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. I see three drivers behind this stunning change: COVID-19, where personal selling was crippled and “retention is the new acquisition” became the latest catchphrase.

B2B 115

B2B Cross-sell Pharmaceutical Account management 115

APACSMA

DECEMBER 14, 2023

Thriving in the sales profession requires constant adaptation to new challenges. Overcoming Sales Challenges Thriving in sales means embracing constant adaptation to evolving challenges. Embrace Adaptability: In the ever-changing realm of sales, adaptability is crucial. Proactivity is key. Persistence is key.

Cross-sell 52

Cross-sell Inside sales Account management Strategize 52

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. Sadly, many sales reps miss their opportunity to get the YES when 48% of them don’t do the necessary follow-up. What is Predictive Sales Analytics? It’s time you replace your dart board with a crystal ball.

Inside sales 162

Inside sales Sales Outside Sales Cross-sell 162

Highspot

MAY 3, 2024

Imagine that only 28% of your sales reps expect to hit quota. As a sales leader, you’d probably scoff at this. But according to Salesforce, this is the reality for many businesses, and the pressure to hit revenue targets has companies looking to improve sales processes to boost performance. What is Revenue Enablement?

Cross-sell 52

Cross-sell GTM Technology Technology 52

Sales Hacker

JULY 25, 2022

Here’s the thing about driving a car — and about running a sales org: Bumps in the road are inevitable. One of the best ways to ensure every part of your engine is running smoothly is to build sales performance dashboards for everyone on your team. What is a sales performance dashboard? What is a sales performance dashboard?

Engineering 99

Engineering Objectives and Key Results Cross-sell Pipeline 99

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

Heinz Marketing

MAY 20, 2022

With PLG, marketers use tools to leverage data that shows how employees at customer accounts are interacting with their product. Account Management. Account Executives and/or BDRs. Revenue Ops / Marketing and Sales Ops. Sales Enablement. Customer Marketing. Customer Success. Product Marketing.

Cross-sell 110

Cross-sell Customers Growth Contract 110

Sales Hacker

MAY 10, 2021

To create an effective and efficient sales funnel, your sales and customer support teams need to be well trained and in sync with each other. That free flow of information can aid sales. Insights gained from your customer support agents can improve the process of pitching, converting, and retaining leads. Reduce churn.

Cross-sell 62

Cross-sell Customers Referrals Pitch 62

Veloxy

AUGUST 17, 2022

Salesforce automation tools go a long way in helping you improve the productivity and efficiency of your sales team. Other tools are more specialized, such as gamification, customer experience management, and lead prioritization. I love finding the latest and greatest Salesforce Automation tools on the AppExchange. Docomotion.

Appointment 147

Appointment Territory Cross-sell Contract 147

Gong.io

JULY 11, 2022

These are the luxuries afforded to the typical inside sales rep. But aside from the obvious environmental difference, there’s a lot more that separates inside from outside sales teams, and that’s what we’re going to explore here. What is inside sales? . Inside sales vs. outside sales .

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Sales Hacker

JULY 3, 2020

And that last part is the hardest aspect of just about any sale. In B2B sales, getting multiple decision makers on board is a dream. It all boils down to your discovery process. We’ll look at each one, and identify how you can use it to successfully sell to multiple decision makers across departments. than ever before.

Cross-sell 119

Cross-sell Closing Service Conversion 119

Sales Hacker

MAY 6, 2021

What’s the difference between a VP of Sales and a Chief Revenue Officer (CRO)? The VP of Sales. Great VPs of sales have gravitas and tact, command the room and hold their end of the table regardless of who is on the other side. Singular focus on sales. As the title would hint at, the VP of Sales should focus on sales.

B2C 93

B2C Pipeline SQL Strategize 93

SaaStr

JANUARY 30, 2023

Building revenue operations to support sales Deel had onboarded nearly 100 clients, reports showed good traction, and it was time to leverage this opportunity. Deel scaled the sales team from two to 250 account executives, but issues with productivity and enablement of the account executives cropped up. Trust the process.

