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Jason, director of product marketing at a global cybersecurity company, celebrates a big win. His product ranks as the third-fastest growing in the company. But there’s a problem — the company operates in silos, treating all products as separate cost centers. Product-market fit. “We need a scalable platform.
The main difference between cross-selling and upselling is what you are offering. Upselling recommends a more advanced version of the same product, while cross-selling suggests a different product that complements the original one. Cross-sell = a complementary product that adds value.
B2B marketers are under pressure to deliver pipeline, but the old playbook of MQL chasing, generic content and paid ads isn’t cutting it anymore. We need a measurable proof of concept that fosters collaboration and helps us build a pipeline together. Marketers are pressured to deliver tangible results, usually leads and pipeline.
But too many teams are still focused on vanity engagement metrics that don’t translate to pipeline. This post breaks down how leading revenue teams are cutting through the noise—triaging signals, mapping expansion paths, and building cross-functional systems to act. Sales cycles are slower. More deals stall.
The reality of intent signals As marketers, we’ve been told that there is a connection between a “signal” of a prospect seeking information with their interest in your company or product and assumed that a response to an offer made could imply they’re “in the market to buy.” Pull data on 10 accounts to start.
At this stage, the company has likely found some product-market fit, but scaling efficiently and predictably is the next big challenge. Ideally Though — Before You Start Before making any major moves, you need to understand the lay of the land: Pipeline Health : What does the pipeline look like? Assess the Current State.
Key Takeaways Product training is essential for anyone responsible for taking a product to market. 77% of B2B buyers found their most recent purchase very complex or difficult, emphasizing the need for in-depth product knowledge. Product training techniques like gamification keep teams motivated. What is Product Training?
To measure sales velocity and adoption rate effectively, you need to focus on KPIs that give you insight into how quickly deals are moving through your pipeline and how well your product is being adopted by customers. If your LVR is growing, your sales pipeline is healthy, and you’re likely to see revenue growth in the near term.
And when the samples are so good that you decide without prompting to buy the product on the spot? That’s a classic example of product-led sales (PLS). Samples of donuts, pizza, or almond croissants don’t require a lengthy explanation or complicated product demonstration. Why are product-led sales important?
Traditional funnel metrics like MQLs or pipeline velocity don’t tell the full story of how your best customers drive long-term growth through retention, expansion, and advocacy. How do I link product usage data to marketing success? Customer-Led Growth (CLG) requires a new lens for measurement. Yes, but with caution.
Keep productivity high. That’s why we’re excited to announce our latest releases, focused on removing productivity blockers and empowering teams to hit targets faster. And for all you scale-ready sales leaders: Easily expand your partner ecosystem with Partner Cloud’s centralized management of enablement, pipelines, and comp planning.
Tactical tips for early-stage startups on aligning go-to-market motion with product-market fit. The importance of cross-functional stream teams for accelerating GTM initiatives. 16:00 End-to-end GTM orchestration across sales, marketing, product, and CS. Of products and services. And we build what we call stream teams.
Deal desks can incorporate large teams of relevant stakeholders within sales, finance, product marketing, product management, legal, customer success, and more as needed. Services such as investing, insurance, or any type of financial product or service can benefit from deal desk software. hpc saw a 20% increase in close rate.
Mastering the Art of Empathy in Sales: An Inside-Out Guide to Selling In the fast-paced world of sales, success often hinges on more than just hitting quotas and closing deals—it’s about forming genuine connections with your prospects. The Inside-Out Selling: Reminders guide emphasizes that empathy starts with looking inward.
I could directly influence the outcome (and my salary as well), excite someone about a product, and measure my impact. But I wanted to sell something that challenged my mind, involved consultation of multiple strategic decision-makers, and had a measurable business impact on customers. It hit me: I love this. Don’t overthink it.
Mastering the Art of Empathy in Sales: An Inside-Out Guide to Selling In the fast-paced world of sales, success often hinges on more than just hitting quotas and closing deals—it’s about forming genuine connections with your prospects. The Inside-Out Selling: Reminders guide emphasizes that empathy starts with looking inward.
Increase regional sales pipeline by 20%. Increase cross-sell and upsell revenue by 25%. Product marketing Role: Define the positioning and messaging of products or services. Sample goals: Launch two new product positioning campaigns, increasing market share by 10%. Expand partner-driven revenue by 30%.
Tactical tips for early-stage startups on aligning go-to-market motion with product-market fit. The importance of cross-functional stream teams for accelerating GTM initiatives. 16:00 End-to-end GTM orchestration across sales, marketing, product, and CS. Of products and services. And we build what we call stream teams.
Do marketing’s efforts around lead generation help to build strong sales pipelines ? Source: 2025 Gartner research ) Actionable insights into all reps’ sales pipelines Visibility drives better sales performance. Can sales enablement see which sales professionals are actively utilizing their content?
Knowing who you’re selling toand how they make buying decisionsis key to building effective campaigns, aligning sales and marketing, and accelerating pipeline. An Ideal Customer Profile (ICP) defines the type of company that would benefit most from your product or service and is most likely to buy and succeed with it.
Expansion isn’t a vague concept—it’s a set of measurable outcomes: increasing account value through upsells, cross-sells, feature adoption, or renewals with add-ons. For instance, a customer with 85% product adoption may be ready for an upgrade conversation. During adoption, it might be product webinars or use-case guides.
