Sales Hacker

DECEMBER 14, 2022

One day you might have to explain to your children that companies once had sales meetings in person, in a room with the lights dimmed and something called a PowerPoint presentation. (If Now we all use Zoom for our meetings. The truth is that most sales meetings, online or in person, always were and often still are boring lectures. .

Meeting 119

Meeting Cross-sell Technique Education 119

SaaStr

FEBRUARY 7, 2025

In the latest episode of SaaStr’s CRO Confidential Series, our host Sam Blond sits down with Ron Gabrisko, CRO of Databricks , to unpack the journey from $1M in ARR to crossing $3B ARR at the end of January 2025. They set up meetings with Fortune 500 CIOs. Similar to most structures of a technical sales team.

Technical Sales 72

Technical Sales Inside sales Cross-sell Account management 72

SBI

JULY 1, 2020

5 Ways to Uncover Strategic Account Revenue. Now, with the economic uncertainties of 2020, sales teams of all sizes are desperate for a more strategic approach to building dependable and ongoing opportunities to optimize customer revenue in their most strategic accounts. Manage Relationships More Strategically.

Strategize 72

Strategize Cross-sell Strategic partnership Growth 72

Sales Pop!

AUGUST 20, 2021

These can be a unique selling proposition, recommendations, business launch questions, success stories, demonstrations, and presentations. B2B companies sell their products or services to other companies instead of selling them to customers. selling a different product or upgrading their current product to a new version).

Inside sales 246

Inside sales B2B CRM Price 246

Sales Hacker

MAY 7, 2025

The importance of cross-functional stream teams for accelerating GTM initiatives. We identify cross-functional streams of work that have dependencies cross-functionally that we need to get done. And I also have the industry principles here because we’re a vertical market and we sell into the real estate industry.

GTM 82

GTM Engineering Customers Cross-sell 82

Partners in Excellence

MARCH 26, 2024

It’s a solution that addresses the way buying is changing, integrating digital and personal selling. But what really interested me were Bill’s perspectives on where buying and selling is headed and how we must change our engagement strategies to work with buyers more impactfully.

Sell 137

Sell Cross-sell Finance B2C 137

The 5% Institute

DECEMBER 2, 2019

Then there is key account management and strategic account management – what is the difference? What Is Key & Strategic Account Management. Another common question salespeople ask, is what is key account management and strategic account management? In sales, there are opportunities to up sell, as well as cross selling.

Account management 98

Account management Objectives and Key Results Cross-sell Strategize 98

Martech

OCTOBER 16, 2023

Don’t forget to cross-sell or upsell Have a cross-selling or upselling module in your transactional email to drive additional revenue. Keep these strategic points in mind as you develop your journey emails: Why should customers care about your email? I’m glad you asked! You optimize them based on your testing.

Cross-sell 136

Cross-sell Retail B2C Strategize 136

Highspot

JANUARY 23, 2025

In other words, hard skills guide what sales reps sell, and soft skills determine how they sell to prospects. These challenges compound when teams are spread across different regions and may only meet in person once or twice a year. All of these consultative selling factors contribute to stronger client relationships.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Technique 52

The 5% Institute

AUGUST 15, 2023

Strategic Account Management (SAM) is a powerful approach that goes beyond conventional sales tactics, focusing on creating value, fostering trust, and driving mutual growth between businesses and their most valuable clients. What Is Strategic Account Management? This is where Strategic Account Management (SAM) comes into play.

Account management 52

Account management Strategize Objectives and Key Results Cross-sell 52

Heinz Marketing

APRIL 14, 2022

These listen to us – “transmission” messages were neither what prospects or customers wanted to hear, nor what the sales folks and channels needed to sell. To stay relevant and a be strategic partner today, CMOs need to drive more value with five salient actions: Cross-functional Alignment with Common KPIs. Customer Obsession.

B2B 116

B2B Cross-sell Education Strategize 116

Sales Hacker

MAY 7, 2025

The importance of cross-functional stream teams for accelerating GTM initiatives. We identify cross-functional streams of work that have dependencies cross-functionally that we need to get done. And I also have the industry principles here because we’re a vertical market and we sell into the real estate industry.

