Force Management

JANUARY 11, 2022

If your company is aiming to scale revenue, your cross-functional team may already be considering shifts to go-to-market (GTM) distribution efforts and strategies. What do successful sales leaders prioritize to align their sales organizations accordingly?

Prioritization 80

Prioritization B2B Sales Organization 80

Hubspot Sales

NOVEMBER 16, 2023

And the most intelligent way to use intelligence as a B2B GTM professional is to drive customer retention.” – Yamini Rangan, CEO at HubSpot Yes! This is what I’ve been saying for a large part of my career, and why I enthusiastically took on the role of Strategy & Evangelism at nearbound.com. I don’t disagree with Yamini.

CRM 81

CRM B2B Decision-making Business Growth 81

Customer Think

MAY 11, 2021

In part one of this series focusing on the importance of building a strong go-to-market (GTM) strategy, we looked at the overall fundamentals and how a well-defined GTM plan can provide the foundation and direction for key business imperatives, from revenue and sales to marketing and partners.

Marketing 90

Marketing Sales Digitalization 90

SBI Growth

FEBRUARY 3, 2020

It’s 2020, and you are just launching your annual go-to-market strategy. You are feeling good about your plan. You have solid teams around each initiative and feel confident that the timeframes are achievable. You made some big bets, and you.

Marketing 101

Marketing B2B Sales 101

Zendesk

FEBRUARY 16, 2022

That’s why you need a go-to-market strategy. We’ll take you from product conception to launch, with the expert tips and tricks you need to develop a foolproof go-to-market strategy and framework that fits your sales methodology. What is a go-to-market strategy? GTM strategy framework. GTM strategy example.

Marketing 52

Marketing B2C CRM Media 52

SBI Growth

APRIL 9, 2020

While businesses world-wide have been grappling with the effects of the COVID-19 crisis, few industries have been seeing a surge in demand. Among those who have an opportunity to thrive are industrial markets like transportation and logistics. While market leaders.

Transportation 98

Transportation Logistics Marketing Customer Experience 98

Zendesk

JANUARY 30, 2024

With the right strategy and the comprehensive resources Zendesk offers, you can reach new leads and turn them into clients. GTM Partners can look forward to similar in-person and digital events in 2024. Use the resources available to align your messaging with Zendesk’s overarching strategy while reinforcing credibility and trust.

Value Proposition 52

Value Proposition Media Digitalization Innovation 52

SBI Growth

JUNE 6, 2019

Selling through the channel can be the most rewarding or painful aspect of your GTM strategy. Why Are Your Partners Producing Far Less Than Expected? When a partner takes on the promise of representing your products and brands, it is.

Marketing 110

Marketing Organization B2B Sales 110

Brooks Group

NOVEMBER 10, 2023

Sales leaders, the driving force behind a company’s revenue generation, understand that time is of the essence. At the same time, deals take longer to make their way through the sales process than they used to. In a dynamic and competitive world, sales efficiency is paramount. That’s true in any sales landscape.

Value Proposition 52

Value Proposition Negotiation Sales Decision-making 52

CoSell

DECEMBER 31, 2020

Let’s look at a hands-on way to build a winning go-to-market strategy. In many sales organizations, we’re always talking about go-to-market strategies. In shorthand, we refer to it as GTM. If you’ve been thinking about GTM, you’re not alone. If you’ve been thinking about GTM, you’re not alone.

Marketing 89

Marketing Profitability Healthcare Banking 89

Zendesk

JUNE 3, 2022

Make customer success a cornerstone of your go-to-market (GTM) strategy. That first customer signed on for $27 a month, but it wasn’t about the money, it was what that first sale represented: validation from a customer of the value Auth0 was driving for them. As he puts it: “Hope isn’t a strategy.”.

Small Business 52

Small Business Customer Success Decision-making Acquisition 52

Showpad

NOVEMBER 21, 2021

I was previously doing sales enablement for Lumere, a 120 person startup in Chicago. I was very focused on 10 salespeople and helping them with “the normal stuff”: building their sales process, including training, certification, and onboarding. . Training strategy encompasses three different components: knowledge, skill, and process.

