Sales Hacker

MAY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Marcy Campbell is the Chief Revenue Officer at AppFolio, where she leads sales and client services with a focus on delivering unified, end-to-end customer experiences. Why customer experience is a competitive differentiator in vertical SaaS.

GTM 78

GTM Engineering Customers Cross-sell 78

Veloxy

AUGUST 10, 2021

But not to worry, the additional free time will allow your employees to spend more time actually selling and connecting with prospects. The same goes for eliminating manual data entry which frees up precious sales time for customer engagement. This also ties with the ability of AI to provide meaningful customer information.

Process 328

Process Sales Technique Pipeline 328

Salesmate

JULY 8, 2020

Successful entrepreneurs understand the importance of generating a continuous stream of leads and turning those leads into customers. The amount of time it takes to turn a lead into a customer will depend on the service you are offering, and the price of that service. Prospecting is the first stage of a sales pipeline.

Pipeline 126

Pipeline Negotiate Objectives and Key Results Contract 126

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. Ideal Customer Profiles (ICP) What is an Ideal Customer Profile (ICP)? Then, validate with sales and customer success to ensure alignment.

Drivers/motivators 89

Drivers/motivators B2C Cross-sell B2B 89

SaaStr

APRIL 30, 2025

Heres what to include: Pipeline Health : Review the pipeline metricsdeal velocity, win rates, average deal size, and pipeline coverage. Customer Segmentation and Targeting : Are you focusing on the right customer segments? Customer Feedback : Incorporate customer feedback into your audit. If so, why?

Cross-sell 70

Cross-sell Pipeline Legal Contract 70

Sales Hacker

MAY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Marcy Campbell is the Chief Revenue Officer at AppFolio, where she leads sales and client services with a focus on delivering unified, end-to-end customer experiences. Why customer experience is a competitive differentiator in vertical SaaS.

GTM 66

GTM Engineering Customers Cross-sell 66

Salesforce

MAY 15, 2025

We’ve sifted through the details to bring you the key highlights across critical areas, so you can focus on what matters most: creating exceptional value for your customers. This enables seamless cross-platform automation for tasks like data synchronization and notifications.

Original Equipment Manufacturer 101

Original Equipment Manufacturer Cross-sell Manufacturing Trust 101

Martech

NOVEMBER 8, 2024

Your CRM should include who is involved in sales and pipeline activities. 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. What are they discussing?

B2B 130

B2B Objectives and Key Results Cross-sell B2C 130

Veloxy

AUGUST 31, 2023

Feeling overwhelmed by the infinite options for growing your pipeline? These are tactics that have helped outside sales professionals grow their pipeline by 300% in one month. Customers come first While you’re busy trying to meet your sales quota , remember to value the customer more than anything else.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Heinz Marketing

SEPTEMBER 13, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Matt: Well, welcome everyone to another exciting episode of Sales Pipeline Radio.

Pipeline 122

Pipeline Sales Technology Technology 122

Sales Hacker

OCTOBER 27, 2023

This pipeline slowdown calls for something other than ‘more of the same.’ It calls for extreme intentional in order to dislodge stuck deals and reinvigorate the pipeline – this week we’ve got you covered on core tactics that are working to move the needle. Let’s get into it. Examples of ways to execute this: Direct ways.

Pipeline 117

Pipeline GTM Cross-sell Sports 117

Heinz Marketing

AUGUST 30, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Matt: Welcome everyone to another episode of Sales Pipeline Radio. Check them out.

Pipeline 122

Pipeline Sales Up-sell Cross-sell 122

Heinz Marketing

NOVEMBER 30, 2021

How do you sell if you don’t know who you’re selling to? To truly answer this question, many adept B2B marketers know they must avoid a ‘ lazy ICP’ and know the value in developing a robust ideal customer profile. . Here are a few important questions to get answers to: How would you describe your ideal customer/account?

Customers 122

Customers Objectives and Key Results Cross-sell CRM 122

Sales Hacker

JULY 16, 2020

In a recent conversation, Gainsight CEO Nick Mehta told us he’s turning his attention to his partner ecosystem as the market tightens, “ Partnerships have the lowest customer acquisition costs out there,” he said. Let’s be blunt: I know many of you have actively avoided leaning on your partnership org for help with pipeline and deals.

Pipeline 118

Pipeline E-commerce Cross-sell Referrals 118

Veloxy

MARCH 15, 2023

It is a comprehensive approach that helps organizations increase their revenue growth by aligning their sales, marketing, and customer success efforts with their business objectives. This results in higher customer satisfaction, increased customer loyalty, and improved customer retention.

Cross-sell 246

Cross-sell Objectives and Key Results Growth Teamwork 246

Heinz Marketing

JUNE 7, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Matt: Welcome everyone to another episode of Sales Pipeline Radio, my name is Matt Heinz.

Pipeline 129

Pipeline B2B Sales Cross-sell 129

Salesforce

JUNE 2, 2022

The magic is our maniacal focus on pipeline, which is the total dollar value of all the deals our sales team is working on. Why pipeline? Pipeline is the glue between the marketing and sales departments. How Salesforce manages pipeline. App rigor is foundational to pipeline accuracy. How to build a pipeline engine.

Pipeline 98

Pipeline Engineering Growth Territory 98

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. Sales ops teams are leveraging AI to: Predict pipeline health and revenue trends with greater accuracy. Pipeline velocity and average deal cycle length.

Government 62

Government Cross-sell Objectives and Key Results CRM 62

Martech

APRIL 22, 2025

Why ABM strategies are entering a new era The past decade solidified ABM as a mission-critical component of B2B marketing, but as customer behaviors, technology and markets evolve, so must strategies. Consider your ideal customer profiles (ICPs) and go beyond firmographics or industry verticals when segmenting.

