Highspot

MAY 3, 2024

It works to enable each channel and stage of the sales cycle that drives revenue growth, including marketing, customer success, account management, and more. The goal is to simplify the complexities of today’s selling environment and create a smoother experience for buyers and sellers. Why Do You Need Revenue Enablement?

Cross-sell 52

Cross-sell GTM Technology Technology 52

Heinz Marketing

JUNE 23, 2023

By Brittany Lieu , Marketing Consultant at Heinz Marketing Interested in hearing seasoned CMOs’ insights on 2023 go-to-market strategies? By “whiteboarding’ the full demand generation production line and identifying weak spots, you create visibility and accountability for every step of the process.

B2B 79

B2B GTM Cross-sell Trust 79

SalesLoft

JUNE 3, 2019

It’s so, so hard, but upon reflection, and I had been thinking about this lately, I think the sales book that had the most enduring impact would have been Geoffrey Moore’s Crossing the Chasm. And for those aspirin people he articulated a way to go to market, that was very simplistic. I can sell to anyone.’.

Conversion 81

Conversion Real Estate Cross-sell Niche 81

Highspot

JANUARY 9, 2024

Each stage requires specific selling skills to satisfy prospect needs. Here’s what the B2B sales cycle looks like: Prospecting: This business development is where the sales process begins, as sales reps search for potential clients who might need their products or services. What is B2B Sales Training?

Technique 52

Technique B2B Cross-sell Negotiate 52

Highspot

FEBRUARY 14, 2024

By defining specific goals and identifying key performance indicators (KPIs), a sales and marketing plan provides a structured framework for marketing and sales to align their go-to-market efforts. And when teams are aligned, companies can generate up to 208% more revenue from their marketing efforts.

Objectives and Key Results 52

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

Highspot

FEBRUARY 14, 2024

By defining specific goals and identifying key performance indicators (KPIs), a sales and marketing plan provides a structured framework for marketing and sales to align their go-to-market efforts. And when teams are aligned, companies can generate up to 208% more revenue from their marketing efforts.

Objectives and Key Results 52

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

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

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 98

Objectives and Key Results Teamwork Cross-sell Customer Relationship Management 98

Highspot

JULY 18, 2023

Let’s dive into all these details, including how you can leverage marketing expertise to support sales and significantly impact business growth. What is Marketing Enablement? Marketing enablement is all about empowering your marketing team to be more productive in their roles by creating a system to equip, train, and coach them.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Strategize Lead generation 52

SalesLoft

DECEMBER 19, 2023

Without the luxury of specialization and the clearly defined process that comes with it, conversations can get muddled and deals can be lost. Account Execs (AEs) and Account Managers (AMs) can track multi-threaded conversations across channels, so they always have the complete context for every conversation.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

Salesforce

NOVEMBER 7, 2023

Sales kickoff tips and best practices Learn 8 sales productivity pitfalls (and steps to avoid them) Get the free Sales Productivity Workbook to discover how leading sales experts are side-stepping pitfalls by consolidating their tech stacks, redefining their pipeline stages, and automating approvals. What are the products?

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64

ConversionXL

NOVEMBER 29, 2018

This post details the freemium and free-trial models and considers the key questions—about your business, your market, and your product—that guide you toward the best option. If your onboarding experience is terrible or your product uninspiring, you’re wasting time with the “freemium vs. free trial” debate. Loss aversion.

Customers 119

Customers Cross-sell Referrals Networking 119

Martech

MARCH 10, 2022

When you consider the above, you start to understand why a “zero-touch” approach is so important; it allows the prospect to buy the way they want to buy and not necessarily the way you want to sell. Marketing and sales need to work together to identify, select, and prioritize target accounts. How are you tiering targets?

E-commerce 101

E-commerce Growth Cross-sell Objectives and Key Results 101

Sales Hacker

MARCH 11, 2020

Meeting conversion rate : What is the rate at which you convert a qualified meeting to a qualified opportunity. Now put those together in this simple equation: ACVClose Rate Meeting Conversion Rate = Average Value Per Meeting. Cross-Sell Targets: Most companies have $10 Million – $100 Million of cross-sell lead deficit!

Meeting 71

Meeting Cross-sell Pipeline Up-sell 71

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. But to succeed, you’ll need your team to execute your go-to-market strategy in a single, unified motion. Transactional Selling.

Cross-sell 85

Cross-sell Consult Sales Strategize 85

Sales Hacker

SEPTEMBER 23, 2019

We hear his best practices on developing a sales team, measuring rep productivity, why companies should lead with their product first, and what the sales team’s responsibility is inside of a product-led go-to-market strategy. Kevin’s rep productivity model. Why rep productivity is the output, not the input.

