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 76

B2C CRM B2B E-commerce 76

Sales Hacker

MARCH 18, 2020

How do you compensate for the lack of B2B face-to-face meetings ? Without options to keep in touch and exchange important information within mere seconds, many businesses would have been forced to either close down or stay at their workplace, ultimately contracting the virus and contributing to its spread. What to expect?

B2B 135

B2B Healthcare Hospitality Cross-sell 135

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 85

B2B Cross-sell Contract Pipeline 85

PandaDoc

FEBRUARY 5, 2024

McKinsey & Company says B2B customers use 10 or more channels to communicate and make a purchase. Redefine how you manage your customer relationships Relationship selling is more efficient than traditional sales approaches, and CRM helps highlight that objective: building and enhancing relationships.

CRM 52

CRM Gaming Contract Objectives and Key Results 52

PandaDoc

MARCH 26, 2024

They then use information gathered to: Identify and remove roadblocks to the sales process Design better sales strategies Help customers move through the stages more smoothly Close more sales Boost your sales team efficiency Simplify the sales doc process and give your reps time back in their day to sell more.

Pipeline 52

Pipeline Contract CRM Customer Relationship Management 52

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 94

Cross-sell Contract Price Finance 94

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

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 71

Cross-sell Contract Gaming Up-sell 71

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 116

Contract Cross-sell Price Growth 116

PandaDoc

MAY 9, 2024

A SaaS provider sells document workflow software for businesses of all sizes. For example, one study found that the average B2B sales cycle length was roughly 63 days. At the same time, the average deal value in B2C industries such as retail and ecommerce is much lower than that of B2B. What is an example of sales velocity?

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

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 104

E-commerce Cross-sell Contract Up-sell 104

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 122

Sports Gambling Manufacturing Launch 122

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

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.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

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 55

B2B Cross-sell Negotiate Pitch 55

Veloxy

AUGUST 31, 2023

And while you can always push a product for the sake of selling it, you’ll only sell it once. A lot of sales reps end up competing on who sold the most or what product is selling faster. Maybe you’re selling the right products to the wrong audience in the wrong market. However, salespeople tend to miss the bigger picture.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

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

Heinz Marketing

SEPTEMBER 16, 2022

is a familiar call for B2B marketers. Procurement , also known as: vendor management, supplier management, or even sometimes supply-chain management, are the folks who need to ensure that all the i’s are dotted and t’s are crossed. Well being compliant with GDPR is crucial for companies that market and sell in Europe.

Legal 103

Legal Cross-sell Government Contract 103

Highspot

NOVEMBER 9, 2023

Remote Sales and Virtual Events In an era where remote sales and virtual selling have become increasingly prevalent, digital sales rooms offer an ideal platform for engaging with prospects and customers in a virtual environment, effectively replacing the traditional in-person meetings and trade shows.

Objectives and Key Results 59

Objectives and Key Results Objection handling Teamwork Sales 59

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 109

Inside sales Cold Call Contract Price 109

PandaDoc

APRIL 12, 2023

Whether you’re selling a physical product or a service, you need to find the best ways to reach your target audience. The definition of sales channels Sales channels are the methods or pathways businesses use for selling their products and services to consumers. The right sales channels can help you do this.

B2C 52

B2C Cross-sell Retail Sales 52

SaaStr

FEBRUARY 14, 2024

But that’s not the way B2B businesses work. At Hubspot, there is a contract management team under the umbrella of customer success that owns some of the renewals process, and they’re measured on customer dollar retention. They tap back into sales for upsells and cross-sells. It’s a close partnership.

Customers 89

Customers Cross-sell Drivers/motivators Gaming 89

InsightSquared

APRIL 14, 2021

Average Annual Contract Value. Because of this, we tend to overlook the individual value customer contracts are bringing us each year. To calculate average annual contract value , take the dollar amount indicated in the contract (excluding any one-time fees) and divide it by the length of the contract (in years).

Contract 62

Contract Territory Cross-sell Pipeline 62

Highspot

DECEMBER 5, 2023

Nurture and Crossell / Upsell Selling does not end with deal closure or hitting quarterly targets. Who are you selling to? Some example sales methodologies include: Consultative Selling Consultative selling is all about becoming a trusted advisor to your customers. Close: Finalize the sale and sign contracts.

Process 52

Process Real Estate Objectives and Key Results Negotiate 52

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 76

Growth Customers Referrals B2B 76

SBI

DECEMBER 28, 2020

Nasdaq: TTGT), the global leader in B2B technology purchase intent data today announced the closing of the previously announced acquisition of BrightTALK Limited, a private company incorporated in England. The post TechTarget Announces Closing of BrightTALK Acquisition first appeared on Smart Selling Tools. TechTarget, Inc.

Closing 50

Closing Finance Contract Cross-sell 50

Martech

SEPTEMBER 25, 2023

Marketing must be constantly available to potential buyers when they become interested in your product — not necessarily when you want to sell it. Just as a trade show or a well-placed article in an industry magazine does not immediately sell a product, marketing does not immediately produce sales. Content distribution.

A/B testing 110

A/B testing Tradeshows Finance Cross-sell 110

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 105

Sales Cross-sell Pipeline Negotiate 105

Sales Hacker

JULY 17, 2018

Gartner predicted it will become the default selling framework for most tech vendors that exceed $5 million in annual revenue. There are many factors driving the dramatic shift towards account-based selling: Customer centricity, which is a key tenet of ABS, has become the new mantra. What Is Account-Based Selling?

Cross-sell 55

Cross-sell B2C Sales Represent 55

Hubspot

DECEMBER 7, 2023

FastSpring reviewed 30 randomly selected businesses serving B2C and B2B markets across the globe and found a noticeable increase in Q4 sales. Take advantage of team selling. Our latest sales survey found that 82% of sales pros say building relationships and connecting with people is the most important part of selling.

Quota 84

Quota Strategize B2C Transportation 84

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 81

Strategize Objectives and Key Results Strategic partnership Cross-sell 81

Partners in Excellence

SEPTEMBER 20, 2022

” Per the dictionary it is, “…a prediction or estimation about a future event… ” Consequently, in complex B2B selling, it becomes a prediction about a specific deal or opportunity. Probabilities based on where we are in our selling process are, 90% of the time, bad thinking. We win it or lose it.

Pipeline 68

Pipeline Manufacturing Cross-sell Represent 68

Sales Hacker

MAY 26, 2021

Sales ops is responsible for supporting and enabling sales reps to sell efficiently and effectively. Sales operations teams bring a system of selling and structure to a sales organization. The focus is on things like reporting, territory management and later stage tasks such as contract negotiations and finance approvals.

Territory 60

Territory Objectives and Key Results Finance Cross-sell 60

ConversionXL

APRIL 7, 2021

When sales made a list of logos they wanted to sell, or the list of ‘dream customers’ to close. The concept remains the same today with modern ABM—we want to sell to a list of ‘dream customers’ more commonly referred to as target accounts. If you’re selling B2B, you know it’s a wide and competitive market.

GTM 98

GTM CRM Cross-sell Cold Call 98

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 80

Sell Cross-sell Negotiate Up-sell 80

Sales Hacker

APRIL 14, 2020

She helps growth-oriented B2B, SaaS companies design, implement, and optimize their data strategies, business processes and existing tool stacks to support their customers. Reps working from home need to be willing to converse without selling. Today, Jessica helps companies find ways they can optimize their current business processes.

Contract 70

Contract CRM Consult Cross-sell 70

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 99

Sell Cross-sell Negotiate Technique 99