SaaStr

APRIL 5, 2024

How do you sell against the competition or become a market leader in a very crowded space? To sell against the competition, you have to differentiate yourself. They were the first to get to millions of users at scale and found that their key differentiators in selling to sellers were: Sales leaders and reps needed to see value quicker.

Sell 77

Sell GTM Price Up-sell 77

Martech

JUNE 3, 2024

Buy, sell, or share PI of 100,000+ consumers or households. Gets 50%+ of annual revenues from selling or sharing consumers’ PI.

Contract 122

Contract Up-sell Service Process 122

Salesforce

MAY 31, 2024

But with a myriad of potential offerings and rapidly changing market dynamics , this makes the selling process increasingly complex. Dynamic pricing with AI Pricing in the wholesale telecom market can be complex, influenced by fluctuating demand and a highly competitive marketplace.

Negotiate 52

Negotiate Contract Price Networking 52

Gong.io

JULY 7, 2022

The Sandler selling system has been around since the ‘60s and is still going strong. What is the Sandler selling system? The Sandler selling method was created by David Sandler in 1967 in response to three major issues he identified with his existing sales approach. Sandler selling can often save reps a lot of time.

Sell 118

Sell Objectives and Key Results Technique Consult 118

Veloxy

AUGUST 17, 2022

Price: $49/month for Salesforce users, corporate plans available Automations: Non-selling activities, lead prioritization, lead capture Veloxy has several features to help you automate Salesforce, no matter how long you’ve been using the CRM platform. Go here to learn everything you need to know about Salesforce Automation.

Appointment 147

Appointment Territory Cross-sell Contract 147

Partners in Excellence

MAY 10, 2024

When I was selling mainframe computers (back around the time when the wheel was invented), I could only offer a subscription payment. Customer could choose to sign contracts for several years, but they couldn’t purchase them outright. The reality is these are separate and distinct. It’s much easier to justify!”

Service 62

Service GTM Contract Price 62

Partners in Excellence

JUNE 6, 2018

A friend forwarded me an article entitled, “Giving People More Time To Sell Is BS.” I call that TIme Available For Selling, (TAFS—just what we need, another acronym.). Our ideal is they spend 100% of their time engaged with customers, selling. ” Intrigued, I clicked on the link.

Up-sell 52

Up-sell Sell CRM Cold Call 52

Salesforce

SEPTEMBER 26, 2023

Here’s the hard truth: “You don’t know if they’re ready to buy until they tell you they’re ready to buy, and you can’t believe it until you get a signed contract,” said Richard Harris , sales coach and founder of The Harris Consulting Group. But how do you know if they are interested in what you’re selling?

Contract 119

Contract Negotiate Follow-up Contact 119

SaaStr

MAY 27, 2022

Should sales just disappear once the contract is signed? #5. Hire a great VP of Sales, and revenue goes up. It’s a challenge to get your logo retention rate up to 90% or higher. #8. 59% of you have raised prices this year. . #8. 59% of you have raised prices this year. Fix this, and watch sales go up.

Price 117

Price Niche Up-sell Contract 117

PandaDoc

MAY 28, 2024

Consultative selling offers a less pushy, customer-centric approach to the buyer’s journey. Consultative selling requires empathy, active listening, and problem-solving. Solution selling is pitching products and solutions to leads. Consultative selling pitches education and authenticity. What is consultative sales?

Consult 52

Consult Process Sell Pitch 52

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

SaaStr

OCTOBER 18, 2023

Founder Josh James had one of the earliest $1B+ exits in SaaS when Adobe bought his first start-up, Omniture, for $1.8 60% more users log-in to accounts with consumption-based pricing, and 50% of new customers are choosing consumption-based pricing. #4. Sells to Mid-Market and Enterprise, But Going More and More Enterprise.

