Highspot

MAY 9, 2023

The bad news is today’s sales professionals face arguably the hardest selling environment in a decade. AI can amplify and accelerate work across your go-to-market, but it can’t replace the people. Enter generative AI and its potential to automate, co-create, and deliver intelligence.

Cross-sell 98

Cross-sell Strategize Sales Entertainment 98

Salesforce

SEPTEMBER 19, 2023

Trait 2: Data-obsessed CROs own the go-to-market strategy. Should we enter new revenue models, like selling subscriptions? How can we target the right customers at the right time (and on the right channel) for upsells and cross-sells? It’s 9 a.m., you’re a CRO, and the coffee is kicking in.

Gaming 59

Gaming Cross-sell Price Customer Relationship Management 59

Highspot

JANUARY 9, 2024

The B2B sales process is a structured yet flexible journey tailored to meet the unique needs of customers. Each stage requires specific selling skills to satisfy prospect needs. B2B sales training equips sellers with skills, techniques, and tactics for selling products or services to other businesses. What is B2B Sales Training?

Technique 52

Technique B2B Cross-sell Negotiate 52

SalesLoft

AUGUST 23, 2019

, you know that SalesLoft’s self-declared sales nerd and podcast host, Jeremey Donovan asks every guest two questions: What is the first thing you remember selling? From that list, we focused in on the 5 most frequently recommended books and noticed something pretty important: They aren’t all about selling. . The takeaway?

Cross-sell 96

Cross-sell Niche Sales Quota 96

Salesforce

JULY 28, 2022

Elyse Archer , founder and CEO of She Sells, said this should start with the customer need: “What can you change in your processes, systems, and delivery to serve them best now?” Upskill and cross-train your teams. A resilient sales org can nimbly respond to market changes whenever they arise. Speed up rep success. said Batrawy.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Highspot

NOVEMBER 24, 2021

Beyond simply changing where we sell, research shows that over the past two years, the core values of buyers have shifted as well. How you sell to and engage with customers is now just as, and in some cases, more important than what you are selling. What initiatives does the company need to align to make these changes last?

Cross-sell 52

Cross-sell High impact Go To Market Strategize 52

The Lost Book of Sales

AUGUST 15, 2021

🌪 Book summary #1 (long): Crossing the Chasm by Geoffrey Moore Outtake: -> What is the “Chasm”? We have enough high-tech marketing history now to see where our model has gone wrong and how to fix it. If so, ask to see the go-to-market strategy. Work only with people you enjoy.

Cross-sell 98

Cross-sell Gambling GTM Territory 98

Salesforce

NOVEMBER 7, 2023

Team selling is more important than ever, and sales kickoffs help us sell faster and smarter when we learn more about each other’s working styles. Maybe you’re launching a new product, selling into a new industry, or tweaking the sales process. SKOs are all about: Camaraderie. Collaboration.

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64

Martech

MARCH 10, 2022

When you consider the above, you start to understand why a “zero-touch” approach is so important; it allows the prospect to buy the way they want to buy and not necessarily the way you want to sell. Meet pipeline objectives and key results (OKRs) for ABM campaigns. Get the daily newsletter digital marketers rely on.

E-commerce 110

E-commerce Growth Cross-sell Objectives and Key Results 110

Martech

DECEMBER 21, 2022

Product management : This aims to develop or bring a new product to the market. This is closely related to “go-to-market” strategies. Sales : Your sales team’s job is to sell your products or services to customers, converting qualified leads into buyers.

Objectives and Key Results 103

Objectives and Key Results Teamwork Cross-sell Customer Relationship Management 103

Highspot

FEBRUARY 14, 2024

By defining specific goals and identifying key performance indicators (KPIs), a sales and marketing plan provides a structured framework for marketing and sales to align their go-to-market efforts. And when teams are aligned, companies can generate up to 208% more revenue from their marketing efforts.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Click Through Rate Lead generation 52

Highspot

FEBRUARY 14, 2024

By defining specific goals and identifying key performance indicators (KPIs), a sales and marketing plan provides a structured framework for marketing and sales to align their go-to-market efforts. And when teams are aligned, companies can generate up to 208% more revenue from their marketing efforts.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Click Through Rate Lead generation 52

Highspot

JUNE 11, 2020

Cross-functional input into go-to-market strategies. Seamless handoff between marketing-generated leads and sales. Through these actions, marketing supports sales by ensuring that buyers are educated, interested, and engaged — and more likely to start, or continue, doing business with you. Strategize together.

