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. Sales has limited access to prospects and customers. We know the facts. Give them control.

B2B 106

B2B GTM Cross-sell High impact 106

Sales Hacker

MARCH 11, 2020

In other words, if you have 10 first-calls with qualified prospects , how many of those will become qualified opportunities? Beyond sales and ops leadership , what does this metric do for the other stakeholders involved, like the sales rep and the prospect? Is the prospect receiving $X worth of value during the meeting?

Meeting 71

Meeting Cross-sell Pipeline Up-sell 71

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

SaaStr

FEBRUARY 14, 2023

In this week’s Workshop Wednesday , Salesforce Ventures Investor, Jessica Bartos, shares the 5 metrics every SaaS company should care about in any market environment, especially the one we’re currently in. Why is this market different than others? Burn Multiples Showcase Efficiency Why do burn multiples matter in today’s market?

Profit margin 82

Profit margin Drivers/motivators Cross-sell Growth 82

Heinz Marketing

MAY 16, 2022

Tune in to hear more about prioritizing the customer experience and learn: the difference between the infinite loop of prospect experience and lead management. the risk of aggressive over-marketing. Why did that bubble up as a topic for you? It’s also important that you don’t over market to prospects.

Pipeline 93

Pipeline Referrals X-functional Cross-sell 93

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. If you’re watching this on demand, thanks very much for catching up with us. Why don’t we go up to the cottage for a weekend?”

Pipeline 117

Pipeline Sales Up-sell Cross-sell 117

Sales Hacker

NOVEMBER 25, 2019

Understand HOW to tactically sell against specific competitors. In fact, 60% of buyers prefer to connect with sales during the consideration stage , after they’ve researched the options and come up with a short list. Understanding how to sell tactically. Understanding the competitive landscape. Today’s buyer is educated.

Objection handling 73

Objection handling GTM Cross-sell Sales 73

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. Many of them will get gobbled up by the large platforms. 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. That’s too tactical.

GTM 86

GTM Cross-sell Niche Strategize 86

PandaDoc

JULY 22, 2021

As you might guess, there are so many benefits to prioritizing cross-team alignment. And we’re not just talking about Sales + Marketing. You can even take this a step further by creating a no-go list for your internal teams to use for future go-to-market strategies. There are many ways to go about this handoff.

Cross-sell 52

Cross-sell Sales Pitch Education 52

InsightSquared

APRIL 14, 2021

They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. If your organization isn’t taking advantage of automated activity capture, you, along with every report that relies on the data within your CRM, are set up to fail. . But, the truth is, time is not on their side.

Contract 62

Contract Territory Cross-sell Pipeline 62

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 1, 2022

Using the tested tips below, you can assess your approach to sales — and ensure your team is set up for success. Sales enablement is critical to ensuring salespeople are equipped to engage customers and prospects successfully. Another key element of sales performance is the strategy with which you enable your reps to go to market.

Objectives and Key Results 52

Objectives and Key Results Assembly Line Cross-sell Sales 52

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

Hubspot

JUNE 8, 2021

They conduct research to find prospective customers, reach out to gauge people's interest in the offering, and decide whether or not the lead is ready to move down the funnel. Once the SDR has determined the prospect is ready to be contacted by the sales team, they send the person over to a closing rep. Inside Sales Rep.

Commission 77

Commission Territory Finance Inside sales 77

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. Or, your supply chain is drying up and you are facing production or delivery delays. We’re all in this situation together, and as leaders, it’s up to us to support our teams in uncertain times. Selling Through Uncertainty.

Cross-sell 66

Cross-sell Sales Up-sell Meeting 66

SalesLoft

JUNE 26, 2020

In fact, there should never be a handover between marketing and sales once a prospect becomes a lead. Marketing has a huge role to play in supporting sales throughout the sales cycle. . Lindsay: When COVID-19 hit in late February, Limeade created a five-person cross-departmental team across sales, marketing, and customers.

A/B testing 52

A/B testing Teamwork Cross-sell Finance 52

Highspot

SEPTEMBER 28, 2021

The journey from prospect to customer is much like any road trip: long, winding, and filled with surprises. . Ultimately, this means prospects move seamlessly through your sales funnel, ensuring you consistently achieve revenue targets. . Go-to-market teams work in silos, rarely communicate. Value-based sales techniques.

Sales 52

Sales Cross-sell Growth Technique 52

SalesHandy

JULY 12, 2022

is a common misconception amongst many salespeople and marketers believing they should serve everyone. If you are selling to the wrong individuals, then your sales team will most likely struggle to connect with them and their pain points. It defines the most valuable prospects and customers that are most likely to buy from you.

