Martech

AUGUST 26, 2024

And smooth our selling process — their buying process — to its digital best. But B2B companies have been experimenting for decades with lower cost methods to reduce selling expense. For example, data analytics around past purchase patterns can identify “next-best-product” suggestions for optimized upsell and cross sell.

B2B 137

B2B X-functional Cross-sell B2C 137

Veloxy

JANUARY 7, 2025

We’ll explore the ins and outs of the sales cycle, identify key metrics for improvement, and provide actionable insights to enhance your sales process. Understanding the Sales Cycle In order to manage and refine your sales process, you need to understand the sales cycle. Presenting: Showing the value of what you sell.

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

Hubspot

SEPTEMBER 30, 2024

A solid social selling strategy falls somewhere between “nice-to-have” and “need-to-have” in the modern sales landscape. But navigating social selling isn‘t always straightforward. That’s why we here at The HubSpot Sales Blog reached out to some experts for their takes on the mistakes you need to avoid while social selling.

Sell 75

Sell Relationship building Trust Networking 75

Understanding the Sales Force

MAY 15, 2025

When I was growing up there was a well-traveled road with eight gas stations next to each other, and there were non-stop price wars with prices ranging from 17.9 Wouldnt it be easier for everyone if the prices were rounded up to the next full cent? Then he took a think-it-over and arranged to follow up by e-tablet. cents to 19.9

Engineering 127

Engineering Price Follow-up Pitch 127

Sales Pop!

MARCH 30, 2025

We all know about team selling, dont we? But in engaging your selling team as effectively as possible, never neglect to focus on one of enterprise sellings top challenges team buying! As a result, the selling team absolutely must know and strategize for the buying team composition in every major pursuit. Really hurt you.

Legal 137

Legal Finance Territory Up-sell 137

Hubspot

JANUARY 8, 2025

Youre selling something to someone who just wouldnt budge. If I just described a familiar struggle one you might know all too well Im here to share a solution that might be the answer to your prayers: Gap selling. Truthfully, gap selling takes patience, practice, and persistence to master.

Intrinsic 79

Intrinsic Sell Objectives and Key Results Technique 79

Hubspot

MARCH 12, 2025

SNAP Selling is designed to help you cut through the noise and make buying easier for prospects. Table of Contents What is SNAP selling? The 3 Decisions SNAP Selling Terms to Know How to Start SNAP Selling What is SNAP selling? It's an acronym that captures the core principles driving the sales process.

Sell 61

Sell Objectives and Key Results Pitch Sales 61

Anthony Cole Training

AUGUST 9, 2024

In selling, you should have various rules of engagement when it comes to cultivating a prospect. They fundamentally lack a process, a decision tree, if you will, for deciding yes or no in terms of determining if a prospect is truly a prospect for them. When they do that, they commit one of the cardinal sins of selling.

Prospecting 334

Prospecting Up-sell Follow-up Start-ups 334

Martech

JULY 25, 2024

Each member may have up to 15 interactions with each vendor under evaluation. Many tools aren’t set up to target multiple buyers simultaneously, but that doesn’t mean you can’t set up some of this process manually. Does your selling team understand the value of inputting those additional buyers into your CRM?

B2B 135

B2B Legal CRM Lead generation 135

Partners in Excellence

JANUARY 23, 2025

Anyone entering into selling immediately sees the obsession we have with numbers. They create revenue models, bow ties, and related models reducing selling to a math equation. Despite ramping up the numbers, increasingly we are not achieving our goals. What if we started thinking of selling as a human game?

Gaming 123

Gaming Up-sell Quota Pitch 123

PandaDoc

JUNE 2, 2025

They shape those needs by reframing perspectives, taking control of the sales process, challenging customers to look past outdated assumptions, and help buyers see problems in a new light. How the Challenger process works In short, the Challenger method is summed up as teach, tailor, and take control.

Process 52

Process Objectives and Key Results Sales Angle 52

Partners in Excellence

JANUARY 6, 2025

Most of our selling activities are driven by our customers. We end up waiting for them to be ready to talk to us. The issue is, our customers struggle with identifying and managing their problem solving /change process! Our customers struggle with their buying process! By doing so, we fail to achieve our full potential.

