Martech

MAY 6, 2024

While the focus of lead scoring is typically on identifying and prioritizing new leads, it can also be applied to existing customers to determine their level of engagement, satisfaction, and potential for upselling or cross-selling opportunities. Additionally, lead scoring for existing customers can help you identify potential churn risks.

Cross-sell 117

Cross-sell Customers Referrals Lead generation 117

Veloxy

DECEMBER 28, 2023

However, if you’re considering a transition to outside sales or simply want to elevate your field selling game, you’re in the right place. This blog post will delve deep into the realm of outside sales, exploring effective strategies, essential skills, and tools to help you succeed in this challenging yet rewarding career path.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Partners in Excellence

MAY 6, 2024

But it’s changing for the positive, as Cassi states, “I feel very strongly about ethical selling and the way in which we sell, sticking to our core values and treating the customer with respect.” ” Why I’m so interested in selling: Cassi Roper, CRO, Redgate How did you find yourself in a selling role?

Sell 87

Sell Technical Sales Up-sell Technology 87

Veloxy

NOVEMBER 15, 2022

Account based selling is a B2B concept that has gained a lot of interest in recent times, but implementing it can feel rather daunting. Studies show that at least 94% of B2B teams have adopted account based selling in a bid to deliver improved buying experiences that lead to increased conversions and loyalty.

Sell 246

Sell Objectives and Key Results SQL B2B 246

Iannarino

JULY 28, 2021

Asynchronous prospecting does not provide the experience necessary to become a great salesperson. There is a bottomless pit of people, especially on social media, who will tell you why you should not make cold calls. When you send an email, your recipient can reject your request without speaking with you.

Cold Call 351

Cold Call Clients Contract Meeting 351

SalesProInsider

FEBRUARY 22, 2024

What is the impact of your beliefs on your ability and commitment to attract and convert your ideal prospects? What’s the impact of the belief of yourself, the role you have in people’s lives, and the value they receive in working with you? Everything that comes at you stretches or shrinks your belief level!

Clients 126

Clients Referrals Pitch Lead generation 126

Partners in Excellence

JANUARY 18, 2024

These are the discussions we strive to get since it is all about us and what we sell. If they have very little experience in buying these solutions, it may be better to back them up, asking them about what they are trying to achieve? What has been their experience in making these changes before? Have they done their homework?

Customers 129

Customers Up-sell B2B Trust 129

Search Engine Land

MAY 8, 2024

SEO and user experience (UX) are critical components of modern digital marketing strategies. While SEO focuses on improving a website’s visibility in search engine results, UX aims to optimize the overall experience for users visiting the site. At first glance, these two objectives may seem contradictory.

UX 95

UX Objectives and Key Results User Experience Legal 95

Martech

APRIL 10, 2024

Design with empathy, prioritize intuitive interfaces and focus on enhancing the user experience, not hindering it. The spark before the flame: Building martech with a heart It all begins with a spark — a yearning to help businesses not merely sell but connect. Unearthing your core values What makes your company tick?

Pitch 116

Pitch Product Electricity Healthcare 116

Martech

MARCH 1, 2024

This article outlines essential retention marketing strategies and tactics tailored specifically for a B2B context to strengthen customer relationships, prevent churn and maximize lifetime value. They have also been trained in concepts like customer management, LTV and the financial value of loyalty. This last one is a biggie.

B2B 132

B2B Cross-sell Pharmaceutical Account management 132

SaaStr

MARCH 18, 2024

Dear SaaStr: If you were hiring a head of sales for a high-priced, niche B2B SaaS product, would you focus on general B2B SaaS sales experience or on market/customer knowledge, assuming it will be very difficult to find a candidate with both? Even if she isn’t great for your company at this stage … those 1–2 deals may be.

Niche 112

Niche B2B Price Up-sell 112

Salesforce

NOVEMBER 29, 2023

Channel sales — or selling through partners — represents 75% of the world’s commerce, according to Forrester. In it, you’ll learn the basics of channel sales and how it can work for you. For those already well-versed in working with partners, feel free to skip ahead to the sections most helpful to you.

Manufacturing 111

Manufacturing Retail Territory Sales 111

Partners in Excellence

MARCH 13, 2024

In his final paragraph, he talks about how much selling has changed in the past few years. It seems we have lost so much of the “joy” we experienced in selling. Why I’m So Interested In Selling I chose to be a seller out of college because it was a profession which I felt rewarded me for my direct contribution.

