Salesforce

OCTOBER 29, 2024

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. The process has evolved with the advent of technology and tools. Depending on your industry, D2D can create successful and profitable sales careers.

Objectives and Key Results 52

Objectives and Key Results Territory E-commerce Pitch 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. Salesforce’s state of sales report shows that sales leaders expect their AI adoption to grow faster than any other sales related technology. How is AI Changing Sales?

Sales 223

Sales Non-Profits CRM Pipeline 223

Salesforce

NOVEMBER 19, 2024

Your business will have to set firm red lines that cannot be crossed, no matter how badly the sales team wants to close a deal. Penetration pricing: A penetration pricing strategy involves drastically discounting a product, even to the point of selling it below cost. Get your data in order. Start by getting your pricing data in order.

Price 52

Price Profit margin Territory Cross-sell 52

Highspot

JANUARY 23, 2025

Yet, a rapidly changing landscape of technologies and buyer expectations can outpace professional development and overwhelm even seasoned professionals. McKinsey notes that as intelligent machines take over more physical, repetitive, and basic cognitive tasks, sales reps will need social, emotional, and technological skills to stand out.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Technique 52

Sales Hacker

MARCH 7, 2022

He has so much sales and management knowledge he could write a book on it — and, in fact, he’s written seven, including “Sales Management That Works: How to Sell in a World That Never Stops Changing.” Sales is cross-disciplinary. It also varies depending upon whom, and where you’re selling.”.

Cross-sell 108

Cross-sell Territory Finance Sales 108

Martech

NOVEMBER 30, 2021

Are you looking to increase upsell and cross-sell opportunities at key accounts to improve customer lifetime value? Or do you want to expand into a new segment, territory or vertical market? But shifts in technology and disruptions from the COVID-19 pandemic have accelerated its widespread adoption among marketers.

Cross-sell 124

Cross-sell Territory B2B Technology 124

Martech

JUNE 23, 2022

Swiftcurrent Lake in the Many Glacier region at Glacier National Park. Onboarding the right technology. When searching for a technology that could achieve an advanced level of customer identity resolution, Heltzel’s team cast a broad net. It was new territory for us.”. Technology as a means of future proofing.

Territory 107

Territory Customers Hospitality Cross-sell 107

Martech

OCTOBER 10, 2022

This disconnect challenge is made more complicated when every organization, region, team or business unit is doing their own thing in how they go to market. Disconnect 3: Siloed people, process, data and technology versus company-wide integration. The average enterprise has 270 different technology + data subscriptions.

B2B 126

B2B GTM Customers Cross-sell 126

Martech

FEBRUARY 13, 2024

Developing your alignment roadmap The following steps will help you create a plan to align your marketing technology with your main business goals. For example, if you’re in the healthcare industry, focus on privacy and personalized patient engagement technologies. If it worked once, it can work again.

Objectives and Key Results 114

Objectives and Key Results Cross-sell Strategize Retail 114

Sales Hacker

APRIL 1, 2021

If you’re an OEM or selling physical products, this one’s for you (sorry, SaaS folks). Expansion to new territories is never easy, but the coronavirus is providing a wakeup call for enterprises and established companies to start looking at how customers say they prefer you to sell to them.

E-commerce 86

E-commerce Territory Transportation B2C 86

Highspot

MAY 15, 2020

Doing so requires sales enablement — a must-have function and technology for every business navigating today’s uncertain economic landscape. Sales enablement technology helps marketing teams ensure that all customer-facing roles have access to the same branding, messaging, and content.

Cross-sell 98

Cross-sell Territory Technology Technology 98

SaaStr

SEPTEMBER 8, 2020

While some of it was familiar territory, I thought it was a pretty fun discussion with a different perspective in many cases than we’ve touched on before. So they took the same technology and repackaged it as an API. Basically, a different expression/use case of the technology but the one that was right for the market.

