Salesforce

NOVEMBER 21, 2023

Field service can help drive revenue growth by selling to your existing customers, also called upselling or cross-selling. We’ve found that 65% of mobile workers are successfully selling to existing customers. Let’s dig into each of these best practices for upselling and cross-selling in field service.

Service 105

Service Growth Cross-sell Appointment 105

Hubspot

DECEMBER 13, 2023

You'll provide a brief overview of your product or service and try to gain their interest. You’ll ask open-ended questions to understand their pain points and determine if your product or service is a good fit. What are the key decision criteria for your team when evaluating a new product or solution?”

Objection handling 72

Objection handling Negotiate Cross-sell Contract 72

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. Because there are few things worse than closing a customer that never actually uses your product. But a 3% price boost likely materially helped. #7. That should put them at about $600m ARR today!

Cross-sell 99

Cross-sell Contract Price Growth 99

Sales Hacker

APRIL 6, 2022

Sales teams often struggle with configuration of price quotes when dealing with complex products or services or large product catalogs. And these manual processes take sales reps away from their most important activity: selling. CPQ stands for Configure Price Quote. What is CPQ?

Cross-sell 94

Cross-sell Contract Price Finance 94

PandaDoc

AUGUST 16, 2021

In an ever-growing contract and proposal software market, and a future that’s more digitized than we could have ever anticipated it would be, new tools and solutions are getting launched almost every year. Pricing: Free eSign + Essentials (10 user/month) and Business (49 user/month); Enterprise upon agreement. QuoteWerks.

Price 52

Price Contract Proposal Writing Legal 52

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. Because it’s not about price.

Contract 138

Contract Cross-sell Price Growth 138

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

Salesforce

JUNE 14, 2023

Let’s face it: Hard sells and flashy demos can be effective ways to close. Not only will this help you build trust, which makes it easier to sell , but it will open the door to long-term relationships that can lead to upsells and cross-sells. But not always. Ask additional questions to confirm your impression.

Gaming 95

Gaming Cross-sell Referrals CRM 95

Salesmate

JULY 8, 2020

The amount of time it takes to turn a lead into a customer will depend on the service you are offering, and the price of that service. If you’re serious about applying this approach, I recommend you buy the book Sell Like Crazy , by Sabri Suby. Webchat, perhaps with a live demo of your product, are other options. Set the agenda.

Pipeline 126

Pipeline Negotiate Contract Objectives and Key Results 126

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. Enterprise pricing available. Pricing varies. All key plan pricing requires a demo. Ease of use: 8.5/10

Service 52

Service Product Customers E-commerce 52

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

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. Why should I pay this price increase? ”.

Customers 74

Customers Contract Cross-sell Account management 74

Veloxy

APRIL 11, 2023

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. Let it be a moment when they ask prospects to sign a contract.

Pipeline 130

Pipeline Sales CRM Price 130

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

PandaDoc

FEBRUARY 5, 2024

Redefine how you manage your customer relationships Relationship selling is more efficient than traditional sales approaches, and CRM helps highlight that objective: building and enhancing relationships. Our solution lets you whip up and send proposals and contracts in minutes. The relationship usually ends with or without a sale.

CRM 52

CRM Gaming Contract Objectives and Key Results 52

SaaStr

JULY 13, 2023

It took going multi-product. If you want to get to 100%+ NRR with SMBs, you really do need to go multi-product. Even today, most SaaS VCs would have trouble believing a $2k ACV product like Monday could truly scale. Price raises can increase NRR, without adding value. But scale it has. #4.

Cross-sell 74

Cross-sell Contract Gaming Up-sell 74

PandaDoc

JUNE 1, 2023

Sales reps face a variety of challenges in their day-to-day work, from managing customer expectations and navigating complex pricing structures to juggling multiple deals at once. But that would not happen if you effectively use a configure price quote (CPQ) solution. See also What is CPQ (Configure, Price, Quote)?

E-commerce 52

E-commerce Profit margin Legal Price 52

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

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

Martech

NOVEMBER 8, 2023

This last group consists of those prospects that need super deep price discounts during the sales cycle, are more challenging to onboard, complain and want refunds and suck the life out of your customer success and account teams. The key takeaway? All customers are not created equal, and all revenue isn’t necessarily profitable.

