Martech

JANUARY 25, 2023

This is especially helpful for teams using Slack’s free plan, where older messages disappear and for important transaction-related communications between teams that need a date-stamped record, e.g., when a client cancels a contract. Previously, HubSpot supported sending notes to Slack channels via workflow, not sending from Slack to HubSpot.

Finance 89

Finance Contract Cross-sell Campaign 89

PandaDoc

MARCH 26, 2024

In the world of sales, salespeople are engaging with potential clients to guide them from the top of the sales pipeline, when they first discover a product or a service (level 1) to the bottom of it, the post-purchase stage (the final level). Negotiation The next stage of the sales cycle is negotiating contracts with decision-makers.

Pipeline 52

Pipeline Contract CRM Customer Relationship Management 52

Veloxy

AUGUST 31, 2023

Know your product Whereas inside sales reps need to speak intelligently about their products, outside sales reps also need to know how best to use their products, their industrial applications, and in some cases the products’ intricate engineering. But more often than not, customers won’t come asking for a quote.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

SaaStr

FEBRUARY 1, 2022

This is trending to 50/50 now that Asana has crossed $400m in ARR, but still a reminder a self-serve motion combined with sales jumping on the bigger deals can scale very, very far. Sprout Social doesn’t only sell a low-end edition. It sells to customers S, M, and Larger. And they don’t push annual contracts.

Contract 135

Contract Cross-sell Price Growth 135

Sales Hacker

FEBRUARY 1, 2021

Why is it that companies have a sales process they follow rigorously to win business, yet avoid the same discipline in managing those customers throughout the lifecycle of their contracts? Too often contract cancellation (or non-renewal) comes as a surprise, but it never should. Identify key stages in the lifecycle of a contract.

Customers 74

Customers Contract Cross-sell Account management 74

Martech

JUNE 6, 2023

Marketers and martech professionals have the option to buy one product or a full platform suite. Customer data, AI, marketing automation and analytics are must-haves for any martech stack and several companies are now looking to sell them all at once. This also applies to newly released products.

X-functional 109

X-functional Cross-sell Contract Up-sell 109

Salesmate

FEBRUARY 11, 2020

It’s a no-brainer that sales methodologies help businesses sell better and choose better customers for life. In the Sandler sales model, the seller and buyer both will be equally invested in the selling process. We will take a conversational example of a sales rep and a prospect throughout these steps and understand the concept.

Cross-sell 136

Cross-sell Contract Sales CRM 136

Smarter With Gartner

JULY 2, 2021

Hi-tech product planning is a high-stakes effort that requires decisions to be made in the face of uncertainty — it’s important to know if customers will embrace the new offering or not. Product marketers must adjust their messaging in a downturn and support new strategies in a recovery from a disruptive crisis.

Product 82

Product Minimum Viable Product Drivers/motivators Technology 82

Salesforce

SEPTEMBER 19, 2023

A prospect lingering in the negotiation stage, for example, may need a change to product price to move them to the contract stage. Think of it as the conversation that happens in a prospect’s mind as the steps of the sales process progress, underscoring their level of engagement and “buy in.” Why is a sales pipeline important?

Pipeline 59

Pipeline Objectives and Key Results Contract Cross-sell 59

PandaDoc

APRIL 11, 2023

The more your business customers are happy interacting with your product or service, the better. The first crucial part of this happiness is your product or service itself and how well it is aimed at the needs of your customers. What is product knowledge? Product knowledge training is an educational course for salespersons.

Education 52

Education Product Customers Sales 52

Salesmate

JULY 8, 2020

They are: Basic Targeting: understanding who you are targeting and where you can find leads Sales Channels: determining which is the most effective sales channel to acquire leads Conversion Rate Optimization: improving the messaging you use and your approach to push more potential leads into your sales pipeline. Sell their goals.

Pipeline 126

Pipeline Negotiate Contract Objectives and Key Results 126

SaaStr

MARCH 22, 2023

They asked themselves, “what if we moved to some motion of licensing contracts?” This changed the conversations with customers. Instead of selling products, they were selling aspirational concepts and business value. The best way to build a country maturity model is to go back to Crossing The Chasm.

Growth 75

Growth Cross-sell GTM Up-sell 75

Veloxy

APRIL 11, 2023

Yet, almost everyone will engage in the conversation if you ask their opinion on AI. Besides creating emails or optimizing sales scripts, AI can automate mundane tasks, boost productivity, and ensure personalization. It helps eCommerce companies personalize communications, upsell/cross-sell, and reduce cart abandonment rate.