GTM 68

GTM Engineering Customers Cross-sell 68

Score More Sales

AUGUST 11, 2011

Others are strategizing on and successfully growing revenues. Use an automated system to set next actions with clients and strategic partners too. Remember that strategic (or referral) partners can refer you many companies over time, so why are you not contacting them on a regular basis? by Lori Richardson on August 11, 2011.

Niche 103

Niche Strategize Cross-sell Referrals 103

Veloxy

MAY 3, 2022

Helps your sales team spend more time on the selling activities that produce revenue. Helps perfect your sales process in order to sell more. In addition to helping sales team’s accelerate sales, Veloxy also helps optimize sales enablement by maximizing selling efficiency. Helps perfect your sales process in order to sell more.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Hubspot

MARCH 18, 2019

The difference between key account management and selling. To turn buyers into business partners, a key account manager (KAM) typically provides dedicated resources, unique offers, and periodic meetings. But if you use the right key account strategy, you'll reap greater sales volume and long-lasting strategic relationships.

Account management 100

Account management Objectives and Key Results Cross-sell Non-Profits 100

Partners in Excellence

APRIL 5, 2024

For the past month, I’ve been publishing stories on “Why I’m So Interested In Selling.” Some have had long careers in selling, some are relatively new. This includes the strategic aspect of navigating sales processes and the rush of finalizing a deal.

Sell 143

Sell Cross-sell Drivers/motivators Education 143

Martech

MARCH 1, 2024

Instead, B2B retention requires a laser focus on the core business, meeting customer expectations consistently, penetrating existing accounts further and monitoring any changes closely as signals for proactive outreach. Thus, retention is gaining traction again as a strategic B2B marketing priority.

B2B 134

B2B Cross-sell Pharmaceutical Account management 134

Veloxy

AUGUST 31, 2023

From long-lasting client relationships to face-to-face meetings , field reps can make all the difference in innovation by continually supporting customer needs. If you’ve been meeting quota attainment for the past few months in a row, then you’re clearly underplaying your real potential.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

SaaStr

SEPTEMBER 17, 2020

In her session, Erica shares her hard-earned leadership lessons– from selling her company to what she’s learned at Github, we’ll share her most essential leadership principles for any stage of business. #1 Facilitate cross-functional collaboration. #4 1 Build a Support Staff Early. The truth is, founders are frugal.

Cross-sell 143

Cross-sell Networking Growth Strategize 143

The 5% Institute

OCTOBER 13, 2019

Strategy selling, also known as strategic selling; is the step by step system you put together to serve more qualified clients and win more sales. What Is Strategy Selling? Strategy Selling #1 – Prior To Contact. Both plans are crucial when building out your strategy selling foundation. Lead Generation.

Sell 98

Sell Cross-sell Lead generation Referrals 98

Sales Hacker

JULY 25, 2022

Everyone on your team must meet their specific goals in order for your engine to operate efficiently. How to pivot, strategize, and coach. Future meetings. This involves spending 1:1 time with their people to help them strategize, brainstorm, and develop their communication and selling skills so they can grow your pipeline.

Engineering 116

Engineering Objectives and Key Results Cross-sell Pipeline 116

Martech

FEBRUARY 15, 2024

Step 1: Assessment and strategic alignment Clarify the business objectives with executives of both brands This seemingly obvious step should clarify the guiding principles you need to integrate a new brand effectively. Email and social are typically the first channels to focus on cross-selling the two brands.

Objectives and Key Results 107

Objectives and Key Results Cross-sell Campaign Strategize 107

SaaStr

SEPTEMBER 1, 2021

Traditionally, marketing teams sit down at the beginning of the year, hammer out targets and strategic initiatives and spend the entire year narrowed in on that plan, never wavering despite changing circumstances. Examine strategic performance, tactic effectiveness, lead and opportunities response, and more.

Cross-sell 109

Cross-sell Contract Pipeline Strategize 109

Heinz Marketing

JULY 20, 2023

Not only are they pressured to mitigate churn, but they must also simultaneously drive revenue through upsells, cross-sells, and advocacy. By combining the deep understanding of customers held by customer success teams with our strategic marketing mindset, sustainable growth can be achieved.

