Martech

OCTOBER 19, 2023

It encompasses income generated from first-time customers, upsells, cross-sells and new product or service launches. To find it, do these calculations: Revenue = Sales amount × Average order value (or sales price) For example, you have signed 21 new contracts during the last year, with an average value of $7,500.

Product 127

Product Contract Drivers/motivators SQL 127

SaaStr

OCTOBER 25, 2023

Fast forward to today, and last quarter they crossed an incredible $560,000,000 in ARR growing 20% on a constant currency basis. But in contrast to their bigger customers, the macro environment — or perhaps market saturation — has led to slowing growth in this segment in 2023. #2. 5 Interesting Learnings: #1.

Cross-sell 103

Cross-sell Contract Price Growth 103

Sales Hacker

SEPTEMBER 25, 2019

So let’s look at how to drive sales in a high-growth situation, so the transition from SMB to enterprise is smoother (and faster). We’ll cover: The #1 hurdle to fast growth. 5 tips to successfully cross the chasm to mass adoption. The #1 Hurdle to Fast Growth. A one-two punch that fast-tracks adoption and growth.

Growth 73

Growth Cross-sell Contract Education 73

Highspot

JANUARY 31, 2020

But like the great athletes of our age, modern leaders know growth doesn’t come from pure luck. Sales excellence is defined as the consistent outperformance of key growth objectives, achieved by strategic, cross-functional initiatives. Year-over-year growth. Percentage of time spent on selling activities.

Growth 98

Growth Quota Sales Contract 98

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. Asana’s biggest growth is in its $50k+ deals, but its ACV is still just $3,600 … or $300 per month. It sells to customers S, M, and Larger.

Contract 141

Contract Cross-sell Price Growth 141

Sales Hacker

MARCH 19, 2020

If your company is struggling to sell into one industry but is closing at a massive clip in another industry, you can bet that trend will continue. Higher average contract values. This is why sales enablement initiatives containing a formal process for cross-functional collaboration are most likely to hit expectations ( source ).

Growth 75

Growth Customers Referrals B2B 75

Salesmate

JULY 8, 2020

There are some obvious levers for growth in this stage of the sales pipeline. If you’re serious about applying this approach, I recommend you buy the book Sell Like Crazy , by Sabri Suby. Sell their goals. Your proposal can double as a contract. Once both of you have signed the contract, it’s time to PARTY.

Pipeline 126

Pipeline Negotiate Contract Objectives and Key Results 126

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. Basically, the sales rep will communicate to build a relationship, not to sell a product. Up-front contracts.

Cross-sell 136

Cross-sell Contract Sales CRM 136

SaaStr

DECEMBER 27, 2020

CEO Lew Cirne, after regretting selling his first startup in the space to CA for $375m, tries again with New Relic. But New Relic has continued to scale, crossing $650,000,000 in ARR (or so) and a $4B market cap. Slow growth means a low multiple. New Relic is an icon but growth has slowed to 14% annually.

Contract 124

Contract Cross-sell Price Growth 124

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. For product-led growth teams, onboarding sequences are generally automated. Customer success KPIs for measuring retention and growth. Defining customer success and measurements . Onboarding.

Customers 87

Customers Cross-sell Contract Price 87

SaaStr

OCTOBER 17, 2023

Anyone looking to grow their customer success team, or rather, drive growth and NRR, will have some valuable takeaways. Sell to more existing customers. It’s one thing to bring the customer over the line and sell for the first time. This is applicable at every stage of growth. Get more new customers.

Cross-sell 64

Cross-sell Customers GTM A/B testing 64

Hubspot

AUGUST 2, 2022

SaaS selling — and SaaS revenue — are distinctly different from traditional sales and require a new approach to maximize their potential. SaaS businesses should also make a concerted effort to establish reliable contracts, identify and convert new customers, and increase monthly revenue generation through both upselling and cross-selling.

Contract 69

Contract Cross-sell Up-sell Clients 69

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

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 79

GTM Cross-sell Government Legal 79

The 5% Institute

AUGUST 7, 2023

The role of an account manager goes beyond mere customer service – it involves nurturing client relationships, driving revenue growth, and enhancing a company’s reputation. Such relationships not only lead to client loyalty but also open doors for potential upselling and cross-selling opportunities.

Account management 52

Account management Negotiate X-functional Cross-sell 52

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. Breakthrough moments and experiences can be done through: Product-led growth (PLG).

B2B 106

B2B GTM Cross-sell High impact 106

Gong.io

SEPTEMBER 21, 2022

But the thing is, simply asking, “how much did we sell this month?” Many aspects influence revenue growth – average sales cycle length , churn rate, and customer acquisition cost, to name just a few. This is a helpful metric as it standardizes various contracts. TCV / contract term in years = ACV. isn’t enough.

Contract 62

Contract Quota Objectives and Key Results Sales 62

SaaStr

MARCH 27, 2023

I find this is very helpful in curbing sales rep behavior that crosses the line into too aggressive. Once cash flow is better established, pay more deals when the contract is e-signed. Can you control some of this with a strong CPQ and/or a strong contract approval process? It doesn’t stop it, but it helps curb it.

Commission 101

Commission Contract Cross-sell Sales 101

SaaStr

DECEMBER 5, 2022

Some startups need constant cash infusions to achieve growth. In SaaS, retention is usually driven by recurring revenue, cross-selling, and up-selling. Instead of displaying the 10-15% discount that users will receive while signing up for an annual contract, say they’ll get $15 off or two months free.”.

Product 52

Product Territory Price Cross-sell 52

Martech

JULY 18, 2022

At some stage, especially if the business is seeing growth, the question arises: “Do we need some dedicated technology to automate these processes?” Companies that implement ABM experience a nearly two-fold increase in annual contract value (ACV) according to research conducted for the ABM Leadership Alliance.