The reality, though, is that potential customers still require human interaction (and a lot of it) to make well-informed and timely decisions about B2B products and services. Many buyers may value the autonomy and convenience of digital customer journeys. Think deals tied to software subscriptions that require annual or multi-year contracts.)
Key Takeaways Executing 1:1 and 1:few account-based selling strategies geared toward high-value target accounts is how leading enterprise sales teams drive sustainable revenue growth. Guide: What Good Client Engagement Looks Like Download free guide What is account-based selling?
Like other sales approaches, the goal of door-to-door sales is to establish a relationship with a customer, upsell , cross-sell, and close more deals. However, this typically relies on a highly targeted approach — making sure the right product or service is offered to the right audience at the right time.
Here are some ways that top salespeople can use LinkedIn to add to their pipeline. If you live for weekend trout fishing trips you might slip it in there, but not at the expense of describing the products or services you are selling. For example, say you sell commercial property insurance.
In our latest State of Sales report, 81% of sales teams using AI tools have boosted productivity, and 83% have seen revenue growth in the past year. Here are just a few benefits, and the more you grow, the more these do too Saves you time: Automation takes over time-consuming admin tasks, so your team can focus on selling.
A 90-second montage with no product pitch. Cross-platform digital and TV distribution. Case depends on evidence quality and time horizon. Capitalization rationale : Reusable content, sales assets and playbooks justify partial CapEx treatment, similar to internal-use software. Causal chain : 50M+ views in the first week.
Key takeaways Highly engaged customers tend to stay loyal to companies, spend more on their products and services, and become brand advocates. “They often become vocal brand advocates, spreading the word about the company and product. What is customer engagement?
Within a buying committee, there are a lot of personas that require a different understanding of the value a product delivers to them. For example, the architect or engineers had to approve our products so they fit their design, and the building owner needed to understand the ROI, and the contractor had to install the product.
The strategy also needs to align the CRM’s role with broader company objectives like increasing revenue, improving onboarding, reducing churn, or expediting deals within the sales pipeline. Improved productivity and efficiency. Emphasis lies in lead scoring, automated outreach, task scheduling, and pipeline visibility.
This enables seamless cross-platform automation for tasks like data synchronization and notifications. You can execute tests generated by the Testing Center directly in the user interface or integrate them seamlessly into your CI and CD pipelines via the CLI. Now, get this: Flex Credits are here! Why should you care?
Their primary responsibility is selling and generating revenue without worrying about other aspects like product meetings or board discussions. Its important to avoid the common pitfall of hiring reps before having enough pipeline. This is often the opposite of what you do up this point, where youre building pipeline first.
Five years into my B2B marketing career, I noticed a pattern: The clients who said yes were the ones whom I understood not just their stated needs but their underlying motivations through conceptual selling. Table of Contents What is conceptual selling? While traditional selling asks, What do you need? Heres how it works.
When sales enablement and sales operations work together, youre bound to smooth out your sales process, boost productivity, and drive consistent revenue growth, which is the ultimate goal. Sales enablement is all about providing sales teams with the content, tools, training, and support they need to sell effectively.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Austin Hughes is the founder and CEO of Unify, a platform helping high-growth teams turn buying signals into pipeline. Navigating payroll, benefits, and compliance shouldn’t slow you down. That’s where TriNet comes in.
You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast. Learn more What you’ll learn: What are sales terms?
Customer Site Visits Are Your Secret Weapon : In an age of Zoom and AI efficiency tools, Ross mandates that every new hire – from SDRs to C-suite – must learn the product, industry, and customer by spending time on-site. The phone call to his wife was simple: “I’m going to Los Angeles to sell software to plumbers.”
Lean on enablement to spearhead this process, as they can successfully break down cross-functional silos and enhance productivity, allowing you to unlock the impact of your strategic initiatives and drive more predictable growth. TIP: Define and centralize the plan for your go-to-market initiatives with Highspot Initiatives.
It helps me and the team be so much more productive. So that means I know how many months ahead I need to look at to make sure I’ve got enough pipelines. So if I look at a month or a quarter, you start and you say, okay, do we have enough pipeline? I dont know how I didnt start on Superhuman sooner.
Manufacturing sales teams face long deal cycles with cross-functional buying committees who have complex product requirements. When managing large catalogs and diverse product lines that change with each potential customer’s unique business, disorder can tank productivity.
Sales chase deals, marketing fills the pipeline, and customer success keeps customers happyRevOps ensures they’re not working in silos across different departments. Processes: Standardized workflows, such as lead handoffs or pipeline management, reduce inefficiencies. Ensures cross-team alignment on revenue goals.
These new product capabilities, along with advances in automated document personalization, digital sales rooms, Salesforce and Microsoft integrations, and more come at an important milestone. The Fall release introduces the Initiative Scorecard, an actionable dashboard that ties enablement activity to business outcomes.
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?
Previously, he was the Global VP of Product for SAP, CRM and Sales Cloud. How enterprise teams are already deploying autonomous agents in production. Previously to that, it was the global VP of product for SAP, focused on the CRM and sales cloud. Why traditional SaaS pricing models (like per-seat) dont work in the agent era.
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