Gong.io

NOVEMBER 12, 2021

and cross your fingers that you sat in on the “right” calls. The goal of prospecting is to sell the meeting. Instead, focus on selling the meeting. #2 Note: The 11-14 recommendation does not hold when selling into the C-Suite. If you are selling to the C-Suite, you are going to want to watch this webinar. #7

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Miller Heiman Group

JULY 8, 2019

Nearly half of American CFOs indicated they believed a recession would hit by mid-year 2020 in a Duke University/CFO Global Business Outlook survey released in June 2019. Sales leaders that collaborate closely with service leaders will find more opportunities for cross-selling and upselling.

Cross-sell 82

Cross-sell Sales Negotiate Quota 82

Sales Hacker

DECEMBER 22, 2020

million with about 10, and today we’re sitting with 13 people, and we just crossed 2 million in revenue. So the easiest way to look at it is to say, “We can sell more. We can cross-sell. But when the pandemic shutdown happened in March 2020, we lost 60% of our revenue in a three-day span.

Cross-sell 96

Cross-sell Clients Growth Up-sell 96

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. A few stats to review: Companies with best-in-class sales enablement programs have 38% higher quota achievement than the industry average.

Quota 75

Quota Construction Sales Pitch 75

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: . What happens if a company has franchises that cross into multiple territories?

Territory 118

Territory Objectives and Key Results Contract Price 118

Highspot

FEBRUARY 4, 2021

But gaining the trust of cross-functional leaders, however, takes more than faith, trust, and pixie dust; you need to be able to show measurable impact on revenue. Let’s take a look at the top challenges sales leaders will face in 2021 and how to overcome them. Communicate Impact. Embrace Agile.

Cross-sell 59

Cross-sell Strategize Quota Pitch 59

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. I’m not here to sell you anything, but I am here to share good ideas.

Cross-sell 72

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

Miller Heiman Group

JULY 18, 2019

Are your win rates or quota attainment rates what you forecasted them to be? But intuition and the lagging indicator of quota attainment are largely what sales leaders focus on when evaluating individual sales performance. One way to do this is to establish cross-functional account teams.

Sales 55

Sales Cross-sell Quota Negotiate 55

Gong.io

SEPTEMBER 29, 2022

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. Reps are still spending a huge amount of their time on the following tasks: Sales AI can free up valuable time for reps to focus on selling. Identify upselling and cross-selling opportunities.

Cross-sell 62

Cross-sell Assembly Line Sales Follow-up 62

SaaStr

JULY 4, 2019

Join us at SaaStr Annual 2020. What’s your expectation of current customer growth, cross-sells? Every single month this person is nailing their quota, always going above and beyond. The problem was we had them in a role only about 30% of their time could be focused on selling through agencies.

Engineering 81

Engineering Quota Growth Sales 81

Gong.io

NOVEMBER 12, 2021

and cross your fingers that you sat in on the “right” calls. The goal of prospecting is to sell the meeting. Instead, focus on selling the meeting. #2 Note: The 11-14 recommendation does not hold when selling into the C-Suite. If you are selling to the C-Suite, you are going to want to watch this webinar. #7

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

SaaStr

AUGUST 27, 2019

Join us at SaaStr Annual 2020. I think that we would probably all agree that there is no one more motivated than the founder in the founder led sales stage to get sales, cross the line, and when it comes to comp design, there’s really no big comp design to be had if the founder’s the one closing the deals. So yeah, ICR.

Territory 59

Territory Cross-sell Contract Drivers/motivators 59

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? Think about just like we’ve talked about on SaaStr, you got to hire two AEs that hit quota before you hire a VP of Sales.

Growth 117

Growth Cross-sell Start-ups X-functional 117

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 58

Territory Cross-sell Sales Cold Call 58

SaaStr

OCTOBER 29, 2019

Join us at SaaStr Annual 2020. I was on the product team and saw this opportunity for us to work more cross functionally across the company and focus heavily on retention and monetization. I had a cross functional team that owned pricing and packaging. Your sticks are your quota limits. Want to see more content like this?

Price 42

Price X-functional Cross-sell Drivers/motivators 42

SaaStr

JULY 8, 2020

Look, okay, let’s say half your business sells to eCommerce, but 20% sells to live events. So, it’s like in healthcare, one of my friends who’s a doctor says she feels like she fell asleep in 2020 and woke up in 2030 in terms of … Jason Lemkin: Yeah, I bet. Well, do the math in your head.

Pitch 77

Pitch Start-ups Up-sell Technology 77

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. AI has been around for a while now, but its applications have been relatively low before the pandemic hit in 2020. 2: Predict Cross-sells and Up-sells.