Product 52

Product Pipeline Engineering Cross-sell 52

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

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 77

Cross-sell Finance Strategize Technology 77

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 101

B2B GTM Cross-sell High impact 101

Gong.io

AUGUST 10, 2020

Which selling skills should account managers focus on building? Selling skills matter just as much for account management, just in a more subtle way. Selling Skills and Account Management. Because renewing, especially in SaaS, is pretty much selling. At the end of that contract, you’ve got to sell it again.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

Sales Hacker

JUNE 14, 2021

They did not see themselves in the “story” that was being told, which is why they ignored all outreach (social, email, live, and phone conversations) by sales and marketing. An e-commerce tech firm learned that there should not be a hand-off between sales and marketing once selling conversations begin.

GTM 80

GTM E-commerce B2B Profit margin 80

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. Check them out, vidyard.com/pipeline , and you can get a free high conversion virtual sales playbook. It works way better. So, thanks again to our sponsor Vidyard.

Pipeline 117

Pipeline Sales Up-sell Cross-sell 117

Highspot

JUNE 11, 2020

Cross-functional input into go-to-market strategies. Seamless handoff between marketing-generated leads and sales. What Does Sales Do for Marketing? Sales’ responsibility is, of course, to sell. But that doesn’t mean that sales doesn’t support marketing. Stagnant growth.

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

Highspot

DECEMBER 19, 2023

This ensures a quicker, more consistent ramp-up to full productivity, benefiting new salespeople and the business. Facilitate Better Sales and Marketing Alignment By incorporating marketing initiatives into sales strategies, the playbook ensures that both teams work towards common goals with consistent messaging and resources.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

Highspot

SEPTEMBER 28, 2021

Product-based sales techniques. Go-to-market teams work in silos, rarely communicate. Go-to-market teams collaborate continuously to drive outcomes. Static relationship with market, slow to adapt. Nimbly adapts to shifts in market. Simply put, the only way you can increase revenue is to sell more.

Sales 52

Sales Cross-sell Growth Technique 52

Sales Hacker

NOVEMBER 25, 2019

They provide an overview of a specific competitor’s company, products, and services, and provide guidelines on how to win deals against that competitor. They’re also the ammo you give your sales reps to go into battle against your competitors. Understand HOW to tactically sell against specific competitors. Win/loss insights.

Objection handling 73

Objection handling GTM Cross-sell Sales 73

The Lost Book of Sales

JULY 12, 2021

Starting to cross the chasm. How does the "D-Day" strategy help companies cross the chasm? Being sales vs. market driven when crossing the chasm. Tips on whole product management. R&D decisions: From products to whole products. A war analogy. Choosing the beachhead segment. Conclusion.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 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. In addition, competitive analysis can be a treasure trove of conversion optimization insights, yet it often gets skipped.

UX 126

UX X-functional A/B testing User Experience 126

Highspot

MAY 20, 2022

Sales plays can be created to support different regions, product lines, or buyer personas; this ensures that your reps’ tactics match different buyer needs. To get a better understanding of their impact, let’s imagine you are rolling out a new product line. How should reps talk about this product line?

Territory 52

Territory X-functional Cross-sell Sales 52

Salesforce

SEPTEMBER 27, 2021

By becoming an authorized guest user in Coinbase’s workspace, she effectively embedded herself in the flow of conversation, allowing her to unlock a greater understanding of the customer and tightening the feedback loop as the team hammered out the intricacies of the deal. Reimagine the selling experience. see what's new.

Closing 98

Closing Contract Legal Cross-sell 98

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. Conversion Rates. Let’s get started. Refresh your sales strategy.

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

Heinz Marketing

MAY 16, 2022

I also believe that many organizations, over time, have over rotated on demand, on getting new logos, where it’s a lot more productive and profitable to focus on your existing customers, growing them and turning them into advocates and promoters of your brand. That could be a self-help tool in a product led growth format.

Pipeline 93

Pipeline Referrals X-functional Cross-sell 93

Salesforce

AUGUST 24, 2021

This shift speaks in part to market conditions (hello, global pandemic) that have precipitated new priorities, but also to the maturity of the CRM systems marketplace. This shifts the conversation from total cost of ownership to the positive value of opportunity. Secure, flexible, and resilient systems support improved value.

CRM 98

CRM Finance Customer Relationship Management Technology 98

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. Marketing – Events: Support event execution and employee communications.

Cross-sell 52

Cross-sell Presentation Follow-up Drivers/motivators 52

SaaStr

MAY 27, 2023

We kicked off a new series that productized something we’ve been doing for 10+ years at SaaStr … getting top leaders to share their mistakes. We did some serious product building. We’d demo for customers, take their feedback (often, not quite) and go off and build some more. Did we give the conversation its due?

Gaming 69

Gaming Trust Cross-sell Closing 69

Lead Fuze

NOVEMBER 30, 2021

The push tactics we’ve been using are not working, so here’s why: Sales and marketing teams are more aware of who they’re selling to, rather than just focusing on revenue growth. They have also seen success from increasing margin growth by creating new products.

E-commerce 52

E-commerce B2B Healthcare Profit margin 52