Highspot

JANUARY 9, 2024

What makes it more complicated is that 90% of buyers don’t follow a linear sales funnel path , leaving sales reps little to no room for mistakes. This makes B2B sales training more important than ever. What Does the B2B Sales Process Look Like? What Is B2B Sales Training? What is B2B Sales Training?

Technique 52

Technique B2B Cross-sell Negotiate 52

SalesLoft

MARCH 31, 2022

The sales industry is advancing more quickly than ever before. . Both the pandemic and full adoption of digital selling have rapidly improved the way that we are looking at workplaces and teams, how we communicate with customers, and ultimately how we sell. Henrique Moniz de Aragao , VP of Sales at Ultimate.ai.

Objectives and Key Results 105

Objectives and Key Results Cross-sell Objection handling Sales 105

Salesforce

JULY 28, 2022

Fortunately, sales leaders can work to avoid these hardships by acting now. To ensure your company is recession ready, develop a game plan for your sales organization that focuses on investments in tools, training, and effective sales tactics. Upskill and cross-train your teams. Speed up rep success.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Martech

DECEMBER 26, 2023

Channel partner marketing means efforts to recruit and support third-party partners to expand a vendor’s market access. Traditional support methods include training, data-sharing, co-marketing campaigns, rebates, MDF (market development funds), and sales enablement, like content, events and sales playbooks.

B2B 106

B2B Cross-sell Hospitality GTM 106

Gong.io

OCTOBER 19, 2021

For a long time, sales leaders thought that the way to give sales teams a leg up was to help them target the right buyers in the right ways. But if you thought that gifted reps and some targeted marketing would get your team to the top, pull up a chair. Sales Enablement is about to become your priority (if it isn’t already).

Quota 164

Quota Sales Strategize Objection handling 164

Salesforce

SEPTEMBER 19, 2023

Often, CROs have risen up through a classically successful sales career, only to face an entirely new challenge: take over every revenue-generating function in the business to drive predictable growth. A chief revenue officer (CRO) is responsible for every process that generates revenue in an organization.

Gaming 59

Gaming Cross-sell Price Customer Relationship Management 59

Highspot

FEBRUARY 14, 2024

A comprehensive sales and marketing plan sets up organizations for long-term growth and success. In this guide, we’ll dig into the differences between sales and marketing plans, how to create your plan, and templates to get the ball rolling. What is a Sales and Marketing Plan?

Objectives and Key Results 52

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

Highspot

FEBRUARY 14, 2024

A comprehensive sales and marketing plan sets up organizations for long-term growth and success. In this guide, we’ll dig into the differences between sales and marketing plans, how to create your plan, and templates to get the ball rolling. What is a Sales and Marketing Plan?

Objectives and Key Results 52

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

Salesforce

NOVEMBER 7, 2023

It’s true: I once fell asleep during a sales kickoff. When I came to, I made a solemn vow: When I became a sales leader one day, I’d never throw a boring sales kickoff. Today, I’m Head of Sales at Slack, and I’ve made good on that promise (or so my team tells me). Same goes for sales kickoffs.

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64

Sales Hacker

MAY 6, 2021

From B2C consumer-focused tech to the next B2B enterprise cloud giants, B2B, and B2C technology companies are springing up left and right and sprinting toward multi-billion dollar valuations (whether on the private or public markets) faster than ever. What’s the difference between a VP of Sales and a Chief Revenue Officer (CRO)?

B2C 93

B2C Pipeline SQL Strategize 93

Salesforce

OCTOBER 12, 2021

Businesses are realizing that to stay agile, strategic, and most importantly, sustainable, they need a CRO who can fold marketing, sales, and customer success into one seamless revenue machine. “In Get the Sales in 60 Seconds newsletter for the latest and greatest sales content. Discover timely insights and useful tips.