Cross-sell 289

Cross-sell Sales Quota Up-sell 289

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

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

SaaStr

JULY 15, 2020

And so obviously the people that need consumers to spend money for their revenue and then their contribution margin just had no shot of selling things, look at model T-shirts or something. People are buying and selling houses. Literally, our plan for the year was to grow or plan for 2020 would be to grow more than 3X, which is great.

X-functional 73

X-functional E-commerce Retail Growth 73

Search Engine Land

FEBRUARY 18, 2023

Also on this day Bing announces refreshed Bing Webmaster Tools 2020: The new toolset promised to offer a faster, cleaner, more responsive and even more actionable set of features. Video: Rhea Drysdale on hyperlocal SEO & saving clients money 2020: From running a small business to digging deep into SEO to help clients win.

Finance 88

Finance Engineering Campaign Cross-sell 88

Sales Hacker

OCTOBER 21, 2019

My advisor said the idea was great but that it wouldn’t work unless I learned how to sell. However, my plans changed once I discovered the unique challenges of selling. I was afraid of not making quota, losing to the competition, making an embarrassing blunder, and the list goes on. And again, I know it’s made an impact.

Sales 97

Sales Up-sell Start-ups Cross-sell 97

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. 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. Now I’m in a position to put marketing on a revenue quota.

Growth 104

Growth Cross-sell Contract X-functional 104

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

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 67

Cross-sell Sales Support Growth Up-sell 67

Heinz Marketing

SEPTEMBER 9, 2019

You’ll sell more, more efficiently. What I’m curious to hear is what attributes do you see in today’s selling environment most successful with sales leaders? So, in other words, if you are looking to build an enterprise sales team and you’re looking for a sales representative with a quota of, let’s say, $2.4

Pipeline 68

Pipeline Inside sales Sales Education 68

SaaStr

MARCH 8, 2019

Join us for SaaStr Annual 2020. I have been thinking a lot, a lot, about how do you grow your business in 2019, in 2020? The thing that fascinates me the most about them is they’re all effectively selling the same exact product as their predecessor that they disrupted. Product should have a quota inside your company.

Cold Call 22

Cold Call Trust Go To Market B2C 22

Heinz Marketing

JUNE 1, 2020

Best Practices from Lisa McLe od” Lisa is the founder of McLeod & More as well as the Author of Selling with Noble Purpose. We know what we want to get done, sometimes we happen to think about what the prospect wants out of this as well, but that’s different than having a noble selling purpose. And I believe it is.

Pipeline 73

Pipeline Sales Up-sell Cross-sell 73

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. On the pre-sale side, everyone has a quota.

Sales 102

Sales Price Quota Start-ups 102

SaaStr

DECEMBER 3, 2020

How does this change when selling to SMBs vs enterprise? * ” But we also get people going on SMB leads regardless of the segment that they’re there to sell, just so they can get some at bats under their belt as well. Not at the scale of what we’re experiencing this year in 2020. Should you hire 2 at a time?

Sales 92

Sales Cross-sell Start-ups Up-sell 92

SaaStr

MARCH 8, 2019

Join us for SaaStr Annual 2020. I have been thinking a lot, a lot, about how do you grow your business in 2019, in 2020? The thing that fascinates me the most about them is they’re all effectively selling the same exact product as their predecessor that they disrupted. Product should have a quota inside your company.

Cold Call 44

Cold Call Trust Go To Market B2C 44

Sales Hacker

DECEMBER 8, 2017

Growth of Omni-Channel Sales Strategies & Social Selling. Amazon is your new competitor – They now sell everything and dominate every product category. Trade show and conference networking and selling – Places like Sales Machine and Dreamforce are ideal to make sales calls and the CEO is always there.

Sales 108

Sales Cross-sell Up-sell Pipeline 108

Sales Hacker

MARCH 11, 2025

And hindsight is 2020. Customers to sell for you, uh, or get your founders to sell your you actually also asked this question of, like, how did we know right where things were going off the rails or on the rails? Cassie Young: Hiring for quota capacity. The data center that we used was closing, right? I like that.

GTM 75

GTM Growth X-functional Referrals 75

Sales Hacker

DECEMBER 10, 2024

I feel like from selling flip-flops to half a billion dollar acquisition by Procore feels like a pretty damn good title for this episode. And I tried to sell Scott Wolf health insurance for the company, thinking that it was much bigger than what it was. I love it. Martin Roth: [1:15] Or at least a podcast episode. There was a handful.

GTM 110

GTM Construction Up-sell Cross-sell 110

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 105

E-commerce Price Start-ups Up-sell 105