Customers 59

Customers Cross-sell Represent Contract 59

Highspot

MARCH 30, 2021

Using the tested tips below, you can assess your approach to sales – and ensure your team is set up for success. 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. What makes a successful sales team.

Objectives and Key Results 69

Objectives and Key Results Assembly Line Cross-sell Sales 69

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

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. Whether it’s your first time creating a go-to-market strategy or your tenth, this article will teach you everything you need to know to be successful.

Go To Market 62

Go To Market GTM Launch Promote 62

Highspot

JUNE 11, 2020

Cross-functional input into go-to-market strategies. Seamless handoff between marketing-generated leads and sales. Managing relationships with customers and prospects. What Does Sales Do for Marketing? Sales’ responsibility is, of course, to sell. Market dynamics. Generating revenue.

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

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

SalesLoft

JUNE 3, 2019

In this episode, Jeremey and Trish talk about topics that range from sales leadership skills to the right and wrong ways to prospect. What type of prospecting email or call will get her to respond? Who actually picks up a phone? And for those aspirin people he articulated a way to go to market, that was very simplistic.

Conversion 81

Conversion Real Estate Cross-sell Niche 81

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. Sales ops frees up bandwidth for sellers to then use these resources to improve their performance. Planning and strategizing go-to-market plans.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

Sales Hacker

AUGUST 23, 2018

And no matter how much it’s drummed up about, I don’t believe there are any shortcuts to accelerating your sales funnel. In this post, I am going to highlight the seven hidden traps in the B2B sales process that might be holding you back. Rushing your prospects. Chasing only enterprise deals. Not asking the hard questions.

B2B 56

B2B Cross-sell Negotiate Pitch 56

Sales Hacker

JUNE 14, 2021

Sales and marketing teams are challenged to win with the 60% of accounts that see “no reason to change now” and those that are either stuck or falling out of the funnel. You will see how ABM was used to: Create $2M wins with an account that sales and marketing were “chasing” for more than five years with no results.

GTM 81

GTM E-commerce B2B Profit margin 81

Pointclear

OCTOBER 1, 2015

There’s no doubt that Account-Based Marketing is on the up-and-up. What are sales and marketing leaders saying about it? Is ABM the Holy Grail for lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before?

Lead generation 95

Lead generation Cross-sell B2B Technique 95

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.

Cross-sell 52

Cross-sell Sales Contract Prospecting 52

ConversionXL

JUNE 30, 2019

You won’t know until you figure out what your competitors are up to. Knowing what the competitors are doing—how they’re thinking about the market, which tactics they’re using, how they’re crafting messages and design—can make all the difference in the battle for customers. Which results show up? By Karl Gilis.

UX 126

UX X-functional A/B testing User Experience 126

Sales Hacker

SEPTEMBER 10, 2018

Still, they don’t always nail down the details when it comes to the things that might entice a prospective salesperson — like a well-rounded sales compensation plan , for example. As you can imagine, that’s a tough sell, especially when you’re at a startup or entering new markets. Not sure where to look?

Quota 84

Quota Represent Cross-sell Drivers/motivators 84

Highspot

OCTOBER 23, 2023

By introducing a new product or updating an existing one, businesses can tap into new customer segments or markets, ensuring a diversified and steady revenue flow. Ensure Communication Across Departments A product launch necessitates seamless communication across various departments, from product development to marketing.

Launch 59

Launch Negotiate Product GTM 59

Sales Hacker

DECEMBER 2, 2019

If you’re not prospecting, you’re losing money [9:55]. 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.

Strategize 52

Strategize Contract Strategic planning Drivers/motivators 52

SaaStr

MAY 8, 2020

So, I studied International Development in Swahili in undergrad, thought I was going to end up in a career in global health, but then serendipitously ended up taking an engineering class in my senior year of college that led me down a path of working with student startups. And a lot of them really love tech.

Cross-sell 72

Cross-sell Contract Start-ups Up-sell 72

Lead Fuze

NOVEMBER 30, 2021

The push tactics we’ve been using are not working, so here’s why: Sales and marketing teams are more aware of who they’re selling to, rather than just focusing on revenue growth. In order for them to keep up with trends, they need more people who can go into C-suite positions.

E-commerce 52

E-commerce B2B Healthcare Profit margin 52

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? And so, I got to just grow up, if you want to put it that way.

Sales 71

Sales Cross-sell Start-ups Growth 71