Partners in Excellence

SEPTEMBER 4, 2013

Our job as sales professionals becomes aligning our selling process with the customer’s buying process, moving through the process in a disciplined manner. I think this picture represents a lot of what I see in B2B buying cycles. In crass sales terms, growing our share through cross sell and upsell.

Cross-sell 125

Cross-sell Represent Account management Quota 125

Search Engine Land

FEBRUARY 20, 2024

For third parties, there is no way of reverse engineering the value or rebuilding Google’s infrastructure and algorithms. Service providers circumnavigate this challenge by offering alternative rank names and values, presumably representative of what Google uses internally. Unique selling proposition. Performance.

Gambling 105

Gambling Cross-sell CTR Represent 105

Partners in Excellence

JULY 8, 2013

The way customers buy is changing, the complexities of our own products and solutions, the broad range of people involved in the customer buying process mandates a different approach to selling and careful reconsideration of how we define the role of account and territory managers. And all the traditional selling skills underlie all these.

Territory 120

Territory Account management Cross-sell Sales 120

Veloxy

AUGUST 31, 2023

Know your product Whereas inside sales reps need to speak intelligently about their products, outside sales reps also need to know how best to use their products, their industrial applications, and in some cases the products’ intricate engineering. Maybe you’re selling the right products to the wrong audience in the wrong market.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

SaaStr

FEBRUARY 2, 2020

But if you want to meet with, interact with, share with, and sell to 5,000+ SaaS and Cloud CEOs (out of 15,000 attendees), SaaStr Annual is the place. Every Functional Area is Actually Pretty Well Represented. CEOs represent 35% of the attendees, which is actually kind of stunning. Let’s take a deeper look: 1.

Cross-sell 103

Cross-sell Represent Meeting Gaming 103

Partners in Excellence

SEPTEMBER 10, 2012

They represent strategic priorities and initiatives for the organization and the organization needs to align resources and commitments to support the implementation and execution of these strategies. There really are a few core strategies that companies look at: How do we find more stuff to sell within our current sweet spot?

Non-Profits 110

Non-Profits Manufacturing Cross-sell Education 110

Salesforce

NOVEMBER 18, 2024

These agents are configured with Salesforce data, its Atlas Reasoning Engine that plans, evaluates, and refines actions, and industry-specific data models for banks, lenders, insurers, and wealth and asset managers using the trusted AI Einstein platform. Back to top.

Service 52

Service Non-Profits Territory Trust 52

Veloxy

OCTOBER 26, 2023

The Role of a Medical Device Sales Rep Medical device sales representatives play a critical role in the healthcare industry, selling and promoting medical devices to healthcare professionals. Aligning your personal and professional interests with the medical devices you sell can help you excel in your role.

Healthcare 130

Healthcare Hospitality Networking Negotiate 130

Sales Hacker

JULY 16, 2020

In May 2020, Facebook announced it was buying the gif search engine , Giphy, for $400 million — primarily for its Instagram product. This makes a gif search engine extremely valuable to the most-used products of our time. As a sales professional, building and co-selling with your ecosystem can help you shake loose new revenue.

Pipeline 118

Pipeline E-commerce Cross-sell Referrals 118

SaaStr

JANUARY 31, 2022

This strategy, called Land and Expand, penetrates multiple departments and multiple locations and forms a transactional business engine. . Adding C-level engagements and cross-departmental selling will lengthen your sales cycle but it will provide you with customers who stick and an increased average transaction size.

Territory 98

Territory Cross-sell Quota Networking 98

Martech

JUNE 27, 2023

Sell, close. Experiment with different organizational options and internal search engines. You won’t know their actual names, but you will know the firms they represent. Ecommerce is perfect for selling low-margin replacement parts, financing solutions and warranties. Motivate interaction. Capture visitor data.

B2B 122

B2B Customers Cross-sell Price 122

Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. According to Gartner, 77% of B2B buyers say their most recent purchase felt “very complex or difficult,” highlighting the importance of thorough product knowledge for anyone selling or supporting a solution.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Martech

OCTOBER 6, 2021

In practice, your own efforts here are likely to represent variants or a hybrid combination of scenarios. This sort of inbound personalization isn’t new, and some of you have been fiddling with rules engines for as long as two decades. Source: RSG. Online retail and e-commerce more generally is a special use case for personalization.

