Martech

FEBRUARY 7, 2024

Broaden job skills on an agile marketing team Many marketing teams still operate with specialists who perform a very limited job function. They’ve previously targeted Gen X but want to reach a younger audience. I’ve witnessed teams where someone only works on TikTok or only writes emails.

X-functional 126

X-functional Cross-sell Territory Retail 126

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Cost of selling as a percentage of revenue generated. You can’t control how much this salesperson sells -- but you can tell her to increase her daily email output. Year-over-year growth. Revenue by territory.

X-functional 101

X-functional Quota Cross-sell Contract 101

ConversionXL

JUNE 30, 2019

Competitor X is doing Y. We should do that, too,” or “X is the market leader, and they have Y, so we need Y.” Run a functional investigation. Most likely, they’ll only remember one—your main selling point. Run a functional investigation. The limits of competitive analysis. is probably random. Set your goals.

UX 126

UX X-functional A/B testing User Experience 126

Sales Hacker

MARCH 25, 2025

yeah, we’re, we’re, we’ve landed on the moon and it’s like, you know, businesses are getting real ROI and, you know, fundamentally transforming with this technology. And mainly the moon now. So yeah, we’ve landed on the moon. Can we use it here? But that was at the core of it. That’s fundamentally what.

GTM 65

GTM X-functional Start-ups Relationship building 65

Search Engine Land

DECEMBER 28, 2023

Meanwhile, across the pond, Google is facing the possibility that it may be forced to sell part of its ad business after being charged with violating the European Union’s antitrust laws. In another blow for Google, an Adalytics study accused it of mis-selling video ads to marketers for the last three years.

Retail 116

Retail X-functional Launch Non-Profits 116

InsightSquared

NOVEMBER 20, 2017

Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. A common one is determining the output of sales activities, how many are typically needed to make X dollars. The best and most effective processes I’ve rolled out came as a result of a cross functional effort. On to the last lever: Management.

X-functional 54

X-functional Cross-sell Sales CRM 54

ConversionXL

JUNE 26, 2017

Websites selling different things are different and even if they sell the same products, their target audience might be different. Organize growth into a cross-functional team. Technical analysis – Crush all the bugs on your site: Check Analytics – identify issues, cross browser & cross device testing.

UX 85

UX Cross-sell A/B testing Government 85

Heinz Marketing

FEBRUARY 21, 2022

The power of 3 key selling strategies: virtual product tours, ROI validation and customer case studies. How ScienceLogic aims to get the right personalized outcome engagements to targets by building components cross-functionally. People don’t want to talk to seven different vendors and technology providers.

Pipeline 105

Pipeline B2B Inside sales Sales 105

ConversionXL

NOVEMBER 3, 2016

So while many usability heuristics remain the same in B2B website design and functionality , much of what goes into lead gen, sales, and analysis is different. In other words, you’ll answer questions like: Where in the buyer journey is the person that downloads [X] whitepaper? What are you trying to sell? Image Source.

B2B 110

B2B Conversion B2C SQL 110

Hubspot

APRIL 4, 2023

It's also when you really need to sell yourself and your skills. I'm already testing different AI tools, and I'm excited to see how this technology can help my clients streamline their marketing efforts." Describe a time when you worked within a cross-functional team to complete a project. What can you bring to this role?

Consult 83

Consult Objectives and Key Results X-functional Construction 83

SaaStr

JULY 5, 2024

GTM Mistake #1: A VP of Sales That Can’t Sell or Demo the Product Mistake number one has always been an issue, and it’s the number one reason startups struggle in today’s world. They hire a VP of Sales who doesn’t want to sell or learn the product. People aren’t as receptive to a cross-sell when you rip them off in the core one.

GTM 81

GTM Cross-sell X-functional Pipeline 81

SaaStr

JULY 15, 2022

How, if no one’s heard of you, do you sell to big companies? And the way you get it is whether it’s outbound, generally inbound events or whatever, solve a 10 X pain point, solve a unique pain point that a large enterprise has that other vendors don’t provide. But potentially even technology.