Cross-sell 89

Cross-sell Account management Clients Growth 89

Hubspot

JUNE 8, 2021

If you hear "ABC" and "Always be closing" pops into your mind, a sales career may be the perfect match for you. You've come to the right place to learn what it's like to have a career in sales, and it's about much more than the close. Sales seems like a fast-paced, hardball kind of career. What's a typical sales career path?

Commission 77

Commission Territory Finance Inside sales 77

Sales Hacker

FEBRUARY 1, 2021

Why is it that companies have a sales process they follow rigorously to win business, yet avoid the same discipline in managing those customers throughout the lifecycle of their contracts? This is all good business practice and should be anticipated by selling organisations. Today we can start to change that.

Customers 74

Customers Contract Cross-sell Account management 74

Partners in Excellence

JUNE 30, 2022

If we have a PLG strategy, we may have a few users/seats, but we want to maximize the penetration of our products across the potential population of users within the account. For example, if we sell a technology sales people can use, we want every sales person in the company using it. And, of course, there is cross sell.

Growth 68

Growth Cross-sell Strategize Account management 68

SBI

JULY 15, 2021

Sales Execution 101: Creating Account Visibility. The most critical factor in successful sales execution is having the right foundation. Your account team needs to have a common understand of an account or opportunity – the key stakeholders, their goals, and company objectives. Account Visibility = Agility.

Cross-sell 57

Cross-sell Sales Technology Technology 57

The 5% Institute

APRIL 17, 2020

If you’ve been in sales for a while, you’ve probably heard different types of sales terminology, like outside sales vs inside sales. So, what is the difference between outside sales vs inside sales? Outside Sales Vs Inside Sales – What’s The Difference? What Is Outside Sales?

Outside Sales 52

Outside Sales Inside sales Cross-sell Sales 52

Highspot

NOVEMBER 6, 2020

But standing out to prospects in our cluttered digital sales landscape is difficult. The answer lies with your sales engagement strategy. Done right, an effective sales engagement strategy will ensure that your sellers know how and when to reach customers, leaving no prospect behind. Sales engagement vs. sales enablement.

Cross-sell 72

Cross-sell Sales Launch Prospecting 72

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)? To win new business and grow key accounts, account managers and sales executives must become thoroughly invested in their customer’s challenges, goals, and competitive landscape.

Strategize 82

Strategize Objectives and Key Results Strategic partnership Cross-sell 82

Gong.io

AUGUST 3, 2022

These KPIs are a proxy for success measurement, sure, but they’re crucial for understanding where the gaps are in your CS process, identifying changes and solutions, and driving recurring revenue. In the first stage, success teams look at customer engagement throughout their onboarding process. Upsells and cross-sells .

Customers 87

Customers Cross-sell Contract Price 87

Highspot

JANUARY 19, 2022

Sales training programs are often like that — but they don’t have to be. When done right, they can improve your team’s performance and help you move closer to your sales goals. Why sales training is important. The different types of sales training programs. The 15 best sales training programs.

Technique 92

Technique Negotiate Pitch Inside sales 92

Partners in Excellence

MAY 1, 2017

If I were to assess the worlds of buying and selling through much of what I read, I would come up with the conclusion that Customers and Sales people are on diverging paths, we are doing as much to minimize our interactions with each other. From a sellers perspective helping us sell more efficiently.

Customers 55

Customers Cross-sell Sales Account management 55

The 5% Institute

APRIL 8, 2020

Sales Professionals and Business Owners alike should focus on the success of their customers; and depending on your business size, you may require a Customer Success Manager. So, what exactly is a Customer Success Manager? What Are Some Customer Success Manager Responsibilities? What does success look like? Set Up A Team.