Sell 117

Sell Finance Clients Up-sell 117

Martech

MARCH 4, 2024

After that, how you can improve prompts to get even better answers from me. Tracking conversion rates at different stages of the customer journey can help identify areas of improvement and optimize the customer experience. Return on Investment (ROI): ROI measures the profitability of marketing and customer experience initiatives.

Customers 105

Customers Objectives and Key Results Manufacturing CRM 105

Partners in Excellence

MAY 15, 2024

In selling, is high performance “hitting our numbers?” Many of the consistently highest performing companies sell products or services that are highly commoditized. We’ve seen skyrocketing tech stacks, with continued bragging “mine is bigger than yours!” ” Is it max’ing our comp plans?

GTM 68

GTM Quota Technology Technology 68

Search Engine Land

APRIL 15, 2024

Then, you must create what Google calls “ helpful, reliable, people-first content.” In this article, I will outline a process that shows you exactly how to do that and provide a simple template you can fill out to take your content to the next level. Step 1: Goals What is your goal for this content?

Process 122

Process Objectives and Key Results Angle Follow-up 122

Martech

JANUARY 25, 2024

Imagine visiting a doctor who only treats your symptoms, ignoring the underlying cause. They make clients (whether internal or agency clients) squirm with questions like: What’s the real reason you exist — not just what you sell? What’s your biggest fear about your brand? Absurd, right?

Strategize 128

Strategize Clients Campaign Trust 128

Adaptive Business Services

MAY 1, 2024

Gary and I have stunningly similar sales backgrounds as well as our belief in the importance of developing selling fundamentals. Gary mentioned that he has always focused on making quality calls but has now modified that approach to include quantitative values as well. Your choice of activities can also affect your ratios.

Appointment 77

Appointment Cold Call Sales CRM 77

Martech

FEBRUARY 20, 2024

Forget nailing your value proposition, crafting eloquent email copy and avoiding spam filters. Your entire outreach will fail if your call to action (CTA) is weak. While regular cold emails can bring you an average reply rate of 5% to 10%, personalized CTAs perform 202% better.

B2B 119

B2B Prospecting A/B testing Click Through Rate 119

Martech

MARCH 20, 2024

A successful rebranding can reinvigorate a company’s reputation, value proposition and growth potential. Here are seven critical lessons learned from my 15 years of experience guiding global B2B technology companies through rebranding initiatives, as an internal team member and external consultant. Descriptive names (e.g.,

Strategize 118

Strategize B2B Legal Launch 118

Partners in Excellence

DECEMBER 21, 2023

As our conversations often go, we were talking about the state of selling and how we improve. And because so much of this is outside our experience base, we struggle with what to do and our confidence in the choices we make. Or the lost opportunity our customers experience in failing to successfully manage a change initiative.

Customers 122

Customers Quota Up-sell Conversion 122

Martech

JANUARY 11, 2024

Your goal is a seamless and engaging purchasing experience that caters to the customer’s needs and expectations and unleashes the power of data within this journey. To achieve this, make sure to: Optimize your ecommerce platform. You can unlock growth and strengthen audience connections by leveraging customer journey data.

Growth 95

Growth Cross-sell User Experience Technique 95

Sales Pop!

MAY 14, 2024

94% of first impressions are design-related – that’s a big deal for brands selling services online. Your website often serves as the initial meeting point with potential clients. Let’s break down eight straightforward yet impactful strategies to effectively present your brand’s services to website visitors.

Presentation 52

Presentation Service Product Niche 52

Sales Gravy

JANUARY 23, 2024

Jeb and Ryan explore how buying is an emotional experience and sales pros that ask questions that get the story “why” behind the buyer’s “what” sell more. They dive into how curiosity and empathy are pivotal for transforming your sales approach. It's about moving from a selling mindset to a helping mindset.

Sell 91

Sell Up-sell Engineering Conversion 91

Partners in Excellence

APRIL 5, 2024

For the past month, I’ve been publishing stories on “Why I’m So Interested In Selling.” Some have had long careers in selling, some are relatively new. Autonomy and Entrepreneurship : Many stories reflect a theme of valuing the autonomy and entrepreneurial aspects of sales.

