Highspot

JANUARY 9, 2024

In this article, we’ll explore the B2B sales process, types and components of an effective training program, best practices, current trends, and pitfalls to avoid. What Does the B2B Sales Process Look Like? The B2B sales process is a structured yet flexible journey tailored to meet the unique needs of customers.

Technique 52

Technique B2B Cross-sell Negotiate 52

Hubspot

AUGUST 3, 2023

Everyone’s talking about AI and ChatGPT, but despite the buzz, selling AI products presents challenges for salespeople. In this article, we’ll delve into the challenges and share expert tips for selling your AI products to an apprehensive buyer or within a competitive market.

Product 64

Product Sell Cross-sell Education 64

Hubspot

NOVEMBER 16, 2021

In today’s world of digital transformation, customers have come to expect streamlined and easy processes for every interaction they have with a company – and are willing to go elsewhere when those needs aren’t met. The bad news is that many of today’s SMBs aren’t using a payments solution – or frankly even leveraging online selling.

CRM 74

CRM B2C Commission Cross-sell 74

Salesforce

JULY 28, 2022

Users found the parts they needed quickly, leading to a 35% growth in the company’s user base after launch. Watch this video, featuring Salesforce’s Andy Peebler, to learn how manufacturers can benefit from creating a parts business: Why sell parts online? The shift to self service is also making it easier to sell these parts.

Original Equipment Manufacturer 52

Original Equipment Manufacturer Manufacturing Assembly Line Sell 52

Sales Hacker

MARCH 29, 2021

RevOps has grown in importance as SaaS products have continued to proliferate and organizations have recognized the importance of good data, efficient workflows, and ensuring cross-department collaboration. In addition, businesses are continuing to rely on agencies, consultancies, and distributors to refer, sell, and implement products.

CRM 101

CRM Cross-sell Campaign Referrals 101

Highspot

OCTOBER 21, 2022

44% of millennial purchasers prefer not to deal with a seller throughout the entire buying process. Sales enablement – the process of providing reps with the necessary training, content, coaching, plays, practices, etc., in order to help them sell… well – covers a lot of ground. So, what’s contributing to these numbers?

Quota 75

Quota Construction Sales Pitch 75

Sales Hacker

JUNE 19, 2019

I’m always impressed by the degree of ingenuity that leading sales teams put into their selling strategy. Transactional selling. Solution selling. Consultative selling. Provocative selling. What types of behavior can launch triggered messages? Product upsells and cross-sells.

Campaign 94

Campaign Cross-sell Up-sell Sales 94

ConversionXL

MAY 6, 2021

Whether you’re running a consultant agency or building a startup, your content and brand need a home for everything you produce. First launched in 2003, WordPress is the leading CMS by which 35% of the entire internet is powered. With plugins such as WooCommerce, it’s incredibly easy to sell products and services online.

Cross-sell 91

Cross-sell Start-ups Launch Price 91

PandaDoc

OCTOBER 13, 2022

Streamlined and easy-to-perform processes for data generation and effective ways to analyze performance appeals to small and midsize businesses. The sales reps will enjoy pretty straightforward processes for creating records and moving leads through the process. Zoho CRM is a viable alternative to Pipedrive.

X-functional 52

X-functional Territory CRM Lead generation 52

Miller Heiman Group

FEBRUARY 26, 2019

This approach combines a company’s past performance with anticipated changes in market conditions, new product launches and more. To overcome this obstacle, proactively engage sellers to collaborate with them during the quota-setting process. In reality, this process needs to be deliberative and rigorous.

Territory 71

Territory Quota Cross-sell Government 71

SalesLoft

JUNE 3, 2019

This week we are very excited to announce the launch of Hey Sale speople , a podcast hosted by the one-and-only Jeremy Donovan, SalesLoft’s VP of Sales Strategy and self-proclaimed sales nerd. How does like-ability matter in the sales process? Pick a niche, establish your benchmark, cross the chasm and expand. And they did.

Conversion 81

Conversion Real Estate Cross-sell Niche 81

Salesforce

JANUARY 18, 2024

Business growth expert Tiffani Bova said it best: “How you sell matters. What your process is matters.” Think of your sales process like a map. The best sales processes make selling easy by helping you optimize sales conversations, delivering the right value at the right time. Why is a sales process important?