Pipeline 130

Pipeline Sales CRM Price 130

Gong.io

AUGUST 3, 2022

Closing new contracts is important, but retaining and increasing revenue from existing accounts is crucial for maintaining and growing ARR. Customer success (CS) is a business initiative (and attached department) that seeks to ensure customers get maximum value out of your product. . Defining customer success and measurements .

Customers 87

Customers Cross-sell Contract Price 87

PandaDoc

MAY 8, 2023

Customer support is an essential aspect of any customer experience, and research bares this out: 68% of customers will pay more for products and services from companies with a strong record of good customer service. This can include canned scripts and email templates for fast response, as well as standard workflows for better productivity.

Service 52

Service Product Customers E-commerce 52

PandaDoc

MAY 9, 2024

Qualified leads meet criteria such as having the budget or buying authority for your product or service. The higher the conversion rate, the higher the sales velocity. Average sales cycle length Sales cycle length is the entire time it takes a lead to move through the sales funnel to conversion. Why is this?

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

Martech

JULY 14, 2022

It changes depending on the type of product you’re selling and the market you are pursuing. Canare says that while there are elements common to all campaigns, there are significant differences depending on what you sell and who you’re selling it to. You have to sell to them differently. Customer knowledge.

E-commerce 102

E-commerce Cross-sell Contract Up-sell 102

Salesforce

SEPTEMBER 27, 2021

Add to that, the company had previously signed a three-year contract with Slack for several thousand users, and five months later, it had blown past that allotment. Their contract was originally in our mid-market segment, but they outgrew our segment lines, which brought them into our enterprise team. Reimagine the selling experience.

Closing 98

Closing Contract Legal Cross-sell 98

PandaDoc

APRIL 20, 2022

Engage in social selling. To clear this up: Outbound sales refers to the process of reaching out to prospects who haven’t indicated a direct interest in buying the product or service you want to sell. Method 1: Engage in social selling. The power of social selling is relationship-based. Target your email list.

Technique 98

Technique Cold Call Contract Cross-sell 98

Gong.io

JULY 11, 2022

Inside sales (sometimes called remote sales or remote selling) is often the primary sales model for B2B, SaaS, tech, and certain high-ticket B2C sales teams. Inside sales reps sell from their office, in stark contrast to outside sales, where sales reps travel to visit clients and close deals on the road. Nurturing existing leads.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Salesmate

MAY 13, 2021

Increasing your productivity and the value of your time. Automation saves you time and increases productivity. It’s like getting an extra day and a half to do different and more productive activities. increase in sales productivity. increase in sales productivity. Marketing Automation drives a 14.5% Image Source ).

CRM 97

CRM Contract Referrals Follow-up 97

SaaStr

DECEMBER 5, 2023

You don’t want to end up in The Valley of Death, where you can’t get the big dollar contracts. Challenge #1: Starting with Product-Led Growth and Deciding If It’s Worth It If you start with PLG and want to move your customer base and prospects to Enterprise deals, you might ask yourself: Should I go for it?

GTM 72

GTM Cross-sell Government Legal 72

Hubspot

JUNE 21, 2023

Brush-offs are time savers — ways for prospects to get you off their back without much regard for what you‘re selling or how you’re selling it. And if you want to consistently engage in meaningful conversations with prospects, you need to know how to work past them. That means learning to be disruptive.

Contract 77

Contract Cross-sell Prospecting Follow-up 77

Sales Hacker

SEPTEMBER 2, 2020

The best sales teams don’t just sell — they keep customers happy and drive serious upsell, cross-sell, and expansion revenue. They do this by first identifying and focusing on the sales motions that are best for their product, team, and customer. Companies with complex or custom-tailored products.

Inside sales 109

Inside sales Cold Call Contract Price 109

Gong.io

SEPTEMBER 21, 2022

But the thing is, simply asking, “how much did we sell this month?” If revenue is increasing (from whichever source, be it newly acquired customers or from cross-selling opportunities), you’ll have more space to invest in expansion and internal investments. This is a helpful metric as it standardizes various contracts.

