Partners in Excellence

SEPTEMBER 10, 2012

Managers asking sales people to commit time selling outside the sweet spot must recognize this, They must adjust their performance expectations. There really are a few core strategies that companies look at: How do we find more stuff to sell within our current sweet spot? How do we sell new stuff to new customers?

Non-Profits 102

Non-Profits Manufacturing Cross-sell Education 102

PandaDoc

MAY 12, 2025

Selling additional products or services usually sounds like a good thing, but thats only true when every extra sale contributes to your overall bottom line. Marginal revenue can help by showing exactly how much additional income your business brings in from selling one more unit. What is marginal revenue?

Price 52

Price Manufacturing Cross-sell Up-sell 52

Martech

MARCH 1, 2024

I see three drivers behind this stunning change: COVID-19, where personal selling was crippled and “retention is the new acquisition” became the latest catchphrase. Any dissatisfaction in product, service or overall experience creates an unbridgeable gap in retention efforts. It didn’t even make the Sagefrog priority list in 2022.)

B2B 134

B2B Cross-sell Pharmaceutical Account management 134

Partners in Excellence

FEBRUARY 17, 2015

There are 1000’s of articles about transactional selling. The collective wisdom of most of those posts can be summarized as follows: “Transactional selling sucks!” Others say that it is all going the way of the web and e-procurement, so there is really no “selling opportunity.” ” It does!

Contract 111

Contract Cross-sell Manufacturing Price 111

Partners in Excellence

NOVEMBER 20, 2020

I get endless notes, trying to “engage me,” “I see you are in the manufacturing industry…” I’m not, though many of my clients are manufacturers. Crossing The Chasm: What We Care About Versus What… The post Are You Curious About Who Your Customer Is? What are they trying to achieve?

Customers 106

Customers Manufacturing Cross-sell Pitch 106

Martech

JUNE 24, 2025

What began as a way to promote sponsored products on a retailer’s digital shelf has grown into a powerful and versatile media channel. Think shoppable videos on Walmart.com or product-focused reels inside Target’s app. Many analysts predict the next RMN formats ready to scale will be in-store ads or product experiences.

Retail 67

Retail Campaign Strategize Cross-sell 67

Martech

FEBRUARY 25, 2022

These platforms offer a wide range of advanced features, including AI-based predictive lead scoring and product recommendations, ABM and social media campaign integration. Product overview. Product overview. This includes cross-channel, multi-touch and multi-wave campaigns. Product overview. Target customers.

E-commerce 122

E-commerce B2C Manufacturing Hospitality 122

Martech

OCTOBER 20, 2022

An example from Oracle: We care about first three days of product usage. Its customer base includes some 60 million small businesses and it wanted to cross-sell to them. It didn’t need to know everything about those businesses; it was primarily concerned to identify cross-sell triggers.

Launch 107

Launch Cross-sell Manufacturing Healthcare 107

Partners in Excellence

JULY 8, 2015

Marketing talks about their performance, sales, customer success, product management, engineering, development, finance, manufacturing, HR… Each has metrics and can go through pages and pages of data showing their performance. Goal alignment and Interlock has to also work cross functions and departments at each of these levels.

Launch 107

Launch Manufacturing Cross-sell Finance 107

Miller Heiman Group

JULY 23, 2019

This is abundantly true in manufacturing sales. To better serve customers, manufacturers must connect sales and service in a holistic manner that places the customer’s needs at the center of every decision. Sales Sells the First Deal, Service Sells Future Deals. Manufacturing sellers often focus on larger deals.

Manufacturing 51

Manufacturing Service Cross-sell Sales 51

Martech

NOVEMBER 12, 2021

“Their alogrithms are garbage,” said Lesley Hensell Demand, partner in Riverbend Consulting, a firm which helps Amazon sellers overcome a host of challenges, including account de-activation and loss of ASINs (a kind of ISBN number Amazon assigns to products. Riverbend is heavily staffed by former Amazon employees.

Cross-sell 111

Cross-sell Manufacturing Price Presentation 111

Salesforce

NOVEMBER 19, 2024

So you’ve developed a great product, and you’re feeling confident about the value you’re bringing to market. There are cases in which a business brings an entirely new product or service to the marketplace and is able to set prices as high as customers will tolerate. Enter competitive pricing.