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Go To Market 69

Go To Market Process GTM Launch 69

InsightSquared

APRIL 14, 2021

They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. Knowing this key sales metric offers an opportunity to assess high-value customers for up-sell and cross-sell potential. Are we overlooking up-selling and cross-selling to this high-value customer?

Contract 62

Contract Territory Cross-sell Pipeline 62

Gong.io

SEPTEMBER 14, 2022

Hence, every business that wants to grow needs direction in the form of a go-to-market strategy. . A go-to-market strategy framework is a blueprint for growth. It’s a living document that keeps your teams focused and aligned and helps you meet your goals. . What is a go-to-market strategy?

Go To Market 62

Go To Market GTM Launch Promote 62

criteria for success

MARCH 25, 2020

And no matter where you are or what your organization sells, you’ve likely seen an impact on your business. Selling Through Uncertainty. Criteria for Success is hosting a series of group Q&A's about selling during COVID-19. How to Run a Sales Team Meeting. Step two: Keep a consistent meeting cadence.

Cross-sell 66

Cross-sell Sales Up-sell Meeting 66

Highspot

SEPTEMBER 28, 2021

Go-to-market teams work in silos, rarely communicate. Go-to-market teams collaborate continuously to drive outcomes. Static relationship with market, slow to adapt. Nimbly adapts to shifts in market. Your sales acceleration strategy should touch all aspects of your go-to-market approach.

Sales 52

Sales Cross-sell Growth Technique 52

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. AI is likely the next platform, dev tools are strategic given the scarcity of developers, cybersecurity is front and center for enterprises, and the data stack is still going strong. Org Building Ideas for Cross-Border Companies. It’s a close-knit buyer/seller group.

GTM 81

GTM Cross-sell Niche Strategize 81

SalesLoft

OCTOBER 21, 2016

The acceleration time of those teams’ ROI is rapidly rising, and of those teams executing account-based strategies, half are already meeting/exceeding key revenue metrics. High value accounts that meet a CLTV target based on number of employees. Cross-functional orchestration. So what’s the hold up?

Cross-sell 52

Cross-sell GTM Referrals Contract 52

Sales Hacker

APRIL 1, 2021

If you’re an OEM or selling physical products, this one’s for you (sorry, SaaS folks). As the world is starting to reopen, there is likely room for your products in new markets, if you understand the complexities and risks. Can You Meet Regulatory Opportunities and Advantages? Can Your Expansion Be Simplified?

E-commerce 67

E-commerce Territory Transportation B2C 67

SaaStr

MAY 27, 2023

So, whether you’re hiring or you’re selling or you’re running a leadership meeting, a lot of the time you’re banking on your natural skills and experience to get you to a good result so you can move on to the next thing. There is so much wisdom and practical advice out there if you go looking for it. Let’s get to market.

Gaming 69

Gaming Trust Cross-sell Closing 69

Highspot

OCTOBER 23, 2023

Nearly 30,000 new products are released into the market every year. There are several underlying causes behind this, from lack of preparation to failure to meet the needs of customers. It starts with strategic actions, teamwork, and market understanding. However, 95% of those products tend to fail.

Launch 59

Launch Negotiate Product GTM 59

Highspot

NOVEMBER 1, 2022

Sales performance is affected by your enablement efforts, such as sales training or content management; sales productivity; your customer experience; your cross-functional alignment across sales and marketing team members; and your company culture. What Factors Affect Sales Performance. Refresh your sales strategy.

Objectives and Key Results 52

Objectives and Key Results Assembly Line Cross-sell Sales 52

SalesLoft

JUNE 26, 2020

Lindsay: When COVID-19 hit in late February, Limeade created a five-person cross-departmental team across sales, marketing, and customers. We met three times per week to align on our go-to-market strategy. . SalesLoft: How did the marketing and revenue teams come together to focus on brand awareness?