Gaming 98

Gaming Cross-sell Sales Finance 98

Highspot

DECEMBER 19, 2023

The answer lies in lead generation driven by sales development reps. To truly unlock their potential, a robust sales development playbook is vital. Read on for a list of essentials for lead sourcing, nurturing, and actionable tips to outperform in a competitive market. What Is a Sales Development Playbook?

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

Highspot

NOVEMBER 18, 2020

As we prepare to exit 2020, the process of building your yearly go-to-market strategy is filled with unknowns: When will we return to our physical offices? While nobody can answer these questions with exact certainty, the broader shifts shaping our markets for the next year are already happening.

Cross-sell 52

Cross-sell Sales Technique Go To Market 52

Highspot

NOVEMBER 1, 2022

But what happens when your sales performance has stagnated? A number of factors can affect whether or not your sales team can close deals. Using the tested tips below, you can assess your approach to sales — and ensure your team is set up for success. We’ll be covering: What factors affect sales performance.

Objectives and Key Results 52

Objectives and Key Results Assembly Line Cross-sell Sales 52

Heinz Marketing

MAY 16, 2022

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Welcome everyone to another episode of Sales Pipeline Radio.

Pipeline 93

Pipeline Referrals X-functional Cross-sell 93

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

Highspot

JUNE 11, 2020

Regardless of the root cause, overcoming sales and marketing misalignment is necessary to securing long-term success. In this guide, we’ll be breaking down the keys to achieving — and maintaining — real sales and marketing alignment: What is sales and marketing alignment? Core Sales Responsibilities.

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

Martech

DECEMBER 21, 2022

What are the different types of marketing management? Top marketing management processes to know. Agile marketing management team development . Measuring the results from marketing management. Resources for learning more about marketing management . What is marketing management and why is it important?

Objectives and Key Results 98

Objectives and Key Results Teamwork Cross-sell Customer Relationship Management 98

SaaStr

JANUARY 30, 2023

Building revenue operations to support sales Deel had onboarded nearly 100 clients, reports showed good traction, and it was time to leverage this opportunity. Deel scaled the sales team from two to 250 account executives, but issues with productivity and enablement of the account executives cropped up. Trust the process.

Cross-sell 89

Cross-sell Account management Clients Growth 89

Highspot

SEPTEMBER 28, 2021

Instead, you’ve got to accelerate sales by learning the ins and outs of your revenue engine — so you know exactly how far and how fast you can push it. What is sales acceleration? Do you need a sales acceleration team? How do you accelerate growth in sales? What are sales acceleration tools.

Sales 52

Sales Cross-sell Growth Technique 52

Highspot

MARCH 30, 2021

But what happens when your sales performance has stagnated? A number of factors can affect whether or not your sales team can close deals. Using the tested tips below, you can assess your approach to sales – and ensure your team is set up for success. We’ll be covering: What factors affect sales performance.

Objectives and Key Results 69

Objectives and Key Results Assembly Line Cross-sell Sales 69

Martech

MARCH 10, 2022

Because of this it’s essential to have an Account-based marketing (ABM) strategy. This focuses on targeting top potential customers and uses both marketing and sales initiatives to capture the prospect’s interest and nurture them through the buying journey. Here’s a guide on how to do that. What to aim to achieve with ABM.

E-commerce 101

E-commerce Growth Cross-sell Objectives and Key Results 101

Highspot

NOVEMBER 24, 2021

Peer-to-peer insights are important in any category, but especially so in sales enablement. Is Your Strategy Ready for the New World of Sales? The world of sales is in the throes of a great transformation. How you sell to and engage with customers is now just as, and in some cases, more important than what you are selling.

Cross-sell 52

Cross-sell High impact Go To Market Strategize 52

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. The B2B buying process has gone primarily digital; most B2B sellers and teams have not.

