Sales Hacker

DECEMBER 17, 2024

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. Thinking about AI for your sales team but unsure where to start? Guy Yalif: [4:45] Then totally.

GTM

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. Here’s what’s changing in sales operations and what teams need to know to succeed.

Government

Highspot

JANUARY 23, 2025

Yet, a rapidly changing landscape of technologies and buyer expectations can outpace professional development and overwhelm even seasoned professionals. McKinsey notes that as intelligent machines take over more physical, repetitive, and basic cognitive tasks, sales reps will need social, emotional, and technological skills to stand out.

Objectives and Key Results

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%. Now, it’s time to set the stage for your martech roadmap, laying out the tools and technologies to guide your journey toward marketing excellence.

Go To Market

RingDNA

JULY 1, 2025

A sales playbook contains all the best practices, sequences and conversational techniques that reps need to follow to be successful. After all, plays are bound to change based on factors like ICP, average deal cycle and technology stack. But there’s a better way: conversational roadmaps. What is a Sales Playbook?

Cross-sell

Salesforce

SEPTEMBER 10, 2024

You’ve upgraded technology, upskilled your agents, and invested in 24/7 self-service options. With AI and data analytics, agents can enhance customer satisfaction while contributing to sales through personalized recommendations, upselling, and cross-selling. This increases the likelihood of additional purchases.

Service

PandaDoc

OCTOBER 15, 2024

Luke Duggan, Group General Manager, Kiss Print Solutions We’ve only been using PandaDoc for a couple of months but in that time we have seen a 50% increase in sales conversions. PandaDoc helps us work faster and smarter, and the PandaDoc team has gone above and beyond to support our organization’s implementation of proposal technology.

Legal

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. Senior BDR : I mentored peers, ran cold calling sessions, and helped organise cross-functional events like Pipe Up Days. I prioritized staying ahead with technology.

Cold Call

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

AUGUST 12, 2025

This is the gap Geoffrey Moore describes in “ Crossing the Chasm.” Crossing that gap is a product and marketing challenge. Technology’s role is to reinforce why the solution works, not to be the story itself. Treat education as a core marketing function In new categories, comprehension comes before conversion.

GTM

Salesforce

NOVEMBER 19, 2024

Watch the loss column grow, and prepare for an uncomfortable conversation with company leadership. Your business will have to set firm red lines that cannot be crossed, no matter how badly the sales team wants to close a deal. This can be risky, but it can make sense if a business plans to rely on upselling and cross-selling.

Price

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. And we expect our salespeople to understand the technology. We tend to be very technical. Talk to users. Ron recalls.

Technical Sales

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

Heinz Marketing

MAY 15, 2025

Knowing who you’re selling toand how they make buying decisionsis key to building effective campaigns, aligning sales and marketing, and accelerating pipeline. It’s typically described at a firmographic levelindustry, size, revenue, geography, and key characteristics like technology stack or compliance needs.

Drivers/motivators

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. You know this.

Negotiate

Salesforce

OCTOBER 29, 2024

This practice also applies to canvassing — hanging physical flyers or starting conversations with people on the street to gather information. Like other sales approaches, the goal of door-to-door sales is to establish a relationship with a customer, upsell , cross-sell, and close more deals.

Objectives and Key Results

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

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

Highspot

AUGUST 11, 2025

Instead, you only see what’s spoken in conversations, shared in content, and shown through buyer behavior and how it influences revenue outcomes. For example, our Initiative Scorecard sheds light on progress of key initiatives, like expansion and cross-sell campaigns and product launches.

GTM

Highspot

NOVEMBER 24, 2024

It’s typically a cross-functional initiative between sales and marketing. At its core, sales training teaches sales reps how to sell, imparting essential skills and techniques for engaging customers. On the flip side, sales enablement provides the tools to sell better. What Does Sales Enablement Training Include?

Pitch

Salesforce

NOVEMBER 18, 2024

Financial services firms are bullish on artificial intelligence (AI), and the conversation is shifting from the benefits of an AI strategy to how to implement and realize those benefits while maintaining regulatory compliance and customer trust. Back to top. Back to top. ) Here’s your chance.