Growth 124

Growth Hospitality Cross-sell Territory 124

Salesforce

NOVEMBER 18, 2024

Insurance In the insurance industry, producers, territory managers, CSRs, and claims adjusters can greatly benefit from Agentforce. Watch now for free Get started with Agentforce today Ready to dip your toes in the latest wave of AI technology? Back to top. ) Here’s your chance.

Service 52

Service Non-Profits Territory Trust 52

Sales Hacker

JULY 16, 2020

But look closer and you’ll see Giphy is yet another beneficiary of the Era of the Ecosystem — this paradigm in SaaS where the ability to integrate your technology into other products is just as important as your product itself. As a sales professional, building and co-selling with your ecosystem can help you shake loose new revenue.

Pipeline 121

Pipeline E-commerce Cross-sell Referrals 121

Partners in Excellence

JANUARY 31, 2018

Account Based Marketing/Selling is all the rage today. But having played in this space for more than a few years, a lot of what I see is deja-vu all over again, echoing concepts from the 80’s, 90’s, even before (look at some of the original books on account based selling and when they were published.

Sell 77

Sell Territory Cross-sell Strategize 77

Heinz Marketing

FEBRUARY 17, 2022

If you don’t see a jump in win rate over time, you can adjust your approach for selling. Average deal size is the average $ value of closed won business in a territory within a given timeframe. Account-focused models not only benefit net new deals, but also provide insights on cross-sell and upsell opportunities.

Pipeline 121

Pipeline Click Through Rate Cross-sell Territory 121

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. Proliferation of marketing and sales technology. The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. Unified data problems. This results in dozens of bottlenecks.

Finance 115

Finance Cross-sell SQL GTM 115

Salesforce

OCTOBER 4, 2024

What started as a manageable headache is now causing your organization to leak revenue — especially as you add more products, territories, and go-to-market strategies into the mix. But as your customers, head count, and company continued to scale, so too did your mishmash of tools and spreadsheets, disorganized documents, and scrambled data.

GTM 98

GTM Territory Finance E-commerce 98

Martech

FEBRUARY 7, 2024

Because AI is unexplored territory and, in the wrong hands, can damage a company’s brand, people will need to know how to maintain ethical boundaries. This year, it will be important to broaden people’s job skills so that they can work with AI — not be replaced by it. I was recently at a restaurant where a robot brought out my food.

X-functional 126

X-functional Cross-sell Territory Retail 126

Salesforce

SEPTEMBER 21, 2021

To help clients navigate this new sales world, they turned to Bryan Berumen , managing director at Accenture and an 18-year veteran of the technology consulting firm, to build a new solution and bring it to market. It plays out in something as simple as dividing up sales territories. This is not crazy technology.

B2B 96

B2B Territory Manufacturing Sales 96

Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. According to Gartner, 77% of B2B buyers say their most recent purchase felt “very complex or difficult,” highlighting the importance of thorough product knowledge for anyone selling or supporting a solution.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

SaaStr

DECEMBER 14, 2023

At the time, they were less than a billion or two in revenue, and now, they just crossed over a $30B revenue run rate. They’re selling from SMBs, especially with Workspace, all the way through some of the largest Enterprises in the world. Under her purview, Alison is responsible for Google Workspace and the Google Cloud Platform.

GTM 123

GTM Cross-sell Territory Retail 123

Sales Hacker

APRIL 6, 2022

And these manual processes take sales reps away from their most important activity: selling. If you’re selling a limited number of products or services, or have an extremely simple pricing model, a CPQ system may be beyond your needs. A better selling experience. 5 benefits of CPQ software. Scaling sales operations.

Cross-sell 108

Cross-sell Contract Price Finance 108

Veloxy

AUGUST 31, 2023

And while you can always push a product for the sake of selling it, you’ll only sell it once. Embrace sales technology and analytics Sales technology is among the biggest facilitators that help managers solve the biggest problems that come with outside sales. However, salespeople tend to miss the bigger picture.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Account A business, customer, lead, or prospect a company engages with to sell products or services to. Business-to-business (B2B) A model in which businesses sell products or services directly to other businesses.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

Partners in Excellence

JULY 8, 2015

Quota’s may be missed, new customer acquisition may be off, customer retention may be off, sales by product or region may be off. All of this because we aren’t aligned–cross functionally and vertically within our organizations. They were starting to spend money to support this launch.