Cross-sell 52

Cross-sell Customers Referrals Clients 52

Hubspot

APRIL 2, 2021

It doesn't get much buzz in the marketing industry, but this process is responsible for the targeted ads we see today. Let's dive into this process of which so many of us are on the receiving end. Programmatic buy – The buying process is done using automated technology. That's where media buying comes in. Media Buying Tips.

Objectives and Key Results 88

Objectives and Key Results Cross-sell Negotiate Campaign 88

SalesLoft

MAY 31, 2016

Sales pods are the key to scalable structure within many successful SaaS sales organizations. And in the first month of running a sales pod, we’ve learned a lot of lessons. When a sales organization first looks to scale, the first strategic move is to sales development. The next move beyond sales development?

Strategize 52

Strategize Teamwork Cross-sell Objectives and Key Results 52

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. As a result, our organizational strategies, our engagement strategies, the skills, competencies, tools, content, processes will have to change to be aligned with the part of the organization we choose to target.

Cross-sell 75

Cross-sell Account management Education Sell 75

Partners in Excellence

NOVEMBER 26, 2018

The problem is, when one looks at most of these “transformations,” nothing looks that different from before, certainly the outcomes don’t look any better-much of the research data would suggest sales/marketing performance is getting worse. We don’t see changes in management behavior.

Objection handling 81

Objection handling Cross-sell Technology Technology 81

SBI

OCTOBER 22, 2019

Transforming Sales: How to Maximize Revenue in your Biggest Accounts. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. NANCY: WHAT ARE THE TOP AREAS OF FOCUS IN THE NEXT 12-24 MONTHS FOR ORGANIZATIONS THAT WANT TO TRANSFORM THEIR SALES ORGANIZATIONS?

Cross-sell 23

Cross-sell Account management Sales Growth 23

Gong.io

JULY 27, 2022

It’s the whole reason they’re called revenue teams, and not sales teams, in the first place.). Sales QBRs vs. customer success QBRs . The acronym QBR is also used among sales teams, but it means something different. A sales QBR is an internal quarterly meeting. Expansion opportunities. Territory plans.

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

SBI

JULY 1, 2020

Revenue growth in B2B enterprise accounts has always been challenging. 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.

Strategize 72

Strategize Cross-sell Strategic partnership Growth 72

PandaDoc

AUGUST 9, 2023

Optimizing your LinkedIn profile should be a continuous process which involves everything from your URL and images on your profile to effectively displaying your core skills. It’s a space where freelancers, content creators, salespeople, marketers, managers, and executives can reach out to one another and network. No sombreros.

Networking 83

Networking Legal Cross-sell Teamwork 83

SaaStr

JANUARY 10, 2020

.” 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. It’s all we know.

Manufacturing 53

Manufacturing Cross-sell Sports Service 53

Partners in Excellence

SEPTEMBER 4, 2013

Too often, we think of the customer’s buying process as something that, once we understand it, is fairly structured and defined. Our job as sales professionals becomes aligning our selling process with the customer’s buying process, moving through the process in a disciplined manner.

Cross-sell 98

Cross-sell Represent Account management Quota 98

Heinz Marketing

APRIL 8, 2019

It’s another episode of Sales Pipeline Radio , ( live every Thursday at 11:30 a.m. It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We cover a wide range of topics, with a focus on sales development and inside sales priorities.

Pipeline 70

Pipeline Cross-sell Sales Up-sell 70

Heinz Marketing

SEPTEMBER 26, 2022

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Tune in to hear more about: The evolution of sales enablement.

Pipeline 52

Pipeline Sales Niche Start-ups 52

Partners in Excellence

MAY 3, 2022

Yet when we talk about the same things to the end users, they look at us with their eyes crossed. It’s virtually impossible to sell to this scenario, because the way these differing group see the problem. As a result they are different decisions and decision-making processes. But that requires us to sell differently.

Strategize 86

Strategize Territory Cross-sell Growth 86