PandaDoc

MAY 9, 2024

Analyzing your sales velocity helps identify pipeline bottlenecks and areas for improvement. It gives a summary of how healthy your sales pipeline is over time. Sales velocity is also known as pipeline velocity. Pipeline velocity is a comprehensive metric that monitors four primary sales factors.

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

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. . A useful ICP is a strategic document that takes more than just an internal brainstorm session.

Customers 116

Customers Objectives and Key Results Cross-sell CRM 116

Sales Hacker

JUNE 14, 2021

Sales and marketing teams start their account-based sales (ABS) and account-based marketing (ABM) programs with strategic intentions. All of a sudden ABM programs become tactical with a focus on leads and filling the pipeline. Yet most organizations do not think about how they will strategically accelerate accounts toward revenue.

GTM 81

GTM E-commerce B2B Profit margin 81

Highspot

MARCH 13, 2024

Top Strategic Ways Your Sales Team Can Use AI Practical Tips for Integrating AI into Sales Processes Challenges That AI in Sales Face The Future of AI in Sales What is Artificial Intelligence? In the same vein, buyers are becoming increasingly AI-savvy, with projections suggesting that by 2028, 70% of B2B buyers in the U.S.

Cross-sell 52

Cross-sell Sales Pipeline Follow-up 52

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!

B2C 95

B2C Pipeline SQL Strategize 95

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 69

Pipeline Cross-sell Sales Up-sell 69

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

Heinz Marketing

FEBRUARY 24, 2020

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. We’re featuring every week some of the best and brightest minds in B2B.

Pipeline 61

Pipeline Sales Cross-sell Up-sell 61

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

Sales Hacker

DECEMBER 14, 2022

I’m Mayte Vera, operations manager at TigerLRM, and I leverage my experience in sales enablement management to help users focus on strategic approaches to sales enablement practices and how to define and implement successful sales processes. Selling has historically been an inefficient activity. Don’t sell excitement — sell techniques.

Meeting 91

Meeting Cross-sell Technique Education 91

Heinz Marketing

JUNE 1, 2020

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. Spotify , iTunes , Blubrry , Google Play , iHeartRADIO , or Stitcher.

Pipeline 62

Pipeline Sales Up-sell Cross-sell 62

Lead Fuze

NOVEMBER 30, 2021

Sales and marketing teams adopt ABS and ABM programs in order to be strategic. The push tactics we’ve been using are not working, so here’s why: Sales and marketing teams are more aware of who they’re selling to, rather than just focusing on revenue growth. But then things change.

E-commerce 52

E-commerce B2B Healthcare Profit margin 52

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 44

Pipeline Sales Cross-sell B2B 44

Heinz Marketing

SEPTEMBER 16, 2022

is a familiar call for B2B marketers. Everything is going well until your contact goes dark and the deal languishes in the late stages of your pipeline. They compile all the legal, contractual, regulatory, strategic, and bureaucratic controls that need to exist to keep a company safe. We need more enterprise clients!”

Legal 102

Legal Cross-sell Government Contract 102

Highspot

JANUARY 19, 2022

This includes teaching them how to best engage with prospects, build relationships with customers, close deals, upsell and cross-sell, and much more. The material often deals with topics like relationship building, consultative selling , technology, remote communication with management, and more. Why Sales Training Is Important.

Technique 92

Technique Negotiate Pitch Inside sales 92

ConversionXL

JUNE 2, 2022

ABM is a company-wide strategic approach to finding and converting specific accounts that add long-term value to your business, both financially and through industry standing and pulling power. instead of you knocking on their door and saying, ‘Hey, I’m going to sell you something.’ Account-based marketing is a team sport.

Lead generation 94

Lead generation Strategize Campaign Profit margin 94

InsightSquared

FEBRUARY 21, 2020

However, in order to set your RevOps organization for success, it’s critical to ensure leadership has a cross-functional view of not only the sales process but every function involved in revenue creation. . However, tools can help smooth the hand-off between function, share data and resources, and facilitate cross-functional communication.

Cross-sell 71

Cross-sell Pipeline Strategize Meeting 71

Gong.io

DECEMBER 15, 2022

Divide markets strategically . 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.) Define your sales goals.

Territory 62

Territory Cross-sell Non-Profits Pipeline 62

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. This boosts cross-selling and upselling opportunities.

A/B testing 123

A/B testing Tradeshows Finance Cross-sell 123

Sales Hacker

OCTOBER 30, 2018

Amy Appleyard is an experienced, strategic sales leader with demonstrated success in overseeing cross-functional teams to improve the customer experience, drive sales and increase retention in both Distribution as well as SaaS-based sales organizations. Joanne Black is one of the leading authorities in referral selling.

Inside sales 111

Inside sales Sales Cross-sell Growth 111

Heinz Marketing

FEBRUARY 26, 2018

We loving sharing Sales Pipeline Radio with you (live every Thursday at 11:30 pst). Having spent more than 18 years in the B2B and SaaS spaces, Jocelyn brings extensive experience building and managing high-performing customer success teams that drive recurring revenue and value, and develop life-long customers. Today is no different.

