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. Round up your corporate-approved, top-notch sales decks. Best-selling author, Hal Elrod, once said: . Sales enablement materials.

Territory 118

Territory Objectives and Key Results Contract Price 118

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. By understanding this macro trend you can set yourself, and your company, up for amazing long-term outcomes. At first, you may be taken aback. Those that manage partnerships are in a good position.”.

Pipeline 96

Pipeline E-commerce Cross-sell Referrals 96

Miller Heiman Group

AUGUST 15, 2019

Maybe you log into your CRM, look up which of your salespeople exceeded their quotas and brought in the highest amount of closed-won business. 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. Not necessarily. Conclusion.

Cross-sell 78

Cross-sell Quota Territory Sales 78

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 89

Growth Hospitality Cross-sell Territory 89

SaaStr

APRIL 24, 2020

They are coming up on $10m ARR but aren’t there quite yet, so a lot like a lot of you, or where you’ll be soon enough. 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.

X-functional 83

X-functional Strategize Retail Technology 83

SaaStr

MARCH 27, 2020

The pace at which Corona is impacting us all right now is so fast, it’s hard to keep up. And, now I’m in self isolation, I’m getting up some weird and wonderful stuff on Instagram, so do check it out at HStebbings1996 with two Bs. But, it was certainly months of anxiety leading up to and after the bankruptcy.

Start-ups 78

Start-ups Closing Prospecting Customers 78

Sales Hacker

MARCH 18, 2020

The travel bans remain in place until the end of 2020, leaving aviation and tourism completely frozen. Following the closure of universities and schools, digital platforms, such as Kuaishou, entered a collaboration with the Ministry of Education to offer free online lessons to ensure that students can keep up with the program.

B2B 135

B2B Healthcare Hospitality Cross-sell 135

ConversionXL

OCTOBER 14, 2021

For example, if your market share has declined, but the industry overall has grown, this can be an indicator that your competitors are doing a better job at picking up new market entrants. And as a result, they came out on top for growth in brand recognition in 2020: Image Source. Brand momentum in the marketplace. Take Tesla.

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 76

Cross-sell Finance Strategize Technology 76

SaaStr

JULY 15, 2020

” So all the people who were whining, jumping up and down about the evils of short-termism and public markets, which I never really believed in any way, maybe you’re just factually wrong. Does it not all bubble up to even the best cloud stocks? Keith Rabois: It’s unclear which stocks a ball is up to.

X-functional 59

X-functional E-commerce Growth Retail 59

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. We carve ourselves up into many teams when we attach ourselves to a client. They also lose potentially up to 50% of their compensation. How did you come up with that number? We can cross-sell.

Cross-sell 74

Cross-sell Clients Growth Up-sell 74

ConversionXL

JUNE 2, 2022

If you track an ebook download, follow up in two days with a question about the guide to spark a conversation. Like this one from Charles Ngo : This follow-up email is appropriate and effective because it directly addresses the fact that the reader hasn’t yet downloaded the ebook with a gentle nudge and personalized approach.

Launch 100

Launch Campaign Pipeline Growth 100

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

Hubspot

MAY 7, 2020

In 2020, salespeople need to change the way they approach prospecting. Because they're on the cusp of a decision, there's little need to "warm them up." They’ll have similar pain, which means they’ll be easier to sell to and have higher retention rates. There's a good chance your prospect won't pick up. Leave a voicemail.

Prospecting 90

Prospecting Follow-up Cold Call Cross-sell 90

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

SaaStr

AUGUST 27, 2019

Join us at SaaStr Annual 2020. Jessica Lin: Next up we have Michaela Lairs, senior director of finance at Movable Ink, a digital marketing platform, and also a veteran of top enterprise startups in New York City. So next up an early sales team. Want to see more content like this? Jessica Lin | Co-Founder @ Workbench.

Territory 51

Territory Contract Cross-sell Drivers/motivators 51

Sales Hacker

OCTOBER 7, 2021

We’re often encouraged to hide, toughen up, and bury our emotions. Your sales career project has ups and downs. 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. Anything less is failure.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

SaaStr

SEPTEMBER 26, 2019

Join us at SaaStr Annual 2020. So up to 100-150K and SMB, we’re at 2K. So it really focused our efforts on selling larger deals and go after the enterprise space. When you sign up for hypergrowth especially, you have to go after the US. Building a sales team that can go from $0-$50M (Video + Transcript).

