Webbiquity

JANUARY 18, 2024

Image credit: Andrea Piacquadio on Pexels It really helps if you first work to develop a deep understanding of those operational challenges to propose a solution that will address them in the most direct way possible. Based on the criteria you’ve used, tailor your messages to address the unique needs of the people you’re emailing.

Email Marketing 167

Email Marketing Work Management B2B Marketing Marketing Management 167

Hubspot

DECEMBER 13, 2023

For example, if you sell CRM software, you might conduct a demo call to show the prospect how your system can streamline their sales processes and improve customer relationships. Were there any elements of our proposal, contract, or pricing that you found unappealing or unclear?” “Did

Work Management 67

Work Management Marketing Management Cross-Selling Budget Programs 67

Zoominfo

MAY 25, 2021

“These [systems] make direct sales and direct marketing more efficient by automating highly repetitive support tasks … and by reducing the time salespeople spend on non-selling tasks, like scheduling sales calls, compiling sales reports , generating proposals and bids, and entering orders,” the article proclaimed.

Automation 252

Automation Marketing Automation Services Zoominfo Planning 252

Tomorrow People

JANUARY 8, 2021

Lifetime value: How do you deliver ongoing support to customers, and use cross-sell and up-sell opportunities to maximize their value? Your interviews provide an opportunity to test proposed messaging with your audience. Distribution: How do you deliver your product or solution once a customer makes a purchase?

Marketing Analytics Tools 156

Marketing Analytics Tools Peer-to-peer Cross-Selling Paid Search Agency 156

Martech

SEPTEMBER 29, 2023

Prospecting data: Have a look at the integrated prospecting data platform called Anteriad Data Cloud, for self-service or managed data across B2B markets, buying groups, and intent, for content syndication, programmatic advertising and cross-channel communications. Your reps can spend more time selling and less time writing.

Marketing Automation Services 89

Marketing Automation Services Budget Programs B2B Marketing Enterprise Management 89

SalesIntel

APRIL 15, 2024

Discussing the opportunity cost of delaying the project’s start can motivate them, followed by outlining your proposed timeline for achieving impact. Tips to Engage Buyers in the Decision-Making Stage Create urgency: Encourage prospects to act by reminding them of the pain points they aim to resolve.

Enterprise Management 52

Enterprise Management Ideal Customer Profiles Marketing Management Top of Funnel 52

Mereo

MARCH 1, 2023

Many B2B organizations already practice some form or another of value selling — because most organizations understand they need to be driving key outcomes for buyers to succeed for the long-haul. This value selling tool effectively activates teams to cross-sell solutions after an acquisition or merger.

Lead Scoring 41

Lead Scoring Lead Ranking Organic Leads Organization 41

InsightSquared

NOVEMBER 5, 2018

Focus reps on finding true pain and impact and anchor demo and proposal to it. SaaS benchmark should hover around 95%, not including upsell/cross-sell which should bring it up over 100%. It could be that the sales team is over-selling, or possibly a mix of both. Teach reps to trade instead of negotiate to keep ACV higher.

Lead Ranking 237

Lead Ranking Marketing Qualified Leads Planning MQL 237

Martech

APRIL 24, 2023

I was once involved in a long sales cycle where, after many conversations, a close call of losing the deal and several proposal revisions, we were chosen by the client as the vendor of choice. To improve CLV, many organizations immediately implement upsell and cross-selling strategies.

Ad brokers 98

Ad brokers Brand Identity Branding Marketing Budget 98

seo.co

MARCH 3, 2021

Selling Search Engine Optimization (SEO) services to local businesses isn’t that complicated, but it’s also not like shooting fish in a barrel. If more clients are what you need, read our extensive guide to growing SEO agency sales: How To Sell SEO: A Comprehensive Guide To Growing SEO Agency Sales. Prep Before Selling SEO.

Paid Search Agency 52

Paid Search Agency Advertising Agencies Enterprise Management Work Management 52

Salesforce Marketing Cloud

SEPTEMBER 28, 2023

Create sales plans that save reps time and maximize sales impact Get your targets, budget, and headcount aligned with just a few clicks so you can sell more efficiently. Sure, you could hand off your product or service information to sellers and just have them sell as much as possible. See how it works What are sales targets?

Cross-Selling 116

Cross-Selling Budget Programs Training Forecasting 116

Salesforce Marketing Cloud

SEPTEMBER 19, 2023

The stages of a pipeline may vary slightly based on industry or sector, but they generally follow the same order: prospecting, lead qualification, sales call or meeting, proposal, negotiation and commitment, contract signing, and post-purchase. Proposal This stage is when you make an official sales offer.

