Gong.io

AUGUST 3, 2022

For SaaS and subscription businesses, customer success is a key revenue driver. So, how exactly do you measure if a customer is “successful” (and what does that even mean?). Defining customer success and measurements . For individual clients, we can ask, “What was it that the customer wanted to achieve originally?

Customers 87

Customers Cross-sell Contract Price 87

ClickFunnels

DECEMBER 19, 2021

A sales funnel is the process that a person goes through from first hearing about your business to becoming a paying customer to becoming a repeat customer. Middle of the Funnel: Potential Customers. Bottom of the Funnel: Existing Customers. You offer the potential customer your least expensive and least valuable product.

Lead generation 263

Lead generation Cross-sell Non-Profits A/B testing 263

ClickFunnels

AUGUST 2, 2021

You grab the attention of the potential customer. You get that potential customer interested in your product. Bottom of the funnel (customers). You persuade the potential customer to buy your product. You offer the potential customer a lead magnet in exchange for their email address. Middle of the funnel (leads).

Cross-sell 246

Cross-sell Sales Up-sell Presentation 246

SaaStr

FEBRUARY 17, 2023

While the allure of customer acquisition can pull a founder’s attention, it’s equally important to dedicate resources to fighting churn and expanding revenue from existing customers. Churn vs. Expansion: Where to Start As many startup founders know, in the beginning, acquiring customers is key to getting off the ground.

Cross-sell 88

Cross-sell Customers Relationship Management Up-sell 88

Martech

MARCH 1, 2024

Customer retention is becoming more of a priority for B2B marketers lately. As buying shifts online and marketing takes on some traditional sales roles, retaining existing customers is essential for driving growth and profits. Sagefrog’s 2023 report , amazingly, listed customer retention as B2B marketers’ number two priority. (It

B2B 125

B2B Cross-sell Pharmaceutical Account management 125

Veloxy

APRIL 28, 2021

A sales rep is only as good as the time they spend selling. Let Sales AI take care of all non-selling activities so your reps can focus on revenue generation. Artificial intelligence in sales can increase selling hours by not only automating tasks, but also improving daily productivity and analyzing habits.

Cross-sell 289

Cross-sell Sales Quota Pitch 289

ClickFunnels

JANUARY 30, 2022

Put simply, it’s how much money a customer spends on average on a single order. This is the average for your number of orders and not the sales per customer. Some customers may put in multiple orders over a period of time. Each order should be treated separately no matter how many times a customer buys from you.

Cross-sell 246

Cross-sell Technique Up-sell Start-ups 246

Martech

FEBRUARY 14, 2023

It is if your products and services are better than anyone else’s for the price. Lovable brands embrace customers even when they aren’t in the mood or the market to buy. In dozens of ways, these brands show they appreciate shoppers for more than their lifetime customer value.

Customers 131

Customers Retail Cross-sell Campaign 131

Partners in Excellence

MARCH 26, 2024

It’s a solution that addresses the way buying is changing, integrating digital and personal selling. But what really interested me were Bill’s perspectives on where buying and selling is headed and how we must change our engagement strategies to work with buyers more impactfully.

Sell 103

Sell Cross-sell Finance B2C 103

Sales Hacker

FEBRUARY 1, 2021

While the link between retaining customers and profitability is pretty well understood, most companies still approach customer retention with piecemeal initiatives. When customers say: “ We are not getting the outcomes we expected ”. “ The final arbiter of value received must be the customer. It’s All About Value.

Customers 73

Customers Contract Cross-sell Account management 73

Cerebral Selling

JANUARY 23, 2023

In sales, customer objections are a fact of life. But running into the same objections time and time again can make selling feel more like Groundhog Day, especially when you know they’re coming! Maybe you have one of the more expensive solutions on the market and have to routinely defend your pricing.

Objection handling 201

Objection handling Cross-sell Price Up-sell 201

ConversionXL

OCTOBER 16, 2022

There’s more to ecommerce customer acquisition than increasing checkout conversion rates. For long-term, sustainable success, you must attract the right customers. In this article, you’ll learn how to gauge the effectiveness of any customer acquisition strategy. What makes customer acquisition different from marketing?

