Sales Hacker

MAY 6, 2021

We’re in the middle of a transformational time in the world of technology across all sectors. 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. Big picture revenue growth and retention.

B2C 95

B2C Pipeline SQL Strategize 95

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. This is all good business practice and should be anticipated by selling organisations. But frequently, account teams are unaware of how customers manage suppliers.

Customers 74

Customers Contract Cross-sell Account management 74

Veloxy

NOVEMBER 29, 2021

Companies with access to today’s technology are swamped with data. Yet, how it can shape selling for your company can be revolutionary for you. For the sales manager who wants to still conduct sales meetings, this is a huge boon for their productivity. . What is Predictive Sales Analytics? Lead Scoring. Lead Nurturing.

Inside sales 162

Inside sales Sales Outside Sales Cross-sell 162

SBI

JULY 1, 2020

5 Ways to Uncover Strategic Account Revenue. Revenue growth in B2B enterprise accounts has always been challenging. Uncovering untapped revenue demands that organizations rethink outdated methodologies, processes, and technologies that don’t focus specifically on optimizing revenue in strategic accounts.

Strategize 72

Strategize Cross-sell Strategic partnership Growth 72

Hubspot

JUNE 8, 2021

For the same reasons that inside sales reps roles are growing, outside sales reps now often rely on technology to land customers. Nearly half of their time is spent selling remotely (i.e. It's good to check how much travel is involved, what technology you'll have access to, and what performance metrics you'll be evaluated against.

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. You need to hold your teams accountable for following those processes and using the technology.

Cross-sell 57

Cross-sell Sales Technology Technology 57

Partners in Excellence

MAY 3, 2022

Let’s imagine an IT technology challenge, though we can apply this thinking to just about any problem. 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. Imagine a customer with a problem.

Strategize 86

Strategize Territory Cross-sell Growth 86

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. In fast-paced SaaS selling environments, for example, this may mean rapid, frequent communication with buyers across many channels. Prospect data management.

Cross-sell 72

Cross-sell Sales Launch Prospecting 72

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. Account revenue potential.

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 70

Pipeline Cross-sell Sales Up-sell 70

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

SalesHandy

JULY 12, 2022

If you are selling to the wrong individuals, then your sales team will most likely struggle to connect with them and their pain points. It makes use of account-based marketing, which focuses on selling to targeted accounts that align your products/services’ capabilities with the needs of the customers.

Customers 59

Customers Cross-sell Represent Contract 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 is honored to expand our relationship with SAP through this technology and business partnership.

Price 20

Price Strategize Cross-sell B2B 20

Sales Hacker

APRIL 15, 2019

Our customers experience faster growth with better customer relationships. Robert Scott helping research technologies. Over the years, I was very fortunate to work with some incredible partners who really knew how to sell. Sam Jacobs : Walk us through your background and career. I was fortunate to get a job with J.

B2C 59

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

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 41

Territory Cross-sell Up-sell Objection handling 41

Sales Hacker

APRIL 6, 2022

And these manual processes take sales reps away from their most important activity: selling. If you’re selling a limited number of products or services, or have an extremely simple pricing model, a CPQ system may be beyond your needs. A better selling experience. 5 benefits of CPQ software.

Cross-sell 95

Cross-sell Contract Price Finance 95

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 130

Sales Start-ups Up-sell Cross-sell 130

Salesforce

NOVEMBER 16, 2023

Use predictive analytics and AI to boost revenue growth Work smarter, not harder with Revenue Intelligence. Grow smarter Involve the right people in a consistent process Keep the right people involved and accountable so everyone has ownership of forecasting accuracy.

Process 59

Process Territory Objectives and Key Results Pipeline 59

Sales Hacker

APRIL 21, 2021

Proliferation of marketing and sales technology. The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. For our example, we’ll cover what a RevOps manager does on a daily basis: Makes decisions on sales and marketing strategies to drive business revenue.

Finance 101

Finance GTM Cross-sell SQL 101

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

SaaStr

MARCH 8, 2019

The thing that fascinates me the most about them is they’re all effectively selling the same exact product as their predecessor that they disrupted. I think inside of big companies the way they used to sell is you call high. It’s so easy relatively today to build new technologies and build new functionality.

Cold Call 43

Cold Call Trust B2C Go To Market 43

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. The solution, then, is not just layering another piece of technology on top of an already bloated tech stack. And that’s just the sell side.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

Sales Hacker

NOVEMBER 16, 2021

Without automation, optimization and growth will suffer, ultimately resulting in poor ROAS. WordStream is designed to make DIY PPC management easier and more streamlined. It allows marketers and sales teams to create, manage, monitor, and optimize PPC campaigns from one dashboard. Key features: Agency management options.