Contract 98

Contract Price Growth Launch 98

Salesforce

JUNE 7, 2022

Are your sales reps spending their time selling? The majority of their days get bogged down by housekeeping duties, such as logging customer information and manually building quotes and contracts. Sales operations can help automate those extra to-dos, getting your reps back to doing what they do best: selling. Sign up now.

Sell 98

Sell Finance Contract Quota 98

Sales Hacker

FEBRUARY 17, 2021

Scott pulled the research from Chorus, which reported that over five weeks (~May-June 2020), 88% more directors have been joining calls and 72% more executives are joining sales calls on the sell side. After all, why make someone forcibly talk through budget and pricing if they clam up whenever the topic surfaces?

Sell 121

Sell Contract Pitch Up-sell 121

PandaDoc

APRIL 8, 2024

A deal desk identifies upsell and cross-sell opportunities for existing customers by analyzing past deals and current contracts, and tracking renewal dates. A deal desk is a team within a company responsible for managing and negotiating deals, contracts, quotes, and other sales documents. This includes several action items.

Negotiate 52

Negotiate Cross-sell Contract Legal 52

Gong.io

AUGUST 10, 2022

A product-focused, target-oriented mindset may have worked 30 years ago, but today’s buyers are much better informed and far less willing to put up with an unsatisfactory sales experience. . Adopting a consultative selling approach that takes a genuine interest in your customers will blow your competitors out of the water. .

Consult 62

Consult Sell Cold Call Up-sell 62

SaaStr

APRIL 24, 2021

You pay a subscription for websites to help you sell stuff. It’s just only a minority is under a contract. And almost none is under a long-term contract. Wow! But almost none of its revenue is truly SaaS or provided under a fixed, recurring contract. And yes, it’s a software company. Example #3: Snowflake.

Contract 143

Contract Price B2B Contact 143

SaaStr

JUNE 29, 2023

As buyers grapple with expanding technology, higher prices, and a need for efficiency, SaaS companies need to deliver what their audience is looking for to win in the market. AI-Powered Tools: AI-related purchases in Q1: Made up 41% of new investments in Q1. But there is even more nuance to the reason behind the price hike.

Price 98

Price Contract CRM Engineering 98

SaaStr

OCTOBER 25, 2023

Leveling Up PLG to Accelerate SMB Customers, Including More Attention to Onboarding I love seeing this, it can seem hard to invest heavily in small customers, but if you don’t especially invest in onboarding, that’s a big shame. But a 3% price boost likely materially helped. #7.

Cross-sell 101

Cross-sell Contract Price Growth 101

Gong.io

DECEMBER 27, 2021

And the (counter intuitive) ideal length for a follow-up prospecting email. We analyzed 37,671 sales opportunities, specifically looking at how emailing price impacted deal success. Win rates spike once pricing is shared over email: If you emailed price recently — or, erm, today — take a big sigh of relief. Don’t bite. .

Negotiate 127

Negotiate Price Contract Sales 127

PandaDoc

MAY 16, 2024

Key takeaways Indirect sales consists of selling products and services through intermediaries. Indirect sales consist of selling products and services via partner companies, a type of sales collaboration. In direct sales , you, the producer, sell your goods and services directly to the consumer. What is indirect sales?

Retail 52

Retail Manufacturing Profit margin Commission 52

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

SaaStr

DECEMBER 4, 2023

Churn increase due to greater scrutiny of costs Contract values declining More stakeholders involved in decision-making Capchase combined the study with their data set of thousands of SaaS companies and looked at what the best companies do to overcome these hurdles. It could be price, product composition, or payment terms.

Contract 88

Contract Price Healthcare Commission 88

SaaStr

FEBRUARY 1, 2022

Sprout Social doesn’t only sell a low-end edition. It sells to customers S, M, and Larger. A reminder that sometimes as you go upmarket, the SMBs can still keep up the pace. Bill.com has 121% NRR from SMBs — and that’s up from 110% at IPO. Because it’s not about price.

