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 100

Objectives and Key Results Teamwork Cross-sell Customer Relationship Management 100

Martech

MARCH 10, 2022

74% of B2B marketers say they are seeing customers taking more control over the buying process. 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.

E-commerce 104

E-commerce Growth Cross-sell Objectives and Key Results 104

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. How can founders and executive leaders avoid falling victim to the pitfalls of premature go-to-market acceleration? Key Takeaways.

GTM 78

GTM Cross-sell Finance Growth 78

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

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. How Enablement Teams Win.

Cross-sell 52

Cross-sell Sales Technique Go To Market 52

Sales Hacker

MAY 6, 2021

They’ll rip apart your CRM and replace your opportunity fields with their proven-and-trusted sales methodologies and scoff if you try to rehearse Sandler, Challenger, or MEDDIC selling to them. Coaching and supporting the VP of Sales, Marketing, Success, etc to help improve company metrics from respective business units.

B2C 95

B2C Pipeline SQL Strategize 95

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. What do they do?

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64

SaaStr

MAY 27, 2023

When it’s early days in the startup world, you don’t have many formal processes. 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. Lesson: Trust, empower, inspire.

Gaming 71

Gaming Trust Cross-sell Closing 71

InsightSquared

APRIL 14, 2021

They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. Lack of Trusted Data. Tracking conversion rates earlier in the funnel can help sales leaders identify gaps in the enablement process and opportunities to step in earlier before deals stall.

Contract 62

Contract Territory Cross-sell Pipeline 62

Sales Hacker

MARCH 2, 2021

How to establish trust and credibility as a leader [14:41]. Everything is backed up by data pulled from Outreach processes and their customer base. onoutreach to see what they have going on. That’s when I felt really bad selling people that, even though they were signing up for it themselves. Sam’s Corner [31:24].

Referrals 59

Referrals Contract Cross-sell Sales 59

ConversionXL

OCTOBER 7, 2022

Can you lower costs by removing steps to market or sell your product (e.g., Can you automate some of the process to reduce labor costs? Once your processes are cost-effective, you can focus on improving customer experience. Streamline the buying process with CXL’s list of 23 ways to increase ecommerce conversion rates.

Cross-sell 22

Cross-sell Customers Referrals Drivers/motivators 22

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. And so on.”.

Sell 78

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

Hubspot

JUNE 8, 2021

This process means SDRs typically aren't held to traditional quotas but to the number of calls they make or qualified leads they gather. Nearly half of their time is spent selling remotely (i.e. You'll have to gain customer's trust, understand their industry, and help them achieve their goals. using Zoom, Skype, email, and CRM).

Commission 77

Commission Territory Finance Inside sales 77

Highspot

OCTOBER 23, 2023

A product launch is a company’s meticulous process to present its new or updated product to the market. Central to this process is focusing on the customer experience, leveraging product data to shape marketing and sales strategy, and adhering to a comprehensive product launch checklist.

Launch 59

Launch Negotiate Product GTM 59

Sales Hacker

AUGUST 23, 2018

In this post, I am going to highlight the seven hidden traps in the B2B sales process that might be holding you back. There’s a general tendency among most frontline sales teams to sell to enterprises and become the next Salesforce. Trying to sell to everyone and anyone is tempting, but it’s a fool’s errand.

B2B 56

B2B Cross-sell Negotiate Pitch 56

SaaStr

DECEMBER 3, 2020

How does this change when selling to SMBs vs enterprise? * How does Sam think about the relationship between sales and marketing? Are marketing becoming the new sales team with their content being used more and more in the sales funnel? I mean, you look around, process is broken, communication is broken.

Sales 72

Sales Cross-sell Start-ups Growth 72

ConversionXL

JUNE 30, 2019

Companies do it for a wide variety of reasons—SEO, branding, go-to-market strategy, pricing, etc.—and check-out process). Give the participants a scenario in which they use the site to solve a problem or go through the check-out process. Most likely, they’ll only remember one—your main selling point.

UX 126

UX X-functional A/B testing User Experience 126

SBI

FEBRUARY 25, 2020

Beta or early-adopter customers logically represent the tip of the arrow of your go-to-market efforts, but only if that’s been planned. acquired a company and wants to ramp up cross-sell opportunities. Advocates have a vested interest in your success, and are the most trusted sources you have.

Customers 49

Customers Strategize Cross-sell B2B 49

SaaStr

MARCH 8, 2019

If you’re interested in HubSpot and you’re interested in inbound marketing, I would encourage you as a next step to check up the free trial on our site and see if it works for you. Brian Halligan: Whether we all like it or not, trust in sales and marketing is at an all-time low. Who do they trust?

Cold Call 44

Cold Call Trust B2C Go To Market 44

SaaStr

NOVEMBER 16, 2020

How can one determine a closer in the interview process? We actually put a tremendous amount of trust, I guess, in product managers. I’ve had this experience time and time again, that the people that are in the room with you thinking through the problem are your most bought in supporters at the end of that process.

Pipeline 81

Pipeline Territory Price Product 81

SaaStr

SEPTEMBER 20, 2019

What does the right onboarding process look like for a CMO? Where does Janine see many going wrong when hiring their first CMO? * How does Janine look to create alignment between sales and marketing? Janine Pelosi: I mean, I couldn’t do my job effectively if Eric and I didn’t have trust.

