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 128

B2B Sell E-commerce Cross-sell 128

Hubspot

JULY 7, 2019

Are you a B2B account manager or sales executive who is serious about account-based sales or account-based marketing (ABM)? By using a strategic account plan to target your top key accounts , you can align your focus to become your customer’s trusted partner, solving problems instead of selling products. Key projects.

Strategize 99

Strategize Objectives and Key Results Strategic partnership Cross-sell 99

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 111

B2B Growth Customers Cross-sell 111

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. AI can also assist service teams in upselling and cross-selling initiatives. Then agents can focus on more high-value interactions.

Service 69

Service Customers Cross-sell Contact 69

Sales Pop!

DECEMBER 20, 2023

Their role extends beyond closing deals ; it involves the delicate art of cross-selling and up-selling to existing accounts. Working with the Existing Customer: A strategic farmer analyzes specific accounts, identifying opportunities to expand product or service lines within them.

Cross-sell 130

Cross-sell CRM Pipeline Strategize 130

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 87

GTM Negotiate Cross-sell CRM 87

Martech

JANUARY 14, 2025

Once marketers hit the limit of return on ad spend in these channels, though, leveraging cookies (or even other identifiers) to measure their programmatic, cross-site advertising will be a challenge. This approach ensures that ads arent just seen but also feel like an organic part of the viewing experience.

Negotiate 127

Negotiate Advertising/ Marketing Cross-sell Technology 127

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 129

B2B Pipeline Campaign Cross-sell 129

SBI

JULY 1, 2020

5 Ways to Uncover Strategic Account Revenue. Revenue growth in B2B enterprise accounts has always been challenging. Uncovering untapped revenue demands that organizations rethink outdated methodologies, processes, and technologies that don’t focus specifically on optimizing revenue in strategic accounts.

Strategize 72

Strategize Cross-sell Strategic partnership Growth 72

Martech

SEPTEMBER 29, 2023

B2B marketers are getting a lot from the huge amount of new marketing technology, but it comes with more than a few challenges: Systems integration, budget woes, demonstrating ROI to name a few. Which products are best suited to the B2B world? And so many choices out there. Which are best for my industry and for my customers?

B2B 97

B2B Teamwork Referrals Cross-sell 97

Partners in Excellence

MARCH 26, 2024

It’s a solution that addresses the way buying is changing, integrating digital and personal selling. But what really interested me were Bill’s perspectives on where buying and selling is headed and how we must change our engagement strategies to work with buyers more impactfully.

Sell 137

Sell Cross-sell Finance B2C 137

PandaDoc

OCTOBER 15, 2024

These are primarily used in B2B and SaaS companies to help manage complex sales processes, papers, and status updates. Sales within B2B can be complex and challenging. Efficient cross-team communication: having multiple teams in your deal desk allows for streamlined communication between departments. What is Deal Desk Software?

Legal 52

Legal Contract Cross-sell Finance 52

Heinz Marketing

JUNE 23, 2023

Whether it’s adopting an agile methodology, revaluation of resources, or operationalizing a “Tiger Team” (a specialized cross-functional team), the daily commitment to change will help your team achieve small wins without rushing to scale. We are a human-first business that not only sells to humans but is run by humans.

B2B 96

B2B GTM Cross-sell Trust 96

SaaStr

MAY 20, 2025

Keys to HubSpot’s Success: The “Hub” Strategy : HubSpot mastered the land-and-expand model, starting with Marketing Hub and strategically expanding to Sales Hub, Service Hub, CMS Hub, Operations Hub, Commerce Hub, and Content Hub. Lessons for Growing B2B Companies What can other B2B companies learn from these successes?

Customers 107

Customers Non-Profits Education Cross-sell 107

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

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 126

Customers Construction B2B Cross-sell 126

Martech

OCTOBER 16, 2023

Don’t forget to cross-sell or upsell Have a cross-selling or upselling module in your transactional email to drive additional revenue. Two journey emails B2B marketers use often are onboarding programs and post-purchase education. My sister, an interior designer, will order 40 items or more for her business.

Cross-sell 135

Cross-sell Retail B2C Strategize 135

Hubspot

MAY 20, 2014

Content must be considered a strategic imperative if you want to see true business results -- an evolution in many ways into a content organization. Here are three tips that can help you think more strategically about content and be successful at telling your brand story. 44% of B2B marketers don’t have a content strategy, sadly.

Strategize 78

Strategize Cross-sell Trust Pipeline 78

Sales Hacker

JUNE 14, 2021

Sales and marketing teams start their account-based sales (ABS) and account-based marketing (ABM) programs with strategic intentions. 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.

GTM 104

GTM E-commerce B2B Profit margin 104

Score More Sales

AUGUST 11, 2011

Others are strategizing on and successfully growing revenues. Use an automated system to set next actions with clients and strategic partners too. Remember that strategic (or referral) partners can refer you many companies over time, so why are you not contacting them on a regular basis? Talking or Writing Too Much in B2B Sales.