Process 59

Process Real Estate Objectives and Key Results Cross-sell 59

Hubspot

JUNE 8, 2021

This process means SDRs typically aren't held to traditional quotas but to the number of calls they make or qualified leads they gather. Similar to SDRs, inside sales reps roles are a great launch point for a sales career. Nearly half of their time is spent selling remotely (i.e. Image Source. using Zoom, Skype, email, and CRM).

Commission 77

Commission Territory Finance Inside sales 77

Hubspot

AUGUST 25, 2015

Instead of launching new company-wide initiatives, start with small, focused experiments that can prove or disprove your idea. Consult With Your Advertisers. With this approach, your inventory will sell itself. In the Lean Startup community , this process is known as ‘customer development.’ Start Small.

A/B testing 70

A/B testing E-commerce Cross-sell Launch 70

SBI

MARCH 8, 2018

SAVO enables: Sales Transformation – We accelerate large sales transformations like M&A, changing sales coverage, or implementing a new sales methodology like Challenger to get sellers back to selling quickly. Kick Off Call & Focused Virtual Meetings – SAVO has a kick off call to consult with the client’s core team.

Gaming 55

Gaming Strategize Government Cross-sell 55

SBI

DECEMBER 2, 2019

Transforming Sales: Evolved Selling with Content & Interactive Tools. Companies need to take a hard look at their internal processes and tech stacks and find ways to reduce the time sellers spend in back-office solutions and give them that time back in their days to meet with prospective customers. The second is sales efficiency.

Sell 39

Sell Cross-sell Sales Technology 39

SBI

FEBRUARY 25, 2020

Your company: is launching a new product/service offering. acquired a company and wants to ramp up cross-sell opportunities. This change in CAP perception will be a process because most CMOs’ prior experience with customer advocate programs that have lived and operated in a silo.

Customers 49

Customers Strategize Cross-sell B2B 49

ConversionXL

JUNE 8, 2017

While 64 percent of retailers have the technology, they tend to lack the process and rigor needed to execute their personalization efforts. Having worked as a consultant at an A/B testing and personalization software company, I’ve seen many personalization efforts getting stuck in the weeds. Image Source. The solution? Image Source.

A/B testing 97

A/B testing UX User Experience Cross-sell 97

ConversionXL

SEPTEMBER 3, 2014

E-Consultancy’s Cross Channel Marketing Report 2014 , reports that only 2 in 5 responding companies “‘understand customer journeys and adapt the channel mix accordingly’ ”. But, there’s no reason we can’t modify this tool and use it to make the process of organizing our customer data and optimizing our websites easier.

Customers 127

Customers Retail User Experience Cross-sell 127

ClickFunnels

SEPTEMBER 9, 2022

Russell Brunson’s Your First Funnel Challenge is a 5-day online boot camp where you’ll launch your first (or next) business idea side-by-side with real-world entrepreneurs… without taking on a mountain of debt or getting stuck in “analysis paralysis”. Now we’re crossing the finish line. but don’t know where to start? Grant Cardone.

Niche 234

Niche Cross-sell E-commerce Real Estate 234

Hubspot

SEPTEMBER 26, 2012

Taking the route of making your customers better at not just using your product or service, but being generally better educated about the problem your product or service sets out to solve, helps alleviate those long consulting-based customer service calls that occur when customers "don't know what they don't know.".

Service 74

Service Customers Education Legal 74

SaaStr

SEPTEMBER 4, 2020

Prior to the pandemic, you had to plan and orchestrate and sell change. Often you needed consultants and boards and change management experts to be involved to help you convince your people that even if it wasn’t broken, they needed to fix it, to disrupt something that was working really well. for our employees.

E-commerce 65

E-commerce Cross-sell Start-ups Up-sell 65

ClickFunnels

SEPTEMBER 12, 2022

The Your First Funnel Challenge is a 5-day online intensive where you get to walk side-by-side with real-world entrepreneurs to launch your first (or next) business idea. Jamie Cross. She is a #1 best-selling author and 7-figure business owner… all thanks to the power of funnels. What is The Your First Funnel Challenge?

E-commerce 244

E-commerce Niche Real Estate Launch 244

SBI

SEPTEMBER 4, 2012

New business, to be clear, refers to revenue generated by: Identifying and selling into new accounts, i.e. companies that you haven’t done business with before. Penetrating deeper and broader into existing client accounts, i.e. selling across different departments within a current client’s organization. Simplified.”. mike_weinberg.