Sell 123

Sell Cross-sell Drivers/motivators Education 123

Search Engine Land

FEBRUARY 20, 2024

The role of SEO in user activation By definition, user activation is the moment when a user achieves value. This means that our website content needs to allow users to adequately and accurately forecast their potential experience with your company. This is where the concept of “experience forecasting” comes into play.

Construction 102

Construction Growth Engineering Service 102

Martech

FEBRUARY 13, 2024

You’ve explored the crucial link between your martech stack and strategic goals in “ The CMO’s guide to aligning martech and business strategy ,” understanding why syncing these elements boosts efficiency, customer value and growth. Which key goals will your marketing efforts affect?

Objectives and Key Results 108

Objectives and Key Results Cross-sell Strategize Retail 108

Martech

FEBRUARY 9, 2024

They’re the secluded alleyways and hidden speakeasies of the web, offering a respite from the noise of mainstream social experiences. While buying ad spots and directly selling to members might not be the strategy, there’s undeniable value for brands willing to engage authentically.

Niche 121

Niche Drivers/motivators Trust Clients 121

Sales Gravy

NOVEMBER 20, 2023

On this episode of the Sales Gravy Podcast, Jeb Blount and Will Frattini, Head of Enterprise Revenue & Growth at Zoominfo, take on account management and account expansion selling. Regular check-ins, updates on new offerings, and discussions about the client's evolving needs can make them feel valued and understood.

Account management 89

Account management Objectives and Key Results Cross-sell Contract 89

Martech

JANUARY 26, 2024

Do you know what drives revenue growth? Focusing deeply on the customers you serve. Winning your clients’ loyalty brings you much more revenue. Satisfied customers don’t just come for more, they’ll spread the word about you. An ICP identifies your best-fit target customers that you can serve exceptionally well.

B2B 127

B2B Customers Appointment Objectives and Key Results 127

Highspot

MAY 3, 2024

Imagine that only 28% of your sales reps expect to hit quota. A quick Google search on “how to improve sales performance” will give you an exhausting list of things to try. What’s missing is a strategic approach that unites all your revenue-generating teams. Why Do You Need Revenue Enablement? Interested to learn more?

Cross-sell 52

Cross-sell GTM Technology Technology 52

Martech

OCTOBER 19, 2023

While businesses value the synergy between marketing, sales and product teams in theory, they often struggle to create a cohesive atmosphere and deliver seamless customer experiences in practice. Customer lifetime value (LTV). As you can see, there’s one mutual KPI for our sales and marketing teams: new revenue.

Product 134

Product Contract Drivers/motivators SQL 134

Martech

FEBRUARY 7, 2024

Greg Kihlstrom is a best-selling author, speaker, entrepreneur and valued contributor to MarTech. His curiosity about music promotion and connecting with other bands led him quickly to the early days of the web and digital experience. Q: How did you get into marketing? We started an online record label to sell our stuff.

UX 116

UX Technology Technology Up-sell 116

Partners in Excellence

OCTOBER 12, 2023

Creating great customer experiences, making sure we deliver on our commitments, keeping them happy are critical. Remember when you were first chasing the deal. Their primary charter is keeping the customer happy, driving renewals, finding ways to expand, and cross sell. To be fair, this is not just a selling issue.

Cross-sell 133

Cross-sell Up-sell Sell Customers 133

Search Engine Land

SEPTEMBER 11, 2023

Several publications that encountered traffic declines require a media fee, so you mostly only see big brands and the same products featured in their content. These are only the website’s affiliate sections so that you can see the gains. Media companies and publishers play a pivotal role in affiliate marketing.

Niche 141

Niche Commission UX Trust 141

Search Engine Land

MAY 3, 2024

How to optimize local pages to win more local traffic All of your service area pages should target your most important keyword patterns, along with any long-tail supporting keywords you want to rank for in those areas (i.e., “[service] in [city]”). There are only so many unique ways to talk about your most important services.

Service 109

Service Trust Clients Cross-sell 109

Martech

FEBRUARY 19, 2024

After that, how you can improve prompts to get even better answers from me. Customer lifetime value (CLV): Analyze data to understand the value of each customer over their lifetime. This helps in identifying high-value customers and developing strategies to retain and upsell to them. How has it been for you?

Customers 105

Customers Cross-sell Campaign Lead generation 105