B2B 101

B2B GTM Cross-sell High impact 101

PandaDoc

JULY 22, 2021

The obvious answer is sales, it’s literally in the definition… “ the amount of money a business generates during a specific period of time aka sales.”. As you might guess, there are so many benefits to prioritizing cross-team alignment. And we’re not just talking about Sales + Marketing.

Cross-sell 52

Cross-sell Sales Pitch Education 52

Openview

APRIL 11, 2018

So much of what they do, particularly fundraising, is selling. But even if you have a great product, there will come a point where you simply need to build out a sales function. This can be a terrifying thought to anyone whose image of sales resembles Silicon Valley stereotypes. Getting the right team is the hardest part.

Product 82

Product Negotiate Quota Cross-sell 82

SaaStr

JULY 20, 2022

You’ve identified a persona to sell to and a problem you solve for buyers. Accelerating on a go to market expansion too rapidly can cripple a business’s momentum. Lacking these models for repeatability, these new sales leaders and hires struggle to hit quota. This is by far the top scale-up mistake that companies make.

GTM 75

GTM Cross-sell Finance Growth 75

Heinz Marketing

AUGUST 30, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Matt: Welcome everyone to another episode of Sales Pipeline Radio.

Pipeline 117

Pipeline Sales Up-sell Cross-sell 117

Sales Hacker

MARCH 11, 2020

Sales and Ops leaders swim in a world of numbers. Enter Meeting Math, a new set of numbers for sales and ops leaders, which are actionable rather than conceptual. Average Value Per Meeting measures the value that is on the line when a sales meeting happens. Current pipeline? It goes on and on. How about a call worth $5,000?

Meeting 71

Meeting Cross-sell Pipeline Up-sell 71

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. million subscriptions transacted and Google’s marketplace has seen 3X growth in SaaS sales. Rico Mallozzi, Sr.

Cross-sell 77

Cross-sell Finance Strategize Technology 77

Hubspot

JUNE 8, 2021

If you hear "ABC" and "Always be closing" pops into your mind, a sales career may be the perfect match for you. You've come to the right place to learn what it's like to have a career in sales, and it's about much more than the close. Sales seems like a fast-paced, hardball kind of career. What's a typical sales career path?

Commission 77

Commission Territory Finance Inside sales 77

InsightSquared

APRIL 14, 2021

CROs, and sales leaders alike, often walk into their new role blind. They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. CRM systems were never designed for the sales rep. 12 Sales Metrics Every Sales Leader Should Know.

Contract 62

Contract Territory Cross-sell Pipeline 62

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. Why is sales operations important? What is the difference between sales enablement and sales operations? Sales operations roles.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

ConversionXL

NOVEMBER 4, 2021

Product marketers work to understand the market and what motivates customers. They choose the market segments to target. They design an effective go-to-market plan along with the required positioning and messaging. Product marketers must, of course, understand the product better than anyone.

Product 127

Product E-commerce Strategize B2B 127

Hubspot

SEPTEMBER 12, 2018

The more control and visibility you have into your sales pipeline, the more revenue you’ll bring in. But what is a sales pipeline and why is it so instrumental to selling success? In this guide, you'll learn everything you need to know about sales pipeline management, including: Sales Pipeline Definition.

Pipeline 101

Pipeline Negotiate Objectives and Key Results Sales 101

criteria for success

MARCH 25, 2020

Leading your sales team through uncertainty may seem impossible, especially in today's ever-changing climate. And no matter where you are or what your organization sells, you’ve likely seen an impact on your business. Selling Through Uncertainty. How to Develop a Healthy Sales Culture. Accountability in Sales.

Cross-sell 66

Cross-sell Sales Up-sell Meeting 66

Lead Fuze

NOVEMBER 30, 2021

Sales and marketing teams adopt ABS and ABM programs in order to be strategic. They target those who are in-market, consuming content from them. Many companies are committed to diversity, but need better sales and marketing strategies when they see that 60% of accounts don’t want to change.

E-commerce 52

E-commerce B2B Healthcare Profit margin 52