Gong.io

AUGUST 10, 2020

Which selling skills should account managers focus on building? Selling skills matter just as much for account management, just in a more subtle way. Selling Skills and Account Management. Because renewing, especially in SaaS, is pretty much selling. At the end of that contract, you’ve got to sell it again.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

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

Gong.io

MAY 31, 2021

It leads your sales reps through various scenarios: how to prospect, when to sell what product or service, how to overcome common objections, what to negotiate for (and how ) to name a few. Best-selling author, Hal Elrod, once said: . Contracting. Contracting Process. Best-in-class sales playbooks include: . Forecasting.

Territory 118

Territory Objectives and Key Results Contract Price 118

Salesforce

JULY 19, 2023

And 78% of service agents say it’s difficult to balance speed and quality, up from 63% since 2020. In fact, the share of service decision makers who report using AI has increased by 88% since 2020 — up to 45% from 24%. All of these pressures have led to a turnover rate of 19% in service organizations.

Service 52

Service Customers CRM Technology 52

ConversionXL

MARCH 31, 2020

But in 2020, the number of online sales coming from mobile is 49.2%. Real people manning the tool 24/7 who are trained to sell products, not simply answer questions. Here’s how simple it is from the user perspective: On your side, you start by plugging in relevant upsells or cross-sells for products. Conclusion.

User Experience 110

User Experience Retail Cross-sell Sales 110

Sales Hacker

MARCH 18, 2020

The travel bans remain in place until the end of 2020, leaving aviation and tourism completely frozen. Without options to keep in touch and exchange important information within mere seconds, many businesses would have been forced to either close down or stay at their workplace, ultimately contracting the virus and contributing to its spread.

B2B 134

B2B Healthcare Hospitality Cross-sell 134

Martech

OCTOBER 23, 2023

During Weinberg’s cross-examination by Google, Google’s lawyer pointed out that DuckDuckGo’s market share is lower in Europe compared to the United States, even in countries where a default search engine choice screen has been introduced. Search engine users do not have a choice, says DuckDuckGo (Sept. Pitching Bing to Apple (Oct.

Trust 77

Trust Objectives and Key Results Engineering Negotiate 77

SaaStr

MARCH 31, 2022

So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. Panel: Colleen Kapase, VP of WW Partner & Alliances, Snowflake. Jessica Alexander: Sure, absolutely.

Cross-sell 77

Cross-sell Finance Strategize Technology 77

PandaDoc

APRIL 11, 2023

Brand Knowing all the nuances of the brand you’re selling is extremely important for sales efficiency. Complementary products Selling smartphones, you must have substantial knowledge about the cases, memory cards, headphones, etc., Today’s customers are often interested not only in the product or service itself but also in your brand.

Education 52

Education Product Customers Sales 52

SBI

FEBRUARY 25, 2020

The anticipated priorities in 2020, for instance, include some form of: Deepen customer knowledge through advanced analytics. acquired a company and wants to ramp up cross-sell opportunities. Renewal rates are certainly important, but a customer advocate is worth multiples of their annual contract value. you are right!

Customers 49

Customers Strategize Cross-sell B2B 49

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 56

X-functional Engineering Clients Start-ups 56

SaaStr

MARCH 19, 2019

Join us for SaaStr Annual 2020. We look at things like do we, the net new logos versus upsells or cross-sells coming from channel versus direct. They talk about how to get started building your ecosystem, measuring the value of that ecosystem and trapdoors to avoid when building your platform. FULL TRANSCRIPT BELOW.

Engineering 49

Engineering Launch Contract Start-ups 49

SaaStr

OCTOBER 15, 2019

Join us at SaaStr Annual 2020. Unlike when selling into SMB businesses that kind of can go from a demo, to a conversion, to a close in a matter of days, enterprise sales is a lot more complicated and it’s hard to navigate through. Want to see more content like this? Allie Janoch | CEO @ Mapistry. FULL TRANSCRIPT BELOW.

Pipeline 62

Pipeline Manufacturing Up-sell Cross-sell 62

Sales Hacker

AUGUST 25, 2023

At Outreach, we implemented Growth AE’s in 2020 that were responsible for cross sell/upsell into accounts, and the year after they started running renewals as well. Oh, and remember that 92% of the lifetime value comes after they commit and sign the contract! That’s from my boy Jacko at Winning by Design.”

GTM 52

GTM Contract Cross-sell Account management 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

Salesforce

APRIL 29, 2022

But what happens when catastrophes converge, like when 2020’s pandemic met severe hurricanes and wildfires? This works whether you sell and deliver energy or act as the delivery system on behalf of a third-party. Energy and utility companies make contingency plans. Adapt for the future.

