Martech

JULY 18, 2022

At some stage, especially if the business is seeing growth, the question arises: “Do we need some dedicated technology to automate these processes?” Companies that implement ABM experience a nearly two-fold increase in annual contract value (ACV) according to research conducted for the ABM Leadership Alliance.

B2B 108

B2B Cross-sell Contract Pipeline 108

SalesLoft

JULY 10, 2023

If you’re being asked to do more with less, you need sales technology that will help you get the most out of your entire revenue motion. Outbound and inbound teams need technology that: Weaves AI and automation into prospecting workflows so that prospects receive the right messages at the right time.

Cross-sell 40

Cross-sell Technology Technology Account management 40

Sales Hacker

FEBRUARY 1, 2021

Why is it that companies have a sales process they follow rigorously to win business, yet avoid the same discipline in managing those customers throughout the lifecycle of their contracts? Too often contract cancellation (or non-renewal) comes as a surprise, but it never should. Identify key stages in the lifecycle of a contract.

Customers 74

Customers Contract Cross-sell Account management 74

Salesforce

APRIL 20, 2023

Policymakers are increasingly stringent toward the use of third-party data, which is information that a consumer did not specifically provide to a given business (such as cross-website tracking and data purchased from brokers). Can upgrading your technology help with CPRA compliance (and more)?

Legal 96

Legal Cross-sell Represent Trust 96

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 126

E-commerce Cross-sell Contract Up-sell 126

PandaDoc

MAY 9, 2024

A SaaS provider sells document workflow software for businesses of all sizes. Additionally, sales training should focus on upselling and cross-selling opportunities. Logic follows that if you sell more per deal, you can take more time with prospects. What role does technology play in sales velocity?

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell.

B2B 118

B2B GTM Cross-sell High impact 118

Hubspot

NOVEMBER 20, 2023

As technology continues to advance, AI has emerged as a game-changer for sales professionals, offering numerous ways to enhance productivity and drive better results. By harnessing this technology, you can prioritize high-quality leads and focus their energy on those with the highest potential, saving time and resources.

Cross-sell 56

Cross-sell Contract Contact Prospecting 56

The 5% Institute

JUNE 12, 2023

Account executives can be found in various industries such as advertising, marketing, public relations, technology, and more. They identify new business opportunities, pitch products or services, negotiate contracts, and close deals to achieve sales targets. This level of attentiveness will foster strong client relationships.

Negotiate 52

Negotiate Relationship Management Contract Clients 52

SaaStr

SEPTEMBER 1, 2021

Technology has reached such a level that now marketers have insight into buyer’s intent. You need to make sure your customers can generate positive results using the platform: “Once the ink is dry on the contract, the job of marketing is to get in there and help the customer succeed in partnership with the revenue organization.”.

Cross-sell 79

Cross-sell Contract Pipeline Strategize 79

SBI

NOVEMBER 2, 2017

For Sales teams, Model N solutions streamline the Quote to Cash process with smart selling solutions like CPQ and Contract Lifecycle Management, designed to shorten sales cycles and maximize deal value. Nancy: What are the symptoms that indicate an organization would benefit from your solution?

Cross-sell 52

Cross-sell Finance Contract Legal 52

Partners in Excellence

JUNE 30, 2022

Primarily, this is targeted to getting renewals when the current contract terminates. For example, if we sell a technology sales people can use, we want every sales person in the company using it. And, of course, there is cross sell. We try to find opportunities to sell other products within the same account.

Growth 68

Growth Cross-sell Strategize Account management 68

Martech

SEPTEMBER 24, 2021

But rapid advances in the sophistication and accessibility of relevant data – and in technologies that enable ABM – are now fueling widespread interest and adoption of this approach. ABM isn’t just about acquiring new target accounts, it’s about retaining and growing target accounts through cross-sell, upsell and advocacy programs.

B2B 130

B2B Pipeline Campaign Cross-sell 130

Highspot

JANUARY 31, 2020

Sales excellence is defined as the consistent outperformance of key growth objectives, achieved by strategic, cross-functional initiatives. Percentage of time spent on selling activities. Sales technology. Invest Wisely in New Sales Technology. How do you achieve sales excellence? What Is Sales Excellence? Time to ramp.

