Salesmate

NOVEMBER 25, 2020

They find new ways to persuade a prospect to purchases a product. Besides, there are many challenges in B2B sales. So, your sales approach needs to effective enough to convert modern prospects into paying customers. Here are a few B2B sales approaches that you must consider incorporating to walk on the path of success.

B2B 111

B2B Cross-sell Referrals Networking 111

Heinz Marketing

MARCH 16, 2022

We have all witnessed a digital transformation in B2B Marketing with the onset of Artificial Intelligence (AI). If you would like to start using AI in your strategy, to get better predictions about your prospect’s actions, you’ve landed at the right spot. What is AI and how does it help in B2B Marketing?

B2B 103

B2B Technology Technology Cross-sell 103

Heinz Marketing

MARCH 4, 2023

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. How to Sell Over the Phone [LIKE A BOSS!] By Marc Wayshak 11 keys to learn how to sell over the phone—like a boss. What do you do when the prospect says that?

B2B 52

B2B Referrals Sell Cross-sell 52

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

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

Iannarino

JULY 21, 2021

The other day, a salesperson asked for my feedback on a prospecting email he’d written. the prospective client) what my existing partner was doing for me, and whether or not I was happy with their program and their support. His main goal, though, was to sell his solution, something his email made perfectly clear.

Cold Call 279

Cold Call Cross-sell Gaming Clients 279

Iannarino

JUNE 24, 2021

Here are five better ways to enhance your success without selling your soul. In sales, you walk into your prospective client’s office alone, and you are personally responsible for winning their business. But there are other challenges, like a sales process that crowds out what would actually help your prospective client.

Sales 285

Sales Cross-sell Clients B2B 285

Sales Hacker

MARCH 8, 2024

Stuck trying to engage a prospect? Partner data (or second-party data) provides additional intel on customers and prospects, and can also inform your product and feature roadmap. Partner data can tell you about your prospects’ tech stacks, so your team can identify opportunities for integration. Support on pipeline movement.

GTM 94

GTM Growth Cross-sell Referrals 94

Martech

NOVEMBER 8, 2023

B2B marketing success hinges on more than just innovative strategies and cutting-edge technologies. At the heart of top-performing B2B marketing programs lies a solid answer to the fundamental question: Do you truly know your best customers and where to find more of them? This is the most elemental concept of successful marketing.

Customers 119

Customers Construction B2B Cross-sell 119

Sales Hacker

JUNE 3, 2021

B2B vs B2C CRMs — let’s break it down. Because I had found success with the CRM I was using, I decided to use the same software I had built the landing page with as a CRM for my sales efforts since it collected all the basic prospect information I sought. Can you use the same CRM software for B2C and B2B purposes?

B2C 75

B2C CRM B2B E-commerce 75

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 124

B2B Pipeline Campaign Cross-sell 124

Heinz Marketing

MAY 20, 2022

While the idea of customer success as a profit center is not new, it is regaining momentum and overtaking new logo acquisition as the main strategy for B2B revenue growth. In B2B organizations, these variables include—but are not limited to—functions and roles like: Demand Gen. Customer Marketing. Customer Success. Account Management.

Cross-sell 104

Cross-sell Customers Growth Contract 104

Veloxy

JUNE 8, 2022

It is actually the visual snapshot of where a prospect is in the sales process. For B2B sales in particular, a healthy pipeline comes with a lot of benefits. So if you can save on time spent doing repetitive tasks, then your reps will be able to focus on a singular goal of selling and closing deals more effectively. Conclusion.

Pipeline 195

Pipeline Technology Technology Cross-sell 195

Sales Hacker

MARCH 18, 2020

How do you compensate for the lack of B2B face-to-face meetings ? Make sure to change your face-to-face meetings into Skype or Zoom calls before your prospects start canceling appointments. Given the intensity of the situation, your prospects are not likely to remember you when everything is over. What to expect? Stay visible.

B2B 134

B2B Healthcare Hospitality Cross-sell 134

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

Veloxy

AUGUST 23, 2023

AI sales assistants enable automation of repetitive tasks, gain insights into prospect behavior, and improve outreach efforts. By providing tailored content and recommendations, AI sales tools can help sales teams create more meaningful connections with their prospects and clients. Apollo Drift Smartlead Zoovu Tact.ai

E-commerce 130

E-commerce Represent CRM Customer Relationship Management 130

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.

B2B 63

B2B E-commerce Territory CRM 63

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 105

E-commerce Growth Cross-sell Objectives and Key Results 105

Sales Hacker

AUGUST 28, 2018

This article outlines the results of a B2B Buyer Experience survey by TimeTrade. In the world of B2B sales, the conventional thinking has become especially stark. A number of industry pundits have even gone so far as to presage “the death of the B2B salesman.”. B2B Buyer Experience Survey Outline. The bottom-line?

