SaaStr

SEPTEMBER 8, 2020

While some of it was familiar territory, I thought it was a pretty fun discussion with a different perspective in many cases than we’ve touched on before. You may not have that magical sales person, but as a founder, you simply have to sell. If you can solve a prospect’s problem and you are the CEO leverage that.

Growth 92

Growth Hospitality Cross-sell Territory 92

Miller Heiman Group

AUGUST 15, 2019

For example, they may have inherited the account from someone who built a strong relationship and “farmed” it well or have a strong territory assignment. Some salespeople want to rise through the managerial ranks; some just want to sell—they have no leadership aspirations. Not necessarily. Create Individualized Career Paths.

Cross-sell 78

Cross-sell Quota Territory Sales 78

Sales Hacker

MARCH 18, 2020

The travel bans remain in place until the end of 2020, leaving aviation and tourism completely frozen. We don’t mean cross-selling and reselling — unless you have an option to adjust your product to help with the coronavirus threat. At this point, your goal is not to sell but to show your support. Nothing lasts forever.

B2B 134

B2B Healthcare Hospitality Cross-sell 134

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 62

X-functional E-commerce Growth Retail 62

ConversionXL

OCTOBER 14, 2021

And as a result, they came out on top for growth in brand recognition in 2020: Image Source. Or are you concerned more with customer retention and cross-sell opportunities? They subsequently diverted more effort to lagging regions, which will help even the playing field. In short, their visibility skyrocketed.

Objectives and Key Results 157

Objectives and Key Results A/B testing Growth Market share 157

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

Hubspot

MAY 7, 2020

In 2020, salespeople need to change the way they approach prospecting. They’ll have similar pain, which means they’ll be easier to sell to and have higher retention rates. First, work your inbound leads. Let your marketing team work the top of the funnel. But what if you don’t have enough inbound leads? Identify good fit companies.

Prospecting 91

Prospecting Follow-up Cold Call Cross-sell 91

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. When I started, our very first target country territory was the US, even though we didn’t have an office. You’re crossing the chasm. Again, we sell to a technical audience.

Territory 56

Territory Cross-sell Sales Cold Call 56

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. How to Write Email Copy that Sells. Table of Contents.

Campaign 79

Campaign B2B Objectives and Key Results Contact 79

SaaStr

NOVEMBER 28, 2019

For Collibra, a cross-organizational data governance platform, the company went from slow growth to hypergrowth. Join us at SaaStr Annual 2020. Teddie : I guess you were also selling into sectors and verticals that had been used to buying software as the last license and maybe a little bit slower. FULL TRANSCRIPT BELOW.

Growth 73

Growth Territory Government Engineering 73

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. It was an inside sales team calling on all regions around the world. Good afternoon.

Cross-sell 70

Cross-sell Technology Technology Retail 70

SaaStr

APRIL 24, 2020

Number one is they didn’t really have an enterprise software selling group when they bought Omniture, so that route to market was something they were very interested in creating. And going through the process of selling boxed software in stores to selling online delivery of the application, it’s crazy.

X-functional 87

X-functional Strategize Retail Technology 87

SaaStr

MARCH 27, 2020

May Habib: Then when I was in the UAE, a couple of years later, I was working for the government when Abu Dhabi bailed out Dubai and I was in the heart of the region a couple of years later, when oil prices fell from a hundred bucks a barrel, which is what they were when I moved, to $50 a barrel when I left to move to San Francisco.

Start-ups 83

Start-ups Closing Prospecting Customers 83

Salesforce

APRIL 28, 2022

This leveling off was inevitable given that global digital sales soared 57% in 2020 and 16% in 2021. This leveling off was inevitable given that global digital sales soared 57% in 2020 and 16% in 2021. Additionally, there is speculation that consumer optimism is waning due to geopolitical instability in the region.

Retail 98

Retail Cross-sell Growth Sales 98

Heinz Marketing

MARCH 25, 2020

A buyer’s experience with your brand spans from their first touchpoint with marketing all the way through to customer success, renewals, and up-sells; and it doesn’t end with just a single individual from a single company. A severe lack of cross-functional coordination. Growing disagreement over target accounts.

