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. Drive the shift from push to pull marketing.

B2B 101

B2B GTM Cross-sell High impact 101

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. Marketing is more than just demand gen!

GTM 85

GTM Cross-sell Niche Strategize 85

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

DECEMBER 19, 2023

Whether you call them SDRs, account executives (AEs), or business development representatives (BDRs), their ability to engage prospects through persistent, multi-channel communication outreach, and swift follow-up strategies is critical in transforming leads into viable opportunities and improving retention.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

Sales Hacker

SEPTEMBER 10, 2018

As you can imagine, that’s a tough sell, especially when you’re at a startup or entering new markets. When considering the responses to this question, maintain compensation alignment between the sales leaders and representatives. True superstar sales representatives need specific, realistic goals to drive their work.

Quota 83

Quota Represent Cross-sell Drivers/motivators 83

Gong.io

SEPTEMBER 14, 2022

Whether you’re launching a new business or a new product, competition is fierce, resources are limited, and market preferences can change in a moment. . With over 700 companies competing in this highly saturated market, getting lost is easy. A go-to-market strategy framework is a blueprint for growth.

Go To Market 62

Go To Market GTM Launch Promote 62

SalesHandy

JULY 12, 2022

is a common misconception amongst many salespeople and marketers believing they should serve everyone. Every product or service has ideal and less-than-ideal customers. If you are selling to the wrong individuals, then your sales team will most likely struggle to connect with them and their pain points.

Customers 59

Customers Cross-sell Represent Contract 59

Hubspot

JUNE 8, 2021

Due to the role's responsibilities, the best SDRs have strong interpersonal communication and organizational skills, understand the ins and outs of the products or services, and make a lasting impression. Nearly half of their time is spent selling remotely (i.e. Inside sales reps need a number of skills to land clients from afar.

Commission 77

Commission Territory Finance Inside sales 77

SBI

FEBRUARY 25, 2020

One-to-one peer recommendations, original research, and product reviews are the most influential content in affecting purchase decisions (Content Marketing Institute and SmartBrief). Your company: is launching a new product/service offering. acquired a company and wants to ramp up cross-sell opportunities.

Customers 49

Customers Strategize Cross-sell B2B 49

Hubspot

NOVEMBER 21, 2018

When your unveiling a new product, the last thing you want is to waste time and resources bringing a product to market where or when it’s unnecessary. So, here’s my step-by-step guide to building your own go-to-market strategy using the strategies I’ve implemented to build multiple companies throughout the years.

Go To Market 97

Go To Market Process GTM Education 97

Hubspot

SEPTEMBER 12, 2018

But what is a sales pipeline and why is it so instrumental to selling success? An opportunity moves from stage to stage of your pipeline based on concrete actions, which is usually represented visually in your CRM. If your forecast anticipates you’re going to miss your quota, you should double down on selling activities.

Pipeline 101

Pipeline Negotiate Objectives and Key Results Sales 101

Martech

OCTOBER 5, 2023

Salesforce AI Lightning Web Component (LWC) Marketers can now showcase products often purchased with the new Salesforce AI LWC. It can display frequently bought products to facilitate cross-selling and upselling. Now, you can reference back and forth, all within your CMS workspace.

Cross-sell 112

Cross-sell B2B User Experience Represent 112

SaaStr

MARCH 19, 2019

Ceci Stallsmit h: Yes, so here you have represented Stripe, Box and Slack. Then on the go to market side just over 40% of new ARR comes indirectly around the world through partners. I’m happy to talk about both of those as we go through this session. Ceci Stallsmith: We have a big bet riding on this.

Engineering 49

Engineering Launch Contract Start-ups 49

Martech

MAY 5, 2022

. “Some people say, ‘I’ve got my [buyer] persona, I’m ready to go. We want to go to market,'” said Naves. The buyer persona is the fictional personality marketers create that represents a specific type of user who interacts with their brand. Implement personalized cross-sell campaigns.

Customers 94

Customers Cross-sell Gaming Campaign 94

SaaStr

JULY 8, 2020

And we started to represent major consumer technology brands and then software brands. That eventually led me to building products. Neha Sampat: We started off by building a profitable services business, and that services business helped us to uncover real use cases for the products that we wanted to build.

Non-Profits 82

Non-Profits Teamwork Start-ups Engineering 82

Sales Hacker

FEBRUARY 2, 2024

Those three little letters that can stir up so much debate in the marketing and go-to-market world. What I mean by MQLs is Marketing Qualified Leads. Staying quiet on go-to-market topics isn’t exactly my style – so let’s get into it. Not Nicole and not other marketing leaders.

GTM 92

GTM Pipeline SQL UX 92

Heinz Marketing

JANUARY 13, 2022

And as marketing programs become more complex, it’s far more important to create seamless cross-channel campaigns that break through siloed teams. None of these reach the bar of a true, integrated account-based go-to-market motion. An equally coordinated approach across the seller’s go-to-market teams.

B2B 135

B2B Objectives and Key Results Campaign Cross-sell 135

ConversionXL

NOVEMBER 29, 2018

This post details the freemium and free-trial models and considers the key questions—about your business, your market, and your product—that guide you toward the best option. If your onboarding experience is terrible or your product uninspiring, you’re wasting time with the “freemium vs. free trial” debate. Loss aversion.

