Veloxy

SEPTEMBER 28, 2021

Just be sure you print and bookmark this blog post so you can take it with you wherever you go, wherever you sell. Therefore, they really don’t have any real reason to care about you or your amazing products. Or maybe you want them to send over some additional information so you can schedule a product demo. Table of Contents.

Objectives and Key Results 204

Objectives and Key Results Prospecting Contact Campaign 204

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 90

Price Start-ups Up-sell X-functional 90

SaaStr

FEBRUARY 4, 2020

Lexi explains the importance of team trust, driver and passenger mindsets, and much more. We have 1,000 employees across three locations, San Francisco, Denver, and New York, and everything in the past four years has grown by more than 10 X. They were a team that had engendered this sense of trust. Join us at SaaStr Annual 2020.

Drivers/motivators 68

Drivers/motivators X-functional Trust Cross-sell 68

Sales Hacker

MARCH 2, 2020

The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling. Agile Selling. Spin Selling. Insight Selling. Spear Selling. The Psychology of Selling. Buyer-Centered Selling. Integrity Selling for the 21st Century.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

Lead Fuze

JULY 6, 2023

Pinpointing customers’ issues is an essential move in boosting your product or service, increasing customer gratification, and eventually aiding the development of your company. We’ll also explore practical solutions like offering multiple payment options and regular product training programs that address specific problems.

Customers 52

Customers Clients Lead generation X-functional 52

Heinz Marketing

JUNE 7, 2021

We used a sales activity study to benchmark how and where sellers are spending their time, pinpointing places where we are maybe spending a little more time on non-direct selling activities than we would like. And so, as we have evolved complex buying and selling, the model has evolved as well. It’s a common noun in B2B.

Pipeline 123

Pipeline B2B Sales Cross-sell 123

Sales Hacker

APRIL 14, 2020

Reps working from home need to be willing to converse without selling. Ideally today especially with revenue organizations becoming more and more integrated, if each team is behaving even slightly differently we’re going to see a lot of inefficiency and a lack of productivity for the whole organization to drive forward.

Contract 70

Contract CRM Consult Cross-sell 70

ConversionXL

APRIL 3, 2018

They used humor – created a Chief Discount Officer’ – CDO – ‘humor to sell a deal’ campaign that included multple emails and direct mail. Build trust through recriprocity. Understand growth accounting – new, resurrected vs churned = net growth (can also look at this at feature level, not only product).

A/B testing 106

A/B testing Objectives and Key Results Growth X-functional 106

ConversionXL

APRIL 12, 2017

It’s not which variant collects more email addresses, it’s which variant sells more books. Typically happens at the end of the product lifecycle. Pay them upfront so they don’t try to say X to get the money. E.g. Someone is very interested in a particular product. If the copy won’t sell them, what will?

Growth 86

Growth X-functional A/B testing Objectives and Key Results 86

SaaStr

MARCH 5, 2019

. “At Atlassian, openness is core to everything we do: every employee can access most information on our product Confluence; “open company, no b t” is one of our five values; it’s a rigorous set of practices we work at every day. Our products are bought, not sold. Crossed a billion in revenue.

Objectives and Key Results 57

Objectives and Key Results Cross-sell Trust Product 57

SaaStr

MARCH 5, 2019

. “At Atlassian, openness is core to everything we do: every employee can access most information on our product Confluence; “open company, no b t” is one of our five values; it’s a rigorous set of practices we work at every day. Our products are bought, not sold. Crossed a billion in revenue.

Objectives and Key Results 53

Objectives and Key Results Cross-sell Trust Product 53

SaaStr

JULY 24, 2019

This is pretty simple, but when I look at this industry, a lot of times what I see is organizations crafting pricing packages that would enable, for example, an enterprise-wide license, where an organization pays you X amount of money, and they have unlimited seats, unlimited usage. We sell contact center software.

X-functional 53

X-functional Engineering Clients Start-ups 53

SaaStr

AUGUST 7, 2020

359: The Secrets to Vertical Growth, What it Really Takes to Build a $1B SaaS Company with Matt Garratt, SVP, Managing Partner @ Salesforce Ventures, Trisha Price, Chief Product Officer @ nCino and David Schmaier, CEO & Founder @ Vlocity. Are these really product companies? Matt Garratt: Let’s move on to the initial product.