A/B testing 52

A/B testing Teamwork Cross-sell Finance 52

Hubspot

JUNE 8, 2021

In an increasingly digital world, inside salespeople are the go-to for prospecting, nurturing, and converting leads remotely. They rely on email, phone calls, videos, and virtual meetings—instead of face-to-face interaction—to build relationships and move people through the sales funnel. using Zoom, Skype, email, and CRM).

Commission 76

Commission Territory Finance Inside sales 76

Highspot

DECEMBER 18, 2019

The sales kickoff, or SKO, is your go-to-market team’s annual strategy meeting. Done right, a great SKO provides cross-team visibility into major business initiatives for the coming year, motivates the team, and creates momentum. Mixing in fun will keep your teams refreshed and ready to return to selling renewed.

Cross-sell 52

Cross-sell Presentation Follow-up Drivers/motivators 52

Highspot

MARCH 30, 2021

Sales performance is affected by your enablement efforts, such as sales training or content management; your customer experience; your cross-functional alignment; and your company culture. That’s because certain sales models are better suited to certain types of businesses, selling motions, or solutions. Make decisions with data.

Objectives and Key Results 69

Objectives and Key Results Assembly Line Cross-sell Sales 69

Highspot

APRIL 2, 2020

Modern sales ops professionals play a vital role in the success of a sales organization by staying ahead of problems and enabling the sales team to focus on selling. Planning and strategizing go-to-market plans. Automating any possible selling or non-selling tasks. Sales process optimization and lead management.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

Heinz Marketing

AUGUST 30, 2021

This week’s show is called “ The Evolution of Successful Social Selling ” and our guest is Jamie Shanks , CEO @ Sales for Life and Pipeline Signals. Sort of when lots of people say that they were the godfather of social selling, you were there at the start. You can even ask Alexa! I’m giving you that credit.

Pipeline 117

Pipeline Sales Up-sell Cross-sell 117

SBI

MARCH 8, 2018

SAVO enables: Sales Transformation – We accelerate large sales transformations like M&A, changing sales coverage, or implementing a new sales methodology like Challenger to get sellers back to selling quickly. Kick Off Call & Focused Virtual Meetings – SAVO has a kick off call to consult with the client’s core team.

Gaming 55

Gaming Strategize Government Cross-sell 55

Sales Hacker

SEPTEMBER 10, 2018

“Hunters” typically have salaries tied to revenue; “farmers” usually get compensated based on renewal percentages; “prospectors” might receive pay for setting up qualified meetings. As you can imagine, that’s a tough sell, especially when you’re at a startup or entering new markets.

Quota 84

Quota Represent Cross-sell Drivers/motivators 84

Sales Hacker

JUNE 14, 2021

An e-commerce tech firm learned that there should not be a hand-off between sales and marketing once selling conversations begin. Our client’s software that was designed specifically to integrate with SAP’s ERP does not have the capability at this time to meet the needs of “rental” businesses.

GTM 81

GTM E-commerce B2B Profit margin 81

SalesLoft

JANUARY 19, 2017

At this time I was tasked with developing & executing sales account strategy and managing the training of all go-to-market teams. Reps have a tendency to make excuses for the prospects they spend time trying to convert and less time being highly exclusive with whom to sell to. Your ICP could include 20 or more criteria.

Cross-sell 52

Cross-sell Sales Contract Prospecting 52

Sales Hacker

SEPTEMBER 11, 2020

Imagine having the opportunity to sell into a company like Lyft in 2011. Imagine growing with them on their journey to becoming a publicly-traded company with an $11+ billion market cap. The total addressable market continues to grow and is ripe for selling to, but very few startups reach unicorn status.

Sell 78

Sell Minimum Viable Product Objectives and Key Results Cross-sell 78

Highspot

DECEMBER 19, 2023

Facilitate Better Sales and Marketing Alignment By incorporating marketing initiatives into sales strategies, the playbook ensures that both teams work towards common goals with consistent messaging and resources. This results in a more powerful go-to market strategy.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

Hubspot

SEPTEMBER 12, 2018

But what is a sales pipeline and why is it so instrumental to selling success? Certain prospects may even skip stages in your pipeline -- for example, if a buyer proactively introduces you to the budget authority before you’ve asked, you’d move the deal straight from “initial connect” to “meeting with decision maker.”.

Pipeline 101

Pipeline Negotiate Objectives and Key Results Sales 101