Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. The B2B buying process has gone primarily digital; most B2B sellers and teams have not.

B2B 101

B2B GTM Cross-sell High impact 101

Lead Fuze

JUNE 2, 2021

Negative comments can drag down the success of a sale, so it’s important to eliminate them. They believe in what they sell. 7 Techniques on How to Close a Sales Deal. Some customers are on a timeline that must be met; they want to know when they can expect delivery of an item. Soft close. Take away close.

Technique 98

Technique Closing Cross-sell Sales 98

SaaStr

JANUARY 30, 2023

Delivering the best customer experience With the surge in inbound leads, the business was growing exponentially. Without headcount planning for the support team, the company’s response time and customer satisfaction scores dipped. Manage scaling issues by using data to plan ahead and being team and customer-obsessed.

Cross-sell 89

Cross-sell Account management Clients Growth 89

Highspot

OCTOBER 11, 2023

It involves planning, organizing, leading, and controlling the sales activities within an organization to achieve its revenue targets and close deals. The primary goal of sales management is to maximize sales revenue while maintaining customer satisfaction and loyalty. Encourage collaboration and knowledge sharing.

Objectives and Key Results 59

Objectives and Key Results Quota Technique Construction 59

Highspot

JANUARY 22, 2024

It encompasses a set of strategic actions designed to position the offering in a way that resonates with the potential customers, creates differentiation, and ultimately drives successful market penetration. Establishes a unique value proposition that resonates with target customers.

Go To Market 52

Go To Market GTM Promote Technique 52

Highspot

JANUARY 22, 2024

It encompasses a set of strategic actions designed to position the offering in a way that resonates with the potential customers, creates differentiation, and ultimately drives successful market penetration. Establishes a unique value proposition that resonates with target customers.

Go To Market 52

Go To Market GTM Promote Technique 52

Hubspot

AUGUST 1, 2022

A sales operator works to enable your salespeople to focus on selling. Therefore, hiring the right person for the role is crucial, as such a hire will handle ‘backend’ stuff like lead management, data analysis, process optimization, and even sales strategy. 30 Interview Questions and Answers for Sales Ops.

Cross-sell 80

Cross-sell Technique Sales Drivers/motivators 80

SaaStr

MARCH 31, 2022

So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. As Rico mentioned earlier, we’ve seen a big transition as well within our enterprise customer base.

Cross-sell 77

Cross-sell Finance Strategize Technology 77

PandaDoc

AUGUST 9, 2023

Learn to optimize your LinkedIn profile, and it can become an excellent resource for finding both potential employers and potential customers. Optimizing your LinkedIn profile should be a continuous process which involves everything from your URL and images on your profile to effectively displaying your core skills.

Networking 83

Networking Legal Cross-sell Teamwork 83

Hubspot

JUNE 8, 2021

Sales development reps (also known as business development reps, or BDRs) are responsible for the first step in the sales funnel: bringing in qualified leads. They conduct research to find prospective customers, reach out to gauge people's interest in the offering, and decide whether or not the lead is ready to move down the funnel.

Commission 77

Commission Territory Finance Inside sales 77

Hubspot

AUGUST 21, 2023

To make the process easier to navigate, I’m going to walk you through everything you need to know to build a killer go-to-market strategy in this article. Ultimately, you want to create a plan that sets the product apart from the competition and generates leads and customer retention.

Go To Market 69

Go To Market Process GTM Launch 69

PandaDoc

MARCH 7, 2023

While this is a good thing, it doesn’t mean your sales cycle should be completely unstructured, without any roadmap. What is a sales workflow? A sales workflow is a sequence of necessary processes that your team can follow to complete a sale. Wondering how to streamline the sales process ?

Process 52

Process Objectives and Key Results Pitch Legal 52

ConversionXL

NOVEMBER 29, 2018

You may agonize over the decision to choose one path over the other, but you can save that strategic energy for figuring out how to transition more free users into paying customers. Freemium and free-trial strategies can reduce customer action costs (CACs). Will you still need sales support for some enterprise accounts?

