Highspot

JANUARY 23, 2025

Soft skills training programs help bridge this gap by providing reps with interactive techniques for excelling, driving consistent results, and building stronger client relationships. In other words, hard skills guide what sales reps sell, and soft skills determine how they sell to prospects. Did you know?

Objectives and Key Results

Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. According to Gartner, 77% of B2B buyers say their most recent purchase felt “very complex or difficult,” highlighting the importance of thorough product knowledge for anyone selling or supporting a solution.

Product

Martech

JUNE 11, 2025

When we focus on how people want to buy rather than just what we have to sell, we drive more meaningful MQLs. The concept is simple, but execution is complex because it requires cross-functional collaboration. Let’s also acknowledge that marketers already influence and create much of the customer experience. How do you get there?

Pipeline

PandaDoc

OCTOBER 15, 2024

It allows us to respond quicker to quotation requests and track the client’s activity. Richard Gosler, Creative Director PIXELHAUS Enterprise software : large companies that sell intricate software to other enterprise-level companies (B2B, Saas) need a high level of flexibility, customization, and have several steps within their sales cycles.

Legal

Hubspot

JANUARY 14, 2025

Theyre someone who takes initiative, inspires their fellow salespeople, and drives revenue growth through an innovative approach to prospecting and selling. When it comes to B2B sales, relationships, strategic alignment, and trust determine the success of everything, from initial prospecting to long-term client retention.

Negotiate

Sales Nexus

NOVEMBER 27, 2024

Mastering the Art of Empathy in Sales: An Inside-Out Guide to Selling In the fast-paced world of sales, success often hinges on more than just hitting quotas and closing deals—it’s about forming genuine connections with your prospects. The Inside-Out Selling: Reminders guide emphasizes that empathy starts with looking inward.

Cross-sell

Salesforce

OCTOBER 15, 2024

They also offer insight into a customer’s history of purchases, making them the key to cross-selling and upselling products. Government clients also use the invoice number to record the tax liability and even process payments.

Finance

Salesforce

NOVEMBER 19, 2024

Your business will have to set firm red lines that cannot be crossed, no matter how badly the sales team wants to close a deal. Penetration pricing: A penetration pricing strategy involves drastically discounting a product, even to the point of selling it below cost. Start by getting your pricing data in order. Watch the demo

Price

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. I dream about clients telling me, ‘Hey, I did not receive my payment today. But how did they actually get there?

Cross-sell

Highspot

NOVEMBER 24, 2024

It’s typically a cross-functional initiative between sales and marketing. At its core, sales training teaches sales reps how to sell, imparting essential skills and techniques for engaging customers. On the flip side, sales enablement provides the tools to sell better. What Does Sales Enablement Training Include?

Pitch

ClickFunnels

JULY 8, 2025

With the right software, you can build a lead generation funnel for your agency clients, a webinar funnel for your course business, and a product launch funnel for your e-com brand. Your coaching clients never land on your e-commerce upsell pages. Imagine being able to track and optimize from the same dashboard.

E-commerce

Martech

JUNE 9, 2025

Clients no longer settle for surface-level engagements that end at onboarding. In this new environment, long-term success for SaaS vendors depends not just on product quality, but on how deeply their platforms are embedded into clients’ daily operations and strategic goals. Email: See terms. Templated onboarding.

Strategic partnership

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

Sales Pop!

JULY 8, 2025

If you’re considering an SaaS business model, take a look at some of the main pros and cons of providing this highly sought-after service and how the right payment gateway for saas can benefit you and your clients. Since clients pay recurring subscription fees, you’ll have a reliable source of income coming in.

Cross-sell

Salesforce

NOVEMBER 18, 2024

This would save investment managers time analyzing data and free them up to focus on delivering high-value client service and bringing in new accounts. Wealth Management Financial advisors can use Agentforce to deliver personalized, proactive service, thereby deepening client relationships and increasing productivity. Back to top.

Service

Highspot

JUNE 19, 2025

“Delivering rich, personalized digital engagements that address the unique challenges and needs of each deal will increase client clarity, drive confidence, and accelerate deal cycles,” Highspot’s “What Good Client Engagement Looks Like” guide explains.

GTM

Partners in Excellence

JULY 3, 2025

Every week, I’m speaking with clients and colleagues around the world. Clients in Europe, the Nordics, Franc, Germany, Spain, Italy, the UK. Clients in India, China, Japan, Korea and other countries. Clients in Brazil, Chile, Argentina, and Mexico. Clients in Australia and New Zealand. Nah, doesn’t fly.

Teamwork

Salesforce

JULY 24, 2025

But I wanted to sell something that challenged my mind, involved consultation of multiple strategic decision-makers, and had a measurable business impact on customers. Senior BDR : I mentored peers, ran cold calling sessions, and helped organise cross-functional events like Pipe Up Days. Clients are one piece of the puzzle.

