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. Exactly how can vary.

Product 141

Product Contract Construction Negotiate 141

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

Iannarino

MARCH 2, 2023

But by rushing the deal to get to the pain points, you break B2B selling and buying. The good news is, by helping your buyer with problems related to making a purchase decision and implementing change, you increase your chances of solving the other problems that cause a prospective client to buy your product or service.

B2B 281

B2B Contact Clients Entertainment 281

Martech

MAY 6, 2024

While the focus of lead scoring is typically on identifying and prioritizing new leads, it can also be applied to existing customers to determine their level of engagement, satisfaction, and potential for upselling or cross-selling opportunities. Email: Business email address Sign up now Processing.

Cross-sell 120

Cross-sell Customers Referrals Lead generation 120

InsightSquared

MAY 7, 2019

At the highest level, SaaS companies look at sales expense, headcount, sales productivity and SaaS metrics like: The cost of new customer acquisition (CAC). One of the key ones is the average length of sales cycles for your company’s products and services. Typical SaaS Sales Metrics. Customer lifetime value (CLV).

Product 102

Product Territory Contract Sales 102

SaaStr

FEBRUARY 28, 2021

Recently, I caught up with two great entrepreneurs/CEOs, both doing a few million in ARR and growing quickly. And if you do, you’ll want to decide if you’re selling a Tool — or a Solution. An example of the difference, for us: Adobe Sign is both a tool that lets you sign a contract on the internet. Doing well.

Product 117

Product Contract Price Sales 117

Sales Hacker

DECEMBER 20, 2018

To consistently perform, sales leaders need to master the science of sales productivity. What is Sales Productivity? Sales productivity is all about maximizing time spent on the most critical sales rep activities (prospecting, client meetings, networking) and minimizing the resources needed to accomplish them (i.e.

Product 97

Product Tradeshows CRM Appointment 97

Veloxy

DECEMBER 28, 2023

However, if you’re considering a transition to outside sales or simply want to elevate your field selling game, you’re in the right place. and embark on this journey to master the art of field selling together! Get Your Free Ebook Key Takeaways Outside sales is the practice of selling through direct, in-person interactions.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Partners in Excellence

FEBRUARY 28, 2024

Introduction: Several weeks ago, I wrote, “ Sellers, Are You Really Interested In Selling? ” My good friend, Christian Mauer , challenged me, “Dave, why are you so interested in selling?” ” It was a great question and he caused me to reflect, I wrote, “ Why I Am Obsessed With Selling.

Customers 130

Customers Contract Consult Electrical Engineering 130

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

SaaStr

DECEMBER 5, 2022

Paddle’s Senior Product Manager, Allissa Chan, and Chief Strategy Officer, Patrick Campbell, share their experience of scaling a bootstrapped startup. In SaaS, retention is usually driven by recurring revenue, cross-selling, and up-selling. Make sure to expand on those attributes in future product iterations.

Product 52

Product Territory Price Cross-sell 52

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.). When they are buying, they leverage multiple channels for educating themselves on products/solutions. ” Intrigued, I clicked on the link.

Up-sell 52

Up-sell Sell CRM Cold Call 52

Iannarino

AUGUST 1, 2021

It’s unlikely that a more recent lead is automatically better than an older lead, or even than a target that is already locked into a contract with your competitor —even if the new contact devoted two minutes to filling out a form on your website. But in more cases than not, you’ll still need to sell. Occasionally, this is true.

Intrinsic 334

Intrinsic Clients Contact Contract 334

Openview

MAY 29, 2019

But as wonderful as selling into enterprise accounts is, it can pull you in a million different directions with new types of requests and requirements. I like to use a contracts and compliance manager for this critical responsibility. Plus, enterprise customers usually spend more—on support, seats, usage, integrations, etc.

Product 93

Product Customers Sell Contract 93

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

Veloxy

NOVEMBER 15, 2022

Account based selling is a B2B concept that has gained a lot of interest in recent times, but implementing it can feel rather daunting. Studies show that at least 94% of B2B teams have adopted account based selling in a bid to deliver improved buying experiences that lead to increased conversions and loyalty. It doesn’t have to.

Sell 246

Sell Objectives and Key Results SQL B2B 246

Partners in Excellence

SEPTEMBER 14, 2023

Time Available For Selling is a critical issue for everyone in sales. But before I go into a further discussion about time available for selling, let me first define how I look at time available for selling. There are review meetings-ideally to help improve their selling performance.