Technology 117

Technology Technology E-commerce A/B testing 117

Sales Hacker

JUNE 9, 2021

The sales development representative (SDR) is actively engaged in this stage of the marketing funnel and takes the lead in communicating. While both terms are used to describe the flow of prospects through a sale, a sales funnel represents the quantity and conversion rate of said prospects through your pipeline stages. What’s next?

SQL 124

SQL Pipeline Sales Cross-sell 124

Hubspot

MARCH 18, 2019

These customers represent a disproportionate percentage of your revenue, refer new prospects to your company, give you credibility in their space -- or all of the above. The difference between key account management and selling. Does your product have upsell and cross-sell potential? The benefits.

Account management 100

Account management Objectives and Key Results Cross-sell Non-Profits 100

Partners in Excellence

MAY 15, 2014

Jill Konrath has written a brilliant book, Agile Selling , that identifies many of these things. It’s a fantastic follow on to Jill’s previous books, Selling To Big Companies and SNAP Selling. Where those focused more on the “how-to’s,” Agile Selling focuses on “how to be.”

Sales 116

Sales Cross-sell Technique Up-sell 116

SaaStr

NOVEMBER 4, 2022

Partnering to sell to SMBs while you’re an expert in selling to enterprises. Partnering to sell in Europe, Latin America, or Asia with successful partners in those regions. Helping your partner sell their own product quickly will always win over sales commissions as the motivation to sell your product. .

Growth 19

Growth GTM Cross-sell Non-Profits 19

Pointclear

FEBRUARY 26, 2013

Our members execute big-ticket cross-border IT services projects. A common cross-cultural misunderstanding in these projects occurs when the service provider gives the customer only good news. Selling depends on relationships, too. Cross-cultural leads are harder to close. ITSMA’s member companies see this every day.

Closing 79

Closing Cross-sell Finance Negotiate 79

SBI

FEBRUARY 3, 2021

The 2021 salestech market map represents a complete and thorough re-audit. As an example, some analyst firms might refer to our “Video Selling” category as “Asynchronous Video.” It’s been great to see new solutions come to market specifically aimed at Presales – often called Technical Sales or Sales Engineers.

Cross-sell 72

Cross-sell Objectives and Key Results Technical Sales CRM 72

SaaStr

NOVEMBER 1, 2022

SaaStr had more than 10,000 delegates this year and India was well represented, with 5%-10% of exhibition booths and strong presence on stage. We remain optimistic about the prospects of cross-border SaaS. Org Building Ideas for Cross-Border Companies. SV SaaS companies sell to other SV SaaS companies. Bundling is real.

GTM 114

GTM Niche Cross-sell Contract 114

Hubspot

FEBRUARY 7, 2018

Sales Engineer. How to know if this job is right for you: Being an AE is a natural next step once you’ve gotten some selling experience under your belt. It’s also harder to learn selling fundamentals when you’re operating solo or in a small team. But account managers also look for upsell and cross-sell opportunities.

Territory 101

Territory Commission Outside Sales Account management 101

SaaStr

JANUARY 30, 2023

To tap into this revenue potential, Deel grew the account management team so managers could reach out to clients, share products, upsell, and cross-sell. You may have a one-person representative in each continent who does the job of an SDR, closes deals, takes care of partnerships, marketing, and more.

Cross-sell 107

Cross-sell Account management Clients Growth 107

SaaStr

MAY 27, 2021

Many founders are design, product, or engineering-focused and have never hired for sales, marketing, or revenue operations. A Pair of Sales Development Representatives. The second pipeline hire should be a mid-level sales development representative (SDR). A Quota-Carrying Sales Representative.

Pipeline 88

Pipeline Quota Represent Cross-sell 88

ConversionXL

OCTOBER 4, 2022

Everyone is selling online; you’re competing in a digital mall with endless aisles. How are they representing themselves? Burrow sells a number of product types, from sofas to rugs to bedroom furniture. MCM , for example, uses personalized emails to remarket browsed products, and provide upsell and cross-sell recommendations.

Referrals 129

Referrals Retail Growth Cross-sell 129

Search Engine Land

MARCH 6, 2024

Keyword targeting Brands have keywords that represent who they are, what they do, the problems they fix and the products and services they offer. Profile optimization Keywords go a long way in search and that’s not just for search engines. People use keywords to search on social media just like they do on search engines.

