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

Highspot

JULY 7, 2025

Key Takeaways Executing 1:1 and 1:few account-based selling strategies geared toward high-value target accounts is how leading enterprise sales teams drive sustainable revenue growth. Guide: What Good Client Engagement Looks Like Download free guide What is account-based selling?

Sell 52

Sell GTM Objectives and Key Results Cross-sell 52

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. It also helps build a stronger brand that is committed to meeting individual customer needs.

Service 69

Service Customers Cross-sell Contact 69

Salesforce

JUNE 17, 2025

Onboard fast, sell faster See how Sales Cloud speeds up the sales cycle with data and AI, making you more efficient at every step. Track outreach activities, responses, meeting requests, and more, ensuring agents perform as expected and align with sales strategies. This is just the tip of the productivity iceberg.

Sell 83

Sell Territory E-commerce Sales 83

Hubspot

JANUARY 14, 2025

The Importance of Sales Champions in B2B Sales What Do Sales Champions Do For Your Sales Deal? Theyre someone who takes initiative, inspires their fellow salespeople, and drives revenue growth through an innovative approach to prospecting and selling. Lets get it cracking. Table of Contents: What is a sales champion? You know this.

Negotiate 78

Negotiate Cross-sell Drivers/motivators Strategize 78

SaaStr

JUNE 29, 2025

👉 10 Things Deel Did to Get from $1M to $100M ARR in 20 Months Deel recently announced it had crossed $1 billion in ARR, joining the exclusive club of B2B companies that have reached true unicorn revenue status. They booked individual meetings with every client, created QBRs, and started proactive communication about product updates.

Cross-sell 75

Cross-sell Commission Account management Strategize 75

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. This approach doesn’t just apply to consumer brands, though.

GTM 52

GTM Customers Cross-sell Contract 52

PandaDoc

MARCH 25, 2025

If youre selling a cup of coffee, the options are relatively simple. This stage can involve multiple meetings and additional stakeholders. Identifying upsell and cross-sell opportunities to drive continued revenue growth. The sales process varies greatly depending on the purchase. Take buying a CRM, for example.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Highspot

OCTOBER 14, 2024

B2B companies must make fast, smart decisions to drive revenue growth and scalability. The Importance of a Revenue Operations Strategy Today’s customers expect every interaction with B2B businesses, especially SaaS companies, to flow smoothly from one step to the next.

Teamwork 52

Teamwork Objectives and Key Results Cross-sell Follow-up 52

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

RingDNA

APRIL 25, 2025

‘By late afternoon, decision-makers tend to have wrapped up meetings and are more receptive to unexpected calls,’ says Spear. But you should consider, especially if you’re selling SaaS software like we do, experimenting with late afternoon call blitzes to top leads. This is known as a call blitz.

Cold Call 62

Cold Call Prospecting Pipeline Inside sales 62

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. Business-to-business (B2B) A model in which businesses sell products or services directly to other businesses.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

Sales Hacker

JULY 1, 2025

With a background in investment banking and venture capital, Austin brings a uniquely analytical and first-principles mindset to modern B2B growth. B2B companies like Hivebrite and Equilend trust TriNet to help handle the infrastructure of their workforce, so their teams can focus on execution. it comes up half the time.

GTM 78

GTM Growth Sell X-functional 78

SaaStr

OCTOBER 16, 2024

At Least — Not In Spend, and Not Outside of B2B “Tech” Customers. And non-tech platforms selling to SMBs or consumers, like Toast or Monday remain very strong: Over 70% of Monday.com ‘s customers are non-tech and they’re growing over 34% at a billion in ARR Shopify has re-accelerated and at ~$10B is growing 21%.

B2B 127

B2B Legal Cross-sell Growth 127

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. Just last week, we hosted GTM Fund’s first annual general meeting or a DM for short. GTM Fund is an early stage B2B SaaS venture firm, and GTMnow is its media brand.

