Heinz Marketing

JUNE 26, 2025

This post breaks down how leading revenue teams are cutting through the noise—triaging signals, mapping expansion paths, and building cross-functional systems to act. But that’s how you burn out your SDRs and tank your conversion rates. Send us an email to discuss how to make your full lifecycle marketing and growth more efficient.

GTM

Highspot

AUGUST 11, 2025

More specifically, it gives you the full, 360-degree view—what’s happening across reps, buyers, and deals—so you can spot what’s working, double-down fast, and, just as importantly, cut what’s not before it becomes a drag on growth. They tell you something happened, but not why —and certainly not what to do next. What is sales intelligence?

GTM

Sales Hacker

DECEMBER 17, 2024

15:41) Scaling Twitter’s ad business and managing hyper-growth. (26:54) Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. They’re signing the renewals, the cross-sell, up-sell. and the expectations?

GTM

Heinz Marketing

JUNE 25, 2025

Customer-Led Growth (CLG) requires a new lens for measurement. Traditional funnel metrics like MQLs or pipeline velocity don’t tell the full story of how your best customers drive long-term growth through retention, expansion, and advocacy. Traditional metrics (MQLs, CTRs, funnel conversion rates) measure top-of-funnel activity.

B2B

SaaStr

APRIL 30, 2025

Look at quota attainment, activity levels (calls, emails, demos), and conversion rates. Review lead quality, conversion rates by segment, and the effectiveness of your ICP (Ideal Customer Profile). Churn and Expansion : For existing customers, analyze churn rates, upsell/cross-sell performance, and NRR (Net Revenue Retention).

Cross-sell

Search Engine Land

JULY 16, 2024

Cross-selling and upselling Loyalty programs serve as powerful tools for enhancing upsell and cross-sell initiatives through the invaluable data they collect from members. Cost savings Loyalty programs are not only a money maker, they are also a money saver.

Cross-sell

Martech

SEPTEMBER 24, 2024

The integration between SAP Sales Cloud and Gainsight Customer Success seeks to provide a seamless, continuing customer journey beyond conversion, supporting customer retention and growth. Are we looking at a future where marketing, sales and customer success merge into one revenue team?

Cross-sell

Martech

JUNE 11, 2025

To drive growth in an AI-saturated, attention-poor market, we need to refocus on what really moves the needle: building a brand that stands out, connects with buyers and earns trust. that most B2B lead generation has been like a quick handshake rather than a conversation over coffee. How do you get there? But that’s a favorite!”

Pipeline

RingDNA

MARCH 31, 2025

To stay ahead, sales ops leaders must embrace new technology, rethink traditional processes, and focus on data quality, automation, and cross-team alignment. Analyze sales conversations in real-time to improve coaching and objection handling. That’s why high-growth companies are investing heavily in data governance.”

Government

Salesforce

NOVEMBER 25, 2024

At Connections ’24 we announced that customers in the AMER region could access many of the features we were building out in Marketing Cloud Growth and Advanced Editions. This included Agentforce Campaigns , sending multichannel journeys with email and SMS, and advanced personalization features like Cross-Object Merge fields.

Cross-sell

Sales Hacker

JULY 1, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Austin Hughes is the founder and CEO of Unify, a platform helping high-growth teams turn buying signals into pipeline. at an earlier stage, you just have to take big swings. This episode explores how to apply product thinking to Go-To-Market.

GTM

Salesforce

SEPTEMBER 10, 2024

With AI and data analytics, agents can enhance customer satisfaction while contributing to sales through personalized recommendations, upselling, and cross-selling. This is essential for companies to improve their overall profitability and achieve sustainable growth. the growth over those that don’t.

Service

Highspot

JANUARY 23, 2025

In other words, hard skills guide what sales reps sell, and soft skills determine how they sell to prospects. Leaders can also track real-time progress through data analysis, guiding reps to build the confidence they need to handle challenging conversations and negotiations. Below are the top 10 skills to nurture: 1.

Objectives and Key Results

Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. According to Gartner, 77% of B2B buyers say their most recent purchase felt “very complex or difficult,” highlighting the importance of thorough product knowledge for anyone selling or supporting a solution.

Product

Martech

SEPTEMBER 16, 2024

Improve the conversion rate of leads to opportunities by 15%. Achieve a 30% attendee-to-lead conversion rate at events. Increase cross-sell and upsell revenue by 25%. Dig deeper: Rethinking fit, growth and go-to-market for the modern startup Email: Business email address Sign me up!

Go To Market

SaaStr

FEBRUARY 7, 2025

In the latest episode of SaaStr’s CRO Confidential Series, our host Sam Blond sits down with Ron Gabrisko, CRO of Databricks , to unpack the journey from $1M in ARR to crossing $3B ARR at the end of January 2025. These early conversations helped shape Databricks product, pricing, and go-to-market strategy. Talk to users.

Technical Sales

Salesforce

JULY 24, 2025

But I wanted to sell something that challenged my mind, involved consultation of multiple strategic decision-makers, and had a measurable business impact on customers. Its culture of innovation, world-class learning (the reputation as being the “Harvard of Sales” is true), and challenging environment promised constant growth.

Cold Call

Heinz Marketing

AUGUST 5, 2025

That makes customer expansion—not just retention—a strategic growth priority. Expansion isn’t a vague concept—it’s a set of measurable outcomes: increasing account value through upsells, cross-sells, feature adoption, or renewals with add-ons. At maturity, marketing should surface advanced solutions or cross-functional benefits.