Cross-sell 40

Cross-sell Drivers/motivators Appointment Consult 40

SaaStr

DECEMBER 3, 2020

How does this change when selling to SMBs vs enterprise? * So I was doing environmental consulting. I mean, you look around, process is broken, communication is broken. Switching tacks a little bit, you obviously some time at Salesforce and such an incredible company and hailed for many things, but especially its V2MOM process.

Sales 71

Sales Cross-sell Start-ups Growth 71

SaaStr

MARCH 31, 2020

If you’re a founder and you have a product leader, a head of product or a PM and that person fails two launches or three launches successfully, that person is out. Because that person failed at doing that job, which is launching product successfully. So the first model is the cross- functional model. ” Okay.

Growth 52

Growth Engineering Launch Commission 52

Heinz Marketing

JULY 1, 2019

So instead of just your top 25 accounts, it can be the top 10,000 because ultimately with AI, you’re understanding what are those prospects, what are they consuming, what are they interested in, where are they in the process, and then be able to customize the messaging through those ABM tactics that are going to really drive conversion.

Pipeline 72

Pipeline Sports B2B Sales 72

SaaStr

JULY 9, 2019

However, back in 2013, in my previous career as a strategy consultant, I was doing a lot of work with telecoms companies in South Africa. They spend days there figuring out how to cross it without getting eaten. It’s really important to have that face to face interaction in order to sell. You see the metaphor, perhaps.

Electricity 65

Electricity Education Start-ups Trust 65

SaaStr

JULY 8, 2020

and before that spent 10 years as the Founder and CEO @ Raw Engineering, building a leading digital transformation consultancy. And before that, spent 10 years as the founder and CEO at Raw Engineering, building a leading digital transformation consultancy. Prior to Contentstack, Neha was the Founder and CEO @ Built.io

Non-Profits 82

Non-Profits Teamwork Start-ups Engineering 82

Hubspot

MARCH 23, 2017

These kinds of false hopes (and complete lack of a process) are why so many conversion copywriting projects fail, and so many new sites perform worse than the old ones. In this post, I'll share the exact process we used to fine-tune the messaging and nearly double the site's conversion rate. New copy isn't better just because it's new.

Conversion 78

Conversion Customers CRM Growth 78

PandaDoc

APRIL 3, 2023

The sales and operations planning process should guide your inventory-related decisions, and it should help you develop better relationships with your customers, but “should” can only take you so far on its own. What is the common S&OP process flow? You need to know you can afford a campaign before you launch it.

Process 52

Process Objectives and Key Results Teamwork Finance 52

SaaStr

OCTOBER 15, 2019

Unlike when selling into SMB businesses that kind of can go from a demo, to a conversion, to a close in a matter of days, enterprise sales is a lot more complicated and it’s hard to navigate through. So don’t expect that you can take your product that you sell now to SMB’s and sell the same thing to big companies.

Pipeline 62

Pipeline Manufacturing Up-sell Cross-sell 62

Sales Hacker

AUGUST 24, 2021

The ISS is a nonprofit organization that specializes in complex cross-border case management to protect migrant children. They process over 70,000 different cases every single year, trying to reunite children with their parents and make sure that they find a safe place. powered by Sounder.

Service 94

Service Cross-sell Finance Consult 94

Sales Hacker

MAY 5, 2020

Sam Jacobs: On today’s show, we’re excited and lucky to have a friend of mine and a colleague and somebody that I crossed paths with in previous roles, a man named Devante Lewis-Jackson. Most recently I was with a company called The Muse where you said, Sam, you and I crossed paths for about five years.

Conversion 63

Conversion Cross-sell Retail Up-sell 63

Sales Hacker

OCTOBER 7, 2021

You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anita Nielsen is a best-selling author and sales performance coach. Always seek to understand, seek more input, and consult your own tribe to decide what’s for you and what is not. Anita Nielsen. She’s bold.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Highspot

SEPTEMBER 30, 2020

Suddenly, your business has gone from a single salesperson to a team of hundreds, each of whom has a different approach to selling — and not all of them right for your business. Businesses use sales methodologies to codify their selling techniques and empower sellers to consistently achieve quota. Transactional Selling.

Cross-sell 85

Cross-sell Consult Sales Strategize 85

Martech

AUGUST 15, 2022

I also included a five-point plan for auditing your email marketing program before starting the strategic planning process. This gave you a foundation and direction for your planning process. Reviewing and recalibrating your automations should get built into the construction process. A lot has changed since I wrote that column.

Strategic planning 86

Strategic planning E-commerce Strategize Campaign 86