Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. Sales has limited access to prospects and customers. We know the facts. Processing.Please wait.

B2B 111

B2B GTM Cross-sell High impact 111

Partners in Excellence

DECEMBER 27, 2022

We seem to be in a continued death spiral with our customer engagement strategies. Years later with the release of Challenger Customer, it increased to more than 11, and now it is 11-20. We know we have to understand our customers. How to we help customers learn, to think differently, but doing this digitally?

Prospecting 77

Prospecting Referrals Contact High impact 77

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. Buyers are looking for ROI data to support their selection. The expressive buyer.

Drivers/motivators 98

Drivers/motivators B2B Negotiate Closing 98

ConversionXL

OCTOBER 23, 2015

Anyone who is familiar with the ResearchXL model will know that the two go hand-in-hand to deliver insights… Let’s say your problem is customer acquisition (you’ve seen the numbers). If you still can’t get the buy-in or budget, consider the three main ways qualitative research can impact your site. What gives?

UX 122

UX Objectives and Key Results Conversion High impact 122

SaaStr

OCTOBER 3, 2022

Knowing GTM segmentation requires understanding the potential impact on the market and how much of that market can be captured. Prioritize those accounts that can match high impact with a high ability to capture the potential market. How close are you to the customers? Sales Cycle. Post Sales.

GTM 85

GTM Strategize Government Inside sales 85

Sales Hacker

OCTOBER 7, 2021

Using her 20+ years of trench experience in B2B tech sales and support, Anita teaches sales professionals around the globe how to leverage key principles of human psychology to help buyers make a decision in the seller’s favor. What is one a-ha moment you’ve had in your sales career?

Sales 130

Sales Start-ups Up-sell Cross-sell 130