Sell 147

Sell CRM Technique Territory 147

Search Engine Land

MARCH 21, 2024

Whether it’s your first time or tenth, streamlining the ramp-up period when onboarding a new SEO agency will save you effort in the long run and lay the path to a productive partnership. Value proposition What sets you apart from others in your industry selling a similar product or service?

Contract 115

Contract Education Clients Trust 115

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

APRIL 30, 2024

6:31 – Upwork’s challenge of the status quo in hiring contract talent. 6:31 – Upwork’s challenge of the status quo in hiring contract talent. Based in Chicago, Eric has a Masters of Business Administration from Southern Methodist University’s Cox School of Business.

GTM 91

GTM Customers Contract Go To Market 91

Sales Hacker

NOVEMBER 10, 2023

Contract renewal dates. A spotlight falls on customer loyalty, an influential force on the revenue secured during contract renewals. While the obvious and important way to build and cultivate customer loyalty is to build a product that people love, the reality is that it takes time. At Demandbase, data wins every time.

GTM 94

GTM Intrinsic Customers Contract 94

Search Engine Land

SEPTEMBER 29, 2023

Microsoft claims its attempts to sell Bing to Apple were blocked by Google. This could reinforce Google’s argument that it’s preferred for its superior product. Tinter went on to reveal that Microsoft had also tried to pitch Samsung about making Bing the default search engine on its products. SUBSCRIBE See terms.

Territory 135

Territory Negotiate Contract Engineering 135

SaaStr

FEBRUARY 22, 2024

Everyone is worried they be called toxic, or things will blow up, if they’re critical of almost everyone today. That yes, we have to sell even harder. Customer success reps are defended, even if their top customers churn without there even having been a conversation. It’s probably true, to a large extent. That isn’t actionable?

Contract 109

Contract Quota Up-sell Meeting 109

SaaStr

JUNE 29, 2023

AI-Powered Tools: AI-related purchases in Q1: Made up 41% of new investments in Q1. Contract values are up nearly 30% from two years ago, representing massive growth in company SaaS spend, which is already a top five line item.” They want to maximize dollar value and limit contracts to renew. Why is this? weakest link.

Price 105

Price Contract CRM Engineering 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

NOVEMBER 8, 2023

You have to lead the team, live up to the values, hit quotas and targets, and make money. This is a common mistake founders make — getting a new Head of X when you get to a certain point in business, missing a sales number, the product isn’t what you want, there’s too much churn, etc. Almost everyone grew up in the company.

X-functional 104

X-functional Contract Growth Quota 104

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 96

Contract Price Healthcare Commission 96

SalesLoft

APRIL 25, 2024

In this three-part series, you’ll learn how a Salesloft AE lands multiple mega deals — from prospecting to selling to power, to delighting them as customers — so you can replicate his success. The contract is signed. Once the ink is dry and the contract is signed, what goes through your mind when you actually close a 7-figure deal?

Commission 52

Commission Contract Legal Strategize 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

Partners in Excellence

JUNE 14, 2017

about 18 months ago it went up to 6.8. Because we have complex solutions, we have more people involved in the selling process. Even if we are selling standard products, there is no such thing as a standard deal. I face it too–at first I hoped I could invent the 8 day/3o hour week–but I gave up.

Product 75

Product Sales B2C Up-sell 75

SBI

FEBRUARY 20, 2018

For example, our research shows that using Adobe Sign results in contracts being signed 21x faster than using paper-based signatures. Adobe Sign transform sales cycles by accelerating time to revenue, increasing the visibility of where the process stands, and improving sales rep productivity and effectiveness.

Contract 55

Contract Gaming Commission Legal 55

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

Salesmate

MARCH 18, 2021

To ensure that your business keeps thriving, we bring you a product update that will put ease to your work and help you speed up the sales process. Now you can manage your document, quotes, proposals, contracts, etc., Our team will connect you with the PandaDoc Success Team to help you set up your account.

Contract 88

Contract Customer Relationship Management CRM Relationship Management 88

SaaStr

OCTOBER 25, 2021

” and “Something we found really effective at CoursKey, and other vSaaS businesses will likely find as well: Instead of running pilots, sign a multi-year contract but give them an opt-out after 3-6 months. You should stand behind your product and sign up for those until you have a real brand in the space.

Price 122

Price Contract Referrals B2B 122

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.

Retail 52

Retail Manufacturing Profit margin Commission 52

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. Because there are few things worse than closing a customer that never actually uses your product.

Cross-sell 108

Cross-sell Contract Price Growth 108

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 144

Contract Price B2B Contact 144