Hubspot

FEBRUARY 24, 2025

Five years into my B2B marketing career, I noticed a pattern: The clients who said yes were the ones whom I understood not just their stated needs but their underlying motivations through conceptual selling. Once I grasped that underlying driver, our whole conversation shifted. Table of Contents What is conceptual selling?

Sell 46

Sell Drivers/motivators Objectives and Key Results Cross-sell 46

Highspot

JULY 3, 2025

The reality, though, is that potential customers still require human interaction (and a lot of it) to make well-informed and timely decisions about B2B products and services. These enablement resources help reps quickly uncover prospects’ true pain points, goals, and motivations.

B2B 52

B2B GTM Objectives and Key Results Sales 52

PandaDoc

MARCH 25, 2025

If youre selling a cup of coffee, the options are relatively simple. Complex sales typically involve high-value products or services, which are often highly customizable. Product demos, proof of concept (POC), or pilot programs can be helpful to show customers exactly what your product or service can do for them.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Sales Hacker

JUNE 17, 2025

Dennis Lyandres: Okay, so Sophie Buonassisi: when it comes to cross vertical software and ai, [00:04:00] what are you really advising founders on today? And then they’re going to expend who they sell to, so what stakeholders they kind of sell to, and they’re gonna eventually kind of fork out of that workflow.

GTM 88

GTM Customers Construction X-functional 88

Salesforce

OCTOBER 18, 2024

A top motivating factor for most people — especially those in finance, insurance, and construction — is money. Create an ideal customer profile to target prospects who are mostly likely to spend their hard-earned money on your product or service. Consider how unique your product or service is. Offer your services as a blogger.

Minimum Viable Product 111

Minimum Viable Product Cross-sell Niche Legal 111

Sales Hacker

JUNE 3, 2025

And I went to sell advertising solutions for them and I really enjoyed, you know, matching. audiences that were on Lycos, platforms to what an advertiser was looking to do sell their products. I set up an international centralized sales team in Barcelona for, for Yahoo’s advertising services. You know, Meta in Europe?

GTM 92

GTM Territory Gaming Sales 92

Salesforce

APRIL 10, 2025

The goalposts in customer service are always shifting. To stay ahead, your service strategy must evolve and thats where agentic AI, specifically Agentforce , can reduce time to value and increase self-service outcomes. Before you can define an AI strategy, you need to understand your organizations service strategy.

Service 106

Service Cross-sell Appointment Drivers/motivators 106

SaaStr

MAY 20, 2025

Keys to HubSpot’s Success: The “Hub” Strategy : HubSpot mastered the land-and-expand model, starting with Marketing Hub and strategically expanding to Sales Hub, Service Hub, CMS Hub, Operations Hub, Commerce Hub, and Content Hub.

Customers 109

Customers Non-Profits Education Cross-sell 109

Salesforce

MARCH 6, 2025

Almost two-thirds (65%) say they struggle to keep workers motivated to embrace the technology. Its more cost-effective to sell to an existing customer than to acquire a new one. Agentic AI empowers cross-functional collaboration. Of course, marketing often works closely with commerce, sales, and service.

Cross-sell 82

Cross-sell Campaign Technology Technology 82

Salesforce

FEBRUARY 17, 2025

Let’s explore the most effective sales tactics that help you sell smarter and grow faster. Craft a compelling value proposition Effective messaging is central to how to sell better and creating a strong value proposition starts with focusing on your customer. Are they motivated more by emotional needs or physical ones?

Territory 59

Territory Negotiate E-commerce Objectives and Key Results 59

SaaStr

MAY 20, 2025

NRR (Net Revenue Retention) : This measures how much revenue you retain from existing customers, including upsells and cross-sells, minus churn. Anything lower suggests youre too reliant on services or have inefficiencies in your delivery model. Its a key driver of NRR and overall growth.

Cross-sell 101

Cross-sell Drivers/motivators Growth Promote 101

ConversionXL

JUNE 16, 2022

These tactics are upselling and cross-selling (respectively). It’s hard to sell customers on something they don’t know they need. It’s not about selling additional products ( this is cross-selling ), nor is it only for selling more expensive items to happy existing customers.

Cross-sell 155

Cross-sell Sell Up-sell Technique 155

Iannarino

JULY 21, 2021

These problems, he concluded, should motivate me to fire my current partner and switch to his company. His main goal, though, was to sell his solution, something his email made perfectly clear. Creating value is what causes you to win a deal, after which you can deliver additional value through your company, product, and service.

