SaaStr

NOVEMBER 17, 2023

So one thing that has exploded in SaaS in the past decade is the role of Private Equity buying both public SaaS companies (to take them private, “fix” some metrics, and IPO or sell them again), and generally later-stage private SaaS companies. They are generally looking for good but not great deals. So what do they pay on average?

Cross-sell 100

Cross-sell Price Growth Closing 100

Search Engine Land

MAY 7, 2024

selling over 400,000 eBikes in the last four years. Figure 1: Brand and non-brand keywords overview (Source: Semrush) Figure 2: Organic traffic growth (Source: Semrush) Figure 3: Brand search and traffic (Source: Semrush) Non-brand keyword CTR Ranking in the top three positions in Google generates the vast majority of clicks (Figure 4).

CTR 84

CTR Electricity Real Estate X-functional 84

Highspot

JANUARY 26, 2021

As businesses begin the new year, many have learned that the rapid changes implemented in response to the COVID-19 pandemic are now an important part of their growth strategy in 2021. Tight alignment allows for the creation of seamless customer journeys amid an increasing amount of online channels, as virtual selling is here to stay.

B2B 52

B2B Customers Cross-sell Trust 52

SaaStr

MAY 24, 2023

So it’s tougher out there for many of us, but many Cloud and SaaS leaders are still growing at epic rates, even if not quite at the torrid rates of 2021. It’s crossed $640,000,000 in ARR, growing a stunning 50%! Product expansion key to its growth — its new Sales CRM already seeing very rapid adoption.

Cross-sell 116

Cross-sell Represent CRM Growth 116

SaaStr

JUNE 7, 2023

As a result, growth has radically slowed for the first time ever, to just 15% at $4 Billion in ARR. From 48% growth to 15% in just 12 months. Twilio is the same great company it was in 2022 and 2021, but it’s also been the segment where buyers have cut back perhaps the most. 5 Interesting Learnings: #1. Go Global! #5.

Non-Profits 66

Non-Profits Cross-sell Growth Up-sell 66

Sales Pop!

SEPTEMBER 28, 2021

Those numbers only continue to grow in 2021. 8 Must-Have Ecommerce Tools for Rapid Retail Growth. Analysts believe that more features like this will soon appear, making it easier to sell products and services to a large audience directly on users’ favorite apps. ECommerce revenue for 2020 exceeded $4.13 Conclusion.

Retail 52

Retail Growth X-functional Cross-sell 52

Partners in Excellence

OCTOBER 21, 2022

It seems everything in my feed is dominated by “SaaS Selling.” It seems everything I read is about “SaaS selling.” It seems that everything new about selling, everything about sales performance really focuses on SaaS selling. ” Is there selling life outside SaaS. Why is this important?

Cross-sell 92

Cross-sell Quota Sales Up-sell 92

SaaStr

JANUARY 12, 2021

We last checked in at Xero when it crossed $650m in ARR. and (y) a complex sales process with sales reps selling to very small businesses not paying all that much. has since grown substantially to $200m ARR , but they got all the way to $500m+ ARR selling mainly in Australia+NZ. — Xero (@Xero) January 11, 2021.

Non-Profits 90

Non-Profits Cross-sell Niche Growth 90

Salesforce

SEPTEMBER 19, 2023

Often, CROs have risen up through a classically successful sales career, only to face an entirely new challenge: take over every revenue-generating function in the business to drive predictable growth. To a sales leader, growth is narrow: Hit quota. What is the company’s vision for growth and possibility? It’s storytelling.

Gaming 59

Gaming Cross-sell Price Customer Relationship Management 59

SaaStr

JULY 8, 2022

A Step by Step Guide to Revenue Growth with Mark Roberge, Harvard Business School. How Leveraging Partnerships Can 2x Your Growth with Gorgias CEO Romain Lapeyre. What’s Changed in Product-led Growth with Calendly CMO Patrick Moran. #14. State of the Cloud 2021 with Bessemer Venture Partners. #22.

Cross-sell 94

Cross-sell Niche Growth Engineering 94

SaaStr

JANUARY 30, 2023

20X year 1⃣ 12X year 2⃣ 5X year 3⃣ #deelspeed @deel [link] — Shuooo (@shuoshuooshuooo) January 23, 2023 When we look at SaaS companies’ success stories, everything looks great on their growth maps. Learnings from the growth stage Measure what you can. Trust the process. Get comfortable with the unknown.

