Salesforce

SEPTEMBER 21, 2021

Late in 2020, executive leadership at Accenture recognized that their business-to-business (B2B) sales transformation offering was not going to serve clients the way they needed it to. When you think B2B sales, you probably imagine folks getting on an airplane every day, knocking on doors, trying to get someone to listen to their pitch.

B2B 96

B2B Territory Manufacturing Sales 96

Veloxy

OCTOBER 29, 2021

This turns a sales rep who spends too much time on non-selling activity into a trusted advisor that spends the majority of their time on customer engagement. This includes tools designed to reduce the administrative burden on revenue operations and reps by automating non-selling activities. How is AI Changing Sales?

Non-Profits 223

Non-Profits Sales CRM Pipeline 223

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. The next step?

Gaming 95

Gaming Cross-sell Referrals CRM 95

Lead Fuze

OCTOBER 22, 2021

Before getting into what prospect vs lead means, using our journalist example, think about this in terms of needing a story for the front page of the Sunday edition. There has to be an initial conversation for reps to determine whether or not a lead is an uninterested party or potential prospect. What is a Prospect?

Prospecting 105

Prospecting Cross-sell Lead generation Contact 105

Veloxy

AUGUST 31, 2023

And while you can always push a product for the sake of selling it, you’ll only sell it once. This especially applies to CRM and managing customer data, and quota attainment. A lot of sales reps end up competing on who sold the most or what product is selling faster. However, salespeople tend to miss the bigger picture.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

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 121

B2B Pipeline Campaign Cross-sell 121

Hubspot

JULY 19, 2022

If you’re not already taking advantage of digital payments, it’s a promising untapped opportunity that's accessible to most online businesses — and B2B businesses should invest now. In this article, we’ll get into how your B2B commerce business can start accepting payments internationally. An all-in-one CRM, such as HubSpot.

B2B 63

B2B E-commerce Territory CRM 63

Hubspot

APRIL 1, 2024

Some B2B tech giants who’ve seen success for a decade or more. Fewer prospects are going to just hit your lead form in 2024. Budgets were inflated and inbound leads were plentiful, which created a distorted view of what it’s like to sell. Active prospecting and outbound efforts are still effective. That’s all changed now.

Cross-sell 60

Cross-sell CRM Referrals Up-sell 60

Hubspot

AUGUST 22, 2022

We surveyed over 1,000 sales professionals around the globe to find out the top sales trends of 2022, and one thing is certain – the pandemic made a lasting impact on the relationship between salespeople and their prospects. Selling by offering a solution rather than pitching a product/service is key to sales pros.

Cross-sell 61

Cross-sell B2C CRM Quota 61

PandaDoc

MARCH 26, 2024

To do that efficiently, the right processes paired with a robust sales tech stack featuring a CRM and sales enablement software is key. Here, your sales team needs to gather a list of prospects that are potentially interested in what you’re selling.

Pipeline 52

Pipeline Contract CRM Customer Relationship Management 52

ConversionXL

DECEMBER 3, 2018

Many B2B companies run into the same problem, particularly those that are: Complex, with products that require deep expertise to understand and use. Content, including articles, guides, and case studies, can still generate prospects and customers consistently—you just need to approach distribution from a different angle.

Niche 133

Niche B2B Manufacturing Education 133

ConversionXL

OCTOBER 22, 2018

Talk to any B2B marketer about attribution and they’ll either roll their eyes or rant about how it’s important but hard to get right—long lead cycles, multiple contacts from a single organization, etc. The prospect-to-customer journey is not a linear series of events; it’s hard to predict and measure every engagement.

B2B 131

B2B Process Campaign Contact 131

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

Highspot

NOVEMBER 9, 2023

Data-Driven Decision Making Digital sales rooms provide in-depth analytics and insights into prospect behavior, content effectiveness, and sales performance. Personalization and Relevance Digital sales rooms allow sales professionals to tailor their presentations and content to the specific needs and interests of each prospect.

Objectives and Key Results 59

Objectives and Key Results Objection handling Teamwork Sales 59

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 103

E-commerce Growth Cross-sell Objectives and Key Results 103

Sales Hacker

OCTOBER 27, 2023

For example: Cross-reference your customers with their connections, and have your happy customers directly reach out to them. For example: Invite them on a podcast or host a digital event with your prospects and customers mingling. Prospects and customers were able to directly discuss their challenges and solutions.

Pipeline 92

Pipeline GTM Cross-sell Sports 92

PandaDoc

MAY 9, 2024

Sales enablement tools like CRM platforms help increase sales velocity. Opportunities are those prospects that have been qualified by your sales team. The key is to increase the number of qualified prospects in your sales pipeline. It may also indicate the health of your prospecting pipeline and lead qualification.

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

Salesforce

SEPTEMBER 5, 2023

Upselling vs. cross-selling Upselling involves upgrading a customer to a more expensive product or service, while cross-selling is about selling complementary add-ons to something the customer has already purchased. Instead of selling just one training session, I have the potential to sell four.