Top of Funnel 59

Top of Funnel Work Management Marketing Management Ad Building 59

Martech

MARCH 7, 2024

The latest steps back have featured an evaluation of the proposed Privacy Sandbox protocols by the IAB Tech Lab. “(T)he changes mandated by Privacy Sandbox will require substantial development and infrastructure investment costs for both buy and sell-side technology companies. Remember FLoC ? It was not friendly.

Privacy 113

Privacy Advertising Agencies Work Management Marketing Management 113

DiscoverOrg

JUNE 29, 2017

Good data, on the other hand, provides valuable organizational context and intelligence that enable cross-selling and upselling within existing accounts, and fresh avenues to expand with net new accounts that would otherwise be closed and opaque. Account-Based Content for Account-Based Marketing. Role-based content.

Response Rate 149

Response Rate Top of Funnel Account Based Marketing Ideal Customer Profiles 149

Salesforce Marketing Cloud

AUGUST 1, 2023

I’ll explore the pros and cons of each below — and propose a third, hybrid model that lets you harmonize the strategic vision of leadership with the on-the-ground expertise of your customer-facing teams. Sellers use this plan to prospect, sell, and close. Plan faster to sell more What is top-down sales planning?

Planning 52

Planning Top of Funnel Allocation Marketing Proposals 52

Sprout Social

DECEMBER 6, 2023

We’re not claiming that a well-executed B2B influencer marketing campaign will get prospects happy-dancing over your request for proposal (RFP). Focus on showcasing how your tool or service creates value in the life of your influencer partner, rather than standard solution selling. What is the proposed timeline for your campaign?

Work Management 116

Work Management B2B Marketing Marketing Management Paid Search Agency 116

NuSpark Consulting

APRIL 29, 2017

Look for scope for cross-selling and upselling to existing client, which will help to inform your understanding of opportunities with new, similar prospects. Select a cross-section of clients and prospects to use as a pilot project, before you implement the full program. 2: Build an Understanding of Need. 7: Play the Long Game.

Account Based Marketing 159

Account Based Marketing Ideal Customer Profiles Budget Programs Enterprise Management 159

BenchmarkONE

JULY 3, 2019

Let’s say your normal protocol is to meet prospects at events, exchange business cards, schedule phone calls, send proposals and then close the deal over the phone. Cross selling to existing customers who’ve bought related products. Sending reminders to sign proposals and contracts that you’ve sent.

Automation 87

Automation Tools Lead Scoring Lead Ranking 87

Zoominfo

MAY 25, 2021

“These [systems] make direct sales and direct marketing more efficient by automating highly repetitive support tasks … and by reducing the time salespeople spend on non-selling tasks, like scheduling sales calls, compiling sales reports , generating proposals and bids, and entering orders,” the article proclaimed.

Automation 130

Automation Marketing Automation Services Zoominfo Planning 130

InsightSquared

APRIL 14, 2021

Did the prospect stall on a specific page of the proposal? Knowing this key sales metric offers an opportunity to assess high-value customers for up-sell and cross-sell potential. Are we overlooking up-selling and cross-selling to this high-value customer? Not Updated in Real-Time.

Ideal Customer Profiles 156

Ideal Customer Profiles Lead Ranking Top of Funnel Lead Scoring 156

Mereo

AUGUST 20, 2020

Training programs should cater toward your organization, your salespeople and your selling objectives. prospecting, discovery, proposal, objection handling, negotiation, account expansion), sales tools (e.g. Proposition Asset Examples: sales plays, solution differentiation, client value stories, proposal templates / demo scripts.

Ideal Customer Profiles 67

Ideal Customer Profiles Cross-Selling Marketing Proposals Buyer's Journey 67

SmartBug Media

APRIL 5, 2021

If you sell tangible products, set up a series of nurturing emails to encourage buyers to take action, ensuring the first follow up is within that 12- to 24-hour timeframe. This could also come in handy for prospects who requested a proposal but haven’t taken action after receiving it. Cross-Sell or Upsell Campaigns.

Lead Nurturing 64

Lead Nurturing Top of Funnel Marketing Strategy Marketing & Strategy 64

Salesforce Marketing Cloud

DECEMBER 12, 2023

Frame your selling language and training around teamwork Apply your commitment to customer obsession to every conversation internally and externally. Sales teams can use that language to write emails, plan proposals, and talk with customers. “Doing this internally will carry through in how you speak with customers externally.”

Lead Ranking 59

Lead Ranking Examples Ideal Customer Profiles Lead Scoring 59

Adobe Experience Cloud Blog

NOVEMBER 19, 2018

Let us start by simplifying a more detailed audience journey into five main stages: identification, engagement, conversion, cross-sell, and advocate. For larger, more complex relationship development or selling cycles, it may be important to create additional stages that indicate relationship health.