B2B 90

B2B Cross-sell Contract Pipeline 90

SalesLoft

JULY 10, 2023

Accommodates large buying committees and account-based selling. Automates support workflows that promote customer retention with a trigger based on the contract end date. Customer growth What do retention, upselling, and cross-selling have in common? Simplifies mass marketing upsell and cross-sell efforts.

Cross-sell 40

Cross-sell Technology Technology Account management 40

SaaStr

MARCH 31, 2020

Founder Guillaume Cabane provides information on when and how to run a growth team and provides multiple examples of growth models. Use these tools to determine how to run growth experiments at your organization. Guillaume Cabane | Founder @ Growth Ex Machina. Want to see more content like this? FULL TRANSCRIPT BELOW.

Growth 53

Growth Engineering Launch Commission 53

The 5% Institute

JUNE 12, 2023

Generating Sales and Revenue One of the primary objectives of an account executive is to generate sales and drive revenue growth. They identify new business opportunities, pitch products or services, negotiate contracts, and close deals to achieve sales targets. Continuously learn and adapt to industry trends and best practices.

Negotiate 52

Negotiate Relationship Management Contract Clients 52

SaaStr

NOVEMBER 7, 2020

While most of us sell at a lower ACV, there are still interesting things for us all to learn re: enterprise buyers and selling. Palantir is now growing faster than in years, with 49% annual growth rate at a $1B run-rate (!). And government contracts in particular were on fire, growing 74% year-over-year. But so what?

Government 70

Government Cross-sell Contract Growth 70

Salesforce

SEPTEMBER 19, 2023

Get AI-driven insights that help you boost revenue Sell smarter with a revenue intelligence platform built into Sales Cloud. Speed up revenue growth with actionable intelligence and insightful visualizations to address pipeline gaps and hit forecasts. Revenue intelligence is a data-driven way to sell. It’s about getting answers.

Pipeline 59

Pipeline Cross-sell Finance Electricity 59

SaaStr

NOVEMBER 1, 2022

SaaS has never been bigger, and growth is secular. We remain optimistic about the prospects of cross-border SaaS. In 2022, companies are rapidly fixing economics, sometimes even at the expense of growth. Org Building Ideas for Cross-Border Companies. SV SaaS companies sell to other SV SaaS companies.

GTM 89

GTM Cross-sell Niche Strategize 89

SBI

NOVEMBER 2, 2017

Russ: Enterprises today are focused on profitable growth. As a means to drive that profitable growth, companies are implementing digital transformation projects to more effectively engage with their customers and build stronger relationships. Nancy: Why does the industry need your solution? Robust and interoperable.

Cross-sell 52

Cross-sell Finance Contract Legal 52

PandaDoc

MAY 9, 2024

A SaaS provider sells document workflow software for businesses of all sizes. Additionally, sales training should focus on upselling and cross-selling opportunities. Logic follows that if you sell more per deal, you can take more time with prospects. What is an example of sales velocity?

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

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.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

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. Workflows that automate contract reviews and approvals accelerate deal cycle times. Upsell and cross-sell rates. 8 Digital sales ROX metrics.

Sales Experience 98

Sales Experience Cross-sell Sales B2B 98

PandaDoc

APRIL 21, 2023

KAM elements such as upselling and cross-selling will also help you earn more from clients. A better way to secure your business’s future growth prospects is to prioritize accounts with the potential to bring in higher revenue down the road. More than growth, sustainability is crucial. Have a growth plan for each account.

Account management 52

Account management Objectives and Key Results Strategize Legal 52

Gong.io

JULY 27, 2022

Plan for future growth or changes. Now, you’re going to look at what you can do to support your customer’s growth in the upcoming quarter. Ask: “Could you tell me a bit about your growth plans and future goals moving forward into the next quarter?”. Identify churn signals and growth & upsell opportunities.

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

Salesforce

OCTOBER 12, 2021

The CRO leverages cross-functional knowledge to create a complete view of the customer lifecycle from bringing in new leads to closing deals to renewing customer contracts. Growth isn’t just describing the financial valuation of a business anymore. The evolving role of the CRO considers this more holistic definition of growth.”.

Gaming 98

Gaming Cross-sell Sales Finance 98

Martech

SEPTEMBER 25, 2023

Marketing must be constantly available to potential buyers when they become interested in your product — not necessarily when you want to sell it. Just as a trade show or a well-placed article in an industry magazine does not immediately sell a product, marketing does not immediately produce sales.

A/B testing 115

A/B testing Tradeshows Finance Cross-sell 115

InsightSquared

APRIL 14, 2021

Average Annual Contract Value. Because of this, we tend to overlook the individual value customer contracts are bringing us each year. To calculate average annual contract value , take the dollar amount indicated in the contract (excluding any one-time fees) and divide it by the length of the contract (in years).

Contract 62

Contract Territory Cross-sell Pipeline 62

Salesforce

NOVEMBER 2, 2023

That’s the beauty of effective cross-selling. What you’ll learn: What is cross-selling? See how it works What is cross-selling? Cross-selling is a sales strategy where a seller offers complementary products or services to existing customers, delivering more value while increasing revenue.

Cross-sell 69

Cross-sell Sell Quota Pitch 69

Sales Hacker

SEPTEMBER 11, 2020

Imagine having the opportunity to sell into a company like Lyft in 2011. The total addressable market continues to grow and is ripe for selling to, but very few startups reach unicorn status. While there are various metrics and KPIs they will be tracking, there’s one underlying theme — growth. “ trillion worth of funding.

Sell 78

Sell Minimum Viable Product Objectives and Key Results Cross-sell 78