Martech

MARCH 1, 2024

As buying shifts online and marketing takes on some traditional sales roles, retaining existing customers is essential for driving growth and profits. But, at last, B2B marketers are beginning to grasp the importance of retention marketing for profit growth. Cross-selling : Offering customers related or complementary products.

B2B 115

B2B Cross-sell Pharmaceutical Account management 115

Heinz Marketing

MAY 20, 2022

While the idea of customer success as a profit center is not new, it is regaining momentum and overtaking new logo acquisition as the main strategy for B2B revenue growth. We of course help them with this endeavor, but after deep analysis, we almost always observe a large untapped opportunity for growth within their current customer base.

Cross-sell 110

Cross-sell Customers Growth Contract 110

Highspot

MAY 3, 2024

It requires multiple teams including marketing, customer success, account management, and more to optimize the sales cycle and performance. Whether your revenue targets are at risk, you’re trying to turbocharge growth, or you’re looking to improve your bottom line, revenue enablement is for you.

Cross-sell 52

Cross-sell GTM Technology Technology 52

APACSMA

DECEMBER 14, 2023

Rather than letting rejection discourage you, view it as an opportunity for learning and growth. More than just a pathway to acquiring skills, these certifications instill resilience by encouraging professionals to view challenges as opportunities for learning and growth.

Cross-sell 52

Cross-sell Inside sales Account management Strategize 52

SaaStr

JANUARY 30, 2023

20X year 1⃣ 12X year 2⃣ 5X year 3⃣ #deelspeed @deel [link] — Shuooo (@shuoshuooshuooo) January 23, 2023 When we look at SaaS companies’ success stories, everything looks great on their growth maps. Learnings from the growth stage Measure what you can. Use your data to inform. Trust the process.

Cross-sell 89

Cross-sell Account management Clients Growth 89

SalesPop

MARCH 19, 2021

An extremely important aspect of account management is the strategic aspect, the plans of dealing with various accounts. I recently discovered through research just how much of an impact real account planning can have on company success. Account Planning Basics. How much revenue did that account produce last year?

Cross-sell 98

Cross-sell Objectives and Key Results Account management CRM 98

Gong.io

AUGUST 3, 2022

In this article, you’ll learn how to define customer success, and discover the most important KPIs for measuring retention and growth (and other customer success goals) as well as the value buyers receive from your product. For product-led growth teams, onboarding sequences are generally automated. Onboarding.

Customers 87

Customers Cross-sell Contract Price 87

Sales Hacker

FEBRUARY 1, 2021

For key accounts, the account manager should have a clear understanding of the client’s needs and how well their company is satisfying those needs. That’s why closing this gap between what you hope the customer feels and their actual view about your product/service is at the heart of retention.

Customers 74

Customers Contract Cross-sell Account management 74

SalesLoft

JULY 10, 2023

Accommodates large buying committees and account-based selling. Has tools to help sellers make the right pitch, find the right content, and share the right message with every account. Customer growth What do retention, upselling, and cross-selling have in common?

Cross-sell 40

Cross-sell Technology Technology Account management 40

Veloxy

FEBRUARY 22, 2023

Field sales, also known as outside sales , is a method of selling that involves sales representatives who engage with potential customers in person, typically outside of an office setting. Sales presentations : Field sales reps conduct sales presentations and product demos to showcase the company’s offerings.

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

Veloxy

NOVEMBER 29, 2021

Yet, how it can shape selling for your company can be revolutionary for you. Have you gone on your Amazon account only to find that Amazon already knows what you’re thinking about buying? Or look at a product to buy and then Amazon helps you find more related options? How to Use Predictive Sales Analytics to Drive Sales.

Inside sales 162

Inside sales Sales Outside Sales Cross-sell 162

Sales Hacker

MAY 6, 2021

With growth being the top priority of so many companies today, there are a lot of titles that come up in any LinkedIn search that may not be familiar to us. Participating in account or deal strategy, whitespace exercises, and executive alignments. Big picture revenue growth and retention. And this is exactly why you hired them!

B2C 93

B2C Pipeline SQL Strategize 93

Gong.io

JULY 27, 2022

The thing is, they’re working in a constantly changing environment, with new data, goals, products, and budgets to work with each quarter. For customer success teams , then, that means it’s crucial to meet regularly with key stakeholders to assess product usage, review performance, and align on strategic organizational goals.

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

Sales Hacker

MAY 10, 2021

If you have products to sell online , you need the two teams to work together for revenue and margin growth. Opportunity to upsell and cross-sell. Even after you close a deal with a client, there is always an opportunity to upsell or cross-sell. Source: Crazyegg.

Cross-sell 62

Cross-sell Customers Referrals Pitch 62

Hubspot

JUNE 8, 2021

Due to the role's responsibilities, the best SDRs have strong interpersonal communication and organizational skills, understand the ins and outs of the products or services, and make a lasting impression. Nearly half of their time is spent selling remotely (i.e. Account Manager. This is where account managers come in.

Commission 77

Commission Territory Finance Inside sales 77

SBI

JULY 1, 2020

5 Ways to Uncover Strategic Account Revenue. Revenue growth in B2B enterprise accounts has always been challenging. Success requires streamlined, silo-shattering processes that highlight the optimal path to revenue and enable the right high-value activities to efficiently, predictably and strategically drive growth.

Strategize 72

Strategize Cross-sell Strategic partnership Growth 72

Gong.io

JULY 11, 2022

Inside sales (sometimes called remote sales or remote selling) is often the primary sales model for B2B, SaaS, tech, and certain high-ticket B2C sales teams. Inside sales reps sell from their office, in stark contrast to outside sales, where sales reps travel to visit clients and close deals on the road. Nurturing existing leads.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Partners in Excellence

MAY 3, 2022

As we work with managers trying to find the budget to justify a solution, we focus on finding the money through cost avoidance, productivity improvements, and so forth. Yet when we talk about the same things to the end users, they look at us with their eyes crossed. Again, when we talk to others, we focus on the same things.

