Highspot

MAY 3, 2024

What’s missing is a strategic approach that unites all your revenue-generating teams. It requires multiple teams including marketing, customer success, account management, and more to optimize the sales cycle and performance. Marketing Enablement: Ensures marketing strategies and materials support the sales process and drive demand.

Cross-sell 93

Cross-sell GTM Technology Technology 93

Highspot

MAY 9, 2023

The bad news is today’s sales professionals face arguably the hardest selling environment in a decade. It takes you half the time and resources that it used to, streamlining workflows across the strategic enablement process of equipping, training, coaching, and analyzing your revenue teams.

Cross-sell 98

Cross-sell Strategize Sales Entertainment 98

Heinz Marketing

JUNE 23, 2023

By Brittany Lieu , Marketing Consultant at Heinz Marketing Interested in hearing seasoned CMOs’ insights on 2023 go-to-market strategies? TRUST “We are a human-first business.” – Helen Baptist As we track progress toward our bigger strategic vision with small wins, admit where you suck.

B2B 79

B2B GTM Cross-sell Trust 79

Sales Hacker

DECEMBER 2, 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. Outreach has your back. About Mary Rogul and Crayon.

Strategize 52

Strategize Contract Strategic planning Drivers/motivators 52

Salesforce

SEPTEMBER 19, 2023

Trait 2: Data-obsessed CROs own the go-to-market strategy. Should we enter new revenue models, like selling subscriptions? How can we target the right customers at the right time (and on the right channel) for upsells and cross-sells? They drive pricing and product structure, and they set the buyer journey.

Gaming 59

Gaming Cross-sell Price Customer Relationship Management 59

Highspot

MAY 30, 2024

Enhance cross-department communication: Meet regularly to discuss strategies and challenges, share insights, and coordinate revenue-generating activities across the buyer journey. Be sure to update your sales plays regularly to reflect changes in the market, customer needs, and your product/service offerings.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Education Objection handling 52

SalesLoft

AUGUST 23, 2019

, you know that SalesLoft’s self-declared sales nerd and podcast host, Jeremey Donovan asks every guest two questions: What is the first thing you remember selling? From that list, we focused in on the 5 most frequently recommended books and noticed something pretty important: They aren’t all about selling. . The takeaway?

Cross-sell 96

Cross-sell Niche Sales Quota 96

Highspot

JULY 18, 2023

Marketing enablement is not a new idea, but few companies take an intentional, strategic approach. Done well, it serves to align marketing departments around a single source of truth for marketing initiatives, planning, and messaging. This operational rigor is what good marketing enablement looks like.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Strategize Lead generation 52

SBI

MARCH 8, 2018

Chris: SAVO is a game changer for our customers because instead of just focusing on solving tactical pains like helping sellers find content easier, we focus on helping organizations align the sales organization to strategic corporate initiatives and changing market conditions. Diagram #1).

Gaming 55

Gaming Strategize Government Cross-sell 55

ConversionXL

NOVEMBER 4, 2021

Product marketers work to understand the market and what motivates customers. They choose the market segments to target. They design an effective go-to-market plan along with the required positioning and messaging. And don’t just go with your gut. As Fritz Shoemaker puts it, strategy is circular, not linear.

Product 127

Product E-commerce Strategize B2B 127

Martech

DECEMBER 21, 2022

Marketing management focuses on the strategies you develop and deploy to better engage with and reach your target market. As you face challenges with developing your products and services, marketing management continues to move your brand forward with that strategic vision.

Objectives and Key Results 97

Objectives and Key Results Teamwork Cross-sell Customer Relationship Management 97

Sales Hacker

MAY 6, 2021

They’ll rip apart your CRM and replace your opportunity fields with their proven-and-trusted sales methodologies and scoff if you try to rehearse Sandler, Challenger, or MEDDIC selling to them. Recruiting and interviewing strategic candidates and attending case-study interviews for individual contributors.

B2C 95

B2C Pipeline SQL Strategize 95

Highspot

NOVEMBER 24, 2021

Beyond simply changing where we sell, research shows that over the past two years, the core values of buyers have shifted as well. How you sell to and engage with customers is now just as, and in some cases, more important than what you are selling. Do You Know What Great Enablement Looks Like?

Cross-sell 52

Cross-sell High impact Go To Market Strategize 52

SBI

FEBRUARY 24, 2021

Evolved Selling: Keeping Pace with Shifting Customer Demand. Enterprises have been forced to take strategic steps to combat the economic consequences of the crisis and keep pace with constantly shifting customer demand. The post Evolved Selling: Keeping pace with shifting customer demand first appeared on Smart Selling Tools.

Sell 38

Sell Customers Tradeshows Cross-sell 38

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.

Sell 78

Sell Minimum Viable Product Objectives and Key Results Cross-sell 78

SaaStr

MARCH 31, 2022

So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. Rico Mallozzi: So marketplaces are fundamentally changing, go to market motions for a lot of enterprise technology companies.

Cross-sell 76

Cross-sell Finance Strategize Technology 76

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. Transactional Selling.

Cross-sell 85

Cross-sell Consult Sales Strategize 85

SaaStr

JANUARY 30, 2023

Deel solved this by scaling the revenue operations team in conjunction to support sales, design quotas, and go-to-market strategies, and leverage data to identify the best strategies. To tap into this revenue potential, Deel grew the account management team so managers could reach out to clients, share products, upsell, and cross-sell.

