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. Drive the shift from push to pull marketing.

B2B 115

B2B GTM Cross-sell High impact 115

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Go To Market 69

Go To Market Process GTM Launch 69

SaaStr

MARCH 31, 2022

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: So marketplaces are fundamentally changing, go to market motions for a lot of enterprise technology companies.

Cross-sell 79

Cross-sell Finance Strategize Technology 79

Sales Hacker

SEPTEMBER 16, 2021

Technical selling of SaaS, on-premise software, and hardware solutions has relied on sales proofs of concept (POCs) that require pre-sales professionals to lead, manage, and drive to a ‘technical win” outcome so that account executives can close the deal. Tip: Read more about these evaluation attributes. Guided trial.

Objectives and Key Results 75

Objectives and Key Results Technical Sales Engineering Sales 75

Sales Hacker

NOVEMBER 15, 2017

With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started.

B2B 99

B2B E-commerce Cold Call Represent 99

SaaStr

AUGUST 13, 2019

So most of the SaaS organizations really find it pretty difficult to scale up. Why is it very difficult to actually scale up? When organizations actually go from starting up to selling to SMBs and going up market, the pool up market is undeniable. Why is that the case?

Cross-sell 64

Cross-sell Sales Support Growth Up-sell 64

The Lost Book of Sales

JULY 12, 2021

If you enjoy what you read and would like to receive a very occasional, hand-crafted update from me into your inbox, feel free to sign up below. Basics: Markets and segmentation. As the kids like to say: What’s up with that? High-tech innovation and marketing expertise are two cornerstones of the U.S.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52