Customers 133

Customers Pitch Represent Up-sell 133

Sales Gravy

NOVEMBER 7, 2024

In this episode of The Sales Gravy Podcast, Jeb Blount sits down with Andy Matheou from RHM Staffing to dive deep into the challenges and triumphs of selling in the staffing industry. In many cases, individuals who start as contributors in sales work their way up to leadership roles by consistently showing dedication to their work.

Cold Call 101

Cold Call Clients Trust Up-sell 101

Sales Gravy

FEBRUARY 11, 2025

Ellie in Galveston, Texas, faces a scenario that many young sales professionals know all too well: How do you earn respect and project confidence when youre selling to people who are older and more experienced than you? When you believe you lack standing, that energy radiates, and prospects pick up on it.

Sell 79

Sell Pipeline Prospecting Trust 79

ClickFunnels

MAY 13, 2025

In just 3 hours, you can set up a funnel that turns clicks into customers—no technical skills required. A successful sales funnel strategy accounts for customers at all stages of the buying process, including brand awareness, interest, desire, action, and loyalty. Finally, guide people through the sales process.

E-commerce 130

E-commerce Strategize Sales Lead generation 130

SaaStr

MARCH 5, 2025

With decades of experience as both a founder and investor, David brings a unique perspective to the often-misunderstood process of selling a company. He joined SaaStr Workshop Wednesday LIVE to do a deep dive with Jason Lemkin on his 10 Point Checklist when you sell your startup.

Sell 76

Sell Negotiate Healthcare Drivers/motivators 76

Partners in Excellence

JUNE 5, 2025

And these are all about having our customers make a change and helping them in that process. We sell change, yet we don’t change what we are doing. And because we aren’t changing, the people we want to sell change to want to change, but don’t want our help. We sell and implement change! Aahh, the irony!

Sell 62

Sell GTM Up-sell Follow-up 62

Salesforce

AUGUST 6, 2024

Previously, segmentation using legacy systems could be a weekslong process, with marketing teams relying on tech teams for an audience breakdown. Sell more, and faster, with AI With interested buyers lined up, now it’s up to the sales team to close deals. Now Sandstone is ready to reach out to its targeted customers.

Real Estate 128

Real Estate Non-Profits Click Through Rate CRM 128

Martech

JULY 19, 2024

It is often easier to sell something when no one has it but many people need it. The bad news is that growth in a mature market becomes more focused on a few strategies, including cross-sell, upsell and competitive displacement. When you change the apps at the center of the stack, you end up making changes throughout the stack.

Cross-sell 122

Cross-sell Growth CRM Up-sell 122

Martech

OCTOBER 22, 2024

As we approach 2025, B2B marketers increasingly adopt data-driven strategies to refine their lead management processes and ensure they deliver sales-ready leads optimally. Existing customers Take note of existing customers to identify opportunities for up-selling and cross-selling, which can be beneficial for improving lead scoring.

Cross-sell 127

Cross-sell Lead generation GTM Territory 127

Martech

SEPTEMBER 9, 2024

Answer: Calculating customer acquisition cost (CAC) is a straightforward process that involves determining the total costs associated with acquiring new customers and dividing that by the number of customers acquired during a specific period. Email: Business email address Sign me up! Processing. Prompt: How to calculate CAC?

Customers 116

Customers Commission Customer Relationship Management Retail 116

Martech

NOVEMBER 27, 2024

ecommerce sales were up 9.6% Here’s the breakdown for top-selling and high-growth categories ahead of Black Friday. 1-24, up 11.4% billion, up 13.4% billion, up 16.8% billion, up 7.2% billion, up 10.1% The numbers back this up. Processing. For the first 24 days of November, U.S.

Sports 130

Sports Retail Start-ups Up-sell 130

Martech

JULY 24, 2024

To answer that, let’s take a sample marketing campaign where we’re selling all-inclusive Mexico vacations and see where AI can help. As for channels, it gave me every relevant channel in existence, and when I asked it to split up the budget, it was sort of random. Processing. The post How does AI fit into marketing campaigns?

Campaign 133

Campaign Strategize Launch Up-sell 133

Understanding the Sales Force

APRIL 3, 2025

Despite writing about sales process quite frequently over the years, this article will take a very different approach. Let’s define a couple of terms: Sales Process – a series of 4-6 stages, each with 5-10 milestones, that provide salespeople with a repeatable framework for sales success. The rest of the process?

