Martech

MARCH 10, 2022

Because of this it’s essential to have an Account-based marketing (ABM) strategy. This focuses on targeting top potential customers and uses both marketing and sales initiatives to capture the prospect’s interest and nurture them through the buying journey. Here’s a guide on how to do that. What to aim to achieve with ABM.

E-commerce 108

E-commerce Growth Cross-sell Objectives and Key Results 108

SalesLoft

MARCH 31, 2022

Both the pandemic and full adoption of digital selling have rapidly improved the way that we are looking at workplaces and teams, how we communicate with customers, and ultimately how we sell. Putting greater emphasis on cross-departmental collaboration. The sales industry is advancing more quickly than ever before. .

Objectives and Key Results 105

Objectives and Key Results Cross-sell Objection handling Sales 105

SalesHandy

JULY 12, 2022

“Everyone is not your customer.” — Seth Godin. Most businesses spend a considerable amount of resources on acquiring and converting customers hoping they remain profitable for years to come. Generating revenue requires building a successful marketing and sales strategy while keeping customers at the forefront.

Customers 59

Customers Cross-sell Represent Contract 59

Salesforce

JULY 28, 2022

Talk of an impending recession likely has your customers worried. Instead of obsessing over quota attainment, find ways to deliver more value and support to your existing customer base so they know their investment is worthwhile — and won’t disappear. Upskill and cross-train your teams. Speed up rep success.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Highspot

FEBRUARY 14, 2024

A well-crafted sales and marketing plan is indispensable for the success and growth of any company, whether it’s a startup, small business, or enterprise. This plan serves as a roadmap, outlining clear objectives, targeted customer segments, and actionable tactics to drive sales and promote brand awareness.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Click Through Rate Lead generation 52

Highspot

FEBRUARY 14, 2024

A well-crafted sales and marketing plan is indispensable for the success and growth of any company, whether it’s a startup, small business, or enterprise. This plan serves as a roadmap, outlining clear objectives, targeted customer segments, and actionable tactics to drive sales and promote brand awareness.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Click Through Rate Lead generation 52

Highspot

JANUARY 9, 2024

The B2B sales process is a structured yet flexible journey tailored to meet the unique needs of customers. Each stage requires specific selling skills to satisfy prospect needs. Close: This is where all the hard work pays off, turning the prospect into a customer. What is B2B Sales Training? The decision cycle is often longer.

Technique 52

Technique B2B Cross-sell B2C 52

Martech

DECEMBER 21, 2022

With the best people executing the right marketing plans, you can promote your company’s services and products, adjust pricing, and increase your profits while reducing costs. This process may take time, including learning brand awareness techniques, increasing conversions, and expanding your business reach.

Objectives and Key Results 102

Objectives and Key Results Teamwork Cross-sell Customer Relationship Management 102

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 marketing expert Tony Zambito calls this the “ Great Buyer Resignation.”

B2B 114

B2B GTM Cross-sell High impact 114

Salesforce

NOVEMBER 7, 2023

Team selling is more important than ever, and sales kickoffs help us sell faster and smarter when we learn more about each other’s working styles. Often a sales kickoff will include partners from other teams, like solution engineering and customer success, who are critical to the sales cycle. Collaboration. Excitement.

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64

SBI

FEBRUARY 25, 2020

What Your CMO Doesn’t Know About Customer Advocate Programs. At the change of each year, we scour thought pieces on the web for chief marketing officer (CMO) trends that we must be attuned to in the coming year. The anticipated priorities in 2020, for instance, include some form of: Deepen customer knowledge through advanced analytics.

Customers 49

Customers Strategize Cross-sell B2B 49

SaaStr

MARCH 31, 2022

Rico Mallozzi: I kind of want to talk about and help frame this conversation. 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. Crowdstrike.

Cross-sell 88

Cross-sell Finance Strategize Technology 88

ConversionXL

OCTOBER 7, 2022

Customer acquisition cost (CAC) is an important metric for any ecommerce business. It tells you how much you need to earn per customer to run a profitable company. Put simply, you need a healthy customer acquisition cost for your business to succeed. Table of contents What is ecommerce customer acquisition cost?

