Highspot

JANUARY 9, 2024

Today’s B2B buyers are savvier, more informed, and have access to several options at their fingertips. This makes B2B sales training more important than ever. In this article, we’ll explore the B2B sales process, types and components of an effective training program, best practices, current trends, and pitfalls to avoid.

Technique 52

Technique B2B Cross-sell B2C 52

SaaStr

MARCH 6, 2023

B2B founders and sales agents feel pressured to keep up with the rapidly evolving market. Mary Shea, Global Innovation Evangelist at Outreach, shares her vision for the future of B2B sales and provides actionable advice for leaders to thrive in today’s dynamic marketplace. Up until 2015, CRM ruled king in sales.

B2B 91

B2B Growth GTM CRM 91

Salesforce

NOVEMBER 9, 2021

Eighty percent of B2B buyers prefer digital ordering experiences over in-person sales — even in sectors where field sales models have traditionally dominated. Get the B2B Digital Commerce Playbook. For a proper, thorough assessment, ask yourself about how you currently go to market. Digital commerce has changed.

B2B 97

B2B Strategize Legal Represent 97

SaaStr

JULY 27, 2022

Secret 5: Build a B2C Rather Than a B2B Marketing Engine. When considering B2B versus B2C tactics, B2B is more about relationship building with longer sales cycles, while B2C leans toward building awareness and supporting independent buyer journeys. On the contrary, simple pricing attracts more self-serve business. .

Go To Market 77

Go To Market GTM B2C Price 77

Outreach

OCTOBER 1, 2020

In short, they need to pick up the pace with go-to-market strategy during one of the toughest markets ever. Some tough questions go along with tackling those challenges: How do you motivate your go-to-market team every day during a time of constant uncertainty ?

Go To Market 66

Go To Market Drivers/motivators Technology Technology 66

Sales Hacker

APRIL 23, 2024

Why a modern go-to-market approach requires moving beyond legacy CRM systems. Lessons learned from scaling innovative products and go-to-market motions at AWS. 52:41 – One thing that is working for Linda in go-to-market right now. It’s flexible, scalable ABM built for you.

GTM 83

GTM Customers CRM Go To Market 83

Sales Hacker

APRIL 10, 2018

In this blueprint, we take a tactical approach on how to build a go to market strategy. 5 Steps To Building Your Go To Market Strategy. The SMB segment—going upstream vs. downstream. Where Can You Apply This Go To Market Strategy? Regions often respond with a 1-2 year delay to the US Market.

Go To Market 72

Go To Market GTM X-functional Territory 72

Sales Hacker

DECEMBER 20, 2023

What You Will Learn: What’s working and learnings for these go-to-market leaders. The questions that 50+ go-to-market leaders answer in this episode: What’s one tactic or strategy that’s working for you or the companies that you’re serving?

GTM 93

GTM B2B CRM Go To Market 93

Heinz Marketing

DECEMBER 9, 2021

Welcome to the eighth installment of The B2B Marketer’s Quick Start Guide. Some of these features might include CRM overlap and integration where the capabilities span across multiple platforms, data cleaning/cleansing, social media integrations, and technology prospecting. Enrich and validate contacts 24/7 in your CRM.

B2B 70

B2B Objectives and Key Results Contact CRM 70

Sales Hacker

JANUARY 17, 2024

She has led GTM teams at high scale B2B companies such as Splunk, VMware, Redis and has a unique perspective on the convergence of sales and marketing into an efficient, high performing GTM organization. What You Will Learn: The differences in go-to-market motions across different stages of organizations.

GTM 88

GTM CRM Pipeline Go To Market 88

Sales Hacker

OCTOBER 31, 2023

Sophie Buonassisi is the Vice President of Marketing at GTMfund, overseeing GTMnow – the media arm of the GTMfund brand – and the internal community. She’s passionate about empowering go-to-market leaders and founders with access to insight through GTMnow’s channels, like this podcast, the newsletter, and more.

GTM 95

GTM B2B CRM Contact 95

Sales Hacker

FEBRUARY 5, 2024

As a full stack marketer, Andy has re-architected six brands and identities, and built three funnels from the ground up. He’s been a B2B leader in businesses from pre-revenue to $600MM. Andy co-Chairs the CMO group for Pavilion (6000+ GTM leaders) and is active in several marketing communities.