Launch 115

Launch Manufacturing Cross-sell Finance 115

SaaStr

JANUARY 25, 2021

Prior to the pandemic, many companies knew which vertical channels were doing well, but COVID caused a change in territory planning overnight. 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.

Cross-sell 93

Cross-sell GTM Sales Territory 93

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. It's good to check how much travel is involved, what technology you'll have access to, and what performance metrics you'll be evaluated against.

Commission 94

Commission Territory Finance Inside sales 94

Openview

NOVEMBER 20, 2017

Today, Mike is at Veracode , which was recently acquired by CA Technologies. Often, it’s not until the end of the process that companies ask a candidate to demonstrate their ability to sell something. How do you manage year-to-year territory adjustments as your company grows? Do the screen and then jump right into the role play.

Territory 72

Territory Healthcare Sales Retail 72

Salesforce

DECEMBER 4, 2023

Why it’s important: ACV helps sales reps and managers identify opportunities for upselling and cross-selling that increase customer contract value and, ultimately, company revenue. If upselling or cross-selling are not possible (due to product portfolio, pricing structures, etc.), Typically measured yearly.

Cross-sell 105

Cross-sell Pipeline Contract Sales 105

Openview

MAY 11, 2018

To achieve explosive growth, technology startups need to have world-class sales teams. Combining that cross-functional skill set with strong technical competences means that the best reps don’t rely on their sales engineers to explain how their solution integrates or complements their prospect’s technology stack.

Drivers/motivators 90

Drivers/motivators Cross-sell Territory Sales 90

Pointclear

SEPTEMBER 24, 2015

This is the question I posed: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. Maybe you traditionally sell to one line of business.

Lead generation 95

Lead generation Cross-sell Territory Gaming 95

Partners in Excellence

MAY 3, 2022

Let’s imagine an IT technology challenge, though we can apply this thinking to just about any problem. Yet when we talk about the same things to the end users, they look at us with their eyes crossed. I’ve shared the story of being a CRO at a technology company. But that requires us to sell differently.

Strategize 102

Strategize Territory Cross-sell Finance 102

Heinz Marketing

SEPTEMBER 13, 2021

Join us as we discuss what will come back and what will be the new status quo for B2B sales and marketing moving forward, employee experience analysis during the pandemic, as well as humanizing sales and marketing and conversations while leveraging great technology. So, you got to keep selling if you’re going to continue to make.

Pipeline 122

Pipeline Sales Technology Technology 122

The Lost Book of Sales

AUGUST 15, 2021

🇩🇪 🛫 ➡ 🛬 🇫🇮 The pause in blog activity comes from me having moved out from Munich, Germany over to Finland for starting my Master’s degree studies at the LUT University of Technology. Hmm, as they say, I guess it is first and foremost about providing value.

Cross-sell 98

Cross-sell Gambling GTM Territory 98

Martech

FEBRUARY 25, 2022

With martech budgets under greater scrutiny in the current environment, marketing leaders are expected to be able to demonstrate ROI for any new technology investment. This includes cross-channel, multi-touch and multi-wave campaigns. Key customers include RLH, Sharp, RSA Canada, Avery Dennison, Simpleview and Oregon State University.

E-commerce 122

E-commerce B2C Manufacturing Hospitality 122

Sales Hacker

MAY 26, 2021

Sales ops is responsible for supporting and enabling sales reps to sell efficiently and effectively. Sales operations teams bring a system of selling and structure to a sales organization. The focus is on things like reporting, territory management and later stage tasks such as contract negotiations and finance approvals.

Territory 69

Territory Objectives and Key Results Finance Cross-sell 69