E-commerce 55

E-commerce Trust Start-ups SQL 55

SaaStr

JUNE 27, 2019

Growing a company’s revenues, customer base, team, process, and product doesn’t just happen without major work and strategy. Fast forward to today, we’ve crossed the $400 million revenue mark. We announced tomorrow, but we’ve crossed that line and now we’re at about 55% of our revenues coming from the enterprise.

Cross-sell 72

Cross-sell Technology Technology Retail 72

Martech

MAY 5, 2022

Karen Naves, SVP of global demand generation at Tealium, recently gave a presentation on the benefits — and necessity — of connecting customer data to marketing initiatives. This process can help brands gain a more complete view of their audiences, allowing for more personalized experiences. Click here to download!

Customers 99

Customers Cross-sell Gaming Campaign 99

Sales Hacker

MARCH 2, 2020

The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling. Agile Selling. Spin Selling. Insight Selling. Spear Selling. The Psychology of Selling. Buyer-Centered Selling. Integrity Selling for the 21st Century.

Sales 141

Sales Objectives and Key Results Technique Non-Profits 141

SaaStr

MARCH 8, 2019

If you’re interested in HubSpot and you’re interested in inbound marketing, I would encourage you as a next step to check up the free trial on our site and see if it works for you. Brian Halligan: Whether we all like it or not, trust in sales and marketing is at an all-time low. Who do they trust?

Cold Call 19

Cold Call Trust B2C Go To Market 19

Sales Hacker

OCTOBER 7, 2021

You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anita Nielsen is a best-selling author and sales performance coach. Best-selling author of Embrace Your Edge, Hang is a global speaker on sales, leadership, and diversity & inclusion in the workplace.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

PandaDoc

MAY 13, 2024

This article will focus on the sales enablement process, what it means for your organization, and how you can benefit from the approach. Key takeaways Sales enablement equips sales and marketing teams with everything they need to succeed. Take a look at your sales and marketing teams. Again, training is only part of the picture.

Objectives and Key Results 52

Objectives and Key Results Legal Cross-sell Sales 52

Martech

FEBRUARY 13, 2023

Product-led growth (PLG) is all the rage as a go-to-market (GTM) strategy for B2B software companies looking to increase adoption and grow revenue. Profitability, efficiency and precision are today’s expectations for both vendors and the organizations they sell to. So, why PLG now?

GTM 98

GTM Growth Product Cross-sell 98

Gong.io

JULY 21, 2021

That’s why m odern go-to-market teams started aligning those teams a while back. Done well, RevOps means higher revenue and a smoother go-to-market (GTM) process. It also means switching the focus from the sales process to the buyer’s journey: It’s not about you , it’s about them. Make sense?

Growth 62

Growth GTM Cross-sell Pipeline 62

Highspot

SEPTEMBER 30, 2020

Suddenly, your business has gone from a single salesperson to a team of hundreds, each of whom has a different approach to selling — and not all of them right for your business. But to succeed, you’ll need your team to execute your go-to-market strategy in a single, unified motion. Transactional Selling.

Cross-sell 85

Cross-sell Consult Sales Strategize 85

Sales Hacker

OCTOBER 2, 2020

No, that’s not the setup for some obscure go-to-market joke. 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. Manny Medina, CEO of Outreach.

Objectives and Key Results 133

Objectives and Key Results Cross-sell Sales Technology 133

Sales Hacker

APRIL 14, 2020

This week on the Sales Hacker podcast, we speak with Jessica Wilkeyson , Co-Founder and Principal at Alternate Route , a go-to market strategy and revenue operations consultancy based in New York. Today, Jessica helps companies find ways they can optimize their current business processes. Subscribe to the Sales Hacker Podcast.

Contract 70

Contract CRM Consult Cross-sell 70

Sales Hacker

AUGUST 25, 2023

We’ll continue on our mission to provide real stories/strategies/insights from the best go-to-market operators on the planet, spanning sales, marketing, customer success, operations/enablement, product and hiring. And trust me, business – and SaaS – is a “what have you done for me lately?”

GTM 52

GTM Contract Cross-sell Account management 52

InsightSquared

FEBRUARY 4, 2021

You’ll get complete visibility into deal health that brings new life to routine sales processes like 1:1s, pipeline reviews, coaching sessions, and forecast meetings. That means insight into the entire customer journey, including the marketing process, sales process, and customer success process.

Objectives and Key Results 62

Objectives and Key Results Cross-sell CRM Sales 62

InsightSquared

JUNE 8, 2021

This real-time visibility allows reps to focus on the go-to-market activities that truly make an impact, while helping sales leadership create highly accurate forecasts and identify risks ahead of key decisions.” .

Contact 62

Contact Strategic partnership Cross-sell Pipeline 62

InsightSquared

OCTOBER 23, 2019

How do we help the sales organization absorb the changes to process, policy and systems which we implement? For Sales Ops, it is helpful to have a handful of guiding principles, which can be in place from year to year and do not change based on the size of the company, the go-to-market strategy or who we have on our team.

Cross-sell 59

Cross-sell Sales Trust Up-sell 59

Salesforce

SEPTEMBER 27, 2021

We were able to gain each other’s trust. Their contract was originally in our mid-market segment, but they outgrew our segment lines, which brought them into our enterprise team. Due to the ease of communication, we were able to gain each other’s trust.”. Reimagine the selling experience. see what's new.

Closing 98

Closing Contract Legal Cross-sell 98