Cross-sell 98

Cross-sell Government B2B Pipeline 98

Heinz Marketing

APRIL 5, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Well, welcome everybody to another episode of Sales Pipeline Radio. Matt Heinz: Alright.

Pipeline 121

Pipeline Negotiate Sales Cross-sell 121

Heinz Marketing

JANUARY 25, 2022

Getting a new customer can be the single most expensive thing your business will do. Your customer list is also one of the most important assets your business has. What is a customer retention strategy? A retention strategy is a plan or process designed to help retain customers after they decide to do business with you.

Growth 109

Growth Customers Repeat business Cross-sell 109

Heinz Marketing

JULY 30, 2020

What is an ideal customer profile? An ideal customer profile (ICP) is a description of the company—not the individual buyer or end user—that is a perfect fit for your solution.” In application, an ICP enables sales, marketing, and customer success to have a far more accurate, consistent approach in what they say and do.

Customers 122

Customers Non-Profits Cross-sell Technology 122

Sales Pop!

DECEMBER 20, 2023

Understanding the Farmer Salesperson: Distinguishing itself from the hunter mentality, the farmer salesperson thrives on the continuous cultivation of customer relationships. Their role extends beyond closing deals ; it involves the delicate art of cross-selling and up-selling to existing accounts.

Cross-sell 130

Cross-sell CRM Pipeline Strategize 130

Martech

OCTOBER 12, 2023

Only half a decade since getting labeled as a marketplace, customer data platforms (CDPs) remain a hot topic in martech and for a good reason. Who doesn’t want to empower marketers and other customer experience specialists with easy access to rich, accurate customer data? What is customer data debt?

Customers 128

Customers Objectives and Key Results Cross-sell B2C 128

Sales Hacker

MAY 30, 2025

At G2 , theyve created a culture of joint execution: Sydney Sloan (CMO) and Eric Gilpin (CRO) and created this culture: Bi-weekly pipeline reviews to unpack deal flow. At AppFolio, the team built UCE: Unified Customer Experience. Tracks metrics across the full customer journey. Planning becomes cross-functional by default.

GTM 103

GTM Cross-sell Pipeline Launch 103

SaaStr

MAY 29, 2025

Companies like Bamboo HR and Scale AI are already automating their entire sales and revenue operations using AI-powered customer conversation analysis. At Owner, selling ~$10K ACV deals to tiny businesses that “don’t typically buy software,” the AI transformation has been mission-critical.

GTM 90

GTM Negotiate Cross-sell CRM 90

Sales Pop!

JANUARY 5, 2023

They interact with customers, build real connections, and exhibit certain vital character traits. When salespeople and their customers win together, salespeople earn recommendations, which are today’s currency of a networked society. How is Pipeliner assisting salespeople with this age-old and yet contemporary mission?

Pipeline 212

Pipeline CRM Intrinsic Networking 212

Heinz Marketing

FEBRUARY 21, 2022

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Matt : Welcome everyone to another episode of Sales Pipeline Radio. Matt: Love it.

Pipeline 105

Pipeline B2B Inside sales Sales 105

Heinz Marketing

MAY 16, 2022

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Welcome everyone to another episode of Sales Pipeline Radio. Customer experience.

Pipeline 97

Pipeline Referrals X-functional Cross-sell 97

Partners in Excellence

OCTOBER 15, 2019

” It focused on improving our pipeline management, discipline, and integrity. But the way we address these issues is in our deal strategies and how we engage the customer in each deal. Most of the time and too much of our training focus on the things we must do to sell our solutions to the customer.

Customers 95

Customers Cross-sell Pipeline Closing 95

Heinz Marketing

JUNE 21, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Who’s our best audience, who should we be selling to? You can even ask Alexa!

Pipeline 105

Pipeline Start-ups Go To Market Education 105

Heinz Marketing

APRIL 18, 2022

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Welcome everyone to another episode of Sales Pipeline Radio. My name is Matt Heinz.

Pipeline 97

Pipeline SQL Contact Sales 97

SaaStr

MAY 27, 2021

Although, in consultations with founders of many of these SaaS companies, I’m often caught by surprise to learn that they’ve made upward of a dozen hires, but zero are for customer-facing roles. If you do, you’ll be well on your way to helping customers benefit massively from your product and getting cash positive sooner than you’d hoped. .

Pipeline 92

Pipeline Quota Represent Cross-sell 92

Veloxy

OCTOBER 29, 2021

Thanks to Sales AI, sellers are also streamlining their workday and receiving automated and actionable customer intelligence. This turns a sales rep who spends too much time on non-selling activity into a trusted advisor that spends the majority of their time on customer engagement. How is AI Changing Sales?

Sales 223

Sales Non-Profits CRM Pipeline 223

Salesmate

MAY 15, 2020

Customer retention is more budget-friendly than investing your time and money on finding new customers. They make marketing strategies, they pool in their resources for converting potential clients into paying customers from their target customer base. What is customer retention? – Harvard Business School.

Customers 122

Customers CRM Contact Cross-sell 122

Martech

SEPTEMBER 16, 2024

Compare that with a traditional industry player that uses martech to deepen customer relationships and create exceptional experiences. Whether it’s targeting specific regions, industries or customer segments, martech’s role is to act as a bridge between business objectives and customer engagement.

Go To Market 70

Go To Market Objectives and Key Results A/B testing Territory 70

PandaDoc

OCTOBER 15, 2024

Deal desks can incorporate large teams of relevant stakeholders within sales, finance, product marketing, product management, legal, customer success, and more as needed. Paying attention to customer needs is an imperative part of revenue operations. Not to mention the increased risk of being out of legal and regulatory compliance.

Legal 52

Legal Contract Cross-sell Finance 52