Cold Call

Sales Hacker

MAY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Marcy Campbell is the Chief Revenue Officer at AppFolio, where she leads sales and client services with a focus on delivering unified, end-to-end customer experiences. The importance of cross-functional stream teams for accelerating GTM initiatives.

GTM

Martech

SEPTEMBER 26, 2024

The blend of traditional and digital media highlights the ongoing importance of PR in marketing, providing brands with a comprehensive way to communicate that crosses borders and connects with global audiences. However, they often assign junior staff to manage accounts for small and mid-sized clients, including startups.

Territory

RingDNA

MARCH 26, 2025

If you live for weekend trout fishing trips you might slip it in there, but not at the expense of describing the products or services you are selling. For example, say you sell commercial property insurance. SDRs & Sales Reps: LinkedIn is the perfect playground for social selling. Forget cold calling as your only tool.

Closing

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?

Sell

Sales Hacker

MAY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Marcy Campbell is the Chief Revenue Officer at AppFolio, where she leads sales and client services with a focus on delivering unified, end-to-end customer experiences. The importance of cross-functional stream teams for accelerating GTM initiatives.

GTM

Highspot

JULY 3, 2025

Enablement focusing on content management Through marketing and sales team collaboration, B2B sales enablement teams can turn their attention to: Content marketing: Developing detailed assets that can be leveraged for account-based selling, ad-hoc prospect and customer engagement, and content management.

B2B

Salesforce

DECEMBER 20, 2024

Ive seen this turn cold opportunities into clients. However, if you don’t make time to understand them, you could be leaving revenue on the table. Within a buying committee, there are a lot of personas that require a different understanding of the value a product delivers to them.

B2B

Martech

JANUARY 14, 2025

Agencies leaning in Budgets will be tighter this year, so agencies will increasingly rely on technology to negotiate better deals for clients and measure campaign effectiveness. If Meta and Google are your only media buys, then those two platforms analytics can provide a pretty decent view of the impact of that spend to your business.

Negotiate

PandaDoc

JUNE 6, 2025

It’s all about empowering your reps to sell more effectively—and you can’t improve what you don’t measure. Plus, the right software can help reduce manual labor, giving your reps important time back to focus on selling. That’s what happened with our client, Remofirst. That’s why sales enablement metrics are so important.

Objectives and Key Results

Sales Hacker

APRIL 25, 2025

They orchestrate deals, bringing in execs, solution engineers, and cross-functional allies. Design around how customers want to buy, not how you want to sell Internal convenience should never beat customer experience. They were designed around natural customer buying journeys: corporations, fund admin clients, private equity firms.

Growth

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. You don’t push the cheapest option; you position what’s cost-effective.

Objectives and Key Results

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?

Clients

Highspot

APRIL 9, 2025

Clients expect tailored, high-touch experiences. And client advisors bounce between multiple systems to create basic proposals. Clients expect quick answers. Instead of focusing on clients, your team is stuck digging through folders, email threads, or outdated systems to find the right rate sheet or product overview.

Relationship Management

Martech

FEBRUARY 18, 2025

With data collection at an all-time high, some marketers cross the line, using personal details (e.g., ” That’s marketing that delivers fresh, unique experiences without crossing privacy boundaries. Disclosure: L’Oral is a client of our agency. ) Consumers feel besieged by pervasive and invasive marketing.

Trust

Heinz Marketing

JUNE 19, 2025

The problem is that since PMing is an investment that doesn’t directly produce revenue, it can be a tough sell. If you are a 25+ person team with multiple cross-functional groups, for example. At one client, we were tasked with developing a prioritization model for marketing work.

Objectives and Key Results

Hubspot

FEBRUARY 13, 2025

Balances Consultative and Provocative Selling SPICED encourages sales professionals to engage in consultative conversations that prioritize understanding the customers needs while incorporating a provocative edge to challenge their current perspectives. To sell to me, a salesperson would need to understand the challenges of freelancing.

Sales

Sales Hacker

JUNE 3, 2025

And I went to sell advertising solutions for them and I really enjoyed, you know, matching. audiences that were on Lycos, platforms to what an advertiser was looking to do sell their products. They can swipe right, swipe left based on how good that prospect looks, you know, to be a fit for the product that they’re selling.

GTM

Salesforce

OCTOBER 18, 2024

You can sell products without holding inventory by partnering with suppliers who ship directly to customers. Service-based businesses Instead of selling physical products, service-based businesses offer customers value by providing expertise, skills, or labor. Look for cross-promotional opportunities to boost brand awareness.

Minimum Viable Product

Hubspot

FEBRUARY 12, 2025

This functionality of the tool became our unique selling point (USP) and users started outputting personalized content. The importance of partnering with influencers, other entrepreneurs, and organizations in the AI space to cross-promote cannot be overstated. Source I learned that the key to success depends on engaging users.

Minimum Viable Product