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 114

Sell Cross-sell Drivers/motivators Education 114

Salesforce

FEBRUARY 21, 2022

Snack food brand KIND Snacks is a top-selling nut bar on Amazon and its health-focused products are available nationwide – at supermarkets, specialty stores, and big-box retailers. When its business began in 2004, KIND built a strong B2B distribution model with great success. The next step?

B2B 98

B2B Cross-sell Retail Up-sell 98

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 96

Sell Cross-sell Finance B2C 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? The key takeaway?

Customers 117

Customers Construction B2B Cross-sell 117

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

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 123

B2B Pipeline Campaign Cross-sell 123

Martech

FEBRUARY 13, 2024

Developing your alignment roadmap The following steps will help you create a plan to align your marketing technology with your main business goals. For example, if you’re in the healthcare industry, focus on privacy and personalized patient engagement technologies. If it worked once, it can work again.

Objectives and Key Results 94

Objectives and Key Results Cross-sell Strategize Retail 94

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. But they don’t have to face that burden alone.

Customers 98

Customers Cross-sell Growth Lead generation 98

Sales Hacker

MARCH 18, 2020

How do you compensate for the lack of B2B face-to-face meetings ? Fortunately, we’ve got technology that let’s us stay in touch. We’re not going to talk about generating new leads because we’re fully aware potential B2B buyers have become more cautious and less confident about making investments. What to expect?

B2B 134

B2B Healthcare Hospitality Cross-sell 134

Highspot

JANUARY 26, 2021

It’s likely that 2021 will see the rise of the Chief Revenue Officer (CRO) – an emerging role that is quickly becoming an important contributor to achieving the kind of proactive cross-functional coordination that enables agility in the face of change. Double-down on trust.

B2B 52

B2B Customers Cross-sell Trust 52

Martech

JULY 18, 2022

Most B2B businesses have some kind of account-based marketing strategy. At some stage, especially if the business is seeing growth, the question arises: “Do we need some dedicated technology to automate these processes? The B2B sales process is notorious for its length. But how are they tracking that? The benefits of ABM.

B2B 91

B2B Cross-sell Contract Pipeline 91

Martech

NOVEMBER 30, 2021

Are you looking to increase upsell and cross-sell opportunities at key accounts to improve customer lifetime value? Many B2B marketers find the C-suite is actively involved in ABM – so you’ll need senior executive buy-in before you get started. B2B marketers have used account-based marketing , or ABM, for years.

Cross-sell 119

Cross-sell Territory B2B Technology 119

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 104

E-commerce Growth Cross-sell Objectives and Key Results 104

Veloxy

AUGUST 23, 2023

In today’s competitive landscape, the key to success lies in adopting cutting-edge technology. Amplemarket Tavus These tools use machine learning and natural language processing to manage daily activities, offer valuable insights, predict customer behavior, detect cross-selling opportunities, and enhance forecasting.

E-commerce 130

E-commerce Represent CRM Customer Relationship Management 130

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. But with the rampant adoption of more data and information, better technology and greater sophistication, we need to rethink. Journeys are generally more complex and dynamic.

Cross-sell 134

Cross-sell Retail B2C Strategize 134

Veloxy

AUGUST 31, 2023

And while you can always push a product for the sake of selling it, you’ll only sell it once. Embrace sales technology and analytics Sales technology is among the biggest facilitators that help managers solve the biggest problems that come with outside sales. However, salespeople tend to miss the bigger picture.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

The 5% Institute

JUNE 19, 2023

Opportunities for cross-selling and upselling: Through regular engagement with customers, businesses can identify additional needs and opportunities for cross-selling related products or upselling premium services. Q5: Can sales farming be applied to B2B businesses? Want To Close Sales Easier?

Cross-sell 52

Cross-sell Technique Sales Trust 52

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

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

Highspot

FEBRUARY 4, 2024

Guided selling. Merging cutting-edge technology with personalization, it’s redefining how we shop. In this comprehensive guide, you’ll discover the essentials of guided selling, industry examples, and how it can transform your sales process. What is Guided Selling? How Does Guided Selling Work?

Sell 52

Sell Cross-sell B2C Manufacturing 52

Highspot

MARCH 13, 2024

Artificial intelligence is a technology that simulates human intelligence to perform tasks. In the same vein, buyers are becoming increasingly AI-savvy, with projections suggesting that by 2028, 70% of B2B buyers in the U.S. Personalize Customer Experiences AI sales technology tailors the customer experience based on past interactions.

Cross-sell 52

Cross-sell Sales Pipeline Follow-up 52

Veloxy

NOVEMBER 29, 2021

Companies with access to today’s technology are swamped with data. Yet, how it can shape selling for your company can be revolutionary for you. Predictive Analytics for B2B Sales. Read on to learn more about predictive sales forecasting and how it can help your sales teams and their sales performance. Lead Scoring.