Cross-sell 72

Cross-sell Quota Up-sell Contact 72

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. Predictive Analytics for B2B Sales. Lead Scoring.

Inside sales 162

Inside sales Sales Outside Sales Cross-sell 162

PandaDoc

MAY 16, 2024

It continues the task of gathering data about the people who engage with your website, social media posts, or outreach efforts and is the first stage in the sales prospecting process. You should be able to cross-sell or upsell to happy customers in the future and earn valuable word-of-mouth referrals.

Legal 52

Legal Pitch Cross-sell Follow-up 52

Sales Hacker

MARCH 29, 2021

RevOps has grown in importance as SaaS products have continued to proliferate and organizations have recognized the importance of good data, efficient workflows, and ensuring cross-department collaboration. In addition, businesses are continuing to rely on agencies, consultancies, and distributors to refer, sell, and implement products.

CRM 101

CRM Cross-sell Campaign Referrals 101

Veloxy

FEBRUARY 22, 2023

Field sales, also known as outside sales , is a method of selling that involves sales representatives who engage with potential customers in person, typically outside of an office setting. Field sales is often used in business-to-business (B2B) sales, but can also be used in business-to-consumer (B2C) sales.

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

Cience

FEBRUARY 21, 2020

According to a study by Content Marketing Institute , 77% of B2B companies use an email marketing newsletter as part of their content marketing strategy. That same research confirms that 40% of B2B marketers say email marketing is a tactic that is critical to their success. Top-Quality B2B Sales Email Content. Lead Research.

Campaign 79

Campaign B2B Objectives and Key Results Contact 79

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

SBI

FEBRUARY 3, 2021

As we release our 2021 SalesTech Landscape, you’ll now find 1078 solutions (a whopping 461 are CRM solutions) spread out among 45 unique categories. As an example, some analyst firms might refer to our “Video Selling” category as “Asynchronous Video.” 1] They can also sell to B2C but B2B has to be a primary focus. [2]

Cross-sell 72

Cross-sell Objectives and Key Results Technical Sales CRM 72

Highspot

FEBRUARY 4, 2024

Guided selling. In this comprehensive guide, you’ll discover the essentials of guided selling, industry examples, and how it can transform your sales process. What is Guided Selling? How Does Guided Selling Work? Guided Selling Technology Features to Look For The Future of Guided Selling What is Guided Selling?

Sell 52

Sell Cross-sell B2C Manufacturing 52

ConversionXL

APRIL 7, 2021

While it is true that technology has enabled us to create more personalized & relevant experiences for prospects & allowed us to target people in very specific ways, it can also quickly approach the point of diminishing returns. When sales made a list of logos they wanted to sell, or the list of ‘dream customers’ to close.

GTM 98

GTM CRM Cross-sell Cold Call 98

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

Hubspot

DECEMBER 7, 2023

The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. FastSpring reviewed 30 randomly selected businesses serving B2C and B2B markets across the globe and found a noticeable increase in Q4 sales.

Quota 84

Quota Strategize B2C Transportation 84

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

The 5% Institute

JULY 31, 2023

Sales Strategies for Success Prospecting and lead generation are the starting points of the sales process. Additionally, upselling and cross-selling techniques can maximize the revenue from each customer interaction. Social selling is another crucial aspect of modern sales.

Sell 52

Sell Negotiate Technique Cross-sell 52

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. Prospect and Lead Management A steady stream of leads keeps businesses afloat. Many companies are now facing slimmer budgets and higher competition.

CRM 51

CRM Sales Cross-sell Pipeline 51

Sales Hacker

NOVEMBER 16, 2021

Use prospect search filters. It combines B2B data, data outsourcing, and robotic process automation, to increase qualified leads exponentially. Mailshake is a lead generation tool that lets brands automate their prospecting outreach via email, social, and phone. Ability to search and connect with prospects on scale.

Lead generation 109

Lead generation Price Campaign Cross-sell 109

Sales Pop!

JANUARY 5, 2023

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. Together, the tool and the theory make for a unique dynamic combination offered by no other CRM vendor. Meaning in Sales.

CRM 94

CRM Pipeline Intrinsic Networking 94

Sales Hacker

JUNE 26, 2020

This helps us find out what motivates future prospects. For example, B2C businesses need a shorter consideration phase than B2B businesses, which require more lead nurturing. Ideally, this is the point of the journey where a prospect turns into a lead. Step Three: Implement a CRM. Other Areas to Collaborate.

Referrals 121

Referrals CRM CTR Cross-sell 121

Highspot

DECEMBER 5, 2023

Improved conversion rates: Structured sales tactics often result in better conversion rates as teams are more equipped to lead prospective customers through the buying process. Each step is integral to a successful sale, guiding sales managers and salespeople from prospecting to closure. Who are you selling to?

Process 52

Process Real Estate Objectives and Key Results Negotiate 52

SBI

AUGUST 17, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? So those are the metrics we advise customers to measure.

Sell 58

Sell Cross-sell Account management CRM 58