Territory 52

Territory Cross-sell Sales Cold Call 52

Cience

FEBRUARY 21, 2020

2020 vs. Cold Emails. How to Write Email Copy that Sells. Pop-up Questions During The Campaign. How Long Should I Wait Before Following Up? Tips On How to Write A Good Follow-up Sales Email. Follow-up Email Subject Line. 2020 vs. Cold Emails. Table of Contents. What is Cold Email? Lead Research.

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. So we started with traditional perpetual software, which made it easier to actually get money because there are a lot of cash up front and get to profitability. FULL TRANSCRIPT BELOW.

Growth 68

Growth Territory Government Engineering 68

SaaStr

AUGUST 13, 2019

Join us at SaaStr Annual 2020. So most of the SaaS organizations really find it pretty difficult to scale up. Why is it very difficult to actually scale up? When organizations actually go from starting up to selling to SMBs and going up market, the pool up market is undeniable. FULL TRANSCRIPT BELOW.

Cross-sell 59

Cross-sell Sales Support Growth Up-sell 59

Sales Hacker

OCTOBER 21, 2019

Keep reading to learn who they chose as the most dynamic women sales leaders and the most dynamic up-and-coming women in the industry — listed in no particular order. In my 20s, I came up with a business plan for a service to large corporations. My advisor said the idea was great but that it wouldn’t work unless I learned how to sell.

Sales 90

Sales Up-sell Start-ups Cross-sell 90

SaaStr

JUNE 27, 2019

Join us at SaaStr Annual 2020. Today, we have more than 17,000 customers, including 50% of the Fortune 100, and the 17,000 customers are broken up into what we would call about 2,000 enterprises and you see a lot of our current customers up there. Fast forward to today, we’ve crossed the $400 million revenue mark.

Cross-sell 67

Cross-sell Technology Technology Pitch 67

SaaStr

DECEMBER 3, 2019

Join us at SaaStr Annual 2020. Keep your hand up. No, keep your hands up if you want more leads for your business? 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. Want to see more content like this?

Up-sell 52

Up-sell Start-ups Cross-sell B2C 52

SaaStr

JULY 29, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about how to scale faster. If we want to queue up the conversation, we did a blog post on SaaStr last week, about how everyone from Salesloft, to Zendesk, to Salesforce, Workday said they’re really seeing no slow down. Jason Lemkin: Okay. Times are good.

Price 82

Price Product Start-ups Niche 82

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. That’s the week that the CARES Act was signed into law and created some market stability that drove the Dow Jones back up. So we’ll know tomorrow, the extent to which that goes up. FULL TRANSCRIPT BELOW.

Finance 74

Finance Government Price Contract 74

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. Worldwide, consumers are facing historic levels of inflation that haven’t let up since early 2021.

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

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 51

Cross-sell Objectives and Key Results CRM Price 51

SaaStr

AUGUST 7, 2020

Coupa CEO, Rob Bernshteyn, and SaaStr CEO, Jason Lemkin, will discuss how the Cloud has changed in 2020. We’ve invested in over 300 companies at Salesforce Ventures and have partnered with both of you closely and it’s been amazing to see this story up close and personal over the years. Trisha Price: Yes.

Price 58

Price Retail X-functional Healthcare 58

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

Hubspot

AUGUST 21, 2023

Distribution: Through what mediums will you sell the product or service? These people make up what is called the "buying center." First up is the attract phase. The Channel Model Lastly, in the channel model , an outside agency or partner sells your product for you. A website, an app, or a third-party distributor?

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 mean, a little bit of an advantage for people this year is that Christmas and Hanukkah actually line up quite nicely. Matt Heinz.

Pipeline 46

Pipeline Objectives and Key Results Sales Start-ups 46

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. Offers a highly configurable platform that sets users up for success and adapts as their business needs evolve. Target customers. Product overview.

E-commerce 117

E-commerce B2C Manufacturing CRM 117