Objectives and Key Results 112

Objectives and Key Results Cold Call Cross-sell Engineering 112

Martech

SEPTEMBER 24, 2021

A successful ABM strategy aligns sales and marketing departments to focus on a select number of high-value accounts that represent the highest potential business opportunity. ABM isn’t just about acquiring new target accounts, it’s about retaining and growing target accounts through cross-sell, upsell and advocacy programs.

B2B 133

B2B Pipeline Campaign Cross-sell 133

ConversionXL

NOVEMBER 29, 2018

Despite the benefits, getting unpaid users to become paid users—”crossing the penny gap”—is hard. The penny gap is the transition point from unpaid to paid customer, and both freemium and free-trial options must convince users to cross it. Cross-sells. The formidable penny gap. – Josh Kopelman , First Round Capital.

Customers 119

Customers Cross-sell Referrals Networking 119

Sales Hacker

FEBRUARY 2, 2024

If selling up-market and doing higher ACV deals, most likely 90% of these are being touched by sales, marketing, and partners. Vanta: Crossed $100M in ARR, nearly doubling our customer base to 7,000 companies globally, including Atlassian, Chili Piper, Flo Health and Quora. Meaning, revenue is a team sport. Seed funding.

GTM 117

GTM Pipeline SQL UX 117

Hubspot

JUNE 8, 2021

Nearly half of their time is spent selling remotely (i.e. Their main goal is to help customers increase the ROI on a purchase, so they'll often connect with a salesperson if an opportunity to cross-sell or upsell arises. Sales Engineer. using Zoom, Skype, email, and CRM). Regional Sales Manager. Image Source.

Commission 94

Commission Territory Finance Inside sales 94

Salesforce

NOVEMBER 30, 2023

The top of the funnel represents people who have little to no experience with a brand. Organic marketing campaign tactics (unpaid) usually aim to improve the website’s search engine optimization (SEO). ” Paid search lets you prominently appear in search engine results and target your customers with precision.

Campaign 115

Campaign Click Through Rate E-commerce Contact 115

Salesmate

DECEMBER 4, 2020

Also, with the statistics of 60% of people using multiple search engines to find a particular website, the use of CRM has increased even further to get more data on their target audience. A good CRM is the one that helps sales representatives get more productive and generate better sales results. Sales Reps.

CRM 128

CRM Service Finance Customer Relationship Management 128

Search Engine Land

NOVEMBER 17, 2023

1, it caused a shockwave across the search engine optimization ( SEO ) world. If you’d like to catch up on this story, you can find some other notable replies here: Danny Sullivan wrote an eloquent essay addressing criticisms of him individually and Google as the organization he represents. Plush penguins sound absolutely adorable.

Engineering 121

Engineering Niche Promote Up-sell 121

ConversionXL

AUGUST 12, 2020

explained: Everything any team does will have an impact on the user experience, from back-end engineers to customer success specialists. Chen offered a common example: The customers we talk to might not be representative of our target customers. Get CCOs to represent. As Chang Chen, Head of Growth & Marketing at Otter.ai

Customers 74

Customers Cross-sell Objectives and Key Results UX 74

SaaStr

APRIL 26, 2024

So, you want to enable your engineers to leverage these use cases by having the right metrics, making sure data is clean, and not overfitting, including for models that take care of themselves. Relevance Cross-selling One person might be looking for a product and want to see that one thing.

Product 112

Product E-commerce Cross-sell Engineering 112

RingDNA

MARCH 26, 2025

If you live for weekend trout fishing trips you might slip it in there, but not at the expense of describing the products or services you are selling. For example, say you sell commercial property insurance. SDRs & Sales Reps: LinkedIn is the perfect playground for social selling. Forget cold calling as your only tool.

Closing 62

Closing B2B Sell Referrals 62

Salesforce

NOVEMBER 9, 2021

It’s about uniting cross-functional counterparts to own roles in collecting data and surfacing critical insights, at every stage of the customer journey, to help key decision-makers learn what customers really need. It’s really easy to sell something once. It’s really easy to sell something once.

Customers 98

Customers CRM Finance Cross-sell 98

Martech

OCTOBER 23, 2023

Google is on trial for allegedly using underhand tactics to ensure it stays the world’s leading search engine. Justice Department claims Google, which owns a 90% market share in search, paid massive sums to companies like Apple to make it the default search engine on products like the iPhone. Google is ‘using clicks in rankings’ (Sept.

Trust 96

Trust Objectives and Key Results Engineering Negotiate 96