Customers 98

Customers Cross-sell Growth Lead generation 98

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

Salesforce

APRIL 4, 2025

3 strategic objectives that lead to growth and profits Before we get into agentic marketing automation, let’s examine what is needed. This often means lots of cross-functional collaboration. The agent could recommend a model and also look at what channel can meet the immediate need. Its not always about selling more.

Objectives and Key Results 52

Objectives and Key Results Cross-sell A/B testing Strategize 52

Partners in Excellence

APRIL 20, 2012

He described a sales situation—he’s selling a solution that creates a tremendous return for this customer. There are lots of ways to start addressing this–can the end user, getting all the benefit provide the funding/budget to the IT group so they can invest in this project and still meet their budget goals?

Cross-sell 105

Cross-sell Strategize B2B Sell 105

PandaDoc

APRIL 18, 2025

Sales meetings are central to most businessesbut the most effective, high-performing sales teams know how to make them count. These meetings are intended to align goals, track progress, share insights, and make sure everyone is on the right track and working toward the same objectives. What is a sales meeting?

Meeting 52

Meeting Product Objectives and Key Results Contract 52

SaaStr

JANUARY 31, 2022

Adding C-level engagements and cross-departmental selling will lengthen your sales cycle but it will provide you with customers who stick and an increased average transaction size. I love the feeling within the first five minutes of meeting someone when you know you’ve found the perfect match. . Cross-team resolution of issues.

Territory 98

Territory Cross-sell Quota Networking 98

Sales Hacker

APRIL 16, 2020

As a result, all selling approaches that focus on selling a product or taking an order will fail. Sales enablement is a cross-functional discipline for driving your desired sales results. Any project or program approach that’s focused on meeting the budget, the timeline, or the quality won’t work. Bottom Line.

Objectives and Key Results 131

Objectives and Key Results Cross-sell Quota Sales 131

Jeff Shore

OCTOBER 2, 2018

My own mastermind program included: – Strategic Coach, an entrepreneurial program that I have been a part of for years. We share best practices, pose difficult challenges, and cross-promote business. – My own Sales Leadership Roundtable , a quarterly live meeting with a continual deep-dive focus on advanced sales leadership topics.

Real Estate 102

Real Estate Cross-sell Represent Consult 102

Salesforce

DECEMBER 8, 2022

Here are 10 sales statistics from our State of Sales report that tell the story of sellers adapting to meet the moment. Sales reps spend only 28% of their week selling, down from 34% in 2018. As noted above, tool juggling is one of the reasons reps don’t spend enough time selling. Get set for success in 2023. 6 min read.

Cross-sell 98

Cross-sell Gambling Quota Sales 98

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 Sales Strategize Entertainment 98

Highspot

NOVEMBER 24, 2024

It’s typically a cross-functional initiative between sales and marketing. It usually includes sales enablement certification assessments to ensure reps meet performance standards before applying their training in the field. On the flip side, sales enablement provides the tools to sell better.

Pitch 52

Pitch Sales Technique Cross-sell 52

Partners in Excellence

MAY 3, 2022

How much it impacts them on a day to day basis; what it keeps them from doing; the personal hassle factor; and meeting their day to day goals. They worry about how the problem impacts their ability to achieve their strategic goals. Yet when we talk about the same things to the end users, they look at us with their eyes crossed.

Strategize 102

Strategize Territory Cross-sell Finance 102

Hubspot

MARCH 7, 2018

Upsell/Cross-Sell Rates. Is there something that overperformers do in sales meetings that others don’t? Beyond benefiting your company’s business outlook, keeping in touch with clients supports your business’ strategic goals as well - its a sales metric that matters. Upsell/Cross-Sell Rates.

Territory 101

Territory Cross-sell A/B testing Promote 101

SaaStr

NOVEMBER 30, 2023

From a strategic standpoint, early-stage companies start to build out their teams, transitioning from founder-led sales to incentivizing growth as they build those teams. At Marketo, Pepper’s first Head of Sales would come to board meetings with a bunch of balloons. Cross-selling requires a more diverse product suite.

Go To Market 111

Go To Market GTM Cross-sell Growth 111