Contract 62

Contract Quota Objectives and Key Results Sales 62

SaaStr

SEPTEMBER 1, 2021

Marketing and revenue teams should work together to keep the leads moving toward conversion. . Strategy is a Living Conversation. Instead, they are likely to search for the answer to a problem that your product can solve. . Helping customers find success with the product is inextricably linked to a successful business. .

Cross-sell 74

Cross-sell Contract Pipeline Strategize 74

Hubspot

AUGUST 2, 2021

No matter what you sell, you aren’t just selling a product — you’re also selling the people behind it. Your vision, your passion, your knowledge are all play into the perceived value of your product or service. Secondly, you get to see how your customers are using your product in person. Gathering Feedback.

Customers 92

Customers Cross-sell Referrals Clients 92

PandaDoc

JUNE 1, 2023

With the right CPQ tool, you can simplify the entire process, from product configuration to pricing and quoting. CPQ allows you to create compelling offers that lead to a fast and reliable conclusion of a contract. Accelerates the conversion of quotes into purchase orders. Automates the seller’s buying processes. Try PandaDoc 2.

E-commerce 52

E-commerce Profit margin Legal Price 52

Sales Hacker

FEBRUARY 2, 2021

To put it simply, a sales cycle is the journey a potential client embarks on that begins when they develop an interest in a product to when they make a purchase. This process involves identifying potential clients who might be interested in your product or service. Cross-selling and up-selling are sometimes used during this stage.

Sales 105

Sales Cross-sell Pipeline Negotiate 105

Search Engine Land

DECEMBER 28, 2023

However, it was confirmed that Vidhya Srinivasan, who previously led product and engineering for ads, will take over leadership of the Ads team reporting to Google Senior Vice President Prabhakar Raghavan. In another blow for Google, an Adalytics study accused it of mis-selling video ads to marketers for the last three years.

Retail 123

Retail X-functional Launch Non-Profits 123

Martech

SEPTEMBER 25, 2023

A host of other factors contribute to the sales environment, including: Product quality. Marketing must be constantly available to potential buyers when they become interested in your product — not necessarily when you want to sell it. How many saw your product demonstration? Competition. Pricing customer service.

A/B testing 107

A/B testing Tradeshows Finance Cross-sell 107

PandaDoc

OCTOBER 21, 2022

Overcoming objections is a crucial part of the sales process — as is being able to gracefully end the conversation if the prospect’s “no” is definitive. Are you currently using another product to solve this problem? A lack of budget A lack of trust Not the right time Not the right product? The different types of objections.

Prospecting 52

Prospecting Objectives and Key Results Negotiate Contract 52

Highspot

NOVEMBER 9, 2023

Efficiency and Productivity A digital sales room centralizes all essential sales resources, tools, and information in one platform. This results in higher levels of interest and client engagement , improving the buyer experience, and ultimately increasing the chances of conversion. Here are some key benefits of a digital sales room.

Objectives and Key Results 59

Objectives and Key Results Objection handling Teamwork Sales 59

InsightSquared

APRIL 14, 2021

Funnel Conversion Rate. Conversion rates have long been considered the holy grail of sales metrics. The traditional funnel conversion rate equation is simply the number of conversions divided by the number of leads for a sales period, multiplied by 100. Is the quality of my data resulting in my low funnel conversion rate?

Contract 62

Contract Territory Cross-sell Pipeline 62

Salesforce

SEPTEMBER 19, 2023

Get AI-driven insights that help you boost revenue Sell smarter with a revenue intelligence platform built into Sales Cloud. Revenue intelligence is a data-driven way to sell. What competitors have been mentioned in the conversations we’ve had so far? That way teams don’t need to cross systems to act on what they’ve learned.

Pipeline 59

Pipeline Cross-sell Finance Electricity 59

Salesforce

JULY 14, 2021

Some of the benefits of measuring your return on experience (ROX) include faster time-to-market, automation-driven productivity, and of course, increased incremental profit growth. Return on investment (ROI) calculators help prospects dynamically understand the value of your products. Upsell and cross-sell rates.

Sales Experience 98

Sales Experience Cross-sell Sales B2B 98

Sales Hacker

SEPTEMBER 25, 2019

5 tips to successfully cross the chasm to mass adoption. And one of the criteria they use to evaluate a product is social proof: How many of their peers are using the tool? This theory explains how, over time, an idea or product gains momentum and spreads. Focus on iterative conversations with customers. That’s it.

Growth 74

Growth Cross-sell Contract Education 74