Highspot

JANUARY 23, 2025

Yet, a rapidly changing landscape of technologies and buyer expectations can outpace professional development and overwhelm even seasoned professionals. McKinsey notes that as intelligent machines take over more physical, repetitive, and basic cognitive tasks, sales reps will need social, emotional, and technological skills to stand out.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Technique 52

Sales Hacker

MARCH 7, 2022

He has so much sales and management knowledge he could write a book on it — and, in fact, he’s written seven, including “Sales Management That Works: How to Sell in a World That Never Stops Changing.” Sales is cross-disciplinary. It also varies depending upon whom, and where you’re selling.”.

Cross-sell 108

Cross-sell Territory Finance Sales 108

Sales Hacker

APRIL 21, 2021

Proliferation of marketing and sales technology. The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. Creates processes to enhance cross-functional collaboration between sales, marketing, and customer success. Unified data problems. Alisa Goldschmidt ).

Finance 115

Finance Cross-sell SQL GTM 115

Salesforce

NOVEMBER 19, 2024

Importance of competitive pricing in business Types of competitive pricing strategies Pros and cons of competitive pricing Steps to developing a competitive pricing strategy Unify sales, finance, and legal on the #1 AI CRM When sales, finance, and legal are disconnected, the customer feels the pain. Learn how Revenue Cloud can help.

Price 52

Price Profit margin Territory Cross-sell 52

Sales Hacker

APRIL 6, 2022

And these manual processes take sales reps away from their most important activity: selling. If you’re selling a limited number of products or services, or have an extremely simple pricing model, a CPQ system may be beyond your needs. A better selling experience. 5 benefits of CPQ software. Scaling sales operations.

Cross-sell 108

Cross-sell Contract Price Finance 108

Sales Hacker

OCTOBER 2, 2020

A Sales Engagement platform is a technology platform that brings sales (and often customer success) activities under a single roof, allowing sales professionals to efficiently and effectively focus on selling. 10% of companies that have reduced headcount have reinvested the savings into new sales technologies.

Objectives and Key Results 139

Objectives and Key Results Sales Cross-sell Technology 139

Partners in Excellence

JULY 8, 2015

Marketing talks about their performance, sales, customer success, product management, engineering, development, finance, manufacturing, HR… Each has metrics and can go through pages and pages of data showing their performance. All of this because we aren’t aligned–cross functionally and vertically within our organizations.

Launch 115

Launch Manufacturing Cross-sell Finance 115

Sales Hacker

SEPTEMBER 2, 2020

The best sales teams don’t just sell — they keep customers happy and drive serious upsell, cross-sell, and expansion revenue. If you sell at a price point north of $50,000 per year, field sales is the perfect go-to-market sales motion for you. That kind of contract size almost always requires an in-person meeting!

Inside sales 131

Inside sales Cold Call Contract Price 131

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. For perspective, this is the buyer-driven outgrowth of what was integrated marketing.

B2B 120

B2B GTM Cross-sell Cold Call 120

Martech

JUNE 27, 2023

Sell, close. You may not be selling online end-to-end, but surely you can enable pieces of the journey, like quotes, purchase orders, contract pricing, channel partner support, order approvals, cross-sell and upsell, licensing, renewals, reactivation, winback, etc. Motivate interaction. Capture visitor data.

B2B 119

B2B Customers Cross-sell Price 119

Sales Hacker

APRIL 16, 2020

As a result, all selling approaches that focus on selling a product or taking an order will fail. Sales enablement is a cross-functional discipline for driving your desired sales results. That’s true in all areas of our lives — including how we run our businesses. Buyers are in fear, postponing decisions and cutting budgets.

Objectives and Key Results 130

Objectives and Key Results Cross-sell Quota Sales 130

Martech

MAY 10, 2023

Agile marketing is a framework that uses self-organizing, cross-functional teams that work in frequent small bursts (called “sprints”). Cross-functional collaboration. It seeks to eliminate silos by with a cross-functional approach that unifies departments and fosters collaboration. Customer data platforms (CDPs).

