Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. B2B marketing expert Tony Zambito calls this the “ Great Buyer Resignation.”

B2B 117

B2B GTM Cross-sell Cold Call 117

Salesforce

SEPTEMBER 10, 2024

And that was a smart move, because white-glove customer service – for both B2B and B2C – is essential for consumer goods (CG) brands who want to build long-term, loyal relationships with customers. AI can also assist service teams in upselling and cross-selling initiatives. Then agents can focus on more high-value interactions.

Service 69

Service Customers Cross-sell Contact 69

Highspot

JUNE 19, 2025

It also extends into the B2B world, where go-to-market (GTM) teams—notably, sales, marketing, and customer success—must work in tandem to deliver exceptional experiences across the buyer’s journey through a thoughtful customer engagement model that builds brand loyalty. They sense that they are part of something more than a contract.

GTM 52

GTM Customers Cross-sell Contract 52

Veloxy

JUNE 8, 2022

For instance, you could have a pipeline worth a million dollars in contract value. For B2B sales in particular, a healthy pipeline comes with a lot of benefits. So if you can save on time spent doing repetitive tasks, then your reps will be able to focus on a singular goal of selling and closing deals more effectively.

Pipeline 195

Pipeline Technology Technology Cross-sell 195

Martech

SEPTEMBER 24, 2021

Account-based marketing or ABM is a B2B marketing strategy that aligns sales and marketing efforts to deliver targeted advertising, as well as personalized content and messaging, to high-value accounts. It has been used by B2B marketers for well over a decade. ABM isn’t new, though. Types of account targeting. What ABM tools do.

B2B 129

B2B Pipeline Campaign Cross-sell 129

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. In B2B organizations, these variables include—but are not limited to—functions and roles like: Demand Gen. Customer Marketing. Customer Success. Account Management.

Cross-sell 115

Cross-sell Customers Growth Contract 115

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. Context) You head lead generation for a national B2B financial services firm.

Cross-sell 117

Cross-sell Customers Referrals B2B 117

Sales Hacker

JUNE 3, 2021

B2B vs B2C CRMs — let’s break it down. What I needed was a B2B CRM software that allowed me to collect information about the prospect; qualify them based on their company and role; and send follow-ups to upsell them. Now, there are many companies out there that target both B2C and B2B, like Amazon, Yelp, or OpenTable.

B2C 99

B2C CRM B2B E-commerce 99

SaaStr

DECEMBER 27, 2020

CEO Lew Cirne, after regretting selling his first startup in the space to CA for $375m, tries again with New Relic. But New Relic has continued to scale, crossing $650,000,000 in ARR (or so) and a $4B market cap. I’ve seen this across other B2B/API companies I’ve invested in. An incredible streak.

Contract 136

Contract Cross-sell Price Growth 136

PandaDoc

MARCH 25, 2025

If youre selling a cup of coffee, the options are relatively simple. Identifying upsell and cross-sell opportunities to drive continued revenue growth. When creating enterprise contracts, I have sat down for upwards of 45 minutes just double-checking the math on the many line items. Take buying a CRM, for example.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Martech

OCTOBER 19, 2023

It encompasses income generated from first-time customers, upsells, cross-sells and new product or service launches. To find it, do these calculations: Revenue = Sales amount × Average order value (or sales price) For example, you have signed 21 new contracts during the last year, with an average value of $7,500.

Product 133

Product Contract Drivers/motivators SQL 133

Sales Hacker

MAY 30, 2025

Lisa Horner (CMO) and Marcy Campbell (CRO) created a cross-functional framework: UCE brings together marketing, sales, customer success, and services. Planning becomes cross-functional by default. ACD (average contract duration). Sean is the Founder of Qualified , an AI pipeline automation platform for B2B companies.

GTM 104

GTM Cross-sell Pipeline Launch 104

Martech

NOVEMBER 8, 2023

B2B marketing success hinges on more than just innovative strategies and cutting-edge technologies. At the heart of top-performing B2B marketing programs lies a solid answer to the fundamental question: Do you truly know your best customers and where to find more of them? This is the most elemental concept of successful marketing.