Customers 119

Customers Cross-sell Referrals Networking 119

SalesLoft

DECEMBER 19, 2023

That makes it so much easier to coach sellers to success, increase team productivity, and make more informed decisions and forecasts. And that’s just the sell side. Technologies come and go. You can have a high-velocity go-to-market organization that acts nimbly, as long as they’re all on the same page.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

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 Technique Objectives and Key Results Non-Profits 141

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. The best products, services, and ideas are nothing without a way to turn them into currency, and sellers are a big part of making commerce happen. Anita Nielsen is a best-selling author and sales performance coach.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

The Lost Book of Sales

JULY 12, 2021

Starting to cross the chasm. How does the "D-Day" strategy help companies cross the chasm? Being sales vs. market driven when crossing the chasm. Tips on whole product management. R&D decisions: From products to whole products. A war analogy. Choosing the beachhead segment. Conclusion.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

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. They do this by first identifying and focusing on the sales motions that are best for their product, team, and customer. Companies with complex or custom-tailored products.

Inside sales 108

Inside sales Cold Call Contract Price 108

Heinz Marketing

AUGUST 25, 2020

When you think about how you sell and market your solutions, you might think you’re only addressing a single person – maybe it’s the one who signs on the dotted line; or the person in charge of implementation; or even the end user. It is typically representative of price ranges in the hundreds of thousands to more than $1 million.

B2B 112

B2B Sell E-commerce Cross-sell 112

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”. Create a single source of truth to empower go-to-market teams. Learn more: “Unlock Team Selling with Strategic Account Planning”.

Growth 98

Growth Quota Intrinsic Cross-sell 98

Hubspot

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Revenue by product or product line. Market penetration. Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.).

X-functional 96

X-functional Quota Cross-sell Contract 96

SaaStr

JUNE 24, 2020

345: Julie Herendeen is the CMO @ PagerDuty, the real-time operations platform ensuring less downtime and fewer outages, meaning happier customers and more productive teams. As for Julie, prior to PagerDuty she was Vice President of Global Marketing @ Dropbox. How does Julie see the best marketing and product teams working together?

Pipeline 115

Pipeline B2C Campaign Start-ups 115

Sales Hacker

DECEMBER 30, 2019

Our second sponsor is Outreach , the leading sales engagement platform that enables sales reps to humanize their communications at scale, from automating the soul-sucking manual work that eats up selling time to providing action-oriented tips on what communications are working best. And I say, “Hey, how are we going to market with this?

Cross-sell 52

Cross-sell Contract Pharmaceutical Quota 52

Lead Fuze

DECEMBER 2, 2021

One of the biggest changes in sales is its shift to B2B markets. There is a new way of selling and marketing that we call Account-Based Everything (ABE). There are three types of data that account-based salespeople need in order to succeed: prospect information, business intelligence and product knowledge.

Technique 52

Technique Technology Technology Cross-sell 52

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. Like its acquirer, Facebook, and its many products including Instagram. At first, you may be taken aback.

Pipeline 95

Pipeline E-commerce Cross-sell Referrals 95

Heinz Marketing

APRIL 19, 2021

Russell: You bring up a good point, because I was in product marketing before I got in sales enablement, and we were creating pitch decks, which I hate that phrase now. It was just all about: Here’s our product or offering our services. How do we define it? How do we measure it? Let’s get specific.

Pipeline 72

Pipeline Sales Cross-sell Up-sell 72

Heinz Marketing

JANUARY 25, 2021

So, we sit directly in the middle of sales, marketing, customer success, product and it just keeps going round and round and you get a chance to be a part of all facets of the business and for someone like myself who gets bored pretty easy, that’s a lot of fun. Matt: Yeah. They’re a trusted third party resource.

Pipeline 86

Pipeline Sales X-functional B2B 86

Highspot

SEPTEMBER 12, 2019

Instead, we need to focus our attention on AI’s potential to transform how we sell. But an area of significant, untapped opportunity lies in unlocking one of the biggest problems facing salespeople and marketers — “No Decision.” Take, for example, the purchase of marketing automation software.

Cross-sell 45

Cross-sell Manufacturing Represent Education 45

SaaStr

AUGUST 26, 2022

Sometimes we’re not as founders, sometimes founders sell their company because they don’t end up being deeply passionate about what it does. So sell your product. Don’t go from a $10 a month product to 1 million dollars a year. These guys, and probably others, are 70%.

Quota 78

Quota Growth Product Closing 78

SaaStr

SEPTEMBER 13, 2019

Why does Allison believe product marketing and customer success are the new sales and marketing? CS or product management? Does Allison believe that marketing needs to be held accountable to a number directly tied to revenue? Why is having such a great CS team actually bad for product development in the long run?

Engineering 11

Engineering Objectives and Key Results Strategic planning Strategize 11

ConversionXL

JUNE 19, 2019

Alexa Hubley: “How to Compete in a Saturated Market”. Product market fit: Value hypothesis is validated. Value hypothesis: why a customer is likely to use your product. The role of product marketing is to define and operationalize the context. How do you bring it to market? What is it? Who is it for?

A/B testing 90

A/B testing Objectives and Key Results UX Retail 90