Growth 114

Growth Cross-sell Start-ups X-functional 114

SaaStr

FEBRUARY 4, 2020

We have 1,000 employees across three locations, San Francisco, Denver, and New York, and everything in the past four years has grown by more than 10 X. They cross referenced a bunch to come up with the teams that performed the highest, were not the smartest people in the room. How do you challenge directly X-axis?

Drivers/motivators 89

Drivers/motivators X-functional Trust Cross-sell 89

Sales Hacker

APRIL 14, 2020

Reps working from home need to be willing to converse without selling. The second issue that I see is the implementation of a certain technology, but very, very low adoption. So companies going out, they bought this SaaS platform to help with X, Y, and Z. I’m not calling to sell you anything. We’re on iTunes.

Contract 81

Contract CRM Consult Cross-sell 81

SaaStr

JULY 17, 2020

There are some companies that are technology companies that have to do work with them and do target them but that’s not the meat and potatoes of most companies. And so obviously the people that need consumers to spend money for their revenue and then their contribution margin just had no shot of selling things.

E-commerce 84

E-commerce Retail Real Estate X-functional 84

Salesforce

JANUARY 31, 2024

Tech sales refers to selling technology as a product or service. Tech sellers typically offer technological solutions to customers’ problems in the form of software, hardware, or information technology (IT) services. When I moved from a dance career to sales, I had zero experience selling a product.

Networking 59

Networking B2C Cross-sell Negotiate 59

Heinz Marketing

JULY 13, 2020

Can you talk a little bit about though, in this pandemic, in a time when you’ve got your buyers are working from home, we don’t have in-person offices as often, you would think that this would be the time for digital selling strategies to really shine. You can’t hide behind technology. It’s not just the phone.

Pipeline 90

Pipeline Referrals Cold Call Sales 90

Heinz Marketing

FEBRUARY 24, 2020

This week’s episode is entitled “ The Importance and Power of Editing: A B2B Masterclass (in 30 Minutes!) ” and our guest is Lisa Gschwandtner , Editorial Director at Selling Power. I won’t get into the inside jokes there but Lisa Gschwandtner from Selling Power Magazine , thank you so much for joining us today.

Pipeline 70

Pipeline Sales Cross-sell Up-sell 70

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 Sales Cross-sell 52

SaaStr

AUGUST 7, 2020

But I would argue that fragility is really in the area of information technology, information access rather than in physical access because the goods and services exist. You need information technology for that and that’s what’s exciting about many of the things we’re doing and seeing in our customer community.

Price 78

Price Retail X-functional Healthcare 78

PandaDoc

OCTOBER 3, 2023

Do you feel like your selling job is becoming harder and harder over time? As the same State of Sales 5th edition claims, salespeople, on average, sell only 28% of their working hours. So hurry up and learn how to stop wasting your time on inefficient routines and redirect your efforts to selling!

Process 52

Process Objectives and Key Results X-functional Sales 52

SaaStr

JULY 8, 2020

Look, okay, let’s say half your business sells to eCommerce, but 20% sells to live events. Jason Lemkin: So, traditionally in normal and good times, there is a sort of very slow-paced pressure as a VC, which is to do X deals a year. Aileen Lee: … the industry’s willingness to adopt technology.

Pitch 75

Pitch Start-ups Up-sell Referrals 75

Hubspot

MARCH 10, 2016

An adjective used to describe companies that sell to other businesses. An adjective used to describe companies that sell directly to consumers. A cross between a landing page and a “regular” website. A type of online advertising that takes on the form and function of the platform it appears on. 6) Blogging.

Networking 78

Networking Engineering Non-Profits Follow-up 78

Sales Hacker

JANUARY 7, 2025

One of my questions right away was just, you made this transition, at least at Aircall, from APAC and running that to now overseeing you know global what are some of the differences between selling in apac and selling in in north america hmm. Fred Viet: It’s a big difference. Fred Viet: That’s good. Scott Barker: Awesome.

GTM 110

GTM Sell Customers Cold Call 110

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 143

Sales Technique Objectives and Key Results Non-Profits 143

Hubspot

OCTOBER 23, 2017

Do you sell to their industry? MEDDIC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion) was pioneered by Jack Napoli when he was at technology company PTC. From $100 million to $1 billion, we sold a shift in technology. Does the buyer match the demographics of a given persona?