Lead generation 110

Lead generation Price Campaign Cross-sell 110

PandaDoc

MAY 24, 2023

Before we zero in on the important qualities of a sales enablement manager, we need to wrap our heads around the very definition of this role. We all seem to know what sales managers, account managers, and business development managers do — but who in the world is a sales enablement manager? They sure do.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Appointment Legal 52

The Lost Book of Sales

JULY 12, 2021

It's one of those books that you have to read if you work in sales or technology. 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. Technology Adoption Lifecycle. What is the "Chasm"?

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Sales Hacker

SEPTEMBER 24, 2018

To put things in context, sales engagement platforms are the selling world’s version of the cell phone and email when it comes to sheer transformative power. Sales engagement platforms fill the technology gaps between the CRM (which basically functions as a database) and Marketing Automation Platforms (MAPS).

Cross-sell 81

Cross-sell Sales CRM Quota 81

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. Scale is not the same thing as growth. I need to understand the impact the numbers and varying stages and degrees, and I hate arbitrary growth numbers. They’re like, “We have a growth goal of 20% this year.”

Cross-sell 75

Cross-sell Clients Growth Up-sell 75

Sales Hacker

APRIL 21, 2022

In the early days, most SaaS companies sell to other startups for a number of reasons. It’s simply easier to create a SaaS product for smaller companies.That’s why most SaaS companies focus on selling to other startups in the early stages of the company lifecycle. We started by selling to other startups, mainly YC companies.

Legal 87

Legal Cross-sell Contract Price 87

Sales Hacker

JANUARY 13, 2020

Jay has spent 30 years in the financial services industry; holding various roles in sales, direct marketing, online marketing and cross-selling strategies. Why you should offer value first when selling. The upsell approach vs. value-sell approach [7:33]. The blessing and curse of selling an amorphous product [12:51].

Cross-sell 54

Cross-sell Territory Growth Up-sell 54

Lead Fuze

DECEMBER 2, 2021

The Data Points Effective Account Targeting Strategy. There is a new way of selling and marketing that we call Account-Based Everything (ABE). It is important to have a plan for account selection, and that starts with good data. Technology enables us to be laser-focused. Growth trends. Projected financials.

Technique 52

Technique Technology Technology Cross-sell 52

Salesforce

APRIL 20, 2023

Any successful future organization must adopt composability as it’s the means to resilience, adaptability, and growth in the face of change and disruption. They have a clearly articulated purpose of driving a business or technology outcome. They are discoverable, accessible, and manageable. What is API-led connectivity?

Transportation 52

Transportation E-commerce Represent Start-ups 52

ConversionXL

AUGUST 2, 2017

1,983% boost in annual revenue, 1,000% user base growth within six months with no upfront costs. Chris Samila , Partnerships Manager at Optimizely shares: “We saw building and supporting a partner ecosystem as a massive opportunity. The benefits are significant: accelerated growth. Technological factors. Can this be true?

Strategic partnership 84

Strategic partnership Objectives and Key Results Strategize Cross-sell 84

ConversionXL

AUGUST 2, 2017

1,983% boost in annual revenue, 1,000% user base growth within six months with no upfront costs. Chris Samila , Partnerships Manager at Optimizely shares: “We saw building and supporting a partner ecosystem as a massive opportunity. The benefits are significant: accelerated growth. Technological factors. Can this be true?

Strategic partnership 77

Strategic partnership Objectives and Key Results Strategize Cross-sell 77

SaaStr

MARCH 8, 2019

The thing that fascinates me the most about them is they’re all effectively selling the same exact product as their predecessor that they disrupted. I think inside of big companies the way they used to sell is you call high. It’s so easy relatively today to build new technologies and build new functionality.

Cold Call 18

Cold Call Trust B2C Go To Market 18

SaaStr

MAY 14, 2023

All were growing 15%-20% a month, so we called them “The 20%ers club” Did that growth last? Greenhouse followed a similar path to Talkdesk and should cross $10 million ARR later this year, up from almost nothing at the start of the year. How’d you manage all that? How did they do? All of them! Nicolas : Yeah.

Price 93

Price Start-ups Up-sell X-functional 93

SaaStr

AUGUST 15, 2020

There is a big set of trends happening right now, which is with the downturn and I tweeted this a while back like at the beginning of the downturn that like every customer is scrutinizing, do they really need this technology or not? Jay Snyder: Today I have to manage and track health and my customer success, right? Jay Snyder: Yeah.

Retail 78

Retail Start-ups Drivers/motivators Up-sell 78