Customers 129

Customers Retail Cross-sell Follow-up 129

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

APRIL 3, 2019

I know what you woke up thinking this morning: “ I sure could use a quick refresher on price elasticity. ” Understanding the price elasticity of your product/service and how it impacts your sales and business strategy is crucial to building a responsive, successful company. Price Elasticity of Demand. PN = New price ($150).

Price 76

Price Cross-sell Negotiate Service 76

ClickFunnels

NOVEMBER 15, 2021

Want to get clarity on how to effectively sell online? Your first step is to get the potential customer interested in what you have to offer – that is what marketing is all about. There are two types of marketing: Inbound marketing where you use content to get your ideal customers to come to you. Continue reading….

Lead generation 289

Lead generation Process Cross-sell Up-sell 289

SaaStr

JANUARY 1, 2024

But net net, the average public SaaS compay has 35,000 customers. So once you cross 3,500, let alone 10,000 — you’re starting to saturate most B2B markets. Your hitting 10%-20% market share or more, especially of your core customer base, and grow almost always slows at that point in SaaS.

Product 119

Product Cross-sell CRM Growth 119

Spiro Technologies

MAY 8, 2024

It’s like, “Well, what do you want to sell?” On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving, and selling products, and of course, having fun along the way. Paula Gamer: Some of our longest and largest customers are, for example, Hormel Foods. Adam Honig: Wow.

Customers 59

Customers Manufacturing Up-sell Cross-sell 59

Salesforce

DECEMBER 12, 2023

A bad experience is one of the top reasons a customer will leave a brand , and younger generations are increasingly likely to abandon ship for this very reason. That’s why fostering a customer-obsessed culture can improve an organization’s health and longevity. What you’ll learn: What is a customer-obsessed culture?

Teamwork 59

Teamwork Customers Cross-sell Strategic planning 59

SaaStr

OCTOBER 17, 2023

Customer success is all about outcomes. What does NRR have to do with customer success? PST — Former VP of Customer Success and current founder and Managing Partner at Success Venture Partners, John Gleeson, shares his lessons learned scaling customer success from $1M to $300M in ARR. Get more new customers.

Cross-sell 63

Cross-sell Customers GTM A/B testing 63

SBI

JUNE 25, 2019

Beyond CRM Podcast: Upselling, Cross-Selling, & Improving Margins. What they need are insights that can only be delivered by way of AI and machine learning like: Which customers’ orders are in decline? What products should customers be buying but aren’t? How much is the customer willing to pay? Zilliant.

Cross-sell 37

Cross-sell CRM Sell Price 37

SaaStr

APRIL 19, 2024

Then, someone would sell it for you for $50 to $400. Going Multi-Product is Required ”By the time you get to 10,000 customers, you better have a second product that can be bigger than the first,” Jason says. That’s the easiest thing because the customers already know you. 50, and package it up for another $.50

Engineering 101

Engineering Price Cross-sell Niche 101

Search Engine Land

SEPTEMBER 22, 2023

Lifetime value, or LTV, averages the total revenue generated by a customer during the entirety of your relationship. Doing so requires long term thinking, commitment and a deep understanding of your customer database. And you hesitate between a real estate agency and selling coffee machines. Why is LTV important? Not bad right?

Real Estate 116

Real Estate Cross-sell Price Clients 116

Veloxy

AUGUST 17, 2022

Other tools are more specialized, such as gamification, customer experience management, and lead prioritization. Then, you can automatically track your customers’ email engagement to better prioritize leads. Some tools out there are foundational — things like appointment scheduling, data automation, and document generation.

Appointment 147

Appointment Territory Cross-sell Contract 147

SaaStr

SEPTEMBER 29, 2023

The customer journey applies to every software category, and it guides your roadmap with more holistic solutions for your customers. On the demand side — Your customers might need 19 things, and each needs 14 vendors. There are advantages beyond higher pricing, with higher pricing being the smallest advantage.

Product 95

Product GTM Cross-sell Commission 95

ClickFunnels

AUGUST 1, 2022

We believe that the most effective way to sell anything online is the Value Ladder sales funnel. You offer the potential customer your lead magnet in exchange for their email address. You offer the potential customer your lead magnet in exchange for their email address. How will it make the potential customer’s life better?

