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 62

Closing B2B Sell Referrals 62

Hubspot

APRIL 4, 2019

It’s usually confused with sales , often overlooked, and only sometimes given the strategic focus it deserves. Strategic Plan. Strategic Plan Template. Keeping your elevator pitch at the forefront of all strategic planning will remind everyone what you’re working toward and why. Craft your elevator pitch.

Strategic planning 100

Strategic planning Strategize Referrals Cross-sell 100

Anthony Cole Training

SEPTEMBER 8, 2014

I just finished reading a chapter from the book – Harvard Business Review on Strategic Sales Management. According to Wikipedia - A sales process is an approach to selling a product or service. In closing their comments, Trailer and Dickie clearly state that selling is both a science and an art.

Process 208

Process Sell Cross-sell Negotiate 208

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. Made Data the Foundation of Every Strategic Decision The Philosophy : “Data is very, very important.

Cross-sell 70

Cross-sell Commission Account management Strategize 70

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. Questions surrounding closed opportunities , open opportunities, duration from lead to close, and changes in contacts and decision-makers become pivotal in assessing the account’s health.

Cross-sell 130

Cross-sell CRM Pipeline Strategize 130

SaaStr

JUNE 22, 2025

Master it, and you’ll outperform 83% of your peers. But that window is widening as funding markets have slowed. Each stage requires different priorities, and trying to maintain year-2 growth rates in year-8 is a recipe for disaster.

B2B 82

B2B Cross-sell Growth Up-sell 82

Sales Hacker

JANUARY 24, 2025

Too often, businesses treat these as separate domainsone focused on development, the other on selling. Leverage cross-functional insights Marketing, product, and sales must work in tandem. Look for T-shaped players people with deep expertise in one area but cross-functional ability to collaborate across departments.

GTM 98

GTM Cross-sell Finance Price 98

Veloxy

JUNE 21, 2022

Before the pandemic, Salesforce found that most customers were demanding a team selling approach to satisfying their needs. Fast forward to today’s post-pandemic business world, and our research shows that sales teams are starting to put the customer experience first—and team (or collaborative) selling is an integral part of that sales plan.

Sell 189

Sell Inside sales Sports Cross-sell 189

PandaDoc

OCTOBER 15, 2024

As businesses and competition grows, more companies are turning to deal desk software to organize their processes and close more deals. Reduce your sales cycle and improve your close rate today with PandaDoc. Plutora saw a 10% close rate improvement with PandaDoc. hpc saw a 20% increase in close rate.

Legal 52

Legal Contract Cross-sell Finance 52

Sales Pop!

AUGUST 20, 2021

These can be a unique selling proposition, recommendations, business launch questions, success stories, demonstrations, and presentations. B2B companies sell their products or services to other companies instead of selling them to customers. selling a different product or upgrading their current product to a new version).

Inside sales 246

Inside sales B2B CRM Price 246

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 52

Sell GTM Objectives and Key Results Cross-sell 52

Highspot

JULY 3, 2025

The problem these go-to-market (GTM) leaders face today is building B2B sales enablement programs that best support their teams—from brand-new business development reps to established account executives—in their efforts to close high-value deals at scale. What is B2B sales enablement?

B2B 52

B2B GTM Objectives and Key Results Sales 52

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

Sales Hacker

MAY 7, 2025

The importance of cross-functional stream teams for accelerating GTM initiatives. We identify cross-functional streams of work that have dependencies cross-functionally that we need to get done. And I also have the industry principles here because we’re a vertical market and we sell into the real estate industry.

GTM 81

GTM Engineering Customers Cross-sell 81

Martech

JUNE 24, 2025

Retail media is entering a new phase — one where it’s not just a performance channel but a strategic pillar of marketing. This is a logical strategic extension for RMNs. Brands are increasingly embracing these opportunities to: Sell products. Think shoppable videos on Walmart.com or product-focused reels inside Target’s app.

Retail 73

Retail Campaign Strategize Cross-sell 73

Heinz Marketing

APRIL 14, 2022

These listen to us – “transmission” messages were neither what prospects or customers wanted to hear, nor what the sales folks and channels needed to sell. To stay relevant and a be strategic partner today, CMOs need to drive more value with five salient actions: Cross-functional Alignment with Common KPIs. Customer Obsession.

B2B 116

B2B Cross-sell Education Strategize 116

Highspot

FEBRUARY 3, 2025

Lean on enablement to spearhead this process, as they can successfully break down cross-functional silos and enhance productivity, allowing you to unlock the impact of your strategic initiatives and drive more predictable growth. TIP: Define and centralize the plan for your go-to-market initiatives with Highspot Initiatives.

Go To Market 52

Go To Market Cross-sell Launch Strategize 52

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.

Customers 109

Customers Non-Profits Education Cross-sell 109

The 5% Institute

AUGUST 15, 2023

Strategic Account Management (SAM) is a powerful approach that goes beyond conventional sales tactics, focusing on creating value, fostering trust, and driving mutual growth between businesses and their most valuable clients. What Is Strategic Account Management? This is where Strategic Account Management (SAM) comes into play.

Account management 52

Account management Strategize Objectives and Key Results Cross-sell 52

Highspot

JANUARY 23, 2025

It teaches them important skills like listening closely, showing empathy, and being flexible. In other words, hard skills guide what sales reps sell, and soft skills determine how they sell to prospects. All of these consultative selling factors contribute to stronger client relationships. What is Soft Skills Training?

