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. Enter sales methodologies.

Cross-sell 85

Cross-sell Consult Sales Strategize 85

Highspot

JUNE 6, 2023

Establishing shared goals begins with defining common objectives and expected results to foster cross-team collaboration and understanding. Objectives may include increasing conversion rates, generating more marketing and sales-qualified leads, or improving customer retention.

Closing 52

Closing Product Objectives and Key Results Quota 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. No-Touch Sales.

Inside sales 109

Inside sales Cold Call Contract Price 109

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

APRIL 21, 2022

SaaS companies tend to follow a typical path, and it almost always leads to moving up-market and enterprise sales. In the early days, most SaaS companies sell to other startups for a number of reasons. But as SaaS startups mature, they usually start moving up-market. An Explainer on Enterprise Sales. Product usage.

Legal 86

Legal Cross-sell Contract Price 86

Hubspot

JUNE 8, 2021

For the same reasons that inside sales reps roles are growing, outside sales reps now often rely on technology to land customers. Nearly half of their time is spent selling remotely (i.e. That may be because 63% of sales leaders find virtual meetings just as or more effective than meeting in person.

Commission 76

Commission Territory Finance Inside sales 76

Heinz Marketing

MAY 16, 2022

Without naming names, there are two companies in the last five years that I actively tried not to buy from because I was so turned off by the sales experience. Matt : I think you alluded to something about over-marketing, I’ve seen a lot of companies get so aggressive with their prospects, that they may hit their number.

Pipeline 93

Pipeline Referrals X-functional Cross-sell 93