GTM 86

GTM Finance CRM Consult 86

Sales Hacker

NOVEMBER 7, 2023

They combine your sales and marketing data with our validated B2B data and AI to create Account Intelligence that informs every step of your buyer’s journey. They deliver accurate company, contact, technographic, engagement, and intent data right where you work every day – CRM, collaboration tools, browsers, and more.

GTM 97

GTM B2B CRM Contact 97

SBI

SEPTEMBER 10, 2019

DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success. New ZoomInfo Powered by DiscoverOrg platform combines a robust suite of software tools with advanced machine learning and human research to enable sales and marketing teams to hit their growth numbers.

Go To Market 27

Go To Market Launch B2B GTM 27

Cience

OCTOBER 6, 2020

As sales become increasingly sophisticated these days, B2B companies everywhere are investing greater resources into outbound marketing. We draw from our experiences generating qualified sales opportunities for more than 1,000 b2b customers (ranging from seed-stage startups to the biggest global enterprises). ollect the Data.

B2B 105

B2B Lead generation Contact CRM 105

Sales Hacker

OCTOBER 17, 2023

Our Sponsor Today’s episode is sponsored by DemandBase , Demandbase helps B2B companies hit their revenue goals using fewer resources. They combine your sales and marketing data with our validated B2B data and AI to create Account Intelligence that informs every step of your buyer’s journey.

GTM 103

GTM B2B CRM Launch 103

Sales Hacker

OCTOBER 25, 2023

They combine your sales and marketing data with our validated B2B data and AI to create Account Intelligence that informs every step of your buyer’s journey. They deliver accurate company, contact, technographic, engagement, and intent data right where you work every day – CRM, collaboration tools, browsers, and more.

GTM 91

GTM Consult Sell Engineering 91

Sales Hacker

JANUARY 22, 2024

Max Altschuler is the Founder and General Partner of GTMfund , an early-stage fund focused on B2B SaaS startup backed by the world’s best tech GTM leaders. He then took over as VP of Marketing for rapidly growing Outreach. The changing landscape of VC and go-to-market. 02:18) Reflecting on GTMfund’s 2023 year. (04:30)

GTM 81

GTM CRM Pipeline B2B 81

SaaStr

DECEMBER 17, 2023

Other than your own, what app would you never let anyone take away from you no matter what: Has to be SalesForce because everything else is built on top of and integrated into it and it’s the only CRM I’ve used. I’m sure Dynamics and Hubspot are great but it would be too painful for me to relearn.

CRM 100

CRM Gaming Growth B2B 100

Martech

JULY 14, 2022

B2B marketers have employed account-based marketing (ABM) for well over a decade, of course, but the space has evolved rapidly over the past two to three years. Additionally, the COVID pandemic accelerated fundamental shifts in the B2B buying cycle by forcing events and in-person meetings to go virtual.

B2B 117

B2B GTM Technology Technology 117

Heinz Marketing

NOVEMBER 26, 2021

Need-to-Have Tools (and their Channels): CRM and Marketing Automation. Traditionally, [ABM] was used by large enterprises where the size of the deal justified the amount of energy focused on marketing to only one business or account. So how exactly do a CRM and a MAP enable ABM at scale? Let’s get into it! Business Model.

CRM 114

CRM Contact Campaign B2C 114

Sales Hacker

OCTOBER 13, 2023

We are capping off a week in Nashville of go-to-market executive learnings, live music, and hot chicken. Some of the team have been at Pavilion ’s GTM2023 conference, a B2B SaaS conference for go-to-market executives. Go-to-market motions are shifting. Go-to-market motions are shifting.

GTM 98

GTM UX Go To Market CRM 98

Martech

SEPTEMBER 9, 2022

The last few years have left many of us feeling disconnected in our homes and work lives as well as increasingly intolerant of disconnected digital experiences, whether as consumers, as B2B buyers, or both. Marketo marketing automation needs to integrate with a separate CRM; the various separate Salesforce clouds need to synch together.

CRM 99

CRM Networking B2B Niche 99

Xant

JUNE 16, 2021

The same trends are found in B2B sales— 92% of B2B buyers say they are more likely to purchase after reading a positive review. Go-to-market teams should be hitting 60% attainment consistently as a baseline. Everyone who is successful in a rev ops role capitalizes on the CRM. No more bad, siloed or duplicated data.

CRM 105

CRM Territory Sales B2B 105

Sales Hacker

JANUARY 27, 2024

Common Room supercharges your GTM motion by bringing all of your product usage data, social media signals, community activity, and CRM insights together so you can surface high-intent prospects, convert customers faster, and drive more revenue. Read more about Google Chrome’s 3 AI features here.

