Partners in Excellence

AUGUST 26, 2020

In looking at sales and engaging our customers, we spend an inordinate amount of time talking about the What and How. We also look at the Who when we are looking at the overall organizational structure and some of our go to market strategies. They will evolve as our customers and markets change.

Start-ups 96

Start-ups High impact Technique Follow-up 96

Salesforce

JULY 28, 2022

Talk of an impending recession likely has your customers worried. Instead of obsessing over quota attainment, find ways to deliver more value and support to your existing customer base so they know their investment is worthwhile — and won’t disappear. Train your reps to deliver the best customer experiences.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Highspot

SEPTEMBER 28, 2021

The journey from prospect to customer is much like any road trip: long, winding, and filled with surprises. . Faced with a difficult path ahead, it is tempting for organizations to hit the brakes and proceed slowly and cautiously into customer engagements. Go-to-market teams work in silos, rarely communicate.

Sales 52

Sales Cross-sell Growth Technique 52

Highspot

DECEMBER 8, 2020

Enable these buyers by building urgency around your solution through thought leadership, whether from your company, analysts, or current customers. Stick to the facts and show value customer testimonies and other data-backed content. This will encourage them to act more decisively and keep your deal moving forward.

Drivers/motivators 98

Drivers/motivators B2B Negotiate Closing 98

Highspot

APRIL 14, 2023

To do this, you need to have a high-impact and effective sales training program to help your salespeople excel. Sales managers will train and certify sellers on new selling skills, yet find that these skills aren’t being used when engaging with customers. Make it easy to understand. This matters.

Sales 52

Sales Technology Technology Technique 52

Highspot

APRIL 14, 2023

To do this, you need to have a high-impact and effective sales training program to help your salespeople excel. Sales managers will train and certify reps on new selling skills, yet find that these skills aren’t being used when engaging with customers. Make it easy to understand. This matters.

Sales 52

Sales Technology Technology Technique 52

Highspot

JUNE 11, 2020

Sales and marketing alignment is a shared system of communication, strategy, and goals that enable marketing and sales to operate as a unified organization. Working together, aligned teams can deliver high-impact marketing activities, boost sales effectiveness, and ultimately grow revenue. Influence the market.

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

Heinz Marketing

JANUARY 10, 2020

Looking for market insights from those already deeply embedded with history and perspective? How about feedback on your intended go-to-market plan and/or product road map? Instant customer-centric content? At minimum stack-rank these and estimate their impact/value on the business. Sales referrals?

Referrals 50

Referrals Negotiate Contract High impact 50

SBI

AUGUST 31, 2020

Seismic , the industry-leading and award-winning sales enablement and marketing orchestration platform provider, today announced the launch of new Interactive Content capabilities, enabling marketers and sellers to deliver high impact, personalized content at scale. About Seismic.

Launch 26

Launch Commission Presentation High impact 26

Heinz Marketing

MARCH 29, 2021

And I think we’ve seen this, to get into it, we’ve seen this fascinating change in the customer of, I would say early denial, then very rapid, can my people even do their job? And I think that that’s another thing that we look for philosophically in a customer who’s going to really excel with Ambition.

Pipeline 124

Pipeline Sales Gaming Up-sell 124

SaaStr

FEBRUARY 1, 2019

Amanda Kleha is the Chief Customer Officer @ Figma, the startup that allows you to turn ideas into products faster through design, prototyping and feedback gathering, all in one place. Where does Amanda believe most people go wrong with pricing? How does Amanda think the go-to-market has to change with every stage of development?

Customers 42

Customers Price Cross-sell Start-ups 42

SaaStr

OCTOBER 3, 2022

When you can answer these questions confidently, it is time to go to market. The market can be as big as we want, but our resources are not unlimited. Knowing GTM segmentation requires understanding the potential impact on the market and how much of that market can be captured. We must find the sweet spot.”.

GTM 82

GTM Strategize Government Inside sales 82

Heinz Marketing

SEPTEMBER 6, 2021

So, very excited to have with us today, the Chief Marketing Officer of Newsela , Adriel Sanchez. We’re a Vidyard customer too, unscripted, and we’re very happy with them as well. How big of a shift was it to go from commercial to public sector? The next place they go is the district next door. You were at SAP.

Pipeline 112

Pipeline Sales Up-sell Government 112

Highspot

JUNE 6, 2023

Here are eight tried and true strategies: Establish Shared Marketing and Sales Goals and KPIs It’s a tale as old as time – sales and marketing teams aren’t aligned, and it wreaks havoc on the business. According to Forrester, “firms with high levels of alignment across their customer-facing functions reported 2.4

Closing 52

Closing Product Objectives and Key Results Quota 52

Sales Hacker

OCTOBER 7, 2021

In working with Anita, sales Professionals learn to level up their performance and create customers for life using their humanity as a powerful differentiator. I realized, though, that if I couldn’t be who I am and do what I KNEW was right by my customer, I had to go. No matter your gender, work hard and sell with heart.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

SBI

JANUARY 12, 2022

The rapidly growing Conversation Intelligence market has, until now, focused on customer interactions. Faced with an increasingly virtual selling environment, chief sales officers are investing in technology to improve seller and customer conversations,” according to the report.

Launch 31

Launch Pipeline Sales High impact 31

ConversionXL

JUNE 19, 2019

Alexa Hubley: “How to Compete in a Saturated Market”. Product market fit: Value hypothesis is validated. Value hypothesis: why a customer is likely to use your product. The role of product marketing is to define and operationalize the context. How do you bring it to market? What is it? Who is it for?

A/B testing 90

A/B testing Objectives and Key Results UX Retail 90