Highspot

MAY 3, 2024

Whether your revenue targets are at risk, you’re trying to turbocharge growth, or you’re looking to improve your bottom line, revenue enablement is for you. It is not a silver bullet, but those who invest in revenue enablement are expected to surpass their revenue goals by 80%. What is Revenue Enablement? Still on the fence?

Cross-sell 52

Cross-sell GTM Technology Technology 52

Martech

JANUARY 26, 2024

While many other metrics matter, revenue is what enables success. Key decision-makers are founders, heads of sales or heads of marketing and C-level executives in the same fields. Generating revenue growth is the ultimate goal for any B2B founder. Do you know what drives revenue growth? Focusing deeply on the customers you serve.

B2B 121

B2B Customers Appointment Objectives and Key Results 121

Salesforce

SEPTEMBER 19, 2023

Chief revenue officers (CROs) are one of the newest animals in the C-suite jungle, and they’re adapting to a unique set of tasks with a unique set of traits. Build effective strategy and efficient processes with one tool See how Sales Cloud can help sales leaders plan, forecast, and enable teams with the power of automation and AI.

Gaming 59

Gaming Cross-sell Price Customer Relationship Management 59

Salesforce

DECEMBER 19, 2023

We give specific, tested examples of prompts to use for sales enablement, customer research, social selling, call scripts, objection handling, and negotiation guidance. Advice for C-suites anxious about generative Many business leaders are privately jittery about generative AI. There were a lot. Here’s our advice.

Objection handling 115

Objection handling Customer Relationship Management Negotiate CRM 115

Understanding the Sales Force

NOVEMBER 10, 2023

The Example Salespeople (anyone, with any title, whose primary role is selling) don’t know about their own skill gaps and blind spots. The Analogy We heard the “Sound of Freedom” was a good movie and we loved it, but we were moved even more by the closing messages displayed on the screen. We use an investment firm for that.

Legal 85

Legal Sales Contract Outside Sales 85

Martech

DECEMBER 13, 2021

An identity resolution platform can be a key tool to enable brand marketers to understand with confidence who your customers are and how to comply with the increasing patchwork of consumer privacy regulations. Does our C-suite support identity resolution initiatives? As a result, data privacy regulations are on the upswing.

Cross-sell 107

Cross-sell Government Legal Price 107

Martech

JULY 22, 2022

At its most basic level, customer journey orchestration can enable businesses to identify roadblocks that are preventing prospects from making purchases, thereby improving return on marketing investment. Before beginning the process, it’s important to know the different kinds of benefits associated with CJO solutions. Increased revenue.

Customers 91

Customers Cross-sell Service Education 91

Martech

FEBRUARY 13, 2024

By developing a clear alignment roadmap, the company identified the need for a unified customer data platform (CDP) that integrated data across all touchpoints, enabling personalized marketing at scale. Your martech decisions must align with and advance your company’s core business goals for the next one to two years.

Objectives and Key Results 97

Objectives and Key Results Cross-sell Strategize Retail 97

Women Sales Pros

JANUARY 6, 2019

Many sellers don’t recognize the precious few windows of opportunity to access the C-Suite. Open Window Two: C-Suite executives want to ensure a positive ROI on any big investment. When it comes to your TOP Line Accounts™ (i.e. After all, how many large deals can be closed without an executive sponsor?

Contract 100

Contract Strategize Consult Meeting 100

Highspot

JANUARY 19, 2022

This includes teaching them how to best engage with prospects, build relationships with customers, close deals, upsell and cross-sell, and much more. When done right, they can improve your team’s performance and help you move closer to your sales goals. The trick is knowing what training program and techniques to use. or a 353% ROI.

Technique 92

Technique Negotiate Pitch Inside sales 92

Heinz Marketing

MARCH 27, 2021

It requires that all levels of your organization—workers, middle management, and, perhaps especially, the C-suite— to shift their beliefs and behaviors in four fundamental ways. The Rise of Virtual Selling and Implications for Sales Enablement. Should Midsize Companies Play Offense or Defense in a Downturn?

B2B 133

B2B Product Sell Hospitality 133

Gong.io

AUGUST 21, 2020

Yet most C-Suite leaders, other than the leaders of the sales function, are largely unaware of the power this technology offers. That needs to change… every C-Suite leader needs to know about it. It’s impressive (e.g., Not JUST for Sales Leaders. The Value of Unfiltered Customer Insight.