Customers 115

Customers Construction B2B Cross-sell 115

Sales Hacker

OCTOBER 11, 2021

Sales teams that are stuck manually toggling between different technology solutions are taking precious hours away from actually selling. Further, leaders can help increase their team’s productivity, efficiency, and accuracy by automating repetitive manual tasks. To improve cross-team collaboration and reduce silos.

Process 87

Process Cross-sell Contract Negotiate 87

Hubspot

AUGUST 14, 2023

Value leaks undermine a buyer’s confidence in your solution, reducing your likelihood of closing — and even if you do win, you’ll have a harder time charging full price. For instance, let‘s say a salesperson is selling a product that isn’t backed by 24/7 support — and once upon a time, that factor held up a deal or two.

Closing 87

Closing Hospitality Negotiate Price 87

SaaStr

MARCH 22, 2023

At VMware, they priced based on physical CPUs customers chose — a hugely transactional service that constrained growth. They asked themselves, “what if we moved to some motion of licensing contracts?” Instead of selling products, they were selling aspirational concepts and business value. It wasn’t thoughtful.

Growth 79

Growth Cross-sell GTM Up-sell 79

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

Sales Hacker

FEBRUARY 5, 2019

If you have a product that is absolutely crushing it in SMB/mid-market, you may be tempted to dive straight into the Enterprise market. Who could avoid dreaming of those seven-figure deal sizes, 3-year contracts, and trophy logos? 2) Product Readiness – Do you have the essential Enterprise features? Bonus Takeaway.

Product 58

Product Contract Cross-sell Account management 58

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. Once a lead has been deemed qualified (a good fit for the product), they enter the pipeline as a prospect and reps track progress as sales conversations unfold. How do sales pipelines work?

Pipeline 59

Pipeline Objectives and Key Results Contract Cross-sell 59

SaaStr

OCTOBER 17, 2023

Do my customers find value in my product and service? For the sake of explanation, John breaks down the evolution of customer success into the classic triple-triple-double-double-double. If you don’t know, it’s the hockey stick curve going from $2M to $6M to $18M to $36M and on and on after you’ve found product market fit.

Cross-sell 64

Cross-sell Customers GTM A/B testing 64

Gong.io

MAY 31, 2021

It leads your sales reps through various scenarios: how to prospect, when to sell what product or service, how to overcome common objections, what to negotiate for (and how ) to name a few. Pricing options. Product demo flows. Think sales playbook by segment or sales playbook by product type or sales playbook by team.

Territory 118

Territory Objectives and Key Results Contract Price 118

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

PandaDoc

MAY 9, 2024

Qualified leads meet criteria such as having the budget or buying authority for your product or service. Likewise, you can calculate sales velocity for different teams, products, regions, and markets. A SaaS provider sells document workflow software for businesses of all sizes. What is an example of sales velocity? Why is this?

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

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

Salesmate

DECEMBER 8, 2020

Yes, you’ll find many hurdles on the path while selling to enterprises, but a firm determination and constant hard work can lead you to success. A different and long pathway while selling to enterprises. Selling to a large enterprise is a different game. One must expect a long journey while selling to a large enterprise.

Sell 103

Sell Cold Call Negotiate Cross-sell 103

Sales Hacker

APRIL 21, 2022

In the early days, most SaaS companies sell to other startups for a number of reasons. Startups are more willing to be early adopters of a new product. Startups are less demanding than a big company both from a services and product perspective. We started by selling to other startups, mainly YC companies.

Legal 86

Legal Cross-sell Contract Price 86

Martech

OCTOBER 23, 2023

Justice Department claims Google, which owns a 90% market share in search, paid massive sums to companies like Apple to make it the default search engine on products like the iPhone. 12 John Schmidtlein, lead lawyer for Google, claims the company dominates the search market due to being a superior product.

Trust 79

Trust Objectives and Key Results Engineering Negotiate 79

SaaStr

MAY 14, 2023

Talkdesk spent two years getting its Zendesk for voice products right, and then boom, boom, went from almost nothing to six million in ARR in the last 12 months… that sounds pretty good and it’s accelerating. They all started the same day and they sat next to me watched me sell for a month and then I turned them loose.

Price 94

Price Start-ups Up-sell X-functional 94

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

Search Engine Land

DECEMBER 28, 2023

Google stirred things up by shaking cushions and discreetly adjusting ad prices, and the entire industry faced a major shift with the sunset of Universal Analytics, forcing everyone to transition to Google Analytics 4. 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