Strategize 86

Strategize Territory Cross-sell Growth 86

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

The Lost Book of Sales

JULY 12, 2021

I have to say it didn't bother me at all while I read it, but I can understand that modern "Growth Hackers" and other actively practicing professionals can feel that way. Starting to cross the chasm. How does the "D-Day" strategy help companies cross the chasm? Tips on whole product management.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Highspot

JUNE 22, 2021

Mastering new skills in sales is challenging, even for top sellers — to say nothing of the core selling techniques that reps need to be successful. There are many ways to approach sales, but the most common methods can be summarized as transactional selling, solution selling, consultative selling, and provocative selling.

Technique 82

Technique Negotiate Cross-sell Sales 82

Highspot

NOVEMBER 6, 2020

Today, most interactions take place on calls or online, via email or social media, allowing businesses to build scalable engagement strategies that accelerate revenue growth. Though they may sound similar, sales engagement and sales enablement focus on two separate aspects of rep productivity. Prospect data management.

Cross-sell 72

Cross-sell Sales Launch Prospecting 72

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. Account revenue potential.

Cross-sell 23

Cross-sell Account management Sales Growth 23

Partners in Excellence

MAY 30, 2017

Whether we have a “new account territory,” or an “account based territory,” sales people are accountable: They must have a mindset to pursue 100% share of territory and 100% share of account. They must sell the entire product portfolio. Hunters In Major Accounts?

Territory 54

Territory Cross-sell Account management Prospecting 54

Cience

DECEMBER 1, 2020

Educate New Customers about How to Use Your Product or Service. Not every customer needs every feature of your product or service right away. They also help you understand what customers care about and expect from products and services. Manage Change Effectively. Provide Contextual Onboarding. Knowledge Base.

CRM 96

CRM Technique Customers Campaign 96

SalesHandy

JULY 12, 2022

Every product or service has ideal and less-than-ideal customers. If you are selling to the wrong individuals, then your sales team will most likely struggle to connect with them and their pain points. Moreover, product teams are also able to test if they are including and developing the appropriate features with an ICP to refer to. .

Customers 59

Customers Cross-sell Represent Contract 59

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. I’m very excited to have with us. Liz Michaud. Liz: Thank you for having me.

Pipeline 70

Pipeline Cross-sell Sales Up-sell 70

SBI

OCTOBER 28, 2019

New features in the Revegy account planning platform help leading companies drive revenue. 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. Account Planning.

Cross-sell 20

Cross-sell Contact Strategize Relationship Management 20

Sales Hacker

DECEMBER 12, 2017

It’s not that salespeople perform more variably than other roles, it’s just that customer metrics are defined at the top level for almost every company – but products shipped, models built, IT tickets resolved, etc. I think most leaders and managers would love to find a way to better quantify the performance of their teams.

Non-Profits 80

Non-Profits Quota Sales Cross-sell 80

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. Sam Jacobs : Wow, and tell us about your growth plans for 2018. Sales management at Global Crossing. I began as a manager at Global Crossing.

Territory 40

Territory Cross-sell Up-sell Objection handling 40

SaaStr

JULY 24, 2019

We have a license-based model, and we’ve built into the product that our customers can add additional licenses as needed, as they go, in a way that is co-terminus with their contract. That really helps to reduce purchase friction and allow the CSM to grow the account without working on contracts. We sell contact center software.

X-functional 56

X-functional Engineering Clients Start-ups 56

Sales Hacker

APRIL 15, 2019

David discusses his impressive career, beginning with a productive stint at LinkedIn, remarking on what special skills he has to maintain staying power and tenure amidst a fast-paced, ever-growing organization. Our customers experience faster growth with better customer relationships. And more importantly knew how to listen.

B2C 59

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

SBI

JUNE 12, 2019

Zilliant , an industry leader in AI-driven pricing and sales growth solutions, today announced that it is joining the SAP® PartnerEdge® program and releasing Zilliant Price Manager integration with SAP Cloud Platform. Zilliant Announces New Partnership with SAP and Major Expansion in Europe, the Middle East and Africa.

Price 20

Price Strategize Cross-sell B2B 20

Sales Hacker

APRIL 6, 2022

Sales teams often struggle with configuration of price quotes when dealing with complex products or services or large product catalogs. And these manual processes take sales reps away from their most important activity: selling. What is CPQ? CPQ stands for Configure Price Quote.

Cross-sell 93

Cross-sell Contract Price Finance 93

SaaStr

MARCH 8, 2019

It’s very hard to track that I recommended a product to you. So can you share your perspective on that, because I think it’s very important to how you designed the first experiences using the HubSpot product. The product is basically the same thing. Now, tracking word of mouth is a bear. Maybe I recommended that mug.

Cold Call 43

Cold Call Trust B2C Go To Market 43

Gong.io

AUGUST 10, 2020

Which selling skills should account managers focus on building? On a recent episode of the Reveal podcast, we connected with MJ McCarthy, VP of Account Management at Everbridge, for answers to these and other questions that are top of mind for revenue leaders. Selling Skills and Account Management.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

Heinz Marketing

JANUARY 13, 2022

Account-Based Retention . Target Account Precision . User-Led Growth . Account-based AND Lead-based Funnel Management . Managing Your Marketing Team Culture . Change Management. How the marketing, sales and customer/account management teams work together is also critical to success.

B2B 135

B2B Objectives and Key Results Campaign Cross-sell 135