Cold Call 305

Cold Call Cross-sell Gaming Clients 305

Sales Pop!

MARCH 17, 2023

Sales enablement refers to a set of processes and tools that are designed to help salespeople sell more effectively. By providing the sales team with marketing collateral and content that is relevant and useful, the sales team can effectively communicate the value of the company’s products or services to potential customers.

Cross-sell 244

Cross-sell Technique Sales Pipeline 244

Sales Pop!

FEBRUARY 27, 2022

What made items or services valuable to people? For example, selling to a person who is more advanced in age is considerably different from someone young or middle-aged. Salespeople must have a good grasp of who they are selling to with regard to preferences. When you truly service a customer, you have made an ally.

Cross-sell 246

Cross-sell Sales Pipeline Represent 246

Salesforce

NOVEMBER 21, 2023

Field service can help drive revenue growth by selling to your existing customers, also called upselling or cross-selling. We’ve found that 65% of mobile workers are successfully selling to existing customers. Let’s dig into each of these best practices for upselling and cross-selling in field service.

Service 105

Service Growth Cross-sell Appointment 105

Anthony Cole Training

SEPTEMBER 8, 2014

According to Wikipedia - A sales process is an approach to selling a product or service. In closing their comments, Trailer and Dickie clearly state that selling is both a science and an art. Several years ago, my good friend, colleague and business associate, Dave Kurlan, wrote a book titled Baseline Selling.

Process 208

Process Sell Cross-sell Negotiate 208

Sales Pop!

AUGUST 20, 2021

These can be a unique selling proposition, recommendations, business launch questions, success stories, demonstrations, and presentations. The type of B2B business focused on SaaS (Software as a Service) is most often cloud solution providers. selling a different product or upgrading their current product to a new version).

Inside sales 246

Inside sales B2B CRM Price 246

Salesforce

FEBRUARY 7, 2022

Leaders must ensure that service agents can provide the same level of service and personalization as customers receive from automated digital workflows. Even better: OOBO often results in opportunities to cross- and upsell. Service agents can cross-sell and upsell with OOBO.

Service 97

Service Cross-sell Customers Drivers/motivators 97

Salesforce

NOVEMBER 2, 2023

That’s the beauty of effective cross-selling. What you’ll learn: What is cross-selling? See how it works What is cross-selling? Cross-selling is a sales strategy where a seller offers complementary products or services to existing customers, delivering more value while increasing revenue.

Cross-sell 69

Cross-sell Sell Quota Pitch 69

Veloxy

MARCH 23, 2023

Encourages salespeople to perform better Sales quotas provide salespeople with a specific target to hit, motivating them to perform better. By setting achievable targets and motivating sales teams to hit these targets, businesses can increase their sales revenue and profitability.

Quota 246

Quota Profit margin Non-Profits Teamwork 246

SalesProInsider

JANUARY 14, 2021

Nik has tackled tight rope walks across gaps throughout the world, from the Grand Canyon to being high above Times Square to crossing a volcano in Nicaragua in 2020. It’s amazing how he slowly and surefootedly crosses the gaps. What Does It Mean to “Sell to the Gap”? What on Earth does this have to do with selling?

Drivers/motivators 93

Drivers/motivators Prospecting Cross-sell Sell 93

Salesforce

JULY 13, 2021

Customer service automation is key to efficiency in the contact center. Real customer service automation improvement ensures an automated workflow that people use, and that achieves the time, efficiency, and customer experience improvements you set out to address. Test your automated workflow. Ask for feedback on the experience.

Service 97

Service Process Customers Cross-sell 97

A Sales Guy

MAY 7, 2021

As Gap Selling has crossed the milestone of 50,000 copies sold , we are highlighting some of our favorite books to compliment your Gap Selling journey. I still believe if Gap Selling is on your bookshelf, and Keenan is on your playlist, Quiet is another great one to add to your collection. Our 3rd book recommendation?

Sell 170

Sell Cross-sell Up-sell Gaming 170

Martech

FEBRUARY 1, 2022

Moving is always a slog, but I’ve done it so often that I can do it on autopilot: Throw this out, pack that, sell what’s too good to pitch but not needed in the new place. But this time, I’m seeing companies moving to new email service providers (ESPs). After 17 moves, I have it down to a science.

