible for global sales and customer solutions teams across Europe, Asia, and the Americas.

B2C 59

B2C Drivers/motivators A/B testing Cross-sell 59

Hubspot

JANUARY 14, 2015

The bag of stuff that I had to sell kept getting bigger. "By By the end of my run there, search had starting taking off and I was selling a bunch of it to advertisers and agencies. I remember being really fascinated with the American Greetings ''Creat-a-Card'' custom greeting card machine that showed up one day in the store.

Healthcare 73

Healthcare Hospitality Finance Consult 73

Salesforce

JANUARY 31, 2024

Tech sales refers to selling technology as a product or service. Tech sellers typically offer technological solutions to customers’ problems in the form of software, hardware, or information technology (IT) services. In tech sales, you will be expected to: • Prospect for new customers.

Networking 59

Networking B2C Cross-sell Negotiate 59

Sales Hacker

APRIL 6, 2022

And these manual processes take sales reps away from their most important activity: selling. This provides sales reps with certainty that quotes sent to customers are validated and that orders from those quotes will not be rejected. A better selling experience. What type of companies need a CPQ? 5 benefits of CPQ software.

Cross-sell 95

Cross-sell Contract Price Finance 95

Heinz Marketing

NOVEMBER 5, 2018

I think when you think about the conversation you have with your customer, you know what’s produced from marketing is just a fraction of what actually gets communicated and so creating integration across the company to improve consistency and value of that conversation is one thing. is another. is another.

Pipeline 61

Pipeline UX B2B Sales 61

SaaStr

MARCH 8, 2019

Why is the sales funnel alone, no longer an appropriate way of thinking about customers? Join Hubspot CEO Brian Halligan and NEA’s Hilarie Koplow-McAdams to explore the evolution of the marketing and sales funnel you’ve been using for decades to generate traffic and convert and leads into customers. We have 1,500 customers.

Cold Call 44

Cold Call Trust B2C Go To Market 44

Sales Hacker

APRIL 21, 2021

Revenue operations (RevOps) is a centralized org within a company that supports all revenue-generating business operations including Sales Ops, Marketing Ops, Customer Success Ops, and systems management. Proliferation of marketing and sales technology. Customer experience becoming a critical revenue driver.

Finance 101

Finance GTM Cross-sell SQL 101

SalesLoft

DECEMBER 19, 2023

Get the best from every player with a revenue workflow platform One of the advantages of workflow technology is its capacity to slash the administrative burden that bogs things down. Customer Success Managers (CSMs) get the tools they need to deliver coordinated, personalized engagement across channels.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52