Highspot

JANUARY 9, 2024

This includes market understanding, solution selling, and long-term relationship building. This includes training them to turn budget, needs, implementation, or competition challenges into opportunities for deeper client engagement and sales conversations.

Technique 52

Technique B2B Cross-sell Negotiate 52

Outreach

OCTOBER 20, 2020

Leaders who oversee go-to-market teams understand that better than anyone. The events and in-person meetings your teams relied on for leads or relationship-building were canceled. One of the first things we did, actually, was invest in a sales acceleration and enablement tool,” Britney said during our conversation.

Launch 59

Launch Territory Inside sales Relationship building 59

Sales Hacker

NOVEMBER 21, 2019

For instance, marketing language software — powered by machine learning — helped JPMorgan Chase increase headline clicks by as much as 450%. The one notable exception to this has been conversational AI. The majority of sales roles will focus on human relationships and connections. One may be a great fit, another may not be.

Technology 84

Technology Technology Sales Clients 84

Highspot

SEPTEMBER 30, 2020

But to succeed, you’ll need your team to execute your go-to-market strategy in a single, unified motion. As Dan Swift, CEO at Empire Selling said, “A sales methodology ensures your go-to-market teams are all singing from the same hymn sheet.” How can you unite many sellers under one approach?

Cross-sell 85

Cross-sell Consult Sales Strategize 85

Heinz Marketing

MARCH 1, 2021

We’re talking about signals and trigger events you can pull out of your consolidated information to have better contextual conversations with your prospects. How are the most successful salespeople as well as marketers balancing the business story with Darth Vader? We also have multiple people on the selling team. I like that.

Pipeline 120

Pipeline Sales Up-sell Start-ups 120

Sales Hacker

NOVEMBER 15, 2017

AB Testing (or Split Testing) is an experiment involving two variants, usually for measuring and comparing market response to each. For example, you can measure visitor traffic or conversion rate on two different web pages having similar content and purpose. Conversion. Customer Relationship Management. Channel Partner.

B2B 99

B2B E-commerce Cold Call Represent 99

Gong.io

DECEMBER 2, 2019

There is absolutely nothing better than having one of those five-minute Why conversations. Or giving somebody advice, and just watching the lightbulb go off in their head. I think relationship building with their team members—that’s the skill. Why they’re in that role right now. Why they’re at work. Making a Real Impact.

Pitch 71

Pitch Sports Sales Presentation 71

Heinz Marketing

MAY 16, 2022

I’ve had this conversation many times with CFOs, and I think the long term value of companies, the valuations, profitability in the long term, is far more dependent on creating and sustaining a remarkable customer experience and making your customers promoters of your brand, than the new logos that you pick up along the way.

Pipeline 93

Pipeline Referrals X-functional Cross-sell 93

Sales Hacker

MARCH 2, 2020

I’ve pulled together the top 97 books from a range of sales disciplines to give you the information you need to stay relevant, lead conversations, understand the trends — and of course, improve your game. Difficult Conversations. So what are the best sales books for helping you reach peak performance? The Motivation Myth.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

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. Alyssa is passionate about promoting personal and leadership development, fostering candid conversations, and creating a unique culture of vulnerability and inclusiveness.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Hubspot

JUNE 8, 2021

Keep an open mind and be intentional with conversations—you never know which connection can lead to an introduction or job offer. If the product you're supposed to sell isn't ready to go to market by the deadline, you'll be the one explaining the delay to potential customers. Know what roles to look for.

Commission 76

Commission Territory Finance Inside sales 76

SaaStr

DECEMBER 17, 2019

Fortunate to have a really great set of investors and the process was going quite well. Around the same time, kind of this conversation that we’ve been having for a long time with the Quovo team kind of reached a point where it made sense to think about joining forces. We were in the midst of doing our series C fundraise.

Finance 58

Finance X-functional Non-Profits Launch 58

Heinz Marketing

JANUARY 13, 2022

None of these reach the bar of a true, integrated account-based go-to-market motion. An equally coordinated approach across the seller’s go-to-market teams. Over the course of your relationship with the account, surely key internal AND external members will move on. Sustainable Marketing. Peer Reviews .

B2B 135

B2B Objectives and Key Results Campaign Cross-sell 135

Outreach

AUGUST 9, 2021

Great sales leaders know that calls aren’t just about relationship building: they’re a vital source of valuable insights into customer needs, rep performance, and team growth opportunities. Call analytics is the sales and marketing tactic of collecting and measuring call tracking and recording data for analysis.

Drivers/motivators 98

Drivers/motivators Sales Niche Follow-up 98

Outreach

MAY 4, 2021

Creating a culture of “one team” is a challenge for many go-to-market (GTM) teams. How do you help three distinct departments — sales, marketing, and revenue operations — become a united front? We also looked at everything that touches the customer, from marketing messages all the way up to Quarterly Business Reviews.

GTM 52

GTM Intrinsic Sales Relationship building 52

SaaStr

AUGUST 26, 2022

There was just a little sidebar conversation that Jack Ryan on our team said, “When it’s frozen, it doesn’t mean it’s inaccessible, but you may have to touch 10 times as many people at the company.” A few things they don’t do: build the relationship, build trust.

Quota 82

Quota Growth Product Closing 82

Heinz Marketing

FEBRUARY 5, 2018

But again, we’re still going back to all our user generated data in the first place and then just reorganizing that and showcasing it in different ways. As much as I like revenue responsible marketing, sometimes PR’s a different animal. They come from a lot of relationship building. We did this thing.

Pipeline 50

Pipeline B2B Sales Pitch 50

Outreach

AUGUST 26, 2020

In an overwhelming and often over-scheduled world, an approach that focuses on listening and empathy will go far: “Now is the time to master the basics of relationship building. These changes have created a new selling model that positions go-to-market teams for an increase in expertise and collaboration.

B2B 52

B2B Teamwork Inside sales Outside Sales 52