Cross-sell 112

Cross-sell Campaign Finance Technology 112

Partners in Excellence

MARCH 8, 2015

” It may be high pressure selling techniques. A lot of the reluctance has been just bad selling. We sometimes, both on the buying and selling side, exaggerate our own importance in a decision or in our companies. Technology enables us to dramatically increase the volume and velocity of what we do.

Technique 114

Technique Cross-sell Entertainment Up-sell 114

Salesforce

OCTOBER 4, 2024

Unify sales, finance, and legal on the #1 AI CRM When sales, finance, and legal are disconnected, the customer feels the pain. Having a dedicated RevOps resource to keep track of technology and the data shared between systems can save you money in the long run and ensure efficiency in the short term. Watch the demo

GTM 98

GTM Territory Finance E-commerce 98

Hubspot

JUNE 8, 2021

For the same reasons that inside sales reps roles are growing, outside sales reps now often rely on technology to land customers. Nearly half of their time is spent selling remotely (i.e. It's good to check how much travel is involved, what technology you'll have access to, and what performance metrics you'll be evaluated against.

Commission 94

Commission Territory Finance Inside sales 94

Salesforce

AUGUST 24, 2021

Over the past 20 years of my career, I’ve analyzed the digital economy, enterprise technology, and the evolution of customer behaviors. Believe me when I tell you: teams and companies aren’t using CRM technology to its full potential as the engine for customer-centered growth. Read The State of CRM. View the study. Employees agree.

CRM 98

CRM Finance Customer Relationship Management Technology 98

SaaStr

MARCH 31, 2022

Jessica Alexander, Senior Director Cloud Technology & OEM Partnerships, Crowdstrike. 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. Rico Mallozzi, Sr.

Cross-sell 103

Cross-sell Finance Strategize Technology 103

Martech

SEPTEMBER 29, 2023

B2B marketers are getting a lot from the huge amount of new marketing technology, but it comes with more than a few challenges: Systems integration, budget woes, demonstrating ROI to name a few. And it supports the data needs of the entire firm, from manufacturing to finance. Your reps can spend more time selling and less time writing.

B2B 98

B2B Teamwork Referrals Cross-sell 98

SaaStr

JULY 20, 2022

You’ve identified a persona to sell to and a problem you solve for buyers. Hire according to empirical indicators, not the financing plan. As scaling occurs, the question of expanding beyond your initial selling borders will naturally come up. First is simply delaying expansion due to the anxiety of crossing a new threshold.

Cross-sell 103

Cross-sell GTM Finance Quota 103

Martech

FEBRUARY 25, 2022

With martech budgets under greater scrutiny in the current environment, marketing leaders are expected to be able to demonstrate ROI for any new technology investment. Budgeting and planning leverage marketing, CRM and finance systems to measure, track and optimize marketing performance. Product overview.

E-commerce 122

E-commerce B2C Manufacturing Hospitality 122

Salesforce

NOVEMBER 9, 2021

Customers now demand otherwise, and technology makes the shift to a unified, customer-centric model a reality today. 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.

Customers 98

Customers CRM Finance Cross-sell 98

The 5% Institute

OCTOBER 1, 2020

The sales consultancy industry can be a very lucrative career and business choice, and is only going to increase in popularity as more people move into consulting roles due to business technology disruption. Corporate finance and lending. But what does sales consultancy mean? Industry Examples. Procurement. Risk management.

Consult 105

Consult Cross-sell Sales Real Estate 105

SBI

NOVEMBER 2, 2017

For example, Model N provides solutions for Finance and Product teams to maximize revenues by designing more effective pricing and discount programs, and analytical solutions to develop new product launch strategies that maximize sales in a global market.

Cross-sell 52

Cross-sell Finance Contract Legal 52

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

Hubspot

AUGUST 23, 2018

Since blockchain technology hasn’t been widely implemented, it makes sense that the SMB community considers it to be the most difficult emerging technology to understand. Blockchain is the underlying technology for digital currency like Bitcoin, Litecoin, and Ethereum and other digital properties. But with over $1.3

Cross-sell 70

Cross-sell Networking Finance Technology 70

Martech

SEPTEMBER 25, 2023

Finance departments have widely adopted this “leaked” funding approach in start-ups and established companies. Marketing must be constantly available to potential buyers when they become interested in your product — not necessarily when you want to sell it. I just don’t know which half.” direct marketing, sales calls and web visits).