Cross-sell 130

Cross-sell Pitch Sales Niche 130

Salesforce

MAY 5, 2022

How often do your customers call and struggle to describe their issues? It brings agents into customers’ homes virtually, removing the visual gap and ending their frustration faster. But with only 44% using it for direct customer support, there’s a big opportunity to improve the customer experience.

Appointment 97

Appointment Customers Cross-sell Retail 97

Sales Gravy

NOVEMBER 20, 2023

On this episode of the Sales Gravy Podcast, Jeb Blount and Will Frattini, Head of Enterprise Revenue & Growth at Zoominfo, take on account management and account expansion selling. Why Account Management Matters In sales, closing deals and prospecting often steal the spotlight from account management and customer retention.

Account management 90

Account management Objectives and Key Results Cross-sell Contract 90

SaaStr

JANUARY 12, 2024

2023 wasn’t hard for everyone: First, it was mainly hard for folks that sold into “tech”, broadly speaking : Monday sells mainly outside of tech — it crushed 2023. Asana and Atlassian, competitors who sell more to tech? ZoomInfo saw it’s non-tech customers grow 20%, but overall growth slowed to 9%.

Cross-sell 106

Cross-sell Growth Price Up-sell 106

PandaDoc

APRIL 8, 2024

Their cross-functional expertise enables them to create proposals tailored to customers’ needs. A deal desk identifies upsell and cross-sell opportunities for existing customers by analyzing past deals and current contracts, and tracking renewal dates. See also How to seal the deal in a matter of days 7.

Negotiate 52

Negotiate Cross-sell Contract Legal 52

The 5% Institute

JUNE 14, 2023

In today’s highly competitive business landscape, understanding the customer journey is crucial for any company that wants to thrive. The customer journey refers to the entire process that a customer goes through, from the moment they become aware of a product or service to the point of making a purchase and beyond.

Customers 52

Customers A/B testing Cross-sell Education 52

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. Bigger Customers Keep Growing, But SMBs Have Slowed A common theme across tech today. Freshworks has 51,700 customers at around $2k ARR, with a quick close of just 25 days. But good to learn from.

Cross-sell 102

Cross-sell Contract Price Growth 102

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. Get deals done, make customers successful, and help your company grow.

Gaming 95

Gaming Cross-sell Referrals CRM 95

Sales Hacker

MARCH 8, 2024

Claim your tickets today , including a limited number of special two-for-the-price-of-one tickets. Data from Crossbeam shows that ELG is the third-most cost-effective strategy behind customer referrals and inbound sales. Partners can facilitate warm intros to their customers so you can move stuck leads through the pipeline.

GTM 93

GTM Growth Referrals Cross-sell 93

Heinz Marketing

MARCH 10, 2021

Customer First. It wants to put the customer first – it wants to put you first. Think about your customer’s pain points, nurture your customers by talking about how you can solve their problems. If you are selling a product or a service, make sure it is user-friendly. Customer Loyalty. Peace of mind.

B2B 137

B2B Cross-sell Retail Healthcare 137

SaaStr

JANUARY 3, 2024

It’s quietly crossed $1.2 It send the stock price up 112% over the past 12 months! Then last year, it held the line on costs and hiring, reduced the workforce by 13% (layoffs) … and got to 10%+ operating margins, #3, 20,700 Total Paying Customers, With a Big Push on $100k Customers. Go ask your developer ?

Cross-sell 92

Cross-sell Growth Price Up-sell 92

ClickFunnels

JANUARY 28, 2022

A lead is a potential customer who has: Expressed an interest in your product. Leads exist on a spectrum of quality: High-quality leads are most likely to convert to potential customers. Medium-quality leads are less likely to convert to potential customers. You offer the customer a more expensive and more valuable product.

Lead generation 217

Lead generation Cross-sell Profit margin Contact 217

Veloxy

JUNE 21, 2022

Before the pandemic, Salesforce found that most customers were demanding a team selling approach to satisfying their needs. Start delivering more value-add to customer engagement today by reading the following guide to team selling in a post-COVID business world. What is Team Selling? Ebook: Field Sales Report.

Sell 189

Sell Inside sales Sports Cross-sell 189