GTM 84

GTM Customers Construction X-functional 84

Hubspot

FEBRUARY 21, 2025

Desperate for a solution, I turned to target account selling a method Ive since refined into a system thats helped me land six SaaS clients in under four months. Table of Contents What is target account selling? How does target account selling work? What is target account selling? How does target account selling work?

Clients 41

Clients Sell Cross-sell Objectives and Key Results 41

Salesforce

FEBRUARY 21, 2025

Enable businesses to sign up for service through a digital self-service portal that also allows B2B sellers to easily configure, price, and quote orders. Loyalty programs can also create cross-sell and upsell opportunities. This keeps everyone informed without needing to ask for status updates. Offer easy self-service.

Contract 52

Contract Government Price Service 52

SaaStr

MAY 29, 2025

At Owner, selling ~$10K ACV deals to tiny businesses that “don’t typically buy software,” the AI transformation has been mission-critical. This isn’t optional technologyit will become table stakes for B2B sales, just like CRM systems became non-negotiable in the 2000s.

GTM 95

GTM Negotiate Cross-sell CRM 95

Salesforce

APRIL 4, 2025

We are at a point where we need to rethink automation, not just as a sub-category of tools focused on B2B sales, but as the real payoff of agentic AI. This often means lots of cross-functional collaboration. The agent could recommend a model and also look at what channel can meet the immediate need. Heres How You Can Prepare.

Objectives and Key Results 52

Objectives and Key Results Cross-sell A/B testing Strategize 52

Hubspot

FEBRUARY 13, 2025

Builds Strong Customer Relationships The SPICED framework is especially effective for sales in subscription-based models, which are becoming increasingly common as more B2B companies adopt this approach. Given that 76% of B2B buyers expect personalized attention from solution providers, this tailored approach is a must.

Sales 36

Sales Trust Pipeline Pitch 36

SaaStr

JUNE 25, 2025

Radical Transparency in Customer Relationships Perhaps counterintuitively, Rubrik’s approach to customer challenges is radical honesty, even when it means admitting they can’t meet requirements. ’ After evaluation, we realized we couldn’t meet their 7x reduction requirement. I can do 100% AI code.

Legal 102

Legal Cross-sell Government Engineering 102

Martech

DECEMBER 26, 2024

Expect more sophisticated in-store media networks that allow for cross-channel campaigns, with personalized offers appearing on digital screens as a customer walks through a store, said Megan Harbold, VP strategy and growth for omnichannel marketing platform Skai.

Customers 125

Customers Government Healthcare Hospitality 125

Martech

OCTOBER 25, 2024

For marketers to succeed with their customer marketing efforts, it’s essential to understand which customers are happy, which are at risk of churn and which present cross-sell and upsell opportunities. Dig deeper: Meet my research team: Gemini, ChatGPT and Perplexity Email: Business email address Sign me up! Processing.

Customers 121

Customers Referrals Cross-sell B2B 121

Martech

APRIL 22, 2025

Businesses are reimagining their approaches to thrive in today’s competitive B2B marketing landscape. Why ABM strategies are entering a new era The past decade solidified ABM as a mission-critical component of B2B marketing, but as customer behaviors, technology and markets evolve, so must strategies. Is Your Strategy Keeping Up?”

Cross-sell 94

Cross-sell Government B2B Pipeline 94

Hubspot

MARCH 21, 2025

In the B2B space, partner organizations may offer additional software solutions that extend your platform. Additional partner services and integrations allow B2B companies to expand their offerings. All the while, customers have access to a wider array of options meeting their unique needs. But, lets get granular.

Commission 41

Commission Strategize Cross-sell Click Through Rate 41

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. Financial services and energy companies also depend on Deal Desks for complex product sales and long-term contracts, helping them meet legal and regulatory standards.