Cross-sell 87

Cross-sell Account management Clients Growth 87

Gong.io

OCTOBER 19, 2021

And some are intangible, like a learning culture; the knowledge provided in onboarding, training, and coaching; and insights into how your strategic initiatives do IRL. It helps you dominate the market by turning your team members into superstars and your go-to-market function into a revenue-generating beast.

Quota 164

Quota Sales Strategize Objection handling 164

Highspot

FEBRUARY 14, 2024

By defining specific goals and identifying key performance indicators (KPIs), a sales and marketing plan provides a structured framework for marketing and sales to align their go-to-market efforts. And when teams are aligned, companies can generate up to 208% more revenue from their marketing efforts.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Click Through Rate Lead generation 52

Highspot

FEBRUARY 14, 2024

By defining specific goals and identifying key performance indicators (KPIs), a sales and marketing plan provides a structured framework for marketing and sales to align their go-to-market efforts. And when teams are aligned, companies can generate up to 208% more revenue from their marketing efforts.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Click Through Rate Lead generation 52

PandaDoc

MAY 13, 2024

Sales enablement is a strategic approach that provides resources, tools, and training to empower sales teams, enhancing their effectiveness and efficiency throughout the sales process. Take a look at your sales and marketing teams. Training focuses on winning the trust of customers and providing an effective sell.

Objectives and Key Results 52

Objectives and Key Results Legal Cross-sell Sales 52

Salesforce

OCTOBER 12, 2021

Businesses are realizing that to stay agile, strategic, and most importantly, sustainable, they need a CRO who can fold marketing, sales, and customer success into one seamless revenue machine. “In They’re able to pinpoint how organizations can strategically move themselves into a very successful future.”.

Gaming 98

Gaming Cross-sell Sales Finance 98

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. Companies, especially those with an undifferentiated product, may want to think strategically about the evolution of their respective category and the path towards building a platform. . Org Building Ideas for Cross-Border Companies. Learnings on GTM.

GTM 81

GTM Cross-sell Niche Strategize 81

The Lost Book of Sales

AUGUST 15, 2021

🌪 Book summary #1 (long): Crossing the Chasm by Geoffrey Moore Outtake: -> What is the “Chasm”? We have enough high-tech marketing history now to see where our model has gone wrong and how to fix it. Maybe the strategic priority is to get new logos instead of just cold-hard revenue.

Cross-sell 98

Cross-sell Gambling GTM Territory 98

Highspot

NOVEMBER 18, 2020

As we prepare to exit 2020, the process of building your yearly go-to-market strategy is filled with unknowns: When will we return to our physical offices? How can we invest strategically? While nobody can answer these questions with exact certainty, the broader shifts shaping our markets for the next year are already happening.

Cross-sell 52

Cross-sell Sales Technique Go To Market 52

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

SaaStr

JANUARY 25, 2021

Secure the deal through the use of all available resources such as executive relationships or board relationships in order to provide the most cross-functional attention possible. For those selling into the enterprise, channel strategies are very important. Consider lowering the barrier to entry with a starter tier.

Cross-sell 63

Cross-sell GTM Territory Sales 63

Highspot

MAY 20, 2022

No matter how your strategy changes – whether that’s selling something new, deploying a new methodology, or entering a new region – sales playbooks ensure that reps know what to do, and how to do it effectively. As reps begin to sell the product, they can access the sales play to understand which actions they should take and why.

Territory 52

Territory X-functional Cross-sell Sales 52

Sales Hacker

JUNE 14, 2021

Sales and marketing teams start their account-based sales (ABS) and account-based marketing (ABM) programs with strategic intentions. They target those that are in-market and those that should be showing intention. Yet most organizations do not think about how they will strategically accelerate accounts toward revenue.

GTM 81

GTM E-commerce B2B Profit margin 81

Gong.io

AUGUST 10, 2020

Which selling skills should account managers focus on building? Selling skills matter just as much for account management, just in a more subtle way. Selling Skills and Account Management. Because renewing, especially in SaaS, is pretty much selling. At the end of that contract, you’ve got to sell it again.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

Gong.io

JULY 21, 2021

That’s why m odern go-to-market teams started aligning those teams a while back. Done well, RevOps means higher revenue and a smoother go-to-market (GTM) process. Once you’ve moved your org beyond ‘ What is revenue operations ”, they’ll know that it’s more than hosting a few cross-functional meetings. .

Growth 62

Growth GTM Cross-sell Pipeline 62

Highspot

OCTOBER 23, 2023

It starts with strategic actions, teamwork, and market understanding. Dive into the art of coordinated strategies, discover how hits like the iPhone and Netflix mastered market needs and brand appeal, and use key metrics to elevate your launch. A strategic product launch targets the needs and desires of its audience.

Launch 59

Launch Negotiate Product GTM 59

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. We started by selling to other startups, mainly YC companies.

Legal 86

Legal Cross-sell Contract Price 86

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. Planning and strategizing go-to-market plans. Automating any possible selling or non-selling tasks. Best Practices to Improve Sales Operations.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

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

ConversionXL

APRIL 7, 2021

Account-Based Marketing has in fact been around since the 1940s. When sales made a list of logos they wanted to sell, or the list of ‘dream customers’ to close. The concept remains the same today with modern ABM—we want to sell to a list of ‘dream customers’ more commonly referred to as target accounts.

GTM 98

GTM CRM Cross-sell Cold Call 98