Contract 139

Contract Cross-sell Price Growth 139

Partners in Excellence

SEPTEMBER 24, 2014

This post should be filed under the “I’m not creative enough to make these stories up. This morning we were catching up on a number of things and he mentioned 3 very large vendor negotiations he had just completed. ” I sensed a “but” coming up. I asked, “What happened?

Price 94

Price Territory Negotiate Contract 94

PandaDoc

MARCH 4, 2024

Choose the right VDR provider for your team by pairing platform capabilities with your specific needs around contract management, document workflow, permissions access, and guided contract signing. Sell-side M&A For sell-side M&A, necessary documents are arranged in the VDR, granting potential buyers convenient access.

Strategic partnership 52

Strategic partnership Legal Contract Negotiate 52

Hubspot

DECEMBER 13, 2023

For example, if you sell CRM software, you might conduct a demo call to show the prospect how your system can streamline their sales processes and improve customer relationships. Negotiation Call This call happens during the negotiation stage of the sales process when terms, pricing, and contract details are discussed.

Objection handling 72

Objection handling Negotiate Cross-sell Contract 72

PandaDoc

NOVEMBER 25, 2022

Probably the most popular approach to complex B2B sales, solution selling has been around for decades. Read this article to discover how the solution-selling methodology fares now, how top performers adapt it to modern times, and where to learn more about this approach. Solution selling methodology in a nutshell. Close the deal.

Sell 52

Sell Legal Niche Up-sell 52

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. You can take this approach to the next level by setting up retargeting ads across FB, Google Ads, or Youtube, that pushes these prospects to a landing page where you offer a content upgrade.

Pipeline 126

Pipeline Negotiate Contract Objectives and Key Results 126

The 5% Institute

DECEMBER 19, 2019

In this article, you’ll learn a variety of words that sell in both your sales conversations, as well as in writing. In this article, we’ll be covering words that sell in your sales conversations, as well as words that sell in replacement of usual words you may use in your copy writing. Replacement Words That Sell.

Sell 75

Sell Contract Clients Sales 75

Search Engine Land

JUNE 13, 2024

Dig deeper: The SEO career path: What it may look like and how to level up Get the daily newsletter search marketers rely on. You can also be more tax efficient if you set up your business as a company. You can also be more tax efficient if you set up your business as a company. Business email address Subscribe Processing.

Government 84

Government Pitch Start-ups Clients 84

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

Hubspot

MAY 24, 2023

If you give your prospect a price range from $12,500 to $15,000, guess what’s going to happen? Not to mention that the lower price "anchors" your prospect's perception of your product's value. They may have previously thought $15,000 was a good price, but as soon as you say $12,500, the higher number will seem extravagant.

Negotiate 83

Negotiate Contract Price Prospecting 83

SaaStr

APRIL 8, 2020

In the last year we’ve been leveling up a lot of our systems at SaaStr, and as part of that, moving from a lot of self-service and simple products to more robust ones. And one thing I’ve been shocked about is how few sales processes have kept up. Now, it’s time to overhaul how we sell it as well. And price it that way.

Product 134

Product Contract Construction Negotiate 134

SaaStr

DECEMBER 5, 2022

In SaaS, retention is usually driven by recurring revenue, cross-selling, and up-selling. Experiment with different plans and position the pricing as whole numbers. 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

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. Why Should You Sell Into Startups? While selling to startups is an evergreen opportunity, it’s important to understand the risks as well.

Sell 80

Sell Minimum Viable Product Objectives and Key Results Cross-sell 80

Sales Hacker

JANUARY 12, 2023

Selling more, earning more, and one-upping your 2022 self. Which is why selling better always leaves you at the bottom. Selling different. You need to sell differently. A set of hard-won, non-traditional “micro-trainings” on how to think and sell differently. Jump to: Target & sell to trainwrecks.

Negotiate 99

Negotiate Price Sales Up-sell 99