Supply Chain 98

Supply Chain Healthcare Onboarding Sales 98

Customer Think

APRIL 23, 2021

Without doubt, every business needs a go-to-market (GTM) strategy.

Marketing 70

Marketing Sales Digitalization 70

ProlifIQ

FEBRUARY 27, 2023

By focusing on your key accounts, someone in sales leadership can ensure that the company is maximizing its revenue and maintaining strong relationships with its most valuable customers. Which is precisely the job of a sales VP or manager.

Key Account Management 52

Key Account Management Account Management Management Prioritization 52

SBI Growth

JANUARY 30, 2019

Are Your Portfolio Companies Optimizing Their GTM Resources? It isn’t enough to simply have an org chart, budget plan, and strategy laid out. Waste and inefficiency are the enemy of growing enterprise value. You must match up the right people, with.

Digitalization 63

Digitalization Marketing Sales 63

ProlifIQ

APRIL 20, 2023

Figuring Out Your Funnel As a sales manager or director, one of your key responsibilities is to ensure that your sales team is spending most of their time on the qualified lead or leads they get. Lo and behold, a sales qualified lead is generally a good metric to measure marketing on, at minimum, to hold them accountable.

Sales 52

Sales Prioritization Account Planning Decision-making 52

Hubspot Sales

MARCH 7, 2023

As businesses continue to shift their strategies to create a more streamlined, efficient customer journey, it's going to become vital for every business to invest time, energy, and resources into a Revenue Operations team, otherwise known as RevOps. But it's never going to be like 'We have a problem, let's plug in some technology.'

Publishing 103

Publishing Customer Experience e-Learning Software 103

Brooks Group

JUNE 26, 2023

The profession of sales is changing rapidly. More than ever, sales professionals need sales training programs that can help them keep pace with the demands of the modern sales process. Sales training pays off in many ways. Sales training pays off in many ways. What is Sales Training?

Sales Training 52

Sales Training Sales Onboarding Profitability 52

SBI Growth

FEBRUARY 23, 2024

As business leaders, we get excited when we think about just how much a Sales team empowered by artificial intelligence (AI) can achieve in terms of commercial productivity, but the reality is that most companies aren’t there yet because it’s a long learning process for everyone involved.

Artificial Intelligence 121

Artificial Intelligence Sales Marketing 121

Xant

MARCH 3, 2021

NEXT is a free 2-day virtual event designed to give your sales team practical insights to succeed in 2021, and a vision for where the market is going. We’ve spent months curating content, keynotes, and breakouts that are catered to the new landscape of sales. How have the events of 2020 changed the world of sales?

Digital Transformation 94

Digital Transformation Digitalization Marketing Sales 94

ProlifIQ

OCTOBER 4, 2023

Where To Start In the complex world of B2B sales and account management, success hinges on the ability to develop and execute a robust account management strategy. We’ll walk through the key components of building an effective account management strategy that drives revenue, customer retention, and loyalty.

Account Management 52

Account Management Management Account Planning Key Account Management 52

SBI Growth

JANUARY 11, 2024

But chances are that you may not be able to picture what complete integration of generative AI across sales processes looks like. We’ve all heard stories of how generative AI has been amazing for so many people out there, with some companies using the technology to create significant gains in productivity.

Sales 127

Sales Marketing 127

CoSell

SEPTEMBER 30, 2020

How can you scale your go-to-market (GTM) strategy through partners? Let’s take a closer look at what it takes to scale a successful partner sales program. Let’s take a closer look at what it takes to scale a successful partner sales program. With this clarity, you’ll be able to design a scalable partnership strategy.

Profitability 52

Profitability e-Learning Prioritization Decision-making 52

Showpad

JUNE 29, 2021

Showpad’s 2021 Modern Selling Study found that sales enablement has become more important since the start of the pandemic. Enablement for GTM teams becomes the engine to drive adaptive selling behaviors in a digital world. These changing buyer behaviors were a huge challenge for many sales forces. Now, why is enablement growing?

B2B 111

B2B Digital Transformation Decision-making Digitalization 111

SBI

JULY 10, 2018

For many sales and marketing teams, discovering an in-month deal requires a whole lot of luck. A marketing team judges how qualified a lead is based on engagement alone; a sales team takes that lead and discovers it isn’t a fit at all. What happens next is predictable: marketers and sales professionals lose trust in one another.