Process 100

Process Customers Sales Represent 100

Martech

SEPTEMBER 27, 2024

It also prohibits the buying and selling of followers and views on social media. Misuse of fake social media indicators The rule bans anyone from selling or buying fake indicators of social media influence, such as followers or views generated by a bot or hijacked accounts. Email: Business email address Sign me up! Processing.

Commission 125

Commission Legal Gaming Represent 125

Understanding the Sales Force

APRIL 11, 2025

When I was in the hospital for a week in February, my discharge was delayed by two days because each time they asked me to walk up a flight of stairs, my blood pressure crashed. Good salespeople know that the key to a sales process that will result in a sale, is uncovering their prospects compelling reason to buy. Easy (to state).

Hospitality 125

Hospitality Sales Prospecting Up-sell 125

Partners in Excellence

NOVEMBER 21, 2024

How we reduce our selling cycle. And AI has amped it up to another level. We are even seeing AI Agents conducting the meetings for us, so we don’t even have to show up. It’s stunning how much time we free up! Are you helping them more effectively navigate the buying process? Are you selling more?”

Objection handling 126

Objection handling Technology Technology Up-sell 126

Martech

SEPTEMBER 11, 2024

When many people are responsible for upselling and cross-selling, the customer can be, at best, confused and, at worst, feel badgered by multiple people from the same company. Despite having too many priorities and limited budgets, department leaders still control how processes are managed and rewards are structured. Processing.

Cross-sell 116

Cross-sell Customers UX A/B testing 116

Partners in Excellence

FEBRUARY 12, 2025

The leader held this individual up as a high performer. At the 5 minute mark, he would hang up, then call the buddy back. Even when he was talking to a prospect, he would hang up at 5 minutes, then call the person back. As I started doing the analysis, I noticed they had unusually short selling cycles.

Gaming 122

Gaming Contract Pipeline CRM 122

SaaStr

JUNE 5, 2025

If you dont have a repeatable sales process or at least two reps hitting quota, youre not ready. A VP of Sales cant create a process from scratch, they scale whats already working. These folks often come from environments with massive resources and established processes, which dont translate well to startups.

Quota 94

Quota Sales Up-sell Closing 94

Martech

SEPTEMBER 12, 2024

In large organizations, sometimes sales doesn’t know who marketing is marketing to, and marketing doesn’t know who sales really wants to sell to. ” As far as incorporating back-office data in the customer dataset, Pinkerton says some of Oracle’s competitors are playing catch-up. Processing.

Assembly Line 120

Assembly Line Contract B2C GTM 120

Highspot

MAY 21, 2025

As AI use and evolution ramp up, this is mission-critical. This empowers leaders and sellers to create scalable, impactful change in the selling process. With sellers spending only 20% of their time selling, cutting down time searching for materials or information is critical.

Growth 52

Growth Process Quota Sales 52

SaaStr

OCTOBER 25, 2024

For the subsequent ten years in software, we’ve optimized every little bit of how we sell it. But today, it’s different because the kinds of software we sell aren’t the same. In 2020, we transitioned from a physical selling universe to a virtual selling universe. It isn’t predictable.

Go To Market 131

Go To Market Quota GTM Price 131

Martech

NOVEMBER 4, 2024

They are bringing entirely new behavioral patterns into the B2B buying process, and experienced marketers and sellers ignore this at their peril. Another driver of this trend is agencies, who are thrilled at the chance to ramp up their creative output and inject some emotion into business messaging for a change. Processing.

B2C 136

B2C B2B Drivers/motivators Entertainment 136

Cerebral Selling

FEBRUARY 23, 2025

Most sales reps start with product or process-focused questions like What are you doing today? But the truth is customers dont wake up thinking about products or processes. Its problems and challenges that keep them up at night! Why it works: It shifts the conversation from solutions to challenges.

Customers 130

Customers Objection handling Strategize Drivers/motivators 130

Martech

DECEMBER 4, 2024

If you’re selling CDPs, do you really care if the influencer also writes fluently about CRMs or AI? The LinkedIn research is clearly focused on B2B technology selling and buying, but the suggestions are relevant to B2B across the board. Processing. Diversity of content (49%). It looks like the audience does.

B2B 124

B2B B2C Entertainment Niche 124