Sales 101

Sales X-functional Contact Prospecting 101

SaaStr

AUGUST 15, 2020

There is a big set of trends happening right now, which is with the downturn and I tweeted this a while back like at the beginning of the downturn that like every customer is scrutinizing, do they really need this technology or not? That doesn’t mean to say, you’re going to do away with the functions. Jay Snyder: Yeah.

Retail 105

Retail Start-ups Drivers/motivators Up-sell 105

ConversionXL

JUNE 19, 2018

It’s not about technology, but customer centricity + agility, data drivenness. Craig Sullivan: Tools and Techniques for Optimising Cross-device Experiences. Cross-sell/up-sell. Focus on upsells, cross-sells and personalization when the conversion rate is already very high. Zoom in into the problems.

A/B testing 103

A/B testing Cross-sell X-functional Growth 103

ConversionXL

OCTOBER 4, 2018

which customers will buy one or more products for a cross-sell or upsell. or “Who is likely to try product X?” Distilled fully, FanThreeSixty’s goal (and Longstreet’s explanation of his role at dinner parties) is to “help teams sell more tickets and hot dogs.”. which leads will convert—however you define conversion.

Sports 131

Sports Clients Engineering Niche 131

ConversionXL

NOVEMBER 11, 2015

To navigate the list, you can filter out tools based on function as well as for which size company it works best. For cross device testing, you can emulate a range of mobile environments across Android, Windows and iOS. We also gave the option to view only Peep’s favorite tools as well.

Conversion 124

Conversion A/B testing UX Consult 124

SaaStr

MAY 14, 2023

Greenhouse followed a similar path to Talkdesk and should cross $10 million ARR later this year, up from almost nothing at the start of the year. They all started the same day and they sat next to me watched me sell for a month and then I turned them loose. What I mean is that even to sell let’s say, to a customer in London.

Price 107

Price Start-ups Up-sell X-functional 107

Sales Hacker

APRIL 23, 2018

Gary Rhoads is a co-founder of Xvoyant, a sales coaching technology platform. This is the only way to create both predictability and sustainability to the sales function. On the cross hair = hitting goal. 3) Encourage activity based selling. Before that, here’s a story to help you understand why prioritization is key.

Drivers/motivators 85

Drivers/motivators Pipeline Objectives and Key Results X-functional 85

SaaStr

MARCH 5, 2019

The entire company was told about us selling our chat products Stride and Hipchat to our largest competitor in the space, Slack, four days before the news went out. Crossed a billion in revenue. Nature of work is changing, people are looking for technologies and practices and basically better ways to move forward faster.

Objectives and Key Results 70

Objectives and Key Results Cross-sell Trust Product 70

SaaStr

MARCH 5, 2019

The entire company was told about us selling our chat products Stride and Hipchat to our largest competitor in the space, Slack, four days before the news went out. Crossed a billion in revenue. Nature of work is changing, people are looking for technologies and practices and basically better ways to move forward faster.

Objectives and Key Results 59

Objectives and Key Results Cross-sell Trust Product 59

SaaStr

APRIL 24, 2020

Is digital transformation a technology challenge or a behavioral challenge? * Number one is they didn’t really have an enterprise software selling group when they bought Omniture, so that route to market was something they were very interested in creating. John Mellor: There are two ends of it that I found.

X-functional 90

X-functional Strategize Retail Technology 90

SaaStr

JULY 15, 2020

There are some companies that are technology companies that have to do work with them and do target them but that’s not the meat and potatoes of most companies. There is in another tale two cities is most of the people that were most affected by the March and April shutdowns were not the people that buy and sell houses.

X-functional 71

X-functional E-commerce Retail Growth 71

PandaDoc

MARCH 7, 2023

This visual aid gives every member of your sales team a big-picture view of the entire selling process. Despite how rapidly technology and lifestyles are changing, the main steps remain the same. And don’t forget to use the technology tools available. How can a business benefit from a good sales process flowchart?

Process 52

Process Objectives and Key Results Pitch Sales 52