Cross-sell 92

Cross-sell Account management Clients Growth 92

SaaStr

DECEMBER 27, 2020

CEO Lew Cirne, after regretting selling his first startup in the space to CA for $375m, tries again with New Relic. But New Relic has continued to scale, crossing $650,000,000 in ARR (or so) and a $4B market cap. Slow growth means a low multiple. New Relic is an icon but growth has slowed to 14% annually.

Contract 119

Contract Cross-sell Price Growth 119

Hubspot

AUGUST 22, 2022

Sales Rep Performance in 2021 vs. 2022. Let’s start by taking a look at how the sales field has changed from 2021 to 2022, and dive into the biggest sales trends of the year. Selling by offering a solution rather than pitching a product/service is key to sales pros. How Salespeople Build Rapport When Selling.

Cross-sell 62

Cross-sell B2C CRM Quota 62

SaaStr

APRIL 20, 2022

Let’s look at some numbers: Number of job openings in December 2021: 12 million. Number of people who quit their jobs in December 2021: 4.3 One challenge Twilio faced was balancing the scaling efforts of the organization and building a world-class team to support their growth ambitions—in a virtual environment.

Cross-sell 86

Cross-sell Networking Sales Drivers/motivators 86

SaaStr

FEBRUARY 14, 2021

Let’s take a look what’s trending there: #1. “From Freemium to Explosive Growth in a Crowded Market – 8 Years of Learnings with CEO of Zoom” This SaaStr classic is a great one to catch up, right around when Zoom finally had really pulled ahead of the pack … but before the Covid Boost changed everything. .

Cross-sell 67

Cross-sell Price Campaign Up-sell 67

Search Engine Land

JANUARY 21, 2023

Also on this day Google Search launches updated mobile design and interface 2021: The updated interface aimed to make the search interface easier to read for searchers while providing a cleaner and more modern experience. Read about it in Listings that earn featured snippets will not repeat on the first page of Google search.

Cross-sell 92

Cross-sell Engineering Referrals Gaming 92

SaaStr

JULY 20, 2022

You’ve identified a persona to sell to and a problem you solve for buyers. He helps showcase these errors and advises on how to stop them from crippling a business’s growth. . As scaling occurs, the question of expanding beyond your initial selling borders will naturally come up. Don’t simply hire and hope for continued growth.

GTM 77

GTM Cross-sell Finance Growth 77

Hubspot

APRIL 19, 2021

Here, I'll share my lessons for how I achieved that growth. I then cross-referenced the players I downloaded with the audience application report from Megaphone. Here's an example: HubSpot's Skill Up podcast presents … “How a Sales Manager at LinkedIn Builds a Buyer-first Selling Strategy”.

Cross-sell 82

Cross-sell Promote Up-sell Campaign 82

ConversionXL

OCTOBER 16, 2022

Table of contents What is customer acquisition, and how does it support growth? What is customer acquisition, and how does it support growth? For a company selling high-ticket products, like cars, the same purchase frequency indicates repeat business instead. Education app Headway knows its followers care about personal growth.

Customers 129

Customers Retail Cross-sell Follow-up 129

Martech

SEPTEMBER 16, 2022

About 91% of companies said they achieved some level of success with content marketing in 2021, according to Semrush’s 2022 State of Content Marketing Report. Customer experience: Content helps reduce customer churn and drive upsells/cross-sells by keeping customers engaged post-purchase.

E-commerce 135

E-commerce Cross-sell Drivers/motivators Prospecting 135

SaaStr

OCTOBER 10, 2020

It was an A+ conversation on, in particular, how to do product extensions and sell a second product, and where product development overall is today: A few take aways: Why extend a top brand in customer success into product? How do you cross-sell multiple products in SaaS? Are customers happier in 2020 and 2021?

Customers 70

Customers Cross-sell Up-sell Product 70

SaaStr

JANUARY 16, 2021

Love email mktg at scale – Sr AE: Make real $$ selling to CMOs – Head Digital Events: love ‘em now? — Jason BeKind Lemkin (@jasonlk) January 16, 2021. Our podcast is up, we’ve crossed 1.2m This role is idea for an experience digital marketer / growth hacker that wants to work at scale. Here’s the thing.

Cross-sell 86

Cross-sell Up-sell Start-ups Follow-up 86

Hubspot

JUNE 8, 2021

Nearly half of their time is spent selling remotely (i.e. Their main goal is to help customers increase the ROI on a purchase, so they'll often connect with a salesperson if an opportunity to cross-sell or upsell arises. In 2021, the average base salary for an account manager. using Zoom, Skype, email, and CRM).