GTM 88

GTM Niche CRM Account management 88

Sales Hacker

JULY 28, 2021

Automate processes: Integrate your CRM, marketing platform, and sales forecasting tools for accurate data. If you don’t have a CRM in place, focus on that first, otherwise, your forecasting tool will not have the right data to be of value. Oracle CX Sales is part of the Oracle Cloud CX suite and is a complete CRM solution.

CRM 111

CRM Pipeline Territory Sales 111

Hubspot

APRIL 1, 2024

Some B2B tech giants who’ve seen success for a decade or more. It means sales and go-to-market motions are going to have to evolve. Marketing is going to have to evolve, too, but that's a whole other topic.) There are more prospects that fit your ICP in your CRM than you probably realize.

Cross-sell 57

Cross-sell CRM Referrals Up-sell 57

Sales Hacker

NOVEMBER 15, 2017

This sales glossary is meant to reduce ramp time for new reps that are getting immersed in B2B sales jargon for the first time. Account-Based Marketing. B2B is an acronym for Business-to-Business, a model for selling, relationship-building or engagement. . Go-to-Market Strategy. AB Testing. Base Salary.

B2B 99

B2B E-commerce Cold Call Represent 99

Highspot

MARCH 18, 2024

They are also error-prone and cannot adapt to evolving B2B transactions. Customer Relationship Management (CRM) CRM software like Salesforce centralizes customer data, automates repetitive tasks, and provides valuable metrics. Traditional sales techniques often fail to meet today’s savviest business buyers’ demands.

Product 52

Product Objectives and Key Results Sales CRM 52

Sales Hacker

DECEMBER 6, 2021

You can customize almost any customer relationship management (CRM) system to support your organization’s sales funnel. But the best CRM for you is the one that can map to the processes in your sales funnel using the smallest amount of custom development. Here are the top three steps for finding the right CRM for your organization.

CRM 82

CRM SQL Government Customer Relationship Management 82

Highspot

FEBRUARY 1, 2024

Enablement technology has become essential At the outset of 2024, it is clear that enablement technology , like the talented, vital enablement teams who use it, has become an essential part of every successful business’ go-to-market strategy. in 2022, after growth of 19.7%

Customers 64

Customers GTM Account management Government 64

InsightSquared

MAY 25, 2021

The Lack of Rep Accountability was identified as the top reason for poor forecast accuracy (57%), with CRM Data Quality (44%) and Manual Processes (43%) ranking second and third. . While the CRM is the top tool for forecast automation, less than one third are using it for opportunity scoring?—turning About InsightSquared.

CRM 62

CRM B2B Contract Growth 62

ConversionXL

NOVEMBER 4, 2021

Product marketers work to understand the market and what motivates customers. They choose the market segments to target. They design an effective go-to-market plan along with the required positioning and messaging. Understand that B2B buyers are still humans. And don’t just go with your gut.

Product 127

Product E-commerce Strategize B2B 127

Gong.io

OCTOBER 6, 2021

This gregarious hound gained huge recognition amongst the B2B crowd and was becoming a bit of a legend in social circles. Our bold, festive graphics and bright colors, hilarious social commentary, useful content and laid-back narrative were unique amongst the B2B crowd and connected with sales pros everywhere.

Angle 153

Angle Represent Drivers/motivators Territory 153

Sales Hacker

MARCH 30, 2021

Revenue Grid is mainly focused on automation and integration, bringing your calendar and email into your CRM. The Value Of CRM Integration [22:24]. Go to SalesHacker.com and create your profile today. It was my foundation for success in selling and going to market. Developing A Winning Sales Team [16:24].

Sell 102

Sell CRM Appointment Up-sell 102

SBI

AUGUST 6, 2019

Transforming Sales: Why B2B Sellers & Marketers Need to Add Value to Each Buyer Interaction. ED: Adobe recently discussed the concept “business-to-everyone” (B2E) in the cloud industry to encapsulate the convergence of the B2B and B2C buying experience. This week I interview Ed Calnan, President and Co-Founder of Seismic.

B2B 37

B2B B2C Commission Consult 37

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. Because of this it’s essential to have an Account-based marketing (ABM) strategy. 70% of the buyer’s journey is complete before a buyer even reaches out to sales.

E-commerce 103

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