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Technique 52

The 5% Institute

DECEMBER 2, 2019

Then there is key account management and strategic account management – what is the difference? Sales focuses on closing new business , and key account management focuses on enhancing the relationship with the client when you’ve already won the business. What Is Key & Strategic Account Management. A Detailed Guide.

Account management 98

Account management Objectives and Key Results Cross-sell Strategize 98

SaaStr

APRIL 28, 2022

Snowflake’s account-based marketing aims to engage key decision-makers at the must-win accounts through strategic, cross-functional campaigns. To execute this mission, they made sure to closely integrate their teams, especially their sales and SDR teams. Integrated ABM: Flipping the Funnel. Key Takeaways.

Cross-sell 120

Cross-sell Sell Education Lead generation 120

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. You might consider testing a three-email cart abandonment series because it’s close to conversion. My sister, an interior designer, will order 40 items or more for her business.

Cross-sell 136

Cross-sell Retail B2C Strategize 136

SaaStr

MAY 30, 2024

They prioritize direct selling and relationships over allowing customers to go and buy directly. Hybrid combines product-led and sales-led motions, and they work closely together. The challenge with hybrid is that it’s difficult to implement without close collaboration, and everyone must understand how product drives growth.

Cross-sell 119

Cross-sell Customers Pitch Drivers/motivators 119

Sales Hacker

MAY 30, 2025

Metrics that once clashed, like MQLs vs. Closed Won, begin to move in sync. 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.

GTM 105

GTM Cross-sell Pipeline Launch 105

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. We work closely together to be able to provide the top go-to-market talent for companies on a non-retainer basis.

Growth 70

Growth GTM Cross-sell Negotiate 70

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. The Thrill of the Chase and Closure : Finally, the process of pursuing a sale and the satisfaction of closing deals is a thrill many mention.

Sell 143

Sell Cross-sell Drivers/motivators Education 143

Hubspot

APRIL 1, 2019

So, let’s hone that skill with 14 simple sales presentation techniques that communicate an irresistible narrative and get buyers to close. If you want to see how closely your buyer paid attention to your deck, start your call with, " Based on the information in the deck I sent, where should we start? ". Sales Presentation Techniques.

Presentation 100

Presentation Technique Closing Sales 100

SaaStr

OCTOBER 29, 2023

As the CEO of Braze put it at SaaStr Europa this year, they could close tech startups as customers without a local office. But to close more traditional customers, and non-tech ones? are different markets of course, but most of the best SaaS apps organically cross borders. Localizing early is a strategic weapon.

Cross-sell 122

Cross-sell Strategize B2B Closing 122

Heinz Marketing

NOVEMBER 30, 2021

How do you sell if you don’t know who you’re selling to? A useful ICP is a strategic document that takes more than just an internal brainstorm session. What type of accounts do we not sell to? By Brittany Lieu , Marketing Consultant at Heinz Marketing. Validating Your ICP with Data. The keyword there is data.

Customers 122

Customers Objectives and Key Results Cross-sell CRM 122

Partners in Excellence

AUGUST 25, 2014

Become a strategic partner. But we probably won’t achieve all the growth we need to achieve by relying on upgrades and cross sell to our current customers. “Congratulations, You Are Now Part Of Our Strategic… No related posts. Grow the account. Build additional business… The list can go on.

Territory 116

Territory Cross-sell Account management Strategize 116

Sales Pop!

SEPTEMBER 5, 2024

The Importance of Sales Methodology Adherence Sales methodologies are not just guidelines; they are strategic roadmaps that, when followed correctly, can lead to predictable and successful outcomes. These methodologies often include steps like prospecting, needs analysis, presentation, handling objections, and closing the deal.

Objectives and Key Results 130

Objectives and Key Results Technique Objection handling Follow-up 130

Sales Hacker

MAY 7, 2025

The importance of cross-functional stream teams for accelerating GTM initiatives. We identify cross-functional streams of work that have dependencies cross-functionally that we need to get done. And I also have the industry principles here because we’re a vertical market and we sell into the real estate industry.

GTM 68

GTM Engineering Customers Cross-sell 68

Sales Hacker

FEBRUARY 20, 2023

Land and expand” is a selling tactic that starts with landing a small deal with a new account or organization. Through a strong relationship and proven results, that first deal turns into more sales and increased revenue as you continue to sell across the company. What is cross-selling and upselling?

Cross-sell 113

Cross-sell Sell Territory Up-sell 113

Gong.io

OCTOBER 19, 2021

And some are intangible, like a learning culture; the knowledge provided in onboarding, training, and coaching; and insights into how your strategic initiatives do IRL. More specifically, it wants to onboard new sellers as quickly as possible, and ensure that onboarded reps earn more and more closed-won deals. Can I get a win , win ?”.

Quota 164

Quota Sales Strategize Cross-sell 164

The 5% Institute

OCTOBER 13, 2019

Strategy selling, also known as strategic selling; is the step by step system you put together to serve more qualified clients and win more sales. What Is Strategy Selling? Strategy Selling #1 – Prior To Contact. Both plans are crucial when building out your strategy selling foundation. Lead Generation.

Sell 98

Sell Cross-sell Lead generation Referrals 98

Highspot

NOVEMBER 24, 2024

Sales enablement training is a program designed to empower sales teams with the skills, knowledge, and tools they need to perform at their best, close more deals, and reach their goals. It’s typically a cross-functional initiative between sales and marketing. On the flip side, sales enablement provides the tools to sell better.

Pitch 52

Pitch Technique Sales Cross-sell 52