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

AUGUST 30, 2021

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. Matt: Welcome everyone to another episode of Sales Pipeline Radio.

Pipeline 117

Pipeline Sales Up-sell Cross-sell 117

SaaStr

MAY 27, 2021

Or, too many directors have been hired and the founder is left scratching their head as to how they have so much talent on their team but nothing is happening with their sales pipeline. . The second pipeline hire should be a mid-level sales development representative (SDR). In his piece, Jason recommends hiring VPs in a certain order.

Pipeline 67

Pipeline Quota Represent Cross-sell 67

Martech

JULY 18, 2022

Most B2B businesses have some kind of account-based marketing strategy. The B2B sales process is notorious for its length. As a result, ABM opportunities move through the pipeline more quickly. That’s because ABM efforts focus on growing pipeline and revenue from companies with a high propensity to buy more and more often.

B2B 106

B2B Cross-sell Contract Pipeline 106

Heinz Marketing

NOVEMBER 30, 2021

How do you sell if you don’t know who you’re selling to? To truly answer this question, many adept B2B marketers know they must avoid a ‘ lazy ICP’ and know the value in developing a robust ideal customer profile. . What type of accounts do we not sell to? By Brittany Lieu , Marketing Consultant at Heinz Marketing.

Customers 117

Customers Objectives and Key Results Cross-sell CRM 117

PandaDoc

MAY 9, 2024

Analyzing your sales velocity helps identify pipeline bottlenecks and areas for improvement. Sales enablement tools like CRM platforms help increase sales velocity. It gives a summary of how healthy your sales pipeline is over time. Sales velocity is also known as pipeline velocity. So what does sales velocity mean?

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

Veloxy

NOVEMBER 29, 2021

These data-driven insights use both historical and stored data, such as CRM and engagement data, along with statistical algorithms and machine learning to push these predictions to your sales force. Yet, how it can shape selling for your company can be revolutionary for you. Pipeline Management. Lead Scoring. Content Creation.

Inside sales 162

Inside sales Sales Outside Sales Cross-sell 162

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. These features aren’t just nifty toys.

Gaming 95

Gaming Cross-sell Referrals CRM 95

Gong.io

AUGUST 19, 2021

It’s pretty straightforward: The client’s team reports a large gap given the time they spent selling, but nothing out of the ordinary. I worked with nearly 200 B2B sales leaders to measure their reps’ activities and identify inefficiencies in their systems, tools, and processes. That reduces the time they spend selling. .

Product 127

Product Cross-sell CRM Sales 127

Hubspot

APRIL 1, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Some B2B tech giants who’ve seen success for a decade or more. Budgets were inflated and inbound leads were plentiful, which created a distorted view of what it’s like to sell. Want more content like this?

Cross-sell 60

Cross-sell CRM Referrals Up-sell 60

Martech

MARCH 10, 2022

Traditional B2B demand gen models are becoming outdated as privacy regulations are more stringent and fewer people are willing to give up their personal information. In our always-on, buy anything anywhere world, customers want their buying experiences to be personalized, dynamic and convenient, and B2B buyers are no different.

E-commerce 109

E-commerce Growth Cross-sell Objectives and Key Results 109

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. So they’re bringing those same very high expectations to the B2B buying process. Liz Michaud.

Pipeline 72

Pipeline Cross-sell Sales Up-sell 72

Highspot

MARCH 13, 2024

In the same vein, buyers are becoming increasingly AI-savvy, with projections suggesting that by 2028, 70% of B2B buyers in the U.S. Enrich Sales Data AI integration ensures up-to-date customer relationship management (CRM) data, offering salespeople instant access to the latest customer information.

Cross-sell 52

Cross-sell Sales Pipeline Follow-up 52

criteria for success

DECEMBER 31, 2019

A sales process is to selling as a recipe is to a cake. Without the proper steps in a particular and strategic order, you will fail at both selling and baking a cake. This is the same reason why having a B2B sales process is so important. This depends on the type of solution you sell and who you sell it to.

Process 59

Process B2B Territory CRM 59

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. Welcome to another episode of Sales Pipeline Radio. Fire away, man.

Pipeline 52

Pipeline Sales Niche Start-ups 52

Heinz Marketing

JULY 1, 2019

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 long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. It’s time for another episode of Sales Pipeline.

Pipeline 74

Pipeline Sports B2B Sales 74

Hubspot

NOVEMBER 16, 2023

And the most intelligent way to use intelligence as a B2B GTM professional is to drive customer retention.” – Yamini Rangan, CEO at HubSpot Yes! The Age of Intelligence Selling is more challenging than ever. In old-school selling methods, the more sales reps you hire, the more revenue you drive. What might that look like?

GTM 56

GTM Trust Cross-sell CRM 56

Sales Pop!

JANUARY 5, 2023

How is Pipeliner assisting salespeople with this age-old and yet contemporary mission? Pipeliner is a CRM product without equal. In addition to being an incredibly flexible, robust and intelligent CRM sales automation tool, it has an accompanying theory for the empowerment of salespeople. Looking Back. Meaning in Sales.

CRM 94

CRM Pipeline Intrinsic Networking 94

SBI

JANUARY 9, 2018

In today’s big data business world, sales reps often find themselves drowning in sales data and reports, rather than data improving their efficiency and effectiveness in selling. Out of necessity, sales reps often make their day-to-day decisions based on historical precedence, existing pipeline and path of least resistance.

