The 5% Institute

JULY 20, 2023

In today’s fast-paced world, where digital platforms dominate, the art of selling has evolved tremendously. With the rise of e-commerce and online marketplaces, businesses have shifted their focus to not only selling tangible products but also intangible ones. One powerful tool in the sales arsenal is the concept of social proof.

Sell 40

Sell E-commerce Cross-sell Education 40

Sales Hacker

JUNE 19, 2019

I’m always impressed by the degree of ingenuity that leading sales teams put into their selling strategy. They’re great for generating leads, pitching your product, and converting first-time buyers into repeat customers. Transactional selling. Solution selling. Consultative selling. Provocative selling.

Campaign 95

Campaign Cross-sell Sales Up-sell 95

Highspot

JUNE 6, 2023

According to Forrester, “firms with high levels of alignment across their customer-facing functions reported 2.4 Establishing shared goals begins with defining common objectives and expected results to foster cross-team collaboration and understanding.

Closing 52

Closing Product Objectives and Key Results Quota 52

Highspot

JUNE 11, 2020

Working together, aligned teams can deliver high-impact marketing activities, boost sales effectiveness, and ultimately grow revenue. 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

OCTOBER 30, 2018

Amy Appleyard is an experienced, strategic sales leader with demonstrated success in overseeing cross-functional teams to improve the customer experience, drive sales and increase retention in both Distribution as well as SaaS-based sales organizations. Joanne Black is one of the leading authorities in referral selling.

Inside sales 111

Inside sales Sales Cross-sell Growth 111

SaaStr

FEBRUARY 1, 2019

Amanda Kleha is the Chief Customer Officer @ Figma, the startup that allows you to turn ideas into products faster through design, prototyping and feedback gathering, all in one place. What can be done to ensure seamless cross-functional communication across the org? Welcome to Episode 209! Where do most people fail here?

Customers 42

Customers Price Cross-sell Start-ups 42

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. Simply put, the only way you can increase revenue is to sell more.

Sales 52

Sales Cross-sell Growth Technique 52

Partners in Excellence

DECEMBER 4, 2015

We read about content strategies designed to nurture, educate, build interest, start the customer in a buying journey. We know if we are going to stand out, if we are going to have maximum impact, and if we are going to engage our customers/prospects in a meaningful way, we have to do these things. This is not tough stuff!

Cross-sell 73

Cross-sell Technique Education High impact 73

ConversionXL

APRIL 22, 2015

While testing is a critical part of conversion optimization to make sure we actually made things better and by how much, it’s also the tip of the iceberg of the full CRO picture. This comes down to the most important thing about conversion optimization – the discovery of matters. This is not where the difficulty lies.

A/B testing 123

A/B testing Cross-sell Start-ups Follow-up 123

ConversionXL

JUNE 19, 2019

Value hypothesis: why a customer is likely to use your product. Conversions: what do we define as a quality conversion. The actual performance of impressions is the impact on visits/conversions that have seen impressions vs. visits/conversions that have not. Conversion rate? What is it? Who is it for?

A/B testing 90

A/B testing Objectives and Key Results UX Retail 90

Sales Hacker

OCTOBER 7, 2021

The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world. 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.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Hubspot

AUGUST 12, 2014

Smart sales and marketing leaders know how important it is to collaborate with cross-functional teams. Unfortunately, the reality is that marketing and sales teams are often at odds, unable to see eye-to-eye on information management, lead generation, and customer education tactics.

Cross-sell 68

Cross-sell Repeat business Education Sales 68

SaaStr

MAY 3, 2019

Does Manny believe that the founder should always be responsible for selling their product at one moment in time? How did Manny sell the first $1m in ARR simply through walking the streets of SOMA and selling door-to-door? Innovation is about empathy with your customers. It’s all about customer obsession!

Territory 58

Territory Quota Cross-sell Pipeline 58

SaaStr

DECEMBER 20, 2019

Does Manny believe that the founder should always be responsible for selling their product at one moment in time? How did Manny sell the first $1m in ARR simply through walking the streets of SOMA and selling door-to-door? And how does that relate to actually conversion because you can fill top of funnel and not convert.