Growth 98

Growth Quota Sales Contract 98

Salesforce

SEPTEMBER 19, 2023

Get AI-driven insights that help you boost revenue Sell smarter with a revenue intelligence platform built into Sales Cloud. Revenue intelligence is a data-driven way to sell. Innovators dream of building technology that’s indistinguishable from magic. That way teams don’t need to cross systems to act on what they’ve learned.

Pipeline 59

Pipeline Cross-sell Finance Electricity 59

SBI

DECEMBER 28, 2020

Nasdaq: TTGT), the global leader in B2B technology purchase intent data today announced the closing of the previously announced acquisition of BrightTALK Limited, a private company incorporated in England. Its solution combines access to decision-makers with a technology platform for creating online events. TechTarget, Inc.

Closing 50

Closing Finance Contract Cross-sell 50

Martech

SEPTEMBER 25, 2023

Marketing must be constantly available to potential buyers when they become interested in your product — not necessarily when you want to sell it. Just as a trade show or a well-placed article in an industry magazine does not immediately sell a product, marketing does not immediately produce sales. Content distribution.

A/B testing 123

A/B testing Tradeshows Finance Cross-sell 123

Martech

MARCH 7, 2024

“(T)he changes mandated by Privacy Sandbox will require substantial development and infrastructure investment costs for both buy and sell-side technology companies. We filtered out the use cases we knew would not be possible under the new privacy paradigm — like cross-site tracking. It was not friendly.

Advertising/ Marketing 123

Advertising/ Marketing Click Through Rate Cross-sell Government 123

SBI

OCTOBER 17, 2017

Crossing the finish line is still a long, drawn-out affair for many sales reps, with delays that often stretch the process into days or even weeks—plenty of time for all their efforts to unravel. Moving to a cloud-based electronic signature solution can slash the time it takes your team to get contracts sent, signed and returned.

Contract 55

Contract Cross-sell Closing CRM 55

Sales Hacker

MAY 26, 2021

Sales ops is responsible for supporting and enabling sales reps to sell efficiently and effectively. Sales operations teams bring a system of selling and structure to a sales organization. The focus is on things like reporting, territory management and later stage tasks such as contract negotiations and finance approvals.

Territory 60

Territory Objectives and Key Results Finance Cross-sell 60

Salesforce

JULY 19, 2023

With the powerful potential of this new technology, service professionals and customers alike are curious how AI-powered customer service will impact their experience. Natural Language Processing (NLP): NLP is a technology that enables AI systems to understand and interpret human language.

Service 52

Service Customers CRM Technology 52

Martech

OCTOBER 23, 2023

Antonio Rangel, a California Institute of Technology economist, testified that Google’s defaults discourage users from switching, saying switching to a different search engine is not easy. When Google’s lawyer cross-examined Dijk, he was asked why he called a question “stupid and condescending” during his deposition.

Trust 92

Trust Objectives and Key Results Engineering Negotiate 92

Salesforce

OCTOBER 12, 2021

The CRO leverages cross-functional knowledge to create a complete view of the customer lifecycle from bringing in new leads to closing deals to renewing customer contracts. Screenshot from this Future of Selling video (1:13). Having one person who’s accountable for alignment among all the revenue-related departments pays off.

Gaming 98

Gaming Cross-sell Sales Finance 98

Smarter With Gartner

JULY 2, 2021

Is this something we could be successful at selling? To supplement your own network, you can attend Meetups or other events that provide an opportunity to interact with other technology professionals. In most cases, the answer is “no,” and the product team goes back to the ideation phase. Listen for critical feedback.

Product 82

Product Minimum Viable Product Drivers/motivators Technology 82

Salesmate

OCTOBER 15, 2020

You cannot cast your net wide and sell to everyone, so lead qualification is necessary. Sales closing best practices: Avoid complicating your contracts. An up-to-date sales pipeline creates a systematic approach to selling. The market is filled with different technologies to make your life easier. Cross-sell.

