InsightSquared

OCTOBER 2, 2020

You wanted to see cross-functionally—broad and deep. Those questions (and more) are exactly what we are answering with the first all-in-one Revenue Intelligence Platform , featuring Activity Capture, Guided Selling, Interactive Reports, AI Forecasting, Dashboards—and now Conversational Intelligence. . Why Revenue Intelligence?

Cross-sell 100

Cross-sell Negotiate Meeting Closing 100

SalesPop

MARCH 19, 2021

This is so true that Pipeliner CRM is one of very few CRM solutions that empower real account management, without an additional module. As of January 2020, everything looked good—but shortly thereafter Covid-19 came along and crashed the potential revenue from airlines. Account Planning Basics.

Cross-sell 98

Cross-sell Objectives and Key Results Account management CRM 98

Sales Hacker

JULY 1, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Austin Hughes is the founder and CEO of Unify, a platform helping high-growth teams turn buying signals into pipeline. Austin Hughes: So way back when, so I joined RAMP back in 2020. at an earlier stage, you just have to take big swings.

GTM 76

GTM Growth Sell X-functional 76

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 83

Pipeline Manufacturing Up-sell Cross-sell 83

Salesmate

MARCH 27, 2020

a complete view of the customers’ present requirements their position in the sales pipeline the activities that have been done or are being planned or have been scheduled. Finding or creating upsell or cross-sell opportunities becomes easier with the data that is stored and processed by your chosen CRM software.

Customers 123

Customers CRM Contact Customer Relationship Management 123

Heinz Marketing

DECEMBER 30, 2019

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Football does come up, but we also talk about 2020. What are you trying to achieve?

Pipeline 51

Pipeline Sales Objectives and Key Results Start-ups 51

Salesforce

OCTOBER 12, 2021

The CRO leverages cross-functional knowledge to create a complete view of the customer lifecycle from bringing in new leads to closing deals to renewing customer contracts. Screenshot from this Future of Selling video (1:13). Short answer: 2020 happened. CRO in the organizational chart.

Gaming 98

Gaming Cross-sell Sales Finance 98

Hubspot

JULY 17, 2023

In 2020, Silver Peak hired Aviso , an AI selling platform, to predict quarterly business. The software will then highlight MQLs and push them down the pipeline. This saves sales development reps’ time and improves sales pipeline hygiene. to enhance customer engagement and improve account-based selling.

Cross-sell 68

Cross-sell Objectives and Key Results CRM Price 68

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: . Best-in-class sales playbooks include: . Sales enablement materials. Fostering ongoing collaboration.

Territory 118

Territory Objectives and Key Results Contract Price 118

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. How Auth0’s structured rollout of its ABM programs delivered $3M+ in pipeline. First, determine which existing accounts your team can sell into.

Launch 100

Launch Campaign Pipeline Growth 100

Sales Hacker

SEPTEMBER 4, 2018

Here are some eye-opening facts: Customer experience will topple the product itself and its price tag as the key brand differentiator by 2020, according to a Walker study. Inspire new sales (upsell, cross-sell). Upsells and cross-sells can also be driven by a variety of roles and at moments throughout the cycle.

Customers 69

Customers Cross-sell Referrals Growth 69

InsightSquared

SEPTEMBER 21, 2020

Pipeline Health and Risk by segment, rep, team, product, etc. InsightSquared offers flexible role-based licensing, making it easy and affordable for organizations to standardize their team on a single platform—improving cross-functional decision-making, collaboration and outcomes. BOSTON — SEPT.

Conversion 62

Conversion Cross-sell Pipeline Engineering 62

Highspot

JANUARY 19, 2022

This includes teaching them how to best engage with prospects, build relationships with customers, close deals, upsell and cross-sell, and much more. The material often deals with topics like relationship building, consultative selling , technology, remote communication with management, and more. or a 353% ROI.

Technique 92

Technique Negotiate Pitch Inside sales 92

Hubspot

DECEMBER 22, 2020

For example, the restaurant POS software, Toast, is bidding on "phone systems for restaurants" but they don't sell phone systems! Udemy - Best Selling Online Courses. Which keywords actually generate meaningful pipeline value? They're broad match bidding on terms containing "restaurant.". Cisco - Virtual Classroom Solutions.

Gambling 101

Gambling CTR Education Campaign 101

Hubspot

MAY 7, 2020

In 2020, salespeople need to change the way they approach prospecting. You still have to keep your pipeline full, so how do you create net new opportunities if your inbound leads are running dry? They’ll have similar pain, which means they’ll be easier to sell to and have higher retention rates. First, work your inbound leads.

Prospecting 94

Prospecting Follow-up Cold Call Cross-sell 94

Gong.io

SEPTEMBER 29, 2022

Every opportunity in your pipeline has different needs. And at the end of the day, you’re selling to a person. 37% of sales organizations reported using AI in 2020, a 76% increase from 2018. The global pandemic accelerated the shift toward remote selling. Identify upselling and cross-selling opportunities.

Cross-sell 62

Cross-sell Assembly Line Sales Follow-up 62

Sales Hacker

JANUARY 19, 2021

Best practices for asynchronous selling [15:38]. Guided selling with Revenue Grid allows you to guide reps step by step through every deal, reducing guesswork and increasing consistency, so your teams have the best odds with every opportunity in the pipeline. Show Introduction [00:04]. Why quitting is an important skill [25:15].

Cross-sell 72

Cross-sell Up-sell Objectives and Key Results Start-ups 72

Cience

FEBRUARY 21, 2020

2020 vs. Cold Emails. How to Write Email Copy that Sells. 2020 vs. Cold Emails. According to statista.com , 293 billion emails were sent and received each day in 2019, but the figure is expected to increase to over 306 billion daily emails in 2020. In order to grow, you have to gain new leads for your pipeline.