Territory 56

Territory Quota Cross-sell Pipeline 56

ConversionXL

APRIL 12, 2017

Finally, day three covered all things customer success and growth. It’s not which variant collects more email addresses, it’s which variant sells more books. Conversion rate is a ratio and ratios are a huge problem. We don’t know how the systems we use calculate conversion rate. E.g. “I’m always proud to be a customer.”

Growth 86

Growth X-functional A/B testing Objectives and Key Results 86

SaaStr

OCTOBER 29, 2019

SaaS is about creating long-term value for your customer, and being compensated appropriately for that value as a business. I began my career in new product development and starting in 2011 got really excited about the high growth phase of a company. One prospective customer told us, you’re the Apple of your category.

Price 40

Price X-functional Cross-sell Growth 40

SaaStr

AUGUST 15, 2020

362: The Future of the Customer with Bernadette Nixon, CEO @ Algolia, Jay Snyder, Chief Customer Officer @ New Relic, and Nick Mehta, CEO @ Gainsight. Customers’ expectations are higher than ever with more access to information and options. You can see the full video here , and read the podcast transcript below.

Retail 82

Retail Start-ups Drivers/motivators Up-sell 82

Salesforce

FEBRUARY 12, 2024

I’ll go over the basics of consultative sales so you can perfect your approach and help your customers succeed. Consultative selling is a sales approach that focuses on understanding your customer’s challenges and recommending products or services to resolve them. What you’ll learn: What is consultative sales?

Consult 59

Consult Objectives and Key Results Cross-sell High impact 59

Salesforce

FEBRUARY 21, 2024

” And sales reps aren’t the only ones who worry about these conversations. It’s important to remember that reviews are a two-way conversation. Here’s how to approach the sales performance review with a step-by-step structure so the conversation is productive, fair, and focused on growth.

Objectives and Key Results 105

Objectives and Key Results Construction Sales Clients 105

ConversionXL

AUGUST 21, 2014

David Skok, who is a must read for all startups , explains that as a SaaS company grows, the size of the subscribers/customers/users who no longer do business with the company will also, organically, grow. How Groove Reduced Churn by 71% By Defining “Why” Customers Quit. While users who remained customers logged in 4.4

Referrals 106

Referrals Objectives and Key Results Follow-up Service 106

Sales Hacker

JULY 8, 2020

If you missed episode 116, check it out here: How to Form Great Habits and High Impact Behaviors at Work? It’s a great conversation. Outreach revolutionizes customer engagement, by moving away from siloed conversations to a streamlined and customer-centric journey. with Andrew Sykes. We’re on iTunes.

Real Estate 113

Real Estate Strategize Launch Commission 113

Outreach

APRIL 25, 2019

Over the years, businesses have used many selling techniques to reframe their sales process and improve performance. If you use the right sales technique that elevates customers and enables them to solve their problems, then the key to sales success is yours. Solution Selling. Still being used by many enterprise sales teams.

Technique 55

Technique B2B Sell Cross-sell 55

Hubspot

JULY 31, 2013

Sales is a vital part of any organization -- if you’ve got a product or service, you’re going to need someone to sell it. Treat a prospect as if he or she will be your best customer. Happy prospects become happy customers who may refer business to you within or even outside their organization. Corey Beale, Director of Sales.

Prospecting 73

Prospecting Pitch Cross-sell Consult 73

Heinz Marketing

AUGUST 27, 2018

They’ve been recognized as one of the top twenty sales training companies in the country by Selling Power magazine and featured as the Sales Training Company to Watch List by trainingindustry.com. So that was interesting in terms of companies that did a better job on skills training had three areas of the business that were impacted.

Pipeline 49

Pipeline Objectives and Key Results Sales Inside sales 49

Hubspot

NOVEMBER 7, 2023

CRM, or customer relationship management, is a strategy companies use to track customer relationships from pre- to post-sale. Marketing and Sales touchpoints (including email, phone, website, live chat, and social media) are tracked, providing customer-facing employees with detailed context on a client’s activity and feedback.

CRM 75

CRM Contact Contract Objectives and Key Results 75