Pipeline 48

Pipeline Sales B2B Start-ups 48

Sales Hacker

MAY 26, 2021

If you know that you love strategizing to increase sales but don’t want to be an account executive, sales operations may be the right place for you. 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.

Territory 60

Territory Objectives and Key Results Finance Cross-sell 60

Sales Hacker

JUNE 19, 2019

I’m always impressed by the degree of ingenuity that leading sales teams put into their selling strategy. The short answer is “yes,” and here’s why… B2B sales are usually one of 5 methods: DIY Self Service. Transactional selling. Solution selling. Consultative selling. Provocative selling. The results?

Campaign 95

Campaign Cross-sell Up-sell Sales 95

SaaStr

OCTOBER 15, 2019

Unlike when selling into SMB businesses that kind of can go from a demo, to a conversion, to a close in a matter of days, enterprise sales is a lot more complicated and it’s hard to navigate through. So don’t expect that you can take your product that you sell now to SMB’s and sell the same thing to big companies.

Pipeline 64

Pipeline Manufacturing Up-sell Cross-sell 64

Highspot

OCTOBER 21, 2022

Only 32% of B2B buyers feel sales reps are surpassing expectations (that is, going above and beyond what’s necessary to secure buyer business). in order to help them sell… well – covers a lot of ground. That’s because sales leaders know what good selling looks like. And it does it on a massive scale. Make this a regular thing.

Quota 75

Quota Construction Sales Pitch 75

SalesLoft

MARCH 8, 2016

This new-thing-yet-old-thing, called the account-based method, is now the most strategic and forward thinking way to run your business. From marketing to sales development to sales, it’s all about account personalization and an agile, strategic process. But what are the things that we can do from a pipeline perspective with ABE?

Gambling 52

Gambling Cross-sell Pipeline Inside sales 52

Pointclear

MARCH 22, 2018

Unless you are the low-price leader, value selling is essential to the success of your business. It's a rather straightforward proposition to sell on price only. Value selling is PointClear's bread and butter. The challenge is that some companies and some roles do not lend themselves to selling value. Proving Value.

Sell 63

Sell Objectives and Key Results Cross-sell Price 63

Highspot

SEPTEMBER 28, 2021

” If the answer to that question isn’t clear, it’s a good indication that will complicate, rather than accelerate, your pipeline. . Simply put, the only way you can increase revenue is to sell more. If sales leaders could wave their hands and make B2B sales as simple as checking out at the grocery store, they would.

Sales 52

Sales Cross-sell Growth Technique 52

Heinz Marketing

APRIL 18, 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 everyone to another episode of Sales Pipeline Radio.

Pipeline 92

Pipeline SQL Contact Sales 92

SalesLoft

JANUARY 19, 2017

It’s an approach seen only when reps are compensated on their ability to create pipeline. Reps have a tendency to make excuses for the prospects they spend time trying to convert and less time being highly exclusive with whom to sell to. We’re not talking about 3 or 4 criteria either – do not make the “we can sell to everyone” mistake.

Cross-sell 52

Cross-sell Sales Contract Prospecting 52

Sales Hacker

AUGUST 2, 2019

But studies are showing that the old B2B sales and marketing mix isn’t working anymore. Tech marketers had to nurture leads 12+ months before they hit the sales pipeline. Think relationship selling, sales prospecting, and lead nurturing all rolled into one. As it worked. For a time.

Contact 68

Contact Referrals Appointment Cross-sell 68

Hubspot

DECEMBER 22, 2020

For example, the restaurant POS software, Toast, is bidding on "phone systems for restaurants" but they don't sell phone systems! Udemy - Best Selling Online Courses. HubSpot pioneered the buyer's journey in B2B before it was a big thing. Which keywords actually generate meaningful pipeline value? Show me the buy button.

Gambling 101

Gambling CTR Education Campaign 101

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 112

B2B Sell E-commerce Cross-sell 112

Heinz Marketing

APRIL 15, 2019

Here today find another great episode of Sales Pipeline Radio , which airs 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. We talk about this idea that the sales pipeline just appears over the horizon.

Pipeline 66

Pipeline B2B Education B2C 66

Heinz Marketing

OCTOBER 15, 2018

Late in 2015 we started producing a weekly radio program called 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. ” as an example.

Pipeline 61

Pipeline Strategize Sales B2B 61

Heinz Marketing

SEPTEMBER 9, 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. You’ll sell more, more efficiently.

Pipeline 56

Pipeline Inside sales Education Sales 56

Sales Hacker

MARCH 2, 2020

The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling. Agile Selling. Spin Selling. Insight Selling. Spear Selling. The Psychology of Selling. Buyer-Centered Selling. Integrity Selling for the 21st Century.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141