Customers 119

Customers Cross-sell Referrals Networking 119

Highspot

NOVEMBER 9, 2023

A digital sales room, often referred to as a virtual sales room, buyer microsite, or a sales enablement platform , is a technology-driven solution that combines various digital tools and resources to streamline and enhance the sales process. Why Is a Digital Sales Room Necessary?

Objectives and Key Results 59

Objectives and Key Results Objection handling Teamwork Sales 59

PandaDoc

MARCH 26, 2024

In the world of sales, salespeople are engaging with potential clients to guide them from the top of the sales pipeline, when they first discover a product or a service (level 1) to the bottom of it, the post-purchase stage (the final level). What is a sales pipeline? Proposal Next comes the fun part: crafting a proposal.

Pipeline 52

Pipeline Contract CRM Customer Relationship Management 52

Sales Hacker

OCTOBER 7, 2021

After spending a couple of years in a sales role, that knowledge will assist you throughout your life in business and elsewhere. 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. Anita Nielsen.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

The Lost Book of Sales

JULY 12, 2021

It's one of those books that you have to read if you work in sales or technology. Because it brings you a good mental model for understanding modern high-tech marketing, as well as the importance of segmenting and understanding your customers in a manner that I haven't seen anywhere else. Starting to cross the chasm.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

ConversionXL

JUNE 26, 2017

Websites selling different things are different and even if they sell the same products, their target audience might be different. Organize growth into a cross-functional team. If you don’t know your customer well, 99% of your assumptions are wrong. So how to target a customer in this world? Customer State.

UX 85

UX Cross-sell A/B testing Government 85

Hubspot

FEBRUARY 7, 2018

For instance, someone who loves to get to know their customers and help them achieve their goals over an extended period would likely be best in account management. Jobs in sales: Sales development rep (SDR). VP of Sales. Common Sales Job Types. Sales development rep (SDR). Account Executive (AE).

Territory 94

Territory Commission Outside Sales Account management 94

ConversionXL

AUGUST 2, 2017

With the buyer’s journey becoming digital, partners are increasingly offering a mix of services that cross cloud platforms and apps. This post takes you step-by-step through the process of building lasting and profitable relationships with channel partners. Customer success guru Lincoln Murphy talks about the ideal customer profile.

Strategic partnership 84

Strategic partnership Objectives and Key Results Strategize Cross-sell 84

ConversionXL

AUGUST 2, 2017

With the buyer’s journey becoming digital, partners are increasingly offering a mix of services that cross cloud platforms and apps. This post takes you step-by-step through the process of building lasting and profitable relationships with channel partners. Customer success guru Lincoln Murphy talks about the ideal customer profile.

Strategic partnership 77

Strategic partnership Objectives and Key Results Strategize Cross-sell 77

Partners in Excellence

JULY 8, 2013

The role of the sales person is changing–we all know that. My posts, Sales Role Agility and Separating The Challenger Sales Person From Insight Deliv ery, stimulated many comments and conversations. Increasingly, for complex B2B solutions, no single person can master everything needed to drive customer success.

Territory 95

Territory Account management Cross-sell Sales 95

SaaStr

AUGUST 13, 2019

Dropbox Chief Customer Officer Yamini Rangan draws on 20 years of experience to challenge five common misconceptions about SaaS success. When organizations actually go from starting up to selling to SMBs and going up market, the pool up market is undeniable. You’re trying to figure out how to sell to them.

Cross-sell 63

Cross-sell Sales Support Growth Up-sell 63

PandaDoc

MAY 8, 2023

Customer support is an essential aspect of any customer experience, and research bares this out: 68% of customers will pay more for products and services from companies with a strong record of good customer service. Hubspot ) 61% of customers say they would defect to a competitor after just one bad experience.

Service 52

Service Product Customers E-commerce 52

Sales Pop!

AUGUST 20, 2021

The sales process in B2B is not self-sufficient. In addition to the sales team’s efforts, certain tools are also required to achieve the main goal. These can be a unique selling proposition, recommendations, business launch questions, success stories, demonstrations, and presentations. SaaS B2B Sales.

Inside sales 98

Inside sales B2B CRM Price 98