B2B 79

B2B Appointment B2C Cross-sell 79

Veloxy

AUGUST 31, 2023

And while you can always push a product for the sake of selling it, you’ll only sell it once. A lot of sales reps end up competing on who sold the most or what product is selling faster. Maybe you’re selling the right products to the wrong audience in the wrong market. However, salespeople tend to miss the bigger picture.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

ConversionXL

NOVEMBER 3, 2016

Conversion optimization is a little different if you’re in B2B. You’ll still need to do the same types of conversion research, persona building, and experimentation that is common across conversion optimization, but let’s talk a bit about how and why B2B is different. It’s called Optimizing for B2B.

B2B 110

B2B Conversion B2C SQL 110

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

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

Sales Hacker

MAY 24, 2023

In the highly competitive B2B tech space, it’s easy to market your offer with so many tools and channels available. Tito and host Colin Campbell also touch upon the concept of a sales champion and how to find the ideal champion within a prospect’s organization. Tito shares what those conversations with prospects look like.

Cross-sell 85

Cross-sell Referrals Consult Up-sell 85

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

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 91

Pipeline GTM Cross-sell Sports 91

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

PandaDoc

MAY 9, 2024

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. A SaaS provider sells document workflow software for businesses of all sizes.

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

Highspot

SEPTEMBER 28, 2023

What is the Challenger Selling Methodology? Instead of echoing what prospects want to hear, this approach challenges customers’ existing viewpoints to add actual value. This Gartner data highlights its effectiveness and popularity in B2B sales. Matthew Dixon and Brent Adamson developed the Challenger Sales Methodology.

Cross-sell 52

Cross-sell Education Sales Technique 52

SaaStr

FEBRUARY 4, 2022

Your sales and marketing teams probably use its data, especially to track down contact and other info for prospects and customers constantly changing roles, but you may not know as much about the company. Selling data really works at scale, as ZoomInfo shows. Data is both more valuable and less sticky than pure B2B workflow apps.

Cross-sell 97

Cross-sell B2B Engineering Contact 97

Sales Hacker

JULY 3, 2020

In B2B sales, getting multiple decision makers on board is a dream. There are six key questions you need to consider to get to the core of how your services can help your prospective clients’ businesses. We’ll look at each one, and identify how you can use it to successfully sell to multiple decision makers across departments.

Cross-sell 119

Cross-sell Closing Service Conversion 119

Salesforce

JULY 14, 2021

Personalized content advances your prospects from curious to qualified faster. Return on investment (ROI) calculators help prospects dynamically understand the value of your products. B2B commerce sites give business buyers the option to place orders online. Upsell and cross-sell rates.

Sales Experience 98

Sales Experience Cross-sell Sales B2B 98

Sales Hacker

JUNE 14, 2021

Through the mini case studies below, you will see how sales and marketing teams need more strategic focus and strategic intention behind their ABM content, messaging, prospecting, and nurturing. Unfortunately, most sales and marketing communications stop at the industry and company relevance and then we wonder why prospects do not respond.

GTM 80

GTM E-commerce B2B Profit margin 80

Heinz Marketing

MAY 16, 2022

The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Tune in to hear more about prioritizing the customer experience and learn: the difference between the infinite loop of prospect experience and lead management. Matt : Yep, yep.

Pipeline 85

Pipeline Referrals X-functional Cross-sell 85

Sales Hacker

AUGUST 23, 2018

One of the reasons why B2B sales is so complicated is because of the many blind spots it involves that can ambush sales deals. Yet, all else can fail if you don’t know what to do and what not to do in B2B sales. What I believe is that B2B sales professionals should have the humility to accept it when things don’t work out.

B2B 55

B2B Cross-sell Negotiate Pitch 55

Closing Bigger

MARCH 18, 2021

Today’s Podcast is about daily social selling disciplines. Social selling success isn’t about going viral or adding thousands of LinkedIn connections. Social selling success boils down to key daily disciplines or KPI’s (Key Performance Indicators). Today’s Podcast is about daily social selling disciplines. DON’T QUIT.

Sell 52

Sell Cross-sell Gaming Networking 52

Partners in Excellence

MARCH 10, 2021

Other Gartner data points indicate 70% of B2B buyers have regrets over their biggest purchases. 74% of B2B buyers consider buying complex. Much older data from Morten Hansen shows 75% of company cross functional teams are dysfunctional.*. Why do we make selling so complicated? Whose Job Is It To Understand The Buyers?

Objection handling 74

Objection handling Cross-sell Technique Sales 74