Price 52

Price Profit margin Territory Cross-sell 52

Sales Hacker

JUNE 17, 2025

But behind every product launch and revenue milestone is a team – and building that team is one of the hardest and important parts of the journey. Product and Go-To-Market. Dennis Lyandres: Okay, so Sophie Buonassisi: when it comes to cross vertical software and ai, [00:04:00] what are you really advising founders on today?

GTM 82

GTM Customers Construction X-functional 82

PandaDoc

MARCH 25, 2025

If youre selling a cup of coffee, the options are relatively simple. Complex sales typically involve high-value products or services, which are often highly customizable. Product demos, proof of concept (POC), or pilot programs can be helpful to show customers exactly what your product or service can do for them.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Veloxy

OCTOBER 29, 2021

This turns a sales rep who spends too much time on non-selling activity into a trusted advisor that spends the majority of their time on customer engagement. Sales AI is any software that makes use of artificial intelligence to make sales teams more effective and productive. Would you like to know more about AI for Sales?

Sales 223

Sales Non-Profits CRM Pipeline 223

ConversionXL

OCTOBER 7, 2022

This calculation goes beyond marketing costs and advertising dollars to include product costs, labor costs, shipping costs, and any other expenses that contribute to attracting and securing customers. Effectively, “spend” includes everything that goes towards getting your product into the customer’s hands.

Cross-sell 22

Cross-sell Customers Referrals Drivers/motivators 22

ConversionXL

DECEMBER 3, 2018

I worked with a company that manufactured moisture-resistant flooring adhesive. They’d built a range of products that completely solved the problem—but they couldn’t reach their potential customers. Niche, offering highly specialized products that are used in a handful of uncommon situations.

Niche 133

Niche B2B Manufacturing Education 133

Salesforce

JUNE 8, 2022

Safety in field service is paramount and transcends industries,” said Shilpa Ramaswamy, senior director, product management, Salesforce Field Service. Drive business with productivity. Businesses that focus on safety are more productive and profitable. average success rate of selling to a new customer. Read the article.

Service 98

Service Cross-sell Appointment Electricity 98

Hubspot

JULY 11, 2018

They do this by using their power of purchasing to support positive change, keep their manufacturing footprint small and responsible, give back to local communities, and make delicious ice cream. They offer a marketplace for creatives to sell their goods with the aim of having a positive impact on people and the planet. Warby Parker.

Non-Profits 99

Non-Profits Manufacturing Healthcare Drivers/motivators 99

Sales Hacker

APRIL 6, 2022

Sales teams often struggle with configuration of price quotes when dealing with complex products or services or large product catalogs. And these manual processes take sales reps away from their most important activity: selling. What is CPQ? CPQ stands for Configure Price Quote.

Cross-sell 107

Cross-sell Contract Price Finance 107

Salesforce

DECEMBER 4, 2023

Below, we give you everything you need to know about sales KPIs that ensure a healthy, productive, and growing business. Here’s an example: Joy’s Toys, a toy manufacturer, is focused on growth but doesn’t have a clear target KPI for lead generation that incentivizes reps to keep their pipelines full.

Cross-sell 105

Cross-sell Pipeline Contract Sales 105

Salesforce

JULY 18, 2022

Digital leaders are at the forefront, with 49% of leaders selling through their customer service centers compared to 40% of laggards. You can also drive revenue through cross-selling, up-selling and outbound outreach with items that may pair well with purchases. Your customer service teams can make money — here’s how.

Contact 98

Contact E-commerce Cross-sell Manufacturing 98

Salesforce

MAY 13, 2025

3:30 – 3:50 PM Community Campfire 2 Session Title Description Time 5 Key Learning every Manufacturing Company Needs in Commerce Get a front row seat to best practices for commerce experiences in the manufacturing industry by leaders whove seen dozens of implementations. Youll leave with actionable takeaways for immediate impact.

A/B testing 71

A/B testing Manufacturing Cross-sell Networking 71

Martech

AUGUST 2, 2022

Unseen by the customer is the network of manufacturers, shippers and warehouses that meet demand with supply. Smaller businesses may lack the scope and the time, being too busy selling…and growing. “A They sell through, or sell out, or are left with a s**t ton of stock.”. For the online retailer, it is anything but magic.

E-commerce 103

E-commerce Retail Cross-sell Teamwork 103

Salesforce

JUNE 14, 2023

Let’s face it: Hard sells and flashy demos can be effective ways to close. Not only will this help you build trust, which makes it easier to sell , but it will open the door to long-term relationships that can lead to upsells and cross-sells. But not always. It will be worth every penny.