Campaign 79

Campaign B2B Objectives and Key Results Contact 79

Highspot

OCTOBER 21, 2022

Some head-spinning facts about this disconnect include: As of 2020, companies had an average quota attainment rate of below 30%. in order to help them sell… well – covers a lot of ground. That’s because sales leaders know what good selling looks like. And it does it on a massive scale. Measuring and implementing feedback.

Quota 75

Quota Construction Sales Pitch 75

SaaStr

JUNE 27, 2019

Join us at SaaStr Annual 2020. Fast forward to today, we’ve crossed the $400 million revenue mark. We announced tomorrow, but we’ve crossed that line and now we’re at about 55% of our revenues coming from the enterprise. You’re looking at creating more assets, selling assets, to enable your sales team.

Cross-sell 92

Cross-sell Technology Technology Pitch 92

Sales Hacker

DECEMBER 23, 2019

Our second sponsor is Outreach , the leading sales engagement platform that enables sales reps to humanize their communications at scale, from automating the soul-sucking manual work that eats up selling time to providing action-oriented tips on what communications are working best. Outreach has your back. How do they relate to each other?

Contract 56

Contract Cross-sell Growth Campaign 56

SaaStr

JULY 15, 2022

It’s pretty good, someone did a Tweet storm the other day on Zeb from ClickUp’s presentation at SaaStr Annual 2020. How, if no one’s heard of you, do you sell to big companies? You could watch it on YouTube or search on SaaStr on the blog about how ClickUp leveraged it. That’s a great example.

Growth 114

Growth Cross-sell Start-ups X-functional 114

SaaStr

SEPTEMBER 26, 2019

Join us at SaaStr Annual 2020. So it really focused our efforts on selling larger deals and go after the enterprise space. You’re crossing the chasm. Like really advise you to read Crossing The Chasm because it’s a paradigm shift. Again, we sell to a technical audience. FULL TRANSCRIPT BELOW.

Territory 56

Territory Cross-sell Sales Cold Call 56

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. I said, hey I logged into Salesforce and I can’t find any pipelines. We don’t need any pipelines. How can you sell more product? Don’t just sell them software.

Closing 71

Closing Customers Niche Sports 71

Sales Hacker

MARCH 25, 2025

building data hug out, which was in the predictive forecasting, you know, pipeline management space. I guess hindsight is 2020, but looking at apps and mobile, the pricing to me, at least just always kind of made sense. And I’ll maybe give you some CapEx, but I need OpEx to go here, or we’re doing it to drive cross sell.

GTM 66

GTM X-functional Start-ups Relationship building 66

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 78

Price Retail X-functional Healthcare 78

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 59

Growth Engineering Launch Commission 59

SaaStr

NOVEMBER 13, 2020

I think once a partner is up nine figures or more, you can write off 5%, 10% and maybe they’re cross funds, but it’s okay. Sunil Dhaliwal: I always say: The capital you care the least about is the person who buys all your shares the day you sell your company. ” Making this up, the 2020 version.

Follow-up 78

Follow-up Meeting Start-ups Growth 78

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 89

Product Start-ups B2C Growth 89

SaaStr

JULY 8, 2020

Look, okay, let’s say half your business sells to eCommerce, but 20% sells to live events. Aileen Lee: Yeah, and they’ve got referenceable customers, they’ve got pipeline, they’ve got funnels. Do you think you can get VPs to join a company, Bay Area style VPs, to join nonbearing companies in 2020?

Pitch 75

Pitch Start-ups Up-sell Technology 75

Sales Hacker

MARCH 2, 2020

Here they are… The 97 Best Sales Books in 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.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

Salesmate

AUGUST 7, 2020

The reality is that the biggest brands in the world never sell themselves. In short, you will get more upsell and cross-sell opportunities. Improve sales pipeline quality. In the digital age, marketing and sales pipeline are more data-driven and require consistent work to stay market-relevant.

Pipeline 126

Pipeline Non-Profits Sales Cross-sell 126

Sales Hacker

OCTOBER 7, 2021

You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anita Nielsen is a best-selling author and sales performance coach. Best-selling author of Embrace Your Edge, Hang is a global speaker on sales, leadership, and diversity & inclusion in the workplace. Anita Nielsen.

Sales 136

Sales Up-sell Start-ups Cross-sell 136

Heinz Marketing

SEPTEMBER 9, 2019

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! You’ll sell more, more efficiently. By Matt Heinz, President of Heinz Marketing.

Pipeline 64

Pipeline Inside sales Sales Education 64

Heinz Marketing

JUNE 1, 2020

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! By Matt Heinz , President of Heinz Marketing. We have vision and mission.

Pipeline 69

Pipeline Sales Up-sell Cross-sell 69

Heinz Marketing

FEBRUARY 4, 2021

I’m always happy to talk more about conversion rates, more about math marketing, more about predictable pipeline. 12 months ago at the beginning of 2020, in late January of 2020, we definitely had some different ideas of what we might be facing for the year. We can get into all that. But 12 months ago was very different.

Negotiate 140

Negotiate Cross-sell Prospecting Up-sell 140

SaaStr

APRIL 16, 2020

It was really a cross-functional effort with sales and marketing and product and a growth team that’s responsible for all our digital and web presence. So yeah, very much cross-functional effort for us. Harry Stebbings: You mentioned the cross-functionality there between the different teams.

Cross-sell 80

Cross-sell Objectives and Key Results Campaign Start-ups 80