Customers 126

Customers Construction B2B Cross-sell 126

Martech

JULY 18, 2022

Most B2B businesses have some kind of account-based marketing strategy. The B2B sales process is notorious for its length. Companies that implement ABM experience a nearly two-fold increase in annual contract value (ACV) according to research conducted for the ABM Leadership Alliance. But how are they tracking that? What it is.

B2B 108

B2B Cross-sell Pipeline Contract 108

Sales Hacker

APRIL 6, 2022

And these manual processes take sales reps away from their most important activity: selling. Let’s take a closer look at each word: Configure: Configuration of products and services ensures that what you provide is actually available, meets the buyer’s needs and specifications, and can be delivered according to the agreed-upon contract terms.

Cross-sell 107

Cross-sell Contract Price Finance 107

Martech

JULY 14, 2022

It changes depending on the type of product you’re selling and the market you are pursuing. Canare says that while there are elements common to all campaigns, there are significant differences depending on what you sell and who you’re selling it to. You have to sell to them differently. They buy differently.”.

E-commerce 126

E-commerce Cross-sell Contract Up-sell 126

Sales Hacker

SEPTEMBER 2, 2020

The best sales teams don’t just sell — they keep customers happy and drive serious upsell, cross-sell, and expansion revenue. In this article we’ll review the four main sales motions B2B SaaS teams use: Field sales ( outside sales ). That kind of contract size almost always requires an in-person meeting!

Inside sales 130

Inside sales Cold Call Contract Price 130

Highspot

FEBRUARY 20, 2025

77% of B2B buyers found their most recent purchase very complex or difficult, emphasizing the need for in-depth product knowledge. Product training is a structured learning process that helps team members understand, communicate, and sell a product. Product training techniques like gamification keep teams motivated.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Account A business, customer, lead, or prospect a company engages with to sell products or services to. Annual contract value (ACV) The average annual revenue generated per customer contract.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

Salesforce

FEBRUARY 21, 2025

Youll get higher returns on marketing dollars and quicker time to contracts. Automate the contracting and approval process. Standardized contracts help. Take control of all aspects of contract administration. The quote and contract process can be a bottleneck. Rely on more accurate forecasting. Be flexible.

Contract 52

Contract Government Price Service 52

Salesforce

JANUARY 11, 2024

About $3 trillion — that’s Forrester’s estimate for B2B sales by 2027, almost double what it was in 2021. And B2B salespeople are a big reason why it’s growing. If you want to be successful in B2B sales, you need to understand the difference between B2B and B2C sales strategies. Longer close time.

B2B 59

B2B B2C Manufacturing Government 59

Sales Hacker

AUGUST 23, 2018

One of the reasons why B2B sales is so complicated is because of the many blind spots it involves that can ambush sales deals. Yet, all else can fail if you don’t know what to do and what not to do in B2B sales. What I believe is that B2B sales professionals should have the humility to accept it when things don’t work out.

B2B 69

B2B Cross-sell Negotiate Up-sell 69

SaaStr

JULY 13, 2023

It took Monday a long time to cross 100% NRR from SMBs, and they have to have multiple offerings to get there. #2. Long-term contracts can boost NRR, without adding long term value. #6. A B2B version of MAU/WAU/DAU. At some point, you capture so many customers, it’s all about selling them more products they love.

Cross-sell 96

Cross-sell Contract Gaming Up-sell 96

Salesforce

JULY 14, 2021

Workflows that automate contract reviews and approvals accelerate deal cycle times. B2B commerce sites give business buyers the option to place orders online. Upsell and cross-sell rates. Let’s say you sell industrial equipment. B2B buying should be as hassle-free as ecommerce. 8 Digital sales ROX metrics.

Sales Experience 98

Sales Experience Cross-sell Sales B2B 98

Sales Hacker

MARCH 19, 2020

Here’s an important, and often overlooked, fact about B2B sales and marketing: Your customer data holds all the keys you need to grow your business. Today, the best B2B marketers and sales professionals are best because they know what makes a successful customer. To succeed, you need to trust the data and step into predictive sales.

Growth 99

Growth Customers Referrals B2B 99

Salesforce

MARCH 3, 2025

A Deal Desk is a cross-functional team that streamlines the closing of sales complex and non-standard deals, handling everything from quote to cash. This includes everything from securing approvals and ensuring every contract is compliant. This includes setting prices, drafting custom contracts, and keeping service delivery on track.

