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

Martech

MARCH 1, 2024

Customer retention is becoming more of a priority for B2B marketers lately. As buying shifts online and marketing takes on some traditional sales roles, retaining existing customers is essential for driving growth and profits. Sagefrog’s 2023 report , amazingly, listed customer retention as B2B marketers’ number two priority. (It

B2B

Sales Hacker

JUNE 12, 2024

Elizabeth Pemmerl currently serves as GitHub’s Chief Revenue Officer, where she oversees all facets of the company’s go-to-market strategy and customer engagement, including sales, support, and operations. Strategies for pricing new products and cross-selling within an existing customer base.

GTM

Partners in Excellence

APRIL 28, 2021

I was involved in a fascinating Clubhouse discussion on the future of selling. We all know virtual will play an increased role in how sellers engage customers, but the more interesting perspective is how customers want to engage sellers and each other. What does this mean–both to the buyers and to selling?

Sell

Sales Hacker

MARCH 8, 2024

Data from Crossbeam shows that ELG is the third-most cost-effective strategy behind customer referrals and inbound sales. Support on pipeline movement. Partners can facilitate warm intros to their customers so you can move stuck leads through the pipeline. Sales tactics like cold calls often have a low conversion rate.

GTM

SaaStr

DECEMBER 4, 2022

And most segment it across customer size or other segments. It doesn’t tell you much about your prospects, the future, or your most recent customers. Customers can like an old product that is no longer competitive. (“You’re never getting that copy of ACT! Customer Summit, High NPS Moment.

Cross-sell

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

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. Sales has limited access to prospects and customers. We know the facts.

B2B

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

Salesforce

DECEMBER 12, 2023

A bad experience is one of the top reasons a customer will leave a brand , and younger generations are increasingly likely to abandon ship for this very reason. That’s why fostering a customer-obsessed culture can improve an organization’s health and longevity. What you’ll learn: What is a customer-obsessed culture?

Teamwork

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

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

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). An outside salesperson spends most of their time “in the field,” or visiting potential customers at their offices.

Territory

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

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

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. How can you optimize the sales process? Communication.

Technique

The 5% Institute

JUNE 19, 2023

In the world of business, the terms “sales” and “selling” are often used interchangeably. So what is sales vs selling? While they are closely related, understanding the difference between sales and selling can have a profound impact on the success of your business. What is Sales?

Sell

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. Your LinkedIn profile is where you sell yourself to other professionals and prospects. It’s another channel to sell your message to prospects. LinkedIn is a tool for career advancement.

Networking

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. Customer success guru Lincoln Murphy talks about the ideal customer profile. What is your unique value proposition to the customers? Who are your best customers? Social factors.

Strategic partnership

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

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. Customer success guru Lincoln Murphy talks about the ideal customer profile. What is your unique value proposition to the customers? Who are your best customers? Social factors.

Strategic partnership

criteria for success

DECEMBER 31, 2019

A sales process is to selling as a recipe is to a cake. Without the proper steps in a particular and strategic order, you will fail at both selling and baking a cake. This depends on the type of solution you sell and who you sell it to. The Value of a B2B Sales Process. Customer Service. Operations.

Process

PandaDoc

MARCH 26, 2024

To build a robust sales pipeline, you need to define the stages of your sales process and equip your team members with the right tools for each type of sales activity, such as qualifying leads, creating proposals , and signing deals. What is a sales pipeline?

Pipeline

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

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

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

The 5% Institute

JUNE 8, 2023

What is a sales process, and why is it important? Whether you’re selling products or services, having an effective sales process in place is crucial for driving revenue and achieving business growth. It involves a series of steps designed to identify, engage, and convert potential buyers into paying customers.

Process

PandaDoc

MAY 9, 2024

The average deal value affects your ideal sales cycle length. Businesses that work on a subscription basis may prefer average customer lifetime value (CLV) instead of average deal value. Win rate Win rate is the percentage of opportunities that your sales team converts. What is an example of sales velocity?

Pipeline

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

A Sales Guy

DECEMBER 16, 2011

Here are five ways companies fail their sales teams – Poor or Weak Value Propositions: Too often companies think sales people should be able to sell anything. What most companies miss is sales people sell what is given to them. That means they don’t make that money unless they sell something.

Commission

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

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

Hubspot

AUGUST 21, 2023

Ultimately, you want to create a plan that sets the product apart from the competition and generates leads and customer retention. Go-to-Market Strategy Benefits As you develop a new product or service, it’s vital to start drawing a go-to-market strategy that’s customized to fit your budget and your buyer persona.

Go To Market

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. A sales process flowchart is an easy way to add structure to your workflow.

Process

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