Sales Hacker

MARCH 2, 2021

Lessons Michelle learned in 2020 [20:37]. That’s when I felt really bad selling people that, even though they were signing up for it themselves. I left print media because it was an industry that was contracting. But obviously, the media world was contracting. Lessons Michelle learned in 2020 [20:37].

Referrals 59

Referrals Contract Cross-sell Sales 59

ConversionXL

JUNE 2, 2022

When leads cross over the MQL threshold, the platform alerts reps with a summary of that activity, and a series of insights to power up their next sales outreach. This bold account-based marketing tactic helped land GumGum a contract with T-Mobile, and a fair bit of social media exposure at the same time.

Launch 100

Launch Campaign Pipeline Growth 100

SaaStr

AUGUST 27, 2019

This will include diving into the pros and cons of the various comp design models, including MBOs, detailed incentive structures and flat commission rate payouts, as well as the nuance between using comp design as a motivational factor but not as a substitute for good management. Join us at SaaStr Annual 2020. Either work or not work.

Territory 51

Territory Contract Cross-sell Drivers/motivators 51

SaaStr

JULY 24, 2019

Join us at SaaStr Annual 2020. We have a license-based model, and we’ve built into the product that our customers can add additional licenses as needed, as they go, in a way that is co-terminus with their contract. That really helps to reduce purchase friction and allow the CSM to grow the account without working on contracts.

X-functional 53

X-functional Engineering Clients Start-ups 53

SaaStr

MARCH 31, 2020

Join us at SaaStr Annual 2020. Which means that if you think of the ACV in the market, how much you sell is more at stable. If you want them to drive value, it means they should be able to sell a product that is no better than your competitor. So the first model is the cross- functional model. FULL TRANSCRIPT BELOW.

Growth 52

Growth Engineering Launch Commission 52

Salesforce

JANUARY 18, 2024

Business growth expert Tiffani Bova said it best: “How you sell matters. The best sales processes make selling easy by helping you optimize sales conversations, delivering the right value at the right time. Build product knowledge Today, clients expect sales reps to know every detail about the product they’re selling.

Process 59

Process Real Estate Objectives and Key Results Cross-sell 59