Legal 59

Legal Contract Finance Non-Profits 59

Hubspot

FEBRUARY 24, 2025

Five years into my B2B marketing career, I noticed a pattern: The clients who said yes were the ones whom I understood not just their stated needs but their underlying motivations through conceptual selling. Table of Contents What is conceptual selling? While traditional selling asks, What do you need? Heres how it works.

Sell 46

Sell Drivers/motivators Objectives and Key Results Cross-sell 46

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)? By using a strategic account plan to target your top key accounts , you can align your focus to become your customer’s trusted partner, solving problems instead of selling products. Key selling points.

Strategize 99

Strategize Objectives and Key Results Strategic partnership Cross-sell 99

Salesforce

APRIL 29, 2022

This works whether you sell and deliver energy or act as the delivery system on behalf of a third-party. Texas-based Vistra Corp , for example, used Salesforce Energy and Utilities Cloud to roll out a cross-channel, 360-view of the customer so its call center agents could ensure utility customer satisfaction with every interaction. “We

Technology 98

Technology Technology Customers Cross-sell 98

Search Engine Land

JANUARY 6, 2023

2009: Leading Chinese search engine Baidu was sued by Chinese medical B2B marketplace Qmyy.com to prevent its site from being blocked or dropped by the engine. Google Confirms Layoffs Of Contract Employees. 2009: Google released “a substantial number” of its contract and temporary employees, but the exact number wasn’t known.

Sports 114

Sports Gambling Manufacturing Launch 114

Salesforce

JUNE 14, 2023

Let’s face it: Hard sells and flashy demos can be effective ways to close. Not only will this help you build trust, which makes it easier to sell , but it will open the door to long-term relationships that can lead to upsells and cross-sells. But not always.

Gaming 95

Gaming Cross-sell Referrals CRM 95

Hubspot

DECEMBER 28, 2017

What is relationship selling? Relationship selling is essential if you have a high average selling price (ASP),” explains VidScale COO Adam Rizika. What is transactional and relationship selling? Relationship selling, on the other hand, is effort- and research-intensive. Relationship selling examples.

Sell 101

Sell Cross-sell Negotiate Technique 101

Hubspot

OCTOBER 11, 2019

This is where personal selling comes into play. Personal selling is the key to a well-balanced sales organization, and, in this guide, we’re going to explain why that’s the case. Personal selling is most commonly used for business-to-business (B2B) selling, although it’s also used in retail and trade selling, too.

Sell 98

Sell Cross-sell Negotiate Up-sell 98

SBI

NOVEMBER 2, 2017

For Sales teams, Model N solutions streamline the Quote to Cash process with smart selling solutions like CPQ and Contract Lifecycle Management, designed to shorten sales cycles and maximize deal value. Russ: Research is showing that B2B buyer loyalty isn’t primarily driven by pricing, brand or the product.

Cross-sell 52

Cross-sell Finance Contract Legal 52

Sales Hacker

FEBRUARY 7, 2018

Growth rate depicted from traditional B2B sales teams vs. SaaS Sales teams. What is new in today’s B2B software world is that products sold against an OpEx (SaaS) model experience an exponential growth due to a variety of factors; An increase in Online Spend – B2B customers are increasing their online spend.

Growth 99

Growth GTM SQL Strategic partnership 99

Sales Hacker

FEBRUARY 2, 2021

This information will help you when coming up with the perfect sales pitch that will appeal to your prospect and sell the value of whatever product/ service you might offer. In this stage of the selling cycles, sales teams get to meet the client, either in person or through video conferencing apps or even email. Handling objections.

Sales 111

Sales Cross-sell Pipeline Negotiate 111

Sales Hacker

JUNE 17, 2025

He’s now an investor, advisor, and board member to iconic B2B SaaS companies, and one of the most respected voices in GTM for vertical SaaS. GTM Fund is an early stage B2B SaaS venture firm, and GTMnow is its media brand. So you know, Procore, we started selling to the general contractor. For new listeners, quick refresher.

GTM 81

GTM Customers Construction X-functional 81