Cross-sell 22

Cross-sell Customers Referrals Drivers/motivators 22

Highspot

JUNE 11, 2020

Once a lead was ready for sales, it could be handed off and, in many cases, would never hear from marketing again. Customers are constantly engaging with brands long before they purchase and well after a deal closes. Managing the customer experience. Cross-functional input into go-to-market strategies.

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

Sales Hacker

JUNE 14, 2021

Sales and marketing teams start their account-based sales (ABS) and account-based marketing (ABM) programs with strategic intentions. They focus on their ideal customer profile. They target those that are in-market and those that should be showing intention. Sales tried having further conversations with the team.

GTM 80

GTM E-commerce B2B Profit margin 80

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

Highspot

SEPTEMBER 28, 2021

The journey from prospect to customer is much like any road trip: long, winding, and filled with surprises. . Faced with a difficult path ahead, it is tempting for organizations to hit the brakes and proceed slowly and cautiously into customer engagements. Go-to-market teams work in silos, rarely communicate.

Sales 52

Sales Cross-sell Growth Technique 52

Heinz Marketing

MAY 16, 2022

This week’s show is entitled, “ New Insights & Benchmarks for Customer Experience “ and my guest is Alan Gonsenhauser , Principal & Founder at Demand Revenue. Tune in to hear more about prioritizing the customer experience and learn: the difference between the infinite loop of prospect experience and lead management.

Pipeline 90

Pipeline Referrals X-functional Cross-sell 90

Highspot

NOVEMBER 1, 2022

Sales performance is affected by your enablement efforts, such as sales training or content management; sales productivity; your customer experience; your cross-functional alignment across sales and marketing team members; and your company culture. What Makes a Sales Team Successful. Invest in sales enablement.

Objectives and Key Results 52

Objectives and Key Results Assembly Line Cross-sell Sales 52

InsightSquared

APRIL 14, 2021

They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. Funnel Conversion Rate. Conversion rates have long been considered the holy grail of sales metrics. Is the quality of my data resulting in my low funnel conversion rate? Average Annual Contract Value.

Contract 62

Contract Territory Cross-sell Pipeline 62

Highspot

DECEMBER 19, 2023

Do you want more customers? Read on for a list of essentials for lead sourcing, nurturing, and actionable tips to outperform in a competitive market. This results in a more powerful go-to market strategy. Build Consistency Across the Sales Team Customers expect consistency. These teams scout and qualify leads.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

ConversionXL

JUNE 30, 2019

Knowing what the competitors are doing—how they’re thinking about the market, which tactics they’re using, how they’re crafting messages and design—can make all the difference in the battle for customers. And it’s not just a CRO problem—it’s a marketing-wide phenomenon. How do we stand out?

UX 126

UX X-functional A/B testing User Experience 126

Gong.io

SEPTEMBER 14, 2022

Hence, every business that wants to grow needs direction in the form of a go-to-market strategy. . A go-to-market strategy framework is a blueprint for growth. Whether it’s your first time creating a go-to-market strategy or your tenth, this article will teach you everything you need to know to be successful.

Go To Market 62

Go To Market GTM Launch Promote 62

Heinz Marketing

AUGUST 30, 2021

This week’s show is called “ The Evolution of Successful Social Selling ” and our guest is Jamie Shanks , CEO @ Sales for Life and Pipeline Signals. We are a Vidyard customer ourselves. Check them out, vidyard.com/pipeline , and you can get a free high conversion virtual sales playbook. You can even ask Alexa!

Pipeline 115

Pipeline Sales Up-sell Cross-sell 115

SalesLoft

OCTOBER 21, 2016

From the OG, Account Based Marketing, to the new front man Account Based Sales Development , the lift in annual contract values alone is proof that the targeted approach to customer acquisition is working.As Account insights inform custom campaigns with high conversion rates. Cross-functional orchestration.

Cross-sell 52

Cross-sell GTM Referrals Contract 52

Sales Hacker

NOVEMBER 25, 2019

They help you: Understand the competitive landscape and how your company positions itself against other players in the market. Understand HOW to tactically sell against specific competitors. Understanding how to sell tactically. RELATED: The Power of Social Selling (+ 7 Rules for Storytelling in Sales). Win/loss insights.