Top of Funnel 134

Top of Funnel Lead Ranking Ad Frequency Marketing Proposals 134

ATAK Interactive

JULY 21, 2020

Instead, they will begin to develop high-quality collateral, like case studies and whitepapers, designed to help the sales team add value to their relationships with leads and drive quicker conversions, especially when remote selling. Generic sales decks no longer work as more prospects expect a one-to-one selling experience.

B2B Sales 148

B2B Sales Work Management B2B Thought Leadership Marketing Management 148

Hubspot

AUGUST 21, 2023

There's no point in selling yourself as a provider if they haven't decided on a type of solution yet. After the Meeting: Limited Time Offer Email This template works well when time is of the essence and you've dotted your i's and crossed your t's on qualifying the prospect. Consider where they're at in the buyer's journey.

Template 69

Template Work Management Case Studies Case Study 69

InsightSquared

NOVEMBER 5, 2018

Focus reps on finding true pain and impact and anchor demo and proposal to it. SaaS benchmark should hover around 95%, not including upsell/cross-sell which should bring it up over 100%. It could be that the sales team is over-selling, or possibly a mix of both. Teach reps to trade instead of negotiate to keep ACV higher.

Lead Ranking 149

Lead Ranking Marketing Qualified Leads MQL Advertising Benchmark 149

Vidyard

FEBRUARY 16, 2022

A McKinsey study on How COVID-19 has changed selling models found that the effectiveness and staying power of remote sales and digital channels is high. 83% of B2B decision-makers feel the new selling models are as effective as, or more effective than, pre-COVID-19 models.

Video Marketing 50

Video Marketing Paid Search Agency Companies Cross-Selling 50

Salesforce Marketing Cloud

DECEMBER 7, 2022

The most persuasive proposals win over business prospects by demonstrating empathy for an organization’s needs and goals. 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.

Ideal Customer Profiles 98

Ideal Customer Profiles Work Management Microsite Cross-Selling 98

ATAK Interactive

JULY 21, 2020

Instead, they will begin to develop high-quality collateral, like case studies and whitepapers, designed to help the sales team add value to their relationships with leads and drive quicker conversions, especially when remote selling. Generic sales decks no longer work as more prospects expect a one-to-one selling experience.

B2B Sales 128

B2B Sales Work Management B2B Thought Leadership Marketing Management 128

6sense

DECEMBER 17, 2021

And doing it all over again with renewal, cross-sell, and up-sell opportunities. Multi-threading is a B2B selling strategy in which reps address the concerns of multiple personas on the buying committee throughout the sales process. Proposing actions is crucial in sales correspondences. Closing deals.

Account Based Marketing 62

Account Based Marketing Relevance ABM Conversion 62

Salesforce Marketing Cloud

FEBRUARY 22, 2024

Share your insights with leadership and when you see opportunities, propose solutions. For example, help drive revenue for your company by upselling or cross-selling after a successful field service appointment. You can also expand your knowledge every day by simply adopting a curiosity mindset.

Work Management 52

Work Management Service Practices Tips 52

Zoominfo

JULY 25, 2023

Sales and marketing work to build on existing interest by identifying key customer profiles and selling the right value proposition to each of them through various strategies. For B2B lead-generation purposes, we propose something in the middle — a cold-ish calling method.

Ideal Customer Profiles 130

Ideal Customer Profiles Lead Ranking Lead Generation Sales Management 130

The ROI Guy

SEPTEMBER 25, 2017

Growing Revenue with an "Expand Selling" Strategy The solution, according to the TSIA, is to not invest ever more sales and marketing budget on new customer acquisitions, but rather to focus on up-sells and cross-sells to existing customers. Product pitches reign while financial acumen and value selling lag.

Lead Ranking 65

Lead Ranking Lead Scoring Cross-Selling Marketing Budget 65

Hubspot

SEPTEMBER 12, 2018

But what is a sales pipeline and why is it so instrumental to selling success? If your forecast anticipates you’re going to miss your quota, you should double down on selling activities. If you sell a premium product, it might take several months to a year to build up a list of key contacts and accounts.

Top of Funnel 100

Top of Funnel Forecasting Marketing Proposals Work Management 100

ViewPoint

JUNE 24, 2016

We met and worked together at a software company many years ago, and our paths through the continuously evolving world of B2B sales and sales performance have crossed many times. ESR), author of How Winners Sell, and a prominent social media force—we made a conscious effort to stay in touch.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

Hubspot

APRIL 2, 2018

I wanted to follow up on the proposal.”. "Do Have you had time to read through the proposal?". “I Never comment on a contract or proposal over email. If you’ve sent your prospect a proposal and haven’t heard back, don’t follow up with an ambiguous email asking if they’ve had time to look it over. Contract questions.

Work Management 91

Work Management Cross-Selling Pricing Price 91