What is cross-selling and how does ABM enhance it
What is cross-selling and how does ABM enhance it If you are researching the best ways to generate more revenue by deepening your customer relationship, you should add cross-selling to your road map. It is a very effective strategy to scale your billing while improving lifetime value and customer retention. Defining what cross-selling is can […]
What is upselling: the art of expanding your accounts
What is upselling: the art of expanding your accounts You have made an effort and you have your client. You have achieved it and have been able to make at least one sale. But, quickly, what was the first goal becomes just a first step because there is more opportunity to take advantage of. What […]
Sales cadence: what it is and why a key strategy for growth
Sales cadence: what it is and why a key strategy for growth Intuition is not a good advisor when defining an effective marketing strategy. To take a business to another level and scale billing, we need to move away from any type of improvisation and overlapping roles to focus on each of the steps that […]
What is outbound prospecting and how it differs from inbound marketing
What is outbound prospecting and how it differs from inbound marketing The market is increasingly competitive and, both in marketing and B2B sales, we all need to optimize our strategies to attract more potential customers and increase our income. We want to take our business to another level and scale our turnover, and that is […]
BDR vs SDR: What’s the difference?
BDR vs SDR: What's the difference? It is common that, in small companies or startups, employees or even managers play many roles. Positions and responsibilities overlap and there is usually no rest to differentiate the tasks and to focus on what each one specializes in and solves best. But it is a reality that has […]
Predictable Revenue: the keys to Aaron Ross
Predictable Revenue: the keys to Aaron Ross If you want to build a “sales machine”, you must make your business generate constant and predictable income. There can be no guesswork or last minute actions. The key is to design and implement a framework that generates consistency year after year, in a formulated, repeatable and scalable […]
What is storytelling and how to use it effectively
What is stroytelling and how to use it effectively Telling stories is an art that requires creativity, vision and some narrative talent. But it is also a skill that is learned and trained. You don’t have to be a writer to create content with soul that resonates with your audience or simply resolves the doubts […]
Account based marketing: the power of the best synergy
Account based marketing: the power of the best synergy One of the most successful alternatives for any B2B marketing or sales professional is the implementation of Account Based Marketing strategies in their organizations. A widely shared definition in the sector summarizes it like this: in ABM (Account-Based Marketing), instead of fishing with nets, you fish […]
Lead generation: whats it is and how it works
Lead generation: what it is and how it works When you start looking into ways to optimize the process of selling your products and services, you may come across words that seem hostile or too technical. But, behind those terms, there are powerful tools that you can use to benefit your business. For example, lead […]
Sales prospecting tools and techniques: the must have
Sales prospecting tools and techniques: the essentials Sales prospecting tools for lead generation They are essential in helping sales representatives find, qualify and reach more prospects. The prospecting Sales is the task of tracking and qualifying viable sales opportunities, expanding the number of prospects and routing deals that achieve the conversion you are looking for. […]