Objection handling 73

Objection handling GTM Cross-sell Sales 73

SaaStr

MAY 27, 2023

Mistake #1: Putting too much stock in customer excitement. We’d demo for customers, take their feedback (often, not quite) and go off and build some more. When the customer loved the product — or told us so anyway — we thought our work was done. Be your own skeptic, and go deep on questions and inspection.

Gaming 79

Gaming Trust Cross-sell Closing 79

Highspot

DECEMBER 18, 2019

The sales kickoff, or SKO, is your go-to-market team’s annual strategy meeting. Done right, a great SKO provides cross-team visibility into major business initiatives for the coming year, motivates the team, and creates momentum. Mixing in fun will keep your teams refreshed and ready to return to selling renewed.

Cross-sell 52

Cross-sell Presentation Follow-up Drivers/motivators 52

Lead Fuze

NOVEMBER 30, 2021

Sales and marketing teams adopt ABS and ABM programs in order to be strategic. They target their ideal customers and watch what they do on social media. They target those who are in-market, consuming content from them. The company learned that once they made the sale, marketing should not be handed off to sales.

E-commerce 52

E-commerce B2B Healthcare Profit margin 52

Hubspot

JUNE 8, 2021

They conduct research to find prospective customers, reach out to gauge people's interest in the offering, and decide whether or not the lead is ready to move down the funnel. It's important for this role to educate prospects and follow up once a sale is closed to maintain customer satisfaction and encourage repeat buyers.

Commission 77

Commission Territory Finance Inside sales 77

SalesLoft

JANUARY 19, 2017

At this time I was tasked with developing & executing sales account strategy and managing the training of all go-to-market teams. Reps have a tendency to make excuses for the prospects they spend time trying to convert and less time being highly exclusive with whom to sell to. An Ideal Customer Profile.

Cross-sell 52

Cross-sell Sales Contract Prospecting 52

Sales Hacker

MARCH 2, 2021

Everything is backed up by data pulled from Outreach processes and their customer base. onoutreach to see what they have going on. Now for some other great sales ideas in my conversation with Michelle Benfer. That’s when I felt really bad selling people that, even though they were signing up for it themselves.

Referrals 59

Referrals Contract Cross-sell Sales 59

SaaStr

DECEMBER 3, 2020

How does this change when selling to SMBs vs enterprise? * How does Sam think about the relationship between sales and marketing? Are marketing becoming the new sales team with their content being used more and more in the sales funnel? This is such a fun conversation for me. Should you hire 2 at a time?

Sales 73

Sales Cross-sell Start-ups Growth 73

Sales Hacker

DECEMBER 2, 2019

Mary’s sales method: dive deep into the customer [7:52]. Create custom contracts in a click, sign them digitally, and automatically pull data back into your opportunities. Mary is one of the leaders in the go-to-market and sales space and sales community in the Boston area. And on Stitcher. Show Agenda and Timestamps.

Strategize 52

Strategize Contract Strategic planning Drivers/motivators 52

Sales Hacker

SEPTEMBER 10, 2018

As you can imagine, that’s a tough sell, especially when you’re at a startup or entering new markets. Consequently, compensation for hunters was entirely based on the number of customers signed, regardless of the revenue produced from that signing. Personally, I arrange a compensation review plan quarterly.

Quota 83

Quota Represent Cross-sell Drivers/motivators 83

Martech

OCTOBER 10, 2022

The growing impact of B2B internal disconnects is limiting our customer relationships, affecting our revenue results and hamstringing our go-to-market (GTM) teams’ productivity. Disconnect 1: Fragmented marketing, sales and customer tactics versus unified GTM strategies. Bad customer experiences cost U.S.

B2B 122

B2B GTM Customers Cross-sell 122

Hubspot

SEPTEMBER 12, 2018

But what is a sales pipeline and why is it so instrumental to selling success? If your forecast anticipates you’re going to miss your quota, you should double down on selling activities. After prospects have passed the critical point, most should become customers. Review the typical process your customers go through.

Pipeline 101

Pipeline Negotiate Objectives and Key Results Sales 101