A/B testing 124

A/B testing Tradeshows Finance Cross-sell 124

Sales Hacker

FEBRUARY 2, 2024

Flex is a finance super app built around a credit card with unique Net-60 day terms that enables businesses to make an investment today and pay it back 60 days later with zero percent interest. If selling up-market and doing higher ACV deals, most likely 90% of these are being touched by sales, marketing, and partners. Seed funding.

GTM 120

GTM Pipeline SQL UX 120

Gong.io

NOVEMBER 12, 2021

and cross your fingers that you sat in on the “right” calls. The goal of prospecting is to sell the meeting. Instead, focus on selling the meeting. #2 Qualification: When evaluating a technology partner, what’s most important to you? Note: The 11-14 recommendation does not hold when selling into the C-Suite.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

The 5% Institute

FEBRUARY 12, 2020

Sales consulting can be a very lucrative career and business choice and is only going to increase in popularity as more people move into consulting roles due to business technology disruption. Corporate finance and lending. But what is sales consulting? And could sales consulting possibly be the right career choice for you?

Consult 98

Consult Cross-sell Sales Real Estate 98

Partners in Excellence

MAY 3, 2022

Let’s imagine an IT technology challenge, though we can apply this thinking to just about any problem. Finance will see the problem in a different way than IT and customer service. Yet when we talk about the same things to the end users, they look at us with their eyes crossed. But that requires us to sell differently.

Strategize 102

Strategize Territory Cross-sell Finance 102

Salesforce

JANUARY 3, 2022

As our recent Sales Summit revealed, the old ways of selling — aggressive quotas, in-person sales calls, nagging pipeline reviews — just don’t work anymore. Learn more: “Diversity Sells”. We’ve been able to leverage technologies like Quip to ensure everyone has the insights they need [to] succeed. Gamify selling for your reps.

Growth 98

Growth Quota Intrinsic Cross-sell 98

Sales Hacker

SEPTEMBER 11, 2020

Imagine having the opportunity to sell into a company like Lyft in 2011. The total addressable market continues to grow and is ripe for selling to, but very few startups reach unicorn status. Nor is it necessary for a startup to work on technology, or take venture funding, or have some sort of ‘exit.’ trillion worth of funding.

Sell 101

Sell Minimum Viable Product Objectives and Key Results Cross-sell 101

Miller Heiman Group

SEPTEMBER 5, 2019

A formal sales data strategy is a documented framework that collects information from sales technology tools—and it should have executive sales ownership and buy-in. Focusing their coaching and selling efforts. On average, sales organizations use 10 different sales technologies and plan to implement four more this year.

Government 63

Government Cross-sell Territory Finance 63

Sales Hacker

SEPTEMBER 4, 2018

Inspire new sales (upsell, cross-sell). Upsells and cross-sells can also be driven by a variety of roles and at moments throughout the cycle. It also involves translating your customers’ successes into a platform for orchestrating repeat business, recurring income, referrals, upsells, cross-sells, and brand advocacy. .

Customers 69

Customers Cross-sell Referrals Growth 69

Salesforce

OCTOBER 12, 2021

They see how all departments can drive revenue for the company; those departments can include sales, marketing, customer success, and finance. The CRO leverages cross-functional knowledge to create a complete view of the customer lifecycle from bringing in new leads to closing deals to renewing customer contracts.

Gaming 98

Gaming Cross-sell Sales Finance 98

Sales Hacker

APRIL 1, 2021

If you’re an OEM or selling physical products, this one’s for you (sorry, SaaS folks). Expansion to new territories is never easy, but the coronavirus is providing a wakeup call for enterprises and established companies to start looking at how customers say they prefer you to sell to them.

E-commerce 86

E-commerce Territory Transportation B2C 86

Sales Hacker

MAY 26, 2021

Sales ops is responsible for supporting and enabling sales reps to sell efficiently and effectively. Sales operations teams bring a system of selling and structure to a sales organization. The focus is on things like reporting, territory management and later stage tasks such as contract negotiations and finance approvals.

Territory 69

Territory Objectives and Key Results Finance Cross-sell 69