Legal 59

Legal Contract Finance Non-Profits 59

Sales Hacker

MAY 30, 2025

Nicole Baer (CMO) and Jeff Perry (CRO) aligned from day one: Weekly syncs before exec meetings. 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. Bi-weekly funnel reviews. An AE lead.

GTM 106

GTM Cross-sell Pipeline Launch 106

Sales Hacker

APRIL 15, 2025

13:55 The Problem with ‘playing it safe’ in B2B marketing. And really the goal is just to reach as many marketers, entrepreneurs, founders, who want to learn about taking the boring out of B2B marketing. And the founder said, well, get us lots of leads and lots of meetings and we’ll, we’ll sell to them.

GTM 62

GTM B2B Follow-up Campaign 62

Sales Pop!

AUGUST 20, 2021

The sales process in B2B is not self-sufficient. These can be a unique selling proposition, recommendations, business launch questions, success stories, demonstrations, and presentations. SaaS B2B Sales. The type of B2B business focused on SaaS (Software as a Service) is most often cloud solution providers. You betcha!

Inside sales 246

Inside sales B2B CRM Price 246

ConversionXL

JUNE 16, 2022

It’s called cross-selling; a tactic that drives 35% of sales for Amazon and helps leading SaaS companies reduce churn. In this post, we’ll show how to put it into practice by breaking down examples of cross-selling done well. What is cross-selling? Cross-selling is something you’ll be familiar with.

Cross-sell 129

Cross-sell Sell Up-sell Real Estate 129

Iannarino

JULY 21, 2021

The first reason that message would fail to gain a meeting is that mature businesspeople understand that their partners will have some challenges producing the results they need. His main goal, though, was to sell his solution, something his email made perfectly clear. There is nothing wrong with being an expert on what you sell.

Cold Call 306

Cold Call Cross-sell Gaming Clients 306

Openview

SEPTEMBER 17, 2018

In fact, existing sales channels have taken on responsibility for cross-selling newly acquired business products and sales leaders report a 2.3x With more products to sell into an account base, one might think there would be more opportunities to expand sales within the account, but that has not been the case.

Cross-sell 84

Cross-sell Sell Account management Sales 84

Martech

MARCH 1, 2024

Customer retention is becoming more of a priority for B2B marketers lately. Luckily, B2B retention marketing differs significantly from consumer retention efforts that rely heavily on discounts and perks. But, at last, B2B marketers are beginning to grasp the importance of retention marketing for profit growth.

B2B 134

B2B Cross-sell Pharmaceutical Account management 134

Sales Hacker

DECEMBER 14, 2022

One day you might have to explain to your children that companies once had sales meetings in person, in a room with the lights dimmed and something called a PowerPoint presentation. (If Now we all use Zoom for our meetings. The truth is that most sales meetings, online or in person, always were and often still are boring lectures. .

Meeting 119

Meeting Cross-sell Technique Education 119

Heinz Marketing

APRIL 14, 2022

CMO (Chief Marketing Officer) tenures have often shrunk to 2 years while B2B marketing has morphed away from a function responsible for events, creatives, and messaging that pushes product or service messages to drive awareness with prospects and customers. Action #1: Cross-functional Alignment with Common KPIs. Customer Obsession.

B2B 116

B2B Cross-sell Education Strategize 116

Heinz Marketing

JUNE 30, 2023

By Karla Sanders , Engagement Manager at Heinz Marketing In the ever-evolving landscape of B2B business, customer-led growth has emerged as a powerful approach to drive sustainable success. To truly understand the significance of metrics in B2B customer-led growth, let’s consider an example.

B2B 110

B2B Growth Customers Cross-sell 110

Heinz Marketing

AUGUST 25, 2020

Today, I want to continue the conversation and talk about how to map the B2B buying committee. What is the B2B buying committee? The B2B buying committee is a group of people involved in a purchase decision. Today’s B2B buying committees (and buying decisions) are growing more complex.

B2B 117

B2B Sell E-commerce Cross-sell 117