Niche 103

Niche Strategize Cross-sell Referrals 103

Sales Hacker

MAY 30, 2025

Monthly : Strategic deep dives with broader leadership. 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. But only if you build time for it. Share credit and accountability.

GTM 103

GTM Cross-sell Pipeline Launch 103

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 122

Customers Objectives and Key Results Cross-sell CRM 122

SaaStr

OCTOBER 29, 2023

are different markets of course, but most of the best SaaS apps organically cross borders. Localizing early is a strategic weapon. jasonlk) October 29, 2023 In the end, “most” B2B companies whose product can be used anywhere end up with about 25%-30% of their revenue in Europe. They had to be there, on the ground.

Cross-sell 121

Cross-sell Strategize B2B Closing 121

Martech

FEBRUARY 13, 2024

You’ve explored the crucial link between your martech stack and strategic goals in “ The CMO’s guide to aligning martech and business strategy ,” understanding why syncing these elements boosts efficiency, customer value and growth. In ecommerce, cart abandonment rates and repeat purchase ratios could be more relevant.

Objectives and Key Results 111

Objectives and Key Results Cross-sell Strategize Retail 111

Sales Hacker

MARCH 8, 2024

By partnering with another SaaS company, you can identify opportunities for cross-selling (selling a complementary product to your partner’s customers), or co-selling (teaming up with a partner’s sales team to convert your prospects). Sales tactics like cold calls often have a low conversion rate.

GTM 118

GTM Growth Referrals Cross-sell 118

Partners in Excellence

APRIL 5, 2024

For the past month, I’ve been publishing stories on “Why I’m So Interested In Selling.” Some have had long careers in selling, some are relatively new. They come from all over the world, they represent B2B, technology , basic materials, SaaS, industrial products, professional services, B2B2C and B2C.

Sell 143

Sell Cross-sell Drivers/motivators Education 143

Martech

JANUARY 5, 2024

Dig deeper: How to create case studies that sway B2B decision-makers You need to look at all the tools you have and organize a communication plan that focuses product interest through a single company, not departmental, lens. As with previous phases, this one is not about hard selling. It’s a delicate conversation.

Prospecting 122

Prospecting Customers Cross-sell Objectives and Key Results 122

Heinz Marketing

JULY 20, 2023

Not only are they pressured to mitigate churn, but they must also simultaneously drive revenue through upsells, cross-sells, and advocacy. Implement Customer-Led Initiatives While customer-led growth is not a new concept, many B2B organizations have yet to fully embrace it.

Customers 98

Customers Cross-sell Growth Lead generation 98

Sales Hacker

DECEMBER 17, 2024

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Guy Yalif is a seasoned B2B SaaS executive with over 20 years of go-to-market experience. Scott Barker: [0:55] So Guy Yalif is a very seasoned B2B SaaS executive, over 20 years of go-to-market experience. So I guess I should do a quick bio.

GTM 97

GTM Engineering Electricity X-functional 97

SaaStr

MAY 30, 2024

Let’s start with a sales-led motion, which is traditionally how B2B software has been sold. They prioritize direct selling and relationships over allowing customers to go and buy directly. Whichever you choose will be a strategic decision. What PLG Signals Can Sales Use to Sell Software? Let’s look at some examples.

Cross-sell 119

Cross-sell Customers Pitch Drivers/motivators 119

Partners in Excellence

APRIL 20, 2012

He described a sales situation—he’s selling a solution that creates a tremendous return for this customer. It’s actually a situation B2B sellers encounter quite frequently. This is a challenge to every B2B seller. And we are actually seeing this happening more and more in B2B sales.

Cross-sell 101

Cross-sell Strategize B2B Sell 101

ConversionXL

NOVEMBER 4, 2021

Understand that B2B buyers are still humans. Maya Shah-Ceccotti , senior product marketing manager at ScreenCloud, claims that marketers in the B2B space often neglect that end buyers are still humans who are only representing businesses. There is no reason why the same shouldn’t apply to B2B customers.

Product 127

Product E-commerce Strategize B2B 127

Partners in Excellence

JULY 8, 2013

The way customers buy is changing, the complexities of our own products and solutions, the broad range of people involved in the customer buying process mandates a different approach to selling and careful reconsideration of how we define the role of account and territory managers. And all the traditional selling skills underlie all these.

Territory 117

Territory Account management Cross-sell Sales 117

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. Recruiting and hiring senior-level leadership and strategic individual contributors.

B2C 117

B2C Pipeline SQL Strategize 117

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. GTM Fund is an early stage B2B SaaS venture firm, and GTMnow is its media brand. At Procore, he led all customer-facing functions—Sales, Marketing, CS, RevOps, and BD. Shall shall do it.

GTM 80

GTM Customers Construction X-functional 80

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. 3 strategic objectives that lead to growth and profits Before we get into agentic marketing automation, let’s examine what is needed. Its not always about selling more.

Objectives and Key Results 52

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