Service 103

Service Assembly Line Cross-sell Follow-up 103

Heinz Marketing

MARCH 10, 2021

If you are selling a product or a service, make sure it is user-friendly. When your customers know you will provide them with top-notch service, competitive pricing and an unparalleled level of quality, you will have a loyal customer base. Cross-sell and Up-sell. The result is a highly motivated workforce.

B2B 138

B2B Cross-sell Retail Healthcare 138

Partners in Excellence

APRIL 5, 2024

For the past month, I’ve been publishing stories on “Why I’m So Interested In Selling.” Some have had long careers in selling, some are relatively new. They come from all over the world, they represent B2B, technology , basic materials, SaaS, industrial products, professional services, B2B2C and B2C.

Sell 143

Sell Cross-sell Drivers/motivators Education 143

Martech

MARCH 1, 2024

I see three drivers behind this stunning change: COVID-19, where personal selling was crippled and “retention is the new acquisition” became the latest catchphrase. Any dissatisfaction in product, service or overall experience creates an unbridgeable gap in retention efforts. Addressing such concerns is far from straightforward.

B2B 134

B2B Cross-sell Pharmaceutical Account management 134

SaaStr

MAY 30, 2024

Have you ever wondered how you could turn PLG concepts like the freemium model into a fast-growing revenue driver for your company? From a PLG perspective, if you make it easy for users to start using your product, any interaction with a rep or customer service person is a bad user experience. Let’s look at some examples.

Cross-sell 119

Cross-sell Customers Pitch Drivers/motivators 119

Martech

OCTOBER 19, 2023

It encompasses income generated from first-time customers, upsells, cross-sells and new product or service launches. Understanding the sources and drivers of new revenue empowers your teams to replicate successful strategies, target high-potential markets and capitalize on emerging opportunities. In your inbox.

Product 135

Product Contract Drivers/motivators SQL 135

Heinz Marketing

MARCH 9, 2021

The key to a good sales enablement strategy is knowing how to use the same people, products, and services, and aiding them to customize their selling approach to a targeted audience. Using this technology will not only demonstrate that your service is different and state-of-the-art, but will leave a lasting positive impression.

Teamwork 138

Teamwork Cross-sell Technology Technology 138

Heinz Marketing

SEPTEMBER 29, 2022

Using the bow tie funnel as a strategy, allows marketers to track customer growth and measure the drivers that impact total revenue. And, it also signifies the broad range of products or services you can encourage them to purchase from you in the future. Advantages of Bow Tie Funnel.

Profit margin 128

Profit margin Cross-sell Drivers/motivators Referrals 128

Openview

MAY 11, 2018

Now that’s a driver for scalability. Combining that cross-functional skill set with strong technical competences means that the best reps don’t rely on their sales engineers to explain how their solution integrates or complements their prospect’s technology stack. Next Gen Training and Development.

Drivers/motivators 105

Drivers/motivators Cross-sell Territory Sales 105

Sales Pop!

JANUARY 5, 2023

That mutual benefit came from perceived equality in the value of various goods or services to be exchanged. In our present world, we hear constant complaints, all across the globe, about being charged inflated prices for goods and services. As Frederic Bastiat stated, “When goods don’t cross borders, soldiers will.”

Pipeline 231

Pipeline CRM Intrinsic Networking 231

Sales Hacker

DECEMBER 14, 2022

Selling has historically been an inefficient activity. Salespeople typically didn’t get any guidance beyond “sell, sell, sell.” Sales enablement allows sales teams to understand products and services in greater detail than ever, along with questions and even objections. Motivations. Often the answer is no.

Meeting 121

Meeting Cross-sell Technique Education 121

SaaStr

NOVEMBER 12, 2020

Your ICP will help your org know who they’re selling to and why. Selling to larger businesses can mean more revenue, faster growth, and expansion, but it also brings the need for planning, increased expenses, and heightened exposure. Now, go sell upmarket! . Usually either by the number of employees or company revenue.

Sell 117

Sell Cross-sell Drivers/motivators Technical Sales 117

Martech

JANUARY 5, 2024

In my last article, I explained four things you must do to win a prospect’s trust before you ever mention your product or service. As with previous phases, this one is not about hard selling. Offering incentives can nudge those on the cusp of decision-making, providing the right amount of motivation to tip the scales.

Prospecting 124

Prospecting Customers Cross-sell Objectives and Key Results 124