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

The 5% Institute

JUNE 9, 2023

By analysing sales data, identifying trends, and providing constructive feedback, sales managers can help their team members enhance their selling skills and achieve better results. A successful sales strategy focuses on addressing customer needs, differentiating from competitors, and maximizing revenue generation.

Objectives and Key Results 52

Objectives and Key Results Finance Drivers/motivators Sales 52

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 94

Campaign Cross-sell Up-sell Sales 94

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

Search Engine Land

DECEMBER 28, 2023

Meanwhile, across the pond, Google is facing the possibility that it may be forced to sell part of its ad business after being charged with violating the European Union’s antitrust laws. In another blow for Google, an Adalytics study accused it of mis-selling video ads to marketers for the last three years.

Retail 125

Retail X-functional Launch Non-Profits 125

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

Partners in Excellence

SEPTEMBER 5, 2016

” Most of the time people look at me cross-eyed, “Well, it’s just great!” Again, they look at me cross-eyed, often they say, “Typical consultant, just asking esoteric questions!” ” Who are the customers that have the problems we solve? ” But then we dive into it.

Cross-sell 49

Cross-sell Quota Pipeline Represent 49

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

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

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

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? What is sufficient? What is excessive? What were his biggest lessons from doing this?

Territory 56

Territory Quota Cross-sell Pipeline 56

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

Back to top ) Why sales performance reviews are important Data from Gartner notes that almost 90% of sellers feel burned out at work, 54% are actively looking for a new job, and 67% think sales leadership is overly optimistic and disconnected from selling realities. Using the right tools can improve performance reviews, too. ” 5.

Objectives and Key Results 105

Objectives and Key Results Construction Sales Clients 105

SBI

SEPTEMBER 11, 2012

And you’ll hear from industry leaders and customers about how the social revolution is changing the way we do business. Get ideas for how you need to evolve the way you do business across your organization including marketing, sales, finance, and customer service. Tickets to the Expo hall and the keynote speech are free.

CRM 48

CRM Cross-sell Contact Finance 48

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

Sales Hacker

OCTOBER 7, 2021

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. I realized, though, that if I couldn’t be who I am and do what I KNEW was right by my customer, I had to go. Anita Nielsen.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

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

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 59

Territory Quota Cross-sell Pipeline 59

ConversionXL

APRIL 22, 2015

So in a nutshell, this is how you succeed: Run as many tests as possible at all times (every day without a test running on a page/layout is regret by default), Win as many tests as possible, Have as high impact (uplift) per successful test as possible. Well what if we both sell food items? Doesn’t work like that.

A/B testing 123

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

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 75

Retail Start-ups Drivers/motivators Up-sell 75

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

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

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 57

Pipeline Objectives and Key Results Sales Inside sales 57

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? Outreach revolutionizes customer engagement, by moving away from siloed conversations to a streamlined and customer-centric journey. Michael talks about how he does that at scale and how he thinks about scale.

Real Estate 113

Real Estate Strategize Launch Commission 113

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

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. Take the steps a customer takes to complete a task (e.g. Then we chart the customer’s happiness / frustration at each step. E.g. “I’m always proud to be a customer.”

Growth 86

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

ConversionXL

JUNE 19, 2019

Value hypothesis: why a customer is likely to use your product. Don’t use cost per acquisition— use the cost to acquire a customer and the retention cost to keep that customer coming back to buy again. Ben Labay: “How to Add Millions in Revenue with Voice of Customer”. We sell success. What is it? Who is it for?

A/B testing 90

A/B testing Objectives and Key Results UX Retail 90

ConversionXL

JUNE 19, 2018

Your customers are ready for the future of commerce. You need high tempo testing and experimentation throughout the whole customer journey. A high impact teams needs top skills. Where is your customer journey captured? It’s all about customer experience. Prioritise impact over speed.

A/B testing 103

A/B testing Cross-sell X-functional Growth 103