Technology 98

Technology Technology Customers Cross-sell 98

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

SaaStr

AUGUST 7, 2020

Coupa CEO, Rob Bernshteyn, and SaaStr CEO, Jason Lemkin, will discuss how the Cloud has changed in 2020. I had some fun talking about Ariba which we’re in 2020, Coupa isn’t really an Ariba 2.0 But do folks want even more from trusted brands now in 2020, and even more after March 15th? Jason Lemkin: Super old school.

Price 59

Price Retail X-functional Healthcare 59

SaaStr

AUGUST 27, 2019

Join us at SaaStr Annual 2020. I’ll start because I’m living this right now, and where we’re contract value. Michaela Lehr: So mine says to learn ballpark contract value and figure out the pricing that the market can bear. Want to see more content like this? Jessica Lin | Co-Founder @ Workbench. So Michaela?

Territory 54

Territory Contract Cross-sell Drivers/motivators 54

Sales Hacker

DECEMBER 23, 2019

Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes,all right in your CRM. Create custom contracts in a click, sign them digitally, and automatically pull data back into your opportunities. Every sales org feels the pressure to close deals faster. Outreach has your back.

Contract 53

Contract Cross-sell Growth Campaign 53

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

JUNE 1, 2021

. “OK, both of us are going to start selling this thing,” and I’m going to give you the answer here. “Brian, we’re going to go start selling this thing.” ” “Yep, we’re going to start selling this thing.” ” We didn’t do any annual contracts.

Up-sell 87

Up-sell Price Start-ups Cross-sell 87

Hubspot

AUGUST 21, 2023

Distribution: Through what mediums will you sell the product or service? Renewal (Optional): Your customer renews their contract or subscription. The Channel Model Lastly, in the channel model , an outside agency or partner sells your product for you. They are also often less motivated to sell than your own sales team would be.

Go To Market 69

Go To Market Process GTM Launch 69

SaaStr

MAY 27, 2020

We woke up February 2020 with a shock to the system and no idea what it would mean for our business. If you look at this graph, it simply plots out how many people filed in the weeks before 2016, 2017, 2018, 2019, 2020. This is an example just of the oil market compared just from April 2019 to April 2020. FULL TRANSCRIPT BELOW.

Finance 79

Finance Government Price Contract 79

SaaStr

MARCH 12, 2019

Join us for SaaStr Annual 2020. And I think it comes out of the 80s and 90s and how we used to sell with shelfware. It was all about getting the contract. We really only know how to sell the mid market companies through inbound demand gen. And help them to figure out how to sell the enterprise. We sold software.

Growth 82

Growth Cross-sell Contract X-functional 82

SaaStr

NOVEMBER 19, 2019

Join us at SaaStr Annual 2020. Nancy Ham : I had to cross idea number one off my list of rationalizing marketing. In enterprise software, it’s all about contracts, long term contracts. How can you sell more product? Don’t just sell them software. Want to see more content like this?

Closing 68

Closing Customers Niche Sports 68

SaaStr

AUGUST 20, 2020

Kyle Parrish: In that time, before I was even really focused on the impact of UI/UX or the design world at large, I started to realize we were selling against companies like Google and Microsoft and Box, and a lot of our sales pitch was around how intuitive the product was. Kyle Parrish: No, it really isn’t.

Sales 79

Sales Price Quota Start-ups 79

SaaStr

AUGUST 13, 2019

Join us at SaaStr Annual 2020. When organizations actually go from starting up to selling to SMBs and going up market, the pool up market is undeniable. You’re trying to figure out how to sell to them. Also selling up market actually means that you can very easily have predictable revenue streams. Good afternoon.

Cross-sell 63

Cross-sell Sales Support Growth Up-sell 63

SaaStr

JULY 29, 2022

So you’re really asking how do you get a business going, like selling to restaurants that not only is hard to penetrate but has a hardware component. So maybe it was a crummy time to sell as they were coming up on 20 million US dollars in revenue. Jason Lemkin: Well, look. All I can tell you is, it’s certainly challenging.

Price 84

Price Product Start-ups Niche 84

SaaStr

MAY 28, 2019

Join us at SaaStr Annual 2020. And I made sure that I could correlate the data directly to the top four metrics that matter to our product organization and that’s driving pipeline, driving ACV, annual contract value, driving adoption of our product and attrition. They want to hear from each other to sell the brand.

Product 67

Product Start-ups B2C Growth 67

SaaStr

JULY 10, 2020

SaaStr CEO Jason Lemkin discusses what the new landscape of SaaS means for you in 2020. We shut down something called the Evernote Market, which was selling physical goods, sunset some niche products like Evernote Food which had nice followings, but I felt were distracting from the larger priorities. Chris O’Neill.

E-commerce 75

E-commerce Price Start-ups Growth 75