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. At the end, ask a representative from each group to present on what they discussed. SKOs are all about: Camaraderie. Collaboration. What will help them drive the business?

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64

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. SV SaaS companies sell to other SV SaaS companies.

GTM 86

GTM Cross-sell Niche Strategize 86

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

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

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. In both cases, the reason we have separate markets is that the customers could not have referenced each other. What is the "Chasm"? A war analogy.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 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 84

Quota Represent Cross-sell Drivers/motivators 84

ConversionXL

NOVEMBER 29, 2018

And optimizing for micro-conversions can undermine macro-conversions, especially if your marketing team never sees what happens after a form fill. Define your go-to-market strategy. As Wes Bush details, you have three options for a SaaS go-to-market strategy : sales led, marketing led, or product led.

Customers 119

Customers Cross-sell Referrals Networking 119

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

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. Increasing win rates: Win rates represent the percentage of closed deals.

Customers 59

Customers Cross-sell Represent Contract 59

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. If you’re in charge of your CAP (or hope to be), here are just a few scenarios for discussion with your CMO.

Customers 49

Customers Strategize Cross-sell B2B 49

Hubspot

JUNE 8, 2021

Nearly half of their time is spent selling remotely (i.e. Their main goal is to help customers increase the ROI on a purchase, so they'll often connect with a salesperson if an opportunity to cross-sell or upsell arises. using Zoom, Skype, email, and CRM). In 2021, the average base salary for an account manager. Image Source.

Commission 77

Commission Territory Finance Inside sales 77

Understanding the Sales Force

NOVEMBER 11, 2013

Understanding the Sales Force by Dave Kurlan I recently published, Increase in Social Selling Yields No Improvement in KPI''s. The discussion, comments and opinions, especially at CustomerThink.com , helped me to realize why so many experts are arguing - not only about the future of selling - but about what''s taking place today, right now.

Objectives and Key Results 83

Objectives and Key Results Manufacturing Cross-sell Sales 83

Hubspot

NOVEMBER 21, 2018

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. But first, what is a go-to-market strategy? What is a go-to-market (GTM) strategy? But first, what is a go-to-market strategy?

Go To Market 97

Go To Market Process GTM Education 97

ConversionXL

JUNE 19, 2019

Product lifecycle marketing does the following: Ensures you’re operationalizing in the right context. Follow the go-to-market strategy using the Google Sprint structure: Research: ask the experts, competitive research. We sell success. Cross-sectional studies, surveys. Spots early signs of a pending transition.

A/B testing 90

A/B testing Objectives and Key Results UX Retail 90

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. This will help deliver better, more personalized experiences for various audiences.

Cross-sell 117

Cross-sell B2B User Experience Represent 117

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 93

GTM Pipeline SQL UX 93

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 100

Customers Cross-sell Gaming Campaign 100

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

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

SaaStr

JULY 8, 2020

And we started to represent major consumer technology brands and then software brands. And when we were ready to take those to market and to actually put the fire behind them for go-to-market marketing, sales, all of that good stuff, that’s when we spun them out and started to look at raising funds.

Non-Profits 83

Non-Profits Teamwork Start-ups Engineering 83

SalesLoft

DECEMBER 19, 2023

And that’s just the sell side. Tracking down information could involve emailing or Slacking five different people, crossing your fingers that they get back to you before your next touchpoint with the customer. 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

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

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

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

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. The key is to know exactly who you are targeting, and then go all in to impress that potential buyer. Inside sales are effective for: Companies with mid-market enterprise customers.

Inside sales 110

Inside sales Cold Call Contract Price 110

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

Hubspot

AUGUST 8, 2019

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

X-functional 96

X-functional Quota Cross-sell Contract 96

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

Sales Hacker

JULY 16, 2020

Unsurprisingly, the largest nodes are the horizontal platform players in the space, and the mesh of connectivity between the rest represents a potential wellspring of leads, intel, and revenue for the companies inside. RELATED: Moving to Enterprise Sales (Part 2): 5 Go-to-Market Prerequisites You Need to Succeed.

Pipeline 96

Pipeline E-commerce Cross-sell Referrals 96

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). ABE is more than just a marketing ploy or sales technique — it’s an attitude. The Data Points Effective Account Targeting Strategy. Just to give you an idea.

Technique 52

Technique Technology Technology Cross-sell 52

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

Heinz Marketing

APRIL 19, 2021

I actually learned the hard way when I was working at a startup company, working a booth at a trade show that, as an engineer, I thought my product would sell itself, but you really do need sales and marketing. There’s no in-person selling, there’s no field events.

Pipeline 72

Pipeline Sales Cross-sell Up-sell 72

SaaStr

JUNE 24, 2020

And one thing I really loved about working on B2C software is that marketing could really measure what they were doing and measure the customer journey. And with the move to SaaS models, building and selling B2B software is probably more similar to B2C than it is to traditional enterprise software marketing.

Pipeline 115

Pipeline B2C Campaign Start-ups 115

SBI

APRIL 29, 2020

Q: SHOULD SELLING BE VIEWED AS A BUYING EXPERIENCE AND WHY. And they crop up a lot down the line during ownership – so they impact cross-sell/up-sell a lot as well. JOHN: Even if we’re super enabled – we’ve done everything conceivable to assist our buyers with the decision support resources, tools, case studies, etc.

Cross-sell 48

Cross-sell Teamwork Clients Up-sell 48

Heinz Marketing

JANUARY 25, 2021

So, there shouldn’t be an expectation that, “Well, if we’re going to work with you guys, you can’t work with anybody else that does anything like us.” How do you think about that ecosystem where the lanes cross a little bit? This isn’t a marketing initiative, this is a go to market effort, right?

Pipeline 86

Pipeline Sales X-functional B2B 86

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. I’m not great at it, but most folks they’re aggressive without crossing the line. You want to co-sell together. You will hire your Rio.

Quota 79

Quota Growth Product Closing 79