Price 58

Price Retail X-functional Healthcare 58

SaaStr

AUGUST 26, 2022

Sometimes we’re not as founders, sometimes founders sell their company because they don’t end up being deeply passionate about what it does. So sell your product. X this year. Don’t go from a $10 a month product to 1 million dollars a year. I’m going to go from 2 to 5 or 2 to 6.”

Quota 79

Quota Growth Product Closing 79

Sales Hacker

APRIL 23, 2018

This is the only way to create both predictability and sustainability to the sales function. On the cross hair = hitting goal. Too often, sales leaders have the difficult conversation with a rep they have a good relationship with, asking them to “Trust me….” 3) Encourage activity based selling. Measuring outcomes is easy.

Drivers/motivators 78

Drivers/motivators Pipeline Objectives and Key Results X-functional 78

SaaStr

JUNE 14, 2019

In his most recent role, Dave was the CEO @ Host Analytics where he quintupled ARR, halved customer acquisition costs and increased net retention rates before selling the company to a private equity sponsor. SaaS companies face sustained headwinds in the attracting, cultivating, driving productivity, and retaining talent.

Strategize 54

Strategize Quota Non-Profits Price 54

ConversionXL

FEBRUARY 26, 2014

This ad is packed with trust boosting factors like a ratings extension, a review, social proof, and sitelinks that provide more detailed options while highlighting service benefits. Ask your sales team: How do different product categories do throughout the year? Let’s take a look at a few examples –. Exercise: image source.

Territory 111

Territory CTR Campaign Objectives and Key Results 111

Salesforce

JANUARY 31, 2024

How to get a job in tech sales: the fundamentals Types of tech sales jobs Pros and cons of working in tech sales How to get started: best practices and tips What trends drive sales productivity today? Get the State of Sales Report to discover productivity insights from 7,700 sales professionals. Get the free report What is tech sales?

Networking 59

Networking B2C Cross-sell Negotiate 59

Hubspot

JUNE 22, 2022

Sound customer relationships are the foundation of any viable, productive business — having direct sway over how your business functions and grows. Without satisfied customers, you can't generate sustainable revenue, and you sell yourself short by losing out on referrals. Lead with an exceptional product or service.

Legal 74

Legal Relationship building X-functional Contact 74

SaaStr

JULY 8, 2020

Look, okay, let’s say half your business sells to eCommerce, but 20% sells to live events. Aileen Lee: But these are also super… I mean, you were talking about growth stage companies where they’ve got strong product market fit. And he’s been so much more productive and so much happier.

Pitch 62

Pitch Start-ups Up-sell Technology 62

Heinz Marketing

JANUARY 25, 2021

I ask Jason why is this function so interesting? There’s a balance there between content and demand, between leveraging and building trust and credibility while also still driving pipeline. .” I mean, why is that function so interesting to you? They’re a trusted third party resource. Matt: Yeah.

Pipeline 86

Pipeline Sales X-functional B2B 86

Hubspot

SEPTEMBER 11, 2018

Selling to people who can’t or won’t buy is a huge drain on your sales productivity, budget, and team. Business pain points affect a company's bottom line and must be solved in order for them to grow and function successfully. These are slight annoyances -- but aren't keeping the company from functioning. No, it is not.

X-functional 101

X-functional Cross-sell Angle Prospecting 101

Hubspot

MARCH 10, 2016

An adjective used to describe companies that sell to other businesses. An adjective used to describe companies that sell directly to consumers. It’s far too easy for a contact to click “unsubscribe” after gaining their hard earned trust in your communication. A cross between a landing page and a “regular” website.

Networking 78

Networking Non-Profits Engineering Follow-up 78

Heinz Marketing

FEBRUARY 21, 2022

We uncover: How to build trust at the beginning of a buyer’s journey. The power of 3 key selling strategies: virtual product tours, ROI validation and customer case studies. How ScienceLogic aims to get the right personalized outcome engagements to targets by building components cross-functionally.

Pipeline 100

Pipeline B2B Inside sales Sales 100