Inside sales 162

Inside sales Sales Outside Sales Cross-sell 162

Heinz Marketing

FEBRUARY 17, 2022

In B2B, buying decisions are made by 3 to 5, and sometimes 10 or more people within an organization. Read my blog to learn more about a B2B Buying Committee. If you don’t see a jump in win rate over time, you can adjust your approach for selling. Here are some B2B marketing lessons businesses can learn from Costco.

Pipeline 114

Pipeline Cross-sell Click Through Rate Territory 114

Gong.io

AUGUST 19, 2021

It’s pretty straightforward: The client’s team reports a large gap given the time they spent selling, but nothing out of the ordinary. I worked with nearly 200 B2B sales leaders to measure their reps’ activities and identify inefficiencies in their systems, tools, and processes. That reduces the time they spend selling. .

Product 127

Product Cross-sell CRM Sales 127

Sales Hacker

JUNE 14, 2021

For more than five years, Schneider National pushed out generic messaging around “better people, process and technology”. An e-commerce tech firm learned that there should not be a hand-off between sales and marketing once selling conversations begin. Even though revenue derived from existing customers account for 70.1%

GTM 79

GTM E-commerce B2B Profit margin 79

Partners in Excellence

OCTOBER 21, 2022

It seems everything in my feed is dominated by “SaaS Selling.” ” It may be the algorithm–we do have a heavy technology and software client base. It seems everything I read is about “SaaS selling.” ” Is there selling life outside SaaS. But 50% of our clients are in other sectors.

Cross-sell 86

Cross-sell Quota Sales Up-sell 86

Veloxy

FEBRUARY 22, 2023

This complete guide will explore the importance of field sales, the roles and responsibilities of representatives and managers, challenges they face, tools and technology available to them, job market information, necessary qualifications and skills, salary ranges, and training and development opportunities.

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

The 5% Institute

JULY 31, 2023

Additionally, upselling and cross-selling techniques can maximize the revenue from each customer interaction. Leveraging Technology in Sales In today’s digital age, technology plays a significant role in sales. Social selling is another crucial aspect of modern sales.

Sell 52

Sell Negotiate Technique Cross-sell 52

Hubspot

MARCH 8, 2015

So what role does the salesperson play in the new B2B buying journey? million B2B salespeople in existence today, " we believe one million jobs will be net displaced by 2020 ," Hoar said. million B2B salespeople in existence today, " we believe one million jobs will be net displaced by 2020 ," Hoar said. As for individual reps?

B2B 77

B2B Cross-sell Consult Negotiate 77

Sales Hacker

OCTOBER 27, 2023

For example: Cross-reference your customers with their connections, and have your happy customers directly reach out to them. Save your seat by clicking the image More for your eyeballs : Enough hunch-based selling. Leverage those who are already trusted sources to create movement in a stuck deal. Indirect ways.

Pipeline 91

Pipeline GTM Cross-sell Sports 91

Martech

MAY 24, 2023

And all of the data shows that users, whether they’re B2B buyers or B2C buyers, they’re increasingly spending time online. And I’m thinking, “Oh my God, they bought the absolute wrong technology. It’s the perfect blend between structure and creativity, between technology and art, between data and feeling.

Transportation 100

Transportation Cross-sell B2C Drivers/motivators 100

Sales Hacker

DECEMBER 14, 2022

Selling has historically been an inefficient activity. Salespeople typically didn’t get any guidance beyond “sell, sell, sell.” Consumers on the B2C level and B2B level have changed their buying habits in the past 5-10 years as more and more information becomes available. Don’t sell excitement — sell techniques.

Meeting 89

Meeting Cross-sell Technique Education 89

InsightSquared

AUGUST 14, 2019

Here are three of the top ways AI is impacting today’s sales process: Increases Time Spent Selling. Today’s sales reps are facing a major problem: they can’t find enough time in their day to actually sell. They can benefit their organizations by using their irreplaceable qualities that today’s technology can’t replicate.

Process 91

Process Cross-sell Sales B2B 91

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

SalesLoft

JANUARY 29, 2020

B2B Sales: B2B Sales is focused on providing ideas, networking opportunities, job opportunities and a place to discuss business with other sales professionals. As technology advances, so must your sales strategy. Join the elite community shaping the future of technology sales. London Enterprise Sales Forum ).

Cross-sell 52

Cross-sell Inside sales Networking B2B 52

Martech

JULY 14, 2022

It changes depending on the type of product you’re selling and the market you are pursuing. Canare says that while there are elements common to all campaigns, there are significant differences depending on what you sell and who you’re selling it to. You have to sell to them differently. They buy differently.”.

E-commerce 111

E-commerce Cross-sell Contract Up-sell 111

Gong.io

SEPTEMBER 29, 2022

And how can you incorporate this technology into your sales process? . Artificial intelligence or AI encompasses a range of technologies, such as machine learning, deep learning, computer vision, and natural language processing. There have also been huge technological advancements in recent years. What exactly is sales AI?

Cross-sell 62

Cross-sell Assembly Line Sales Follow-up 62