Growth 77

Growth Strategize Technology Technology 77

Sales Hacker

JULY 3, 2020

We’ll look at each one, and identify how you can use it to successfully sell to multiple decision makers across departments. The company I work for primarily sells to marketing teams. To provide the most value to your prospect, you first need to understand the directive from the C-suite. and ” why now ?” The Problem.

Cross-sell 119

Cross-sell Closing Service Conversion 119

Openview

FEBRUARY 13, 2018

When analysts asked how the company had been able to close such a mind-blowing volume of mega-deals, CEO Marc Benioff and President and COO Keith Block shared the secret to their success: they sell directly to CEOs. ” Over the years, Salesforce has developed and acquired a large suite of products. seven-figure plus transactions.

Sell 70

Sell Up-sell Follow-up Account management 70

Hubspot

NOVEMBER 18, 2020

65% of sales leaders that outperformed against revenue targets have a dedicated sales enablement person or team. 64% of sales leaders who invested in remote selling met or exceeded revenue targets this year. Sales leaders who did not invest in remote selling fell behind — 50% of this subgroup did not hit their sales targets this year.

Profit margin 99

Profit margin Quota B2B Commission 99

Sales Hacker

MAY 6, 2021

They’ll rip apart your CRM and replace your opportunity fields with their proven-and-trusted sales methodologies and scoff if you try to rehearse Sandler, Challenger, or MEDDIC selling to them. We’re in the middle of a transformational time in the world of technology across all sectors. The VP of Sales. Singular focus on sales.

B2C 93

B2C Pipeline SQL Strategize 93

PandaDoc

AUGUST 10, 2020

Through his social content and discussions on LinkedIn, James Harris (the CEO of Seraph Science) mentions that the C-suite are not interested in making more friends or building their networks. If you lack trust, the C-suite and investors will seek other sources for validation. It will not lead to a business conversation.

Trust 52

Trust Government Networking Campaign 52

Gong.io

MARCH 27, 2019

Are you looking for the BEST discovery call tips? Ones that will set your sales calls on FIRE? Well, this might be the most important thing you’ll read this year. You’ll see why in a minute. But First… A Disclaimer: These tips are NOT for beginners. You have to know the basics of good discovery for these to work. If you don’t, you’ll misapply them.

Technique 111

Technique Sales Start-ups Up-sell 111

Women Sales Pros

DECEMBER 15, 2018

Executive Selling Done Right: Jump start your executive selling efforts in 2019 by giving your sellers the book that is guaranteed to enhance their sales performance. Executive Selling Done Right: Jump start your executive selling efforts in 2019 by giving your sellers the book that is guaranteed to enhance their sales performance.

Quota 91

Quota Strategize Consult Up-sell 91

Martech

MAY 19, 2022

” This is a common question being debated and discussed across the C-suite today (note: not just in sales and marketing meetings). No longer are we selling a product and moving on. “What is the right go-to-market (GTM) strategy(ies) for our business?” Renewal and lifetime value are critical metrics.

GTM 119

GTM B2B Drivers/motivators Sports 119

Gong.io

SEPTEMBER 26, 2022

In this guide, we’ll look at what remote selling is and why it’s replacing traditional sales models. Remote sales or virtual selling is the process of prospecting, engaging, and closing deals from a remote location. Why remote selling is the future of sales . We’ll also cover the best practices for your remote team to follow.

Objectives and Key Results 108

Objectives and Key Results Pitch Pipeline Sales 108

Highspot

MARCH 13, 2024

She highlights that while sales teams often avoid new tech, the transactional nature of their work produces extensive data ideally suited for generative AI. Artificial intelligence is a technology that simulates human intelligence to perform tasks. It can iteratively improve based on the information it collects.

Cross-sell 52

Cross-sell Sales Pipeline Follow-up 52

Women Sales Pros

JULY 13, 2018

Collect competitive info and share internally to enable institutional learning. Executive Selling Done Right: Jump start your executive selling efforts by giving your sellers the book that is guaranteed to enhance their sales performance. Those pesky competitors! You need a strategy to beat them and you need it quickly.

Contract 105

Contract Strategize Consult Up-sell 105

Veloxy

APRIL 26, 2023

It enables them to manage their daily tasks, track their leads and opportunities, and collaborate with their team members on the go. It enables them to manage their daily tasks, track their leads and opportunities, and collaborate with their team members on the go. What is a Field Sales CRM?

CRM 130

CRM Territory Appointment Sales 130

Gong.io

AUGUST 1, 2018

They were transcribed and analyzed with AI to isolate successful and unsuccessful selling behaviors. In other words, the new study focuses on selling to senior decision makers at mid-sized and large companies. “Just stop,” s pat the COO from across the table. “I I don’t have time for this generic line of questioning.”.