Prioritization 55

Prioritization B2B Marketing Software 55

ProlifIQ

MAY 4, 2023

The Keys To Growing Your Key Accounts Understanding where there is an opportunity to grab additional revenue from your customers is a priority for every GTM today and is also referred to as a white space analysis. This information can be obtained from the company’s CRM or sales process.

Stakeholders 52

Stakeholders Account Management CRM Key Account Management 52

SBI Growth

JANUARY 31, 2014

Big deals in B2B companies can account for as much as 50-80% of annual sales. Download the Targeting Analysis Tool and start focusing on what really matters to the sales team. Download the Targeting Analysis Tool and start focusing on what really matters to the sales team. Pull together your marketing and sales operations teams.

Acquisition 110

Acquisition B2B Marketing Sales 110

SBI Growth

NOVEMBER 2, 2023

If there’s one market trend that’s been stressed repeatedly in more recent SBI research findings, it’s that many CEOs have been noticing a dip in commercial productivity, with sales cycles getting gradually longer. This poses a difficult challenge to CEOs: How do we do more with less? How can we make our commercial teams more productive?

Sales 71

Sales Marketing 71

SBI Growth

JANUARY 23, 2024

This raises the question for many Go-to-Market (GTM) leaders: how do we use AI to help sales? AI development continues at a breakneck pace, with the number of use cases increasing by the day. How do we ensure smooth adoption of AI? And what value does it bring to the business?

Sales 71

Sales Marketing 71

Upland

MAY 4, 2023

So much so that we created this sales velocity equation to get sales teams moving in the right direction. Sales velocity vs deal velocity – what’s the difference? Deal velocity is how long it takes a deal to get through the sales cycle. Effectively, it’s the same thing as average sales cycle length.

Sales 356

Sales Decision-making Negotiation Organization 356

SmartKarrot

APRIL 5, 2023

This isn’t your typical sales pitch because it focuses more on informing potential customers than on trying to close them. keeps track of the pre-sales pipeline, creates inventive and/or efficient programmes, and takes action to close possibilities. liaise with sales, CS, and support.

Customer Success 19

Customer Success Account Planning Customer Experience Leadership 19

SBI Growth

SEPTEMBER 20, 2023

Now that the conversation has reached sales, this raises the big question in the minds of every top sales leader: “How should we be thinking about AI? Are there ways we can use this technology to improve sales and sales effectiveness?”

Artificial Intelligence 71

Artificial Intelligence Sales Marketing 71

SBI Growth

JANUARY 30, 2021

At SBI’s most recent Sales Advisory Board meeting, market leaders from a variety of industries came together in a virtual environment to discuss topics that are top of mind for sales executives: The Ascent of Sales Leaders to CEO Positions Executing a.

Sales 126

Sales Meetings Marketing Customer Experience 126

SmartKarrot

SEPTEMBER 20, 2022

Role: Director, Customer Success – West Location: Remote, United States Organization: UiPath As a Director of Customer Success, you will be responsible for the execution of the UiPath GTM strategy to ensure over-achievement of the revenue targets and business objectives.

Customer Success 19

Customer Success Leadership Sales Leadership Stakeholders 19

SBI Growth

NOVEMBER 14, 2020

Marketing leaders have faced numerous difficulties over the past year, but one challenge is not exclusive to just 2020—sales and marketing alignment. Getting this correct is more imperative now than ever before and can make-or-break your growth strategy. Ultimately, companies.

Marketing 159

Marketing Sales Meetings Customer Experience 159

SBI Growth

NOVEMBER 8, 2023

Business leaders are now realizing that AI-driven sales processes may hold the key to future commercial success, driving peak productivity and organizational effectiveness. No, not in a dystopian sense, but certainly in the content of our news feed and in the battle for our attention.

Organization 77

Organization Sales Marketing 77

SBI Growth

JUNE 28, 2023

For salespeople, it has led to significant challenges in sales productivity. Uncertainty still prevails in today’s business environment. The results from our recent research illustrate the problem clearly.

Sales 54

Sales Marketing 54