B2B

Search Engine Land

AUGUST 7, 2024

The role of branded search defense While there are a lot of factors that go into the organic ranking of products on Amazon, we can oversimplify it to say that conversions for a specific keyword phrase over time is what has the greatest impact on organic ranking. A copycat brand ended up with the No.

Campaign

RingDNA

JULY 1, 2025

A sales playbook contains all the best practices, sequences and conversational techniques that reps need to follow to be successful. It’s packed with best practices that we’ve learned from our own experience and from the hundreds of customers we’ve partnered with to achieve exponential growth. What is a Sales Playbook?

Cross-sell

Highspot

NOVEMBER 24, 2024

Yet despite these benefits, many organizations still hesitate to implement and leave their teams underprepared, missing growth opportunities. It’s typically a cross-functional initiative between sales and marketing. On the flip side, sales enablement provides the tools to sell better. So, why the hesitation?

Pitch

Hubspot

JANUARY 14, 2025

Theyre someone who takes initiative, inspires their fellow salespeople, and drives revenue growth through an innovative approach to prospecting and selling. And, just as I mentioned, thats exactly where sales champions shine theyre not just deal-closers but dynamic professionals who go far beyond the basics of selling.

Negotiate

Highspot

JULY 7, 2025

Key Takeaways Executing 1:1 and 1:few account-based selling strategies geared toward high-value target accounts is how leading enterprise sales teams drive sustainable revenue growth. Guide: What Good Client Engagement Looks Like Download free guide What is account-based selling?

Sell

Salesforce

JULY 3, 2025

In our latest State of Sales report, 81% of sales teams using AI tools have boosted productivity, and 83% have seen revenue growth in the past year. Here are just a few benefits, and the more you grow, the more these do too Saves you time: Automation takes over time-consuming admin tasks, so your team can focus on selling.

Technique

Sales Hacker

MAY 7, 2025

The importance of cross-functional stream teams for accelerating GTM initiatives. No fluffjust real strategies, candid conversations, and proven results. We identify cross-functional streams of work that have dependencies cross-functionally that we need to get done. My career accelerated when I helped other people.

GTM

Salesforce

FEBRUARY 14, 2025

This level of customization creates a better user experience, drives business growth, and gives companies a clear competitive advantage in todays fast-moving market. Here are some key metrics to watch and questions your business should be considering: Conversion rates : Are personalized messages leading to more purchases?

A/B testing

Highspot

JULY 3, 2025

Modern B2B sales enablement is a strategic, collaborative discipline designed to equip customer-facing teams with the resources, skills, and insights needed to engage buyers effectively and drive predictable revenue growth. These enablement resources help reps quickly uncover prospects’ true pain points, goals, and motivations.

B2B

SaaStr

AUGUST 7, 2025

Adapt Decision Most companies would have tried to enable the existing team to sell both products. Every person had to learn the opposite product they weren’t selling. Who were your closest cross-functional colleagues? All were wildly successful and changed how we sell today. What did you learn?

GTM

Salesforce

APRIL 2, 2025

Product-led sales is a sales strategy where users experience and engage with a product first often through a free trial or freemium model before sales teams leverage usage data to drive conversions and expansions. Higher conversion rates: Consumers are typically more likely to make a purchase after experiencing a free trial.

Product

SaaStr

JUNE 29, 2025

👉 10 Things Deel Did to Get from $1M to $100M ARR in 20 Months Deel recently announced it had crossed $1 billion in ARR, joining the exclusive club of B2B companies that have reached true unicorn revenue status. The Discovery : During these conversations, they learned clients didn’t know about other Deel products.

Cross-sell

Highspot

JUNE 19, 2025

Successful customer engagement strategies have a direct impact on your revenue growth, leading to additional purchases, referrals, and increased customer lifetime value. Uncover new upsell and cross-sell opportunities Staying engaged with customers as their business evolves helps you understand their changing needs.

GTM

Highspot

JULY 2, 2025

Rather, it’s defined by the ability to execute—consistently, cross-functionally, at scale, and in a way that delivers exceptional experiences to increasingly demanding buyers. Hit growth targets sooner. Recent Salesforce research found sales reps spend up to 70% of their time on non-selling activities. Sound familiar?

GTM

Partners in Excellence

JULY 3, 2025

Fortunately, those conversations are usually conducted in English or a language I have at least passing fluency. There’s a “Strine” version at the bottom But the fact that we are able to bridge these language gaps, we can have deep conversations and are able to connect in impactful ways. ” So what do we do?

Teamwork

ClickFunnels

JULY 8, 2025

You need systems that run themselves while you focus on growth and strategy. abandoned carts or opt-in triggers) Cross-sell flows that activate when conditions are met For example, when someone completes your fitness course, an automated sequence can introduce them to your supplement line three days later.

E-commerce

SaaStr

AUGUST 13, 2025

Palantir just delivered one of the most impressive enterprise software quarters we’ve seen in years: 48% YoY revenue growth a 94% Rule of 40 score, and US commercial revenue exploding 93% YoY and an incredible rebound from slow growth just 24 months ago. This fundamentally changes the buyer conversation and deal velocity. #2.

Government

Sales Hacker

MAY 7, 2025

The importance of cross-functional stream teams for accelerating GTM initiatives. No fluffjust real strategies, candid conversations, and proven results. We identify cross-functional streams of work that have dependencies cross-functionally that we need to get done. My career accelerated when I helped other people.

GTM

Hubspot

FEBRUARY 24, 2025

Five years into my B2B marketing career, I noticed a pattern: The clients who said yes were the ones whom I understood not just their stated needs but their underlying motivations through conceptual selling. Once I grasped that underlying driver, our whole conversation shifted. Table of Contents What is conceptual selling?

Sell