Sell 75

Sell Entertainment Education Up-sell 75

Heinz Marketing

SEPTEMBER 25, 2019

If a VP of Sales wants to do their job right and gain positive recognition from both the sales team they lead and the C-suite they report to, there’s no better place to start than striving to achieve the following 6 attributes of a stellar VP of Sales: Has command of the business. Possesses the attitude and ability to adapt.

Strategize 86

Strategize B2B Drivers/motivators Sales 86

Heinz Marketing

JULY 23, 2022

He provides five strategies for securing these meetings, which include further defining targets, sales plays, thought leadership content, sales enablement tools, and inbound marketing. In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week.

B2B 85

B2B Pipeline Sales Education 85

Women Sales Pros

JANUARY 24, 2019

We didn’t even mention the fact that your sellers may sell different products and services. Good luck and good selling! The Perfect Book for your Upcoming Sales Kick-Off: Invest in your executive selling efforts by giving your sellers the book that is guaranteed to enhance their sales performance. Easy, peasy – right?

Entertainment 107

Entertainment Strategize Inside sales Consult 107

Martech

FEBRUARY 1, 2022

Moving is always a slog, but I’ve done it so often that I can do it on autopilot: Throw this out, pack that, sell what’s too good to pitch but not needed in the new place. After 17 moves, I have it down to a science. Fast-forward to today. I’m here in my new office, and I see more moving going on out there.

Service 94

Service Assembly Line Cross-sell Follow-up 94

Highspot

AUGUST 31, 2021

A sales model refers to a business’ overall approach to selling. Common models include inbound sales, outbound sales, account-based selling, or a combination of multiple models. Outbound sales: This model relies on salespeople to generate leaders, typically through prospecting techniques like cold calling or social selling.

Sales 94

Sales Cold Call Territory Customer Relationship Management 94

Veloxy

AUGUST 31, 2023

In addition to knowing about the product, outside sales reps are best suited to gather intelligence on product improvements. In addition to knowing about the product, outside sales reps are best suited to gather intelligence on product improvements. Feeling overwhelmed by the infinite options for growing your pipeline?

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Women Sales Pros

JANUARY 23, 2019

When your learning tracks are specifically suited for in-person delivery, attendees will be more engaged and get better value. Focus on selling skills, not just product updates. Selling skills are equally important and should get their own track. Create learning pillars that tie to corporate vision and initiatives.

Objectives and Key Results 92

Objectives and Key Results Relationship building Sales Strategize 92

Salesforce

DECEMBER 7, 2022

It takes practice to craft stories that sell a vision to potential customers. We use personas and storytelling to help potential customers understand the products we sell and how they might serve as solutions. Closing sales requires the ability to develop trust and personalize the way you communicate. Need creative inspiration?

Customers 98

Customers UX Represent Cross-sell 98

Martech

SEPTEMBER 16, 2022

What types of tools or software enable content marketing? Increasingly, delivering a good customer experience means delivering relevant, personalized content to customers in a way that works for them. Providing the content customers need when they’re ready for it ultimately leads to better outcomes for marketers. Additional reading.

E-commerce 133

E-commerce Cross-sell Drivers/motivators Prospecting 133

Women Sales Pros

OCTOBER 19, 2018

Select key criteria such as financial value, strategic value, fit and resources needed to determine if the potential contract warrants the necessary time and attention of the account based selling team. The account based selling team successfully unblocked the funnel by moving one or more TOP Line Accounts through to closure.

Pipeline 96

Pipeline Strategize Contract Sales 96

Women Sales Pros

SEPTEMBER 28, 2018

If you sell, you’ve suffered from the ‘Stall’. Your prospect isn’t returning calls or emails and your project seems as if it’s been put on the permanent ‘Back burner’ or worse. Is there anything that sellers can do to avoid the stall? What Causes the Stall? To avoid the stall, you need to understand what causes the stall. impact or ROI).

Strategize 102

Strategize Follow-up Trust Meeting 102

Highspot

OCTOBER 21, 2022

Sales enablement can help bridge this coaching/performance divide. A sales enablement program can serve as an invaluable guide for boosting rep confidence, strengthening sales training techniques, and optimizing sales practices both today and tomorrow. What’s a Sales Enablement Plan? Sales is the engine that powers your company.

Quota 75

Quota Construction Sales Pitch 75