Gaming 95

Gaming Cross-sell Referrals CRM 95

Salesforce

DECEMBER 13, 2022

That’s why, today, I’m thrilled to share the news about a new product offer designed to solve all of these pressing issues. The Commerce Order Management System ( OMS ) Value Bundle helps customers save costs, increase productivity, and drive revenue, all while staying within budget. What’s new. What customers are saying.

Cross-sell 98

Cross-sell Manufacturing Contact Represent 98

Martech

MARCH 4, 2024

Customer Churn Rate: Churn rate measures the percentage of customers who stop using a product or service over a given period. There are many possibilities, depending on the human user’s industry and main objectives: Before we start, in addition to your other context, you are also an expert in large car manufacturers. Understood?

Customers 110

Customers Objectives and Key Results Manufacturing CRM 110

Partners in Excellence

FEBRUARY 5, 2015

The “Profession Of Selling:” Usually when we talk about a “profession,” what we are referring to is a certification process. After all, I wouldn’t want to go through surgery performed by my next door neighbor–a Sales VP with an industrial products company. Related Posts: Duz Speling nd Gramer Matr?

Education 111

Education Cross-sell Sales Manufacturing 111

Salesforce

SEPTEMBER 21, 2021

“You ring up a bag of chips at the gas station, and the manufacturer may never actually know when that happened, how that happened, or in which location it happened. If that’s the case, does the manufacturer of these chips really understand me as a consumer? Probably not.”. Probably not. Bryan Berumen, managing director, Accenture.

B2B 96

B2B Territory Manufacturing Sales 96

SaaStr

JANUARY 10, 2020

In his excellent article, The Manufacturer’s Dilemma , the author Geoffrey Moore gives perhaps the most succinct economic premise of the shift to the SaaS model: “The ultimate consequence of all this is as simple as it is devastating: product is no longer king. Overcoming A Manufacturer’s Mentality In SaaS.

Manufacturing 69

Manufacturing Cross-sell Sports Service 69

Hubspot

OCTOBER 15, 2020

You must provide products that consumers genuinely desire. You need to make customers aware of those products. There was a time when selling products was simple. Your biggest concern was how best to display the products to entice visitors into buying. The nature of your products and how they must get sold and used.

Retail 89

Retail Manufacturing Cross-sell Sales 89

Partners in Excellence

JANUARY 5, 2013

” First, look at different types of selling. See how you might apply them to selling. I also read a lot about product development and manufacturing. ” What’s interesting is there is much in “great teaching” that can be applied to “great selling.”

B2C 108

B2C Cross-sell Sales Manufacturing 108

Martech

DECEMBER 26, 2023

Each has its own target audience expertise and product preferences. So John Murphy, partner development manager at HubSpot, looks to remove barriers to cooperation between the vendor’s direct sales reps and the channel partner, for example, consulting with partners on lead generation and educating them on successful co-selling methods.

B2B 114

B2B Cross-sell Hospitality Healthcare 114

Partners in Excellence

JANUARY 10, 2017

It’s what causes our customers and prospects to shut down, ignoring our best efforts to engage them and sell them something (you can begin to see the challenge with that statement.). Yes, every once in a while a customer or prospect crosses over to our side of the chasm. What are you doing to cross that chasm?

Cross-sell 67

Cross-sell Customers Manufacturing Healthcare 67

Martech

JULY 24, 2023

Now here’s a welcome email that I love from Ooni, a European pizza oven manufacturer: Before I enabled images on this email, I could read the text next to the images, so the email didn’t have to rely on the images to deliver its message. If you’re selling things without a compelling story, maybe not.

Cross-sell 98

Cross-sell Real Estate Retail Represent 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. They do this by first identifying and focusing on the sales motions that are best for their product, team, and customer. Companies with complex or custom-tailored products.

Inside sales 130

Inside sales Cold Call Contract Price 130

Search Engine Land

DECEMBER 6, 2022

Imagine walking into a grocery store, list in hand, and all of the store’s products were randomly strewn on tables displayed throughout. You wouldn’t want to spend the rest of your life sorting through all the products to find the things on your list. What you call “Products” and where you have them on your ecommerce site (i.e.,

UX 81

UX Manufacturing User Experience Cross-sell 81