Growth 63

Growth Cross-sell Territory Engineering 63

Search Engine Land

JANUARY 8, 2023

This was welcome news for advertisers who had been adding the same lists of negative keyword accounts manually or using a script to automate cross-account negative lists. . 2020: Bing would appear as an option in the United Kingdom only, while DuckDuckGo and Info.com will appear alongside Google in all 31 EU territories.

Referrals 88

Referrals CTR Launch Engineering 88

SaaStr

JANUARY 25, 2021

Key Considerations from 2020: Look at the data. Prior to the pandemic, many companies knew which vertical channels were doing well, but COVID caused a change in territory planning overnight. For those selling into the enterprise, channel strategies are very important. Consider lowering the barrier to entry with a starter tier.

Cross-sell 65

Cross-sell GTM Territory Sales 65

Hubspot

JULY 17, 2023

In 2020, Silver Peak hired Aviso , an AI selling platform, to predict quarterly business. to enhance customer engagement and improve account-based selling. Through adoption of these tools, they were able to obtain better data for account selling. Tinuiti closed 50% more recurring revenue from cross-selling with Gong.

Cross-sell 53

Cross-sell Objectives and Key Results CRM Price 53

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?

Price 59

Price Retail X-functional Healthcare 59

Heinz Marketing

SEPTEMBER 13, 2021

I remember I did one of the very first Salesforce LinkedIn Lives about this very topic of hybrid selling, sort of April of 2020, talking about sort of what we thought was going to happen. Look, at its most basic level, businesses do two things; they make stuff, and they sell stuff. Tiffani: Sure. You nailed it. Tiffani: Yeah.

Pipeline 114

Pipeline Technology Technology Sales 114

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.

Territory 54

Territory Contract Cross-sell Drivers/motivators 54

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 130

Sales Start-ups Up-sell Cross-sell 130

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 63

Cross-sell Up-sell Objectives and Key Results Start-ups 63

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 74

Cross-sell Clients Growth Up-sell 74

Sales Hacker

JANUARY 13, 2020

Jay has spent 30 years in the financial services industry; holding various roles in sales, direct marketing, online marketing and cross-selling strategies. Why you should offer value first when selling. The upsell approach vs. value-sell approach [7:33]. The blessing and curse of selling an amorphous product [12:51].

Cross-sell 54

Cross-sell Territory Growth Up-sell 54

Sales Hacker

JULY 16, 2020

In May 2020, Facebook announced it was buying the gif search engine , Giphy, for $400 million — primarily for its Instagram product. But three things have changed: There are new sets of tools such as partner ecosystem platforms that automate the co-selling and cross-selling process. At first, you may be taken aback.

Pipeline 95

Pipeline E-commerce Cross-sell Referrals 95

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. Consider segmenting your ABM rollout by territory rather than by role. First, determine which existing accounts your team can sell into.

Launch 100

Launch Campaign Pipeline Growth 100

Hubspot

AUGUST 21, 2023

Distribution: Through what mediums will you sell the product or service? 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. How will you use content to sell them?

Go To Market 69

Go To Market Process GTM Launch 69

Heinz Marketing

DECEMBER 30, 2019

This week’s episode is entitled “ How to Start 2020 the WRONG Way ” and I banter with our MC and friend, Paul Roberts. Football does come up, but we also talk about 2020. I don’t think it’s that regional or small time, but maybe it is in many of these other conferences. Paul: Right.

Pipeline 46

Pipeline Objectives and Key Results Sales Start-ups 46

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’d have to say it’s either SNAP Selling or More Sales Less Time. . SNAP Selling focuses on how to deal with today’s overwhelmed buyers. Fail Fast!”

Sales 90

Sales Up-sell Start-ups Cross-sell 90

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

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

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

Martech

FEBRUARY 25, 2022

This includes cross-channel, multi-touch and multi-wave campaigns. It has secured $360 million in three rounds of venture capital funding, including $240 million in April 2020. Lifecycle Marketing (upsell/cross-sell). in August 2020 to gain predictive customer intelligence to democratize AI. Target customers.

E-commerce 116

E-commerce B2C Manufacturing CRM 116

SaaStr

DECEMBER 3, 2019

Join us at SaaStr Annual 2020. I just think you’re selling to people. And at Zoom I have the ability to sell to micro one person businesses all the way up into the Fortune 50. So knowing that you’re both selling into an IT, you know, traditional business audience. Want to see more content like this?

Up-sell 52

Up-sell Start-ups Cross-sell B2C 52