SBI

FEBRUARY 25, 2020

The advocate program is about collecting marquee logos to prove the viability of an emerging technology. 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.

Customers 49

Customers Strategize Cross-sell B2B 49

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

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

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 121

Cross-sell B2B User Experience Represent 121

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 113

Customers Cross-sell Gaming Campaign 113

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

Get the best from every player with a revenue workflow platform One of the advantages of workflow technology is its capacity to slash the administrative burden that bogs things down. The solution, then, is not just layering another piece of technology on top of an already bloated tech stack. And that’s just the sell side.

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

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

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

The Lost Book of Sales

JULY 12, 2021

It's one of those books that you have to read if you work in sales or technology. Because it brings you a good mental model for understanding modern high-tech marketing, as well as the importance of segmenting and understanding your customers in a manner that I haven't seen anywhere else. Technology Adoption Lifecycle.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 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

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

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

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. Technology enables us to be laser-focused. Just to give you an idea.

Technique 52

Technique Technology Technology Cross-sell 52

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

JULY 16, 2020

But look closer and you’ll see Giphy is yet another beneficiary of the Era of the Ecosystem — this paradigm in SaaS where the ability to integrate your technology into other products is just as important as your product itself. 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

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

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. Q: WHAT ARE YOUR TIPS FOR ENSURING THAT TECHNOLOGIES CONTRIBUTE TO THE BUYING EXPERIENCE IN MEANINGFUL WAYS? ?.

Cross-sell 48

Cross-sell Teamwork Clients Up-sell 48

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

SaaStr

SEPTEMBER 13, 2019

Matt has nearly two decades of senior leadership experience in sales and customer growth, specifically for technology companies with customers around the world including Bazaarvoice, CityVoice and Rackspace. In stage one, when we’re pursuing product market the customer success is really important for building empathy with your clients.

Engineering 11

Engineering Objectives and Key Results Strategic planning Strategize 11