Pipeline 143

Pipeline Negotiate Appointment Sales 143

Hubspot

JULY 7, 2019

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. Section 6: Buying Process and Selling Points. Key selling points. Cross-sell & upsell opportunities. Outline the vital numbers.

Strategize 81

Strategize Objectives and Key Results Strategic partnership Cross-sell 81

Sales Hacker

JULY 18, 2022

They also help build better relationships with customers for better feedback loops, wider brand evangelism, and more opportunities for upselling and cross-selling. We’d need to set up another sequence for users who miss their renewal data, after their contract or subscription has ended. Now they’re focused on selling.

Process 77

Process Education Contract CRM 77

SaaStr

MARCH 31, 2022

Jessica Alexander, Senior Director Cloud Technology & OEM Partnerships, Crowdstrike. So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. Rico Mallozzi, Sr.

Cross-sell 81

Cross-sell Finance Strategize Technology 81

Highspot

DECEMBER 5, 2023

Nurture and Crossell / Upsell Selling does not end with deal closure or hitting quarterly targets. Who are you selling to? Implement Tools and Technology Incorporate automation carefully in your sales process, balancing efficiency with the vital human touch necessary for building relationships.

Process 52

Process Real Estate Objectives and Key Results Negotiate 52

Sales Hacker

MARCH 18, 2020

Fortunately, we’ve got technology that let’s us stay in touch. Without options to keep in touch and exchange important information within mere seconds, many businesses would have been forced to either close down or stay at their workplace, ultimately contracting the virus and contributing to its spread. Take Care Of Your Team.

B2B 135

B2B Healthcare Hospitality Cross-sell 135

Sales Hacker

MARCH 19, 2020

We’re reaching a tipping point in the capabilities and availability of predictive technology in B2B sales and marketing. If your company is struggling to sell into one industry but is closing at a massive clip in another industry, you can bet that trend will continue. Higher average contract values. More customers .

Growth 76

Growth Customers Referrals B2B 76

Sales Hacker

SEPTEMBER 11, 2020

Imagine having the opportunity to sell into a company like Lyft in 2011. The total addressable market continues to grow and is ripe for selling to, but very few startups reach unicorn status. Nor is it necessary for a startup to work on technology, or take venture funding, or have some sort of ‘exit.’ trillion worth of funding.

Sell 78

Sell Minimum Viable Product Objectives and Key Results Cross-sell 78

Highspot

APRIL 2, 2020

Modern sales ops professionals play a vital role in the success of a sales organization by staying ahead of problems and enabling the sales team to focus on selling. This includes everything from implementing key sales technology to administering compensation. Automating any possible selling or non-selling tasks.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

SBI

MARCH 7, 2019

This shift in focus certainly started with consumer companies, but has expanded into business and technology buying. How Technology Can help Sales Deliver a Better Customer Experience. Although this is just one example, there are plenty of others out there around how sales technology can help reps close deals faster.

Customers 37

Customers Transportation Contract Cross-sell 37

Search Engine Land

DECEMBER 28, 2023

Meanwhile, across the pond, Google is facing the possibility that it may be forced to sell part of its ad business after being charged with violating the European Union’s antitrust laws. In another blow for Google, an Adalytics study accused it of mis-selling video ads to marketers for the last three years.

Retail 138

Retail X-functional Launch Non-Profits 138

SBI

FEBRUARY 25, 2020

The advocate program is about collecting marquee logos to prove the viability of an emerging technology. acquired a company and wants to ramp up cross-sell opportunities. Renewal rates are certainly important, but a customer advocate is worth multiples of their annual contract value. Who’s at fault for this disconnect?

Customers 49

Customers Strategize Cross-sell B2B 49

Lead Fuze

JANUARY 1, 2022

I know that this information will help you when coming up with the perfect sales pitch to appeal to your prospect and sell them on what they are buying. Salespeople will often try cross-selling or up-selling during this stage. The more information that is known, the better it will be in closing deals. Handling objections.

Commission 52

Commission Sales Cross-sell Pipeline 52