Service

Highspot

JUNE 19, 2025

Uncover new upsell and cross-sell opportunities Staying engaged with customers as their business evolves helps you understand their changing needs. McKinsey research found three-quarters of shoppers now expect consistent interactions across all departments, not siloed conversations or disjointed experiences. Did you know?

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. What most teams need isn’t more technology. Recent Salesforce research found sales reps spend up to 70% of their time on non-selling activities.

GTM

Highspot

JULY 3, 2025

Enablement focusing on content management Through marketing and sales team collaboration, B2B sales enablement teams can turn their attention to: Content marketing: Developing detailed assets that can be leveraged for account-based selling, ad-hoc prospect and customer engagement, and content management.

B2B

Martech

APRIL 29, 2025

Why it’s useful: Cross-sell and upsell email performance hinges on relevance. Enhanced cross-channel reporting and link tracking What is it? This native integration removes the need for separate recommendation engines or custom development your emails can serve dynamic, data-driven suggestions in one drag-and-drop block.

Cross-sell

Martech

JUNE 9, 2025

This shift — from license delivery to operational integration — marks a fundamental evolution in how SaaS companies must think, sell and support. Digital twin tools and technologies. Participating in strategic planning conversations — not just support tickets. The future of SaaS won’t belong to those who sell the most seats.

Strategic partnership

Salesforce

DECEMBER 20, 2024

The key here is to engage with the buying committee within the account, not just the contact you had the initial conversation with. Show how your expertise and technology is evolving, and they’ll reconsider you when their needs change or contract expires. However, you need to cast a wider net.

B2B

RingDNA

MARCH 26, 2025

If you live for weekend trout fishing trips you might slip it in there, but not at the expense of describing the products or services you are selling. For example, say you sell commercial property insurance. That type of authenticity builds trust with leads before you even start the conversation.

Closing

Highspot

OCTOBER 14, 2024

Aligning all revenue-generating departments through shared information, data, and technology provides a 360-degree view of the customer journey, preventing disjointed experiences that can put the customer relationship at risk. Focusing on the most promising prospects saves your sales team time and increases conversion rates.

Teamwork

Martech

JULY 17, 2025

With more than 100 product updates released last month, June continues HubSpot’s momentum in AI innovation, CRM flexibility and cross-team efficiency. How it helps you Instead of manually piecing together stages in your funnel, Journey Paths automatically reveal your most frequent conversion routes, drop-off points, and behavioral trends.

CRM

PandaDoc

MARCH 25, 2025

If youre selling a cup of coffee, the options are relatively simple. Identifying upsell and cross-sell opportunities to drive continued revenue growth. In order to really understand a business, you need to understand all of the different lenses of the employees and cater your conversations accordingly.

Objectives and Key Results

Martech

NOVEMBER 8, 2024

A few other tactics to better understand your audience include: LinkedIn groups: There’s a LinkedIn group for whatever you’re selling. This can offer valuable insights into their priorities for you to cross-reference. For conversions, Google recommends the tried-and-true power pairing of Performance Max and Search campaigns.

B2B

PandaDoc

MAY 22, 2025

Sales enablement is all about providing sales teams with the content, tools, training, and support they need to sell effectively. This function handles the behind-the-scenes mechanics so that sales teams can focus their time on selling. What is sales enablement? Want to cut quote time and close more deals?

Sales

Sales Hacker

JANUARY 7, 2025

One of my questions right away was just, you made this transition, at least at Aircall, from APAC and running that to now overseeing you know global what are some of the differences between selling in apac and selling in in north america hmm. Fred Viet: It’s a big difference. You then have to go and be successful at that.

GTM

RingDNA

APRIL 25, 2025

Sales sequencing technology has made it easier than ever to schedule calls (and other sales outreach like emails and texts) during those key windows. But you should consider, especially if you’re selling SaaS software like we do, experimenting with late afternoon call blitzes to top leads. This metric is just the tip of the iceberg.

Cold Call

Highspot

JULY 9, 2025

Manufacturing sales teams face long deal cycles with cross-functional buying committees who have complex product requirements. The issue manufacturing sales teams face, though, is a big one: Outdated systems and technology and data silos deter effective sales rep preparation, which slows everything associated with their GTM efforts down.

Manufacturing

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Sales terms are words, phrases, and concepts used in sales conversations. Account A business, customer, lead, or prospect a company engages with to sell products or services to.

Objectives and Key Results