B2B 55

B2B Cross-sell Entertainment Negotiate 55

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

PandaDoc

MAY 16, 2024

You should be able to cross-sell or upsell to happy customers in the future and earn valuable word-of-mouth referrals. If you’re selling B2B, check out the lead’s organization — its size, mission and values, competitors, and industry challenges. It’s often used in B2B sales due to their longer sales cycles.

Legal 52

Legal Pitch Cross-sell Follow-up 52

Heinz Marketing

NOVEMBER 5, 2018

A few years ago we started a weekly podcast, Sales Pipeline Radio, which is 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. By Matt Heinz, President of Heinz Marketing. MailTag.io Listen in and/or read below.

Pipeline 66

Pipeline UX B2B Sales 66

Sales Hacker

MAY 6, 2021

From B2C consumer-focused tech to the next B2B enterprise cloud giants, B2B, and B2C technology companies are springing up left and right and sprinting toward multi-billion dollar valuations (whether on the private or public markets) faster than ever. And this is exactly why you hired them! Ownership of the entire revenue lifecycle.

B2C 95

B2C Pipeline SQL Strategize 95

Heinz Marketing

MAY 6, 2019

Yet another great episode this time 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. By Matt Heinz, President of Heinz Marketing. Check out the great guests we’ve had so far!

Pipeline 60

Pipeline Sales Cross-sell B2B 60

Hubspot

JULY 27, 2023

The average win rate for B2B companies in early 2023 fell between 17-20%. Moreover, 79% of salespeople using automation say they can now dedicate more time to actively selling. No wonder so many salespeople turn to AI to manage their lead pipeline. This reduces human error and saves time that employees can spend on selling.

CRM 51

CRM Sales Cross-sell Pipeline 51

Heinz Marketing

DECEMBER 31, 2018

Over three years ago Sales Pipeline Radio , began. The show is thirty minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We talk about the power of reviews in B2B products. But reviews are just as important for complex B2B technology decisions.

Pipeline 69

Pipeline B2B Sales Start-ups 69

Heinz Marketing

DECEMBER 11, 2017

Late in 2015 we started producing a bi-weekly radio program called Sales Pipeline Radio , which runs live every other 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. Pipeline development is not a one department job.

Pipeline 51

Pipeline Sales Cross-sell B2B 51

InsightSquared

FEBRUARY 6, 2020

To do this effectively, you’ll want to understand all touchpoints, which is best accomplished by automating Activity Capture to reduce the burden of manual entry (more time for reps to sell!) Activity Capture automatically syncs sales activity and engagement so you can finally trust the data in your CRM.

Cross-sell 71

Cross-sell Pipeline Trust CRM 71

Gong.io

DECEMBER 15, 2022

The importance of this can’t be overstated, especially given the time-consuming nature of sales where reps spend around two-thirds of their time on non-selling activities. . These could be revenue-based (the pipeline value of each market, the value of closed deals, etc.) How to map sales territories effectively.

Territory 62

Territory Cross-sell Non-Profits Pipeline 62

Salesmate

JUNE 12, 2020

When given a practical view, the selling process is a lot more complicated than this. You lack a personalized selling strategy. Dashboards offer crucial insight into the ongoing sales process, deals, and the position of the contacts in the various stages of the sales pipeline. You are not selling to the decision-maker.

Closing 96

Closing Quota Cross-sell Pitch 96

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

Martech

SEPTEMBER 25, 2023

How do you account for all the activities and their accumulative and individual contributions to the sales pipeline? Marketing must be constantly available to potential buyers when they become interested in your product — not necessarily when you want to sell it. Was it the last email, event or offer that contributed to that sale?

A/B testing 122

A/B testing Tradeshows Finance Cross-sell 122

Highspot

DECEMBER 5, 2023

Nurture and Crossell / Upsell Selling does not end with deal closure or hitting quarterly targets. Who are you selling to? Tools like templates, training content, CRM systems, sales enablement platforms , and buyer-focused materials play a role. It’s the point where you secure the customer’s commitment to buy.

Process 52

Process Real Estate Objectives and Key Results Negotiate 52

SBI

NOVEMBER 6, 2018

The Smart Selling Tools community knows about our weekly Executive Interview Series. Everyone wants to know how and whether a sales technology will help them sell more, in less time, at the right price, or with less cost. We all know CRM is ineffective when it comes to the process of qualifying sales leads. Pretty cool, right?

Gaming 46

Gaming CRM Cross-sell Sales 46

InsightSquared

NOVEMBER 19, 2018

Closing out the year with no line of sight into Q1 sales pipeline is asking for a disaster. We’ve all seen the issue of emptying the pipeline to finish strong but then faced the challenge of starting the new year with nothing. Be realistic regarding your pipeline and move opportunities out, down or up.

Pipeline 78

Pipeline Cross-sell Cold Call Territory 78

Lead Fuze

AUGUST 22, 2021

When hiring a salesperson, too many small businesses hire for a new position with the mindset that you’ll cross bridges when you come to them. Just because you know how you're selling to customers doesn't mean you can teach anyone to do it Click To Tweet. Unorganized/Not using the CRM. Pick a good one.

Commission 98

Commission CRM Cross-sell Start-ups 98

InsightSquared

APRIL 14, 2021

They are handed a pipeline, but with few exceptions, data quality, visibility, and health are all issues. CRM systems were never designed for the sales rep. If your organization isn’t taking advantage of automated activity capture, you, along with every report that relies on the data within your CRM, are set up to fail. .

Contract 62

Contract Territory Cross-sell Pipeline 62