Commission 77

Commission Territory Finance Inside sales 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. Artificial intelligence in sales can increase selling hours by not only automating tasks, but also improving daily productivity and analyzing habits.

Cross-sell 289

Cross-sell Sales Quota Pitch 289

Gong.io

DECEMBER 31, 2020

But we will hold onto some lessons learned as we head into 2021. that we’re rounding a corner, let’s get you ready for what comes next: GROWTH. Use ‘em to cross the finish line and sprint into 2021. . Reason for the objection: They’re bought in, but they need to figure out how to sell it internally. .

Cross-sell 96

Cross-sell Sales Meeting Up-sell 96

SaaStr

JUNE 22, 2021

— Jason BeKind Lemkin (@jasonlk) June 22, 2021. And directly selling his or herself isn’t one of top 3, interestingly. Because you’re going to need a team to sell. 40-50 percent for everything else … sales ops; cross-functional work; board meetings; plane trips to Big Customers; etc.

Cross-sell 123

Cross-sell Sales Start-ups Up-sell 123

SaaStr

JUNE 10, 2021

— Jason BeKind Lemkin (@jasonlk) June 9, 2021. And these days, if you are able to raise say a Series B round, often as part of that, you’ll be able to get some “secondary liquidity” , i.e. be able to sell a small portion of your shares. Cross that line, and others will sense it. This is nothing new.

Cross-sell 71

Cross-sell Sell Growth 71

Heinz Marketing

OCTOBER 4, 2021

With Sangram’s new book, MOVE: The 4-question Go-to-Market Framework , he hopes to raise $10k for New Story to end global homelessness and do more than just sell a book. So, on its way to selling more and more copies and here to share more of it for free to you, Sangram , thank you so much for joining us today. We needed that.

Pipeline 116

Pipeline Go To Market Cross-sell Sales 116

Sales Hacker

APRIL 1, 2021

If you’re an OEM or selling physical products, this one’s for you (sorry, SaaS folks). Expansion to new territories is never easy, but the coronavirus is providing a wakeup call for enterprises and established companies to start looking at how customers say they prefer you to sell to them. appeared first on Sales Hacker.

E-commerce 67

E-commerce Territory Transportation B2C 67

SaaStr

JANUARY 26, 2023

Dear SaaStr: Can Founders Still Sell Some of Their Shares in Venture Rounds in 2023? Up until say 2017–2018 or so, in SaaS, there was a rough rule: a relatively small amount of secondary liquidity ($1m-$2m) would be offered by growth investors in top VC rounds once a startup crossed $10m ARR or so.

Sell 18

Sell Cross-sell Growth Up-sell 18

Highspot

FEBRUARY 15, 2022

You can’t just say, “We need to sell more products” or, “Let’s make more money this quarter.” If your company has never done social media selling and your customers don’t bother with Instagram, you shouldn’t set a goal to generate 100 new clients via Instagram selling.

Cold Call 59

Cold Call Cross-sell Objectives and Key Results Sales 59

Salesforce

SEPTEMBER 21, 2021

As Berumen’s team worked on developing their new solution earlier in 2021, they realized one of its most differentiating features would be the ability to help sales leaders learn more about their actual customers. But as routes to market and channels get more complex, the chasm between buyer and seller widens.

B2B 96

B2B Territory Manufacturing Sales 96

Lead Fuze

AUGUST 22, 2021

On one hand, a sales development rep (SDR) can increase accounts and shorten the buying cycle—all while you are freed up to focus on growth. You obviously don’t want to hire someone that will stall/slow your growth (we would argue that a salesperson should be toward the top). That said, you are also hiring a full-time employee.

Commission 98

Commission CRM Cross-sell Start-ups 98

Highspot

OCTOBER 21, 2022

in order to help them sell… well – covers a lot of ground. And if this seems like an obvious point, consider only about 28% of companies operated under a systematic sales enablement program as of 2021.) That’s because sales leaders know what good selling looks like. And it does it on a massive scale.

Quota 75

Quota Construction Sales Pitch 75

SaaStr

JANUARY 25, 2021

Ready to turbocharge and increase your SaaS sales in 2021? Secure the deal through the use of all available resources such as executive relationships or board relationships in order to provide the most cross-functional attention possible. For those selling into the enterprise, channel strategies are very important.

Cross-sell 67

Cross-sell GTM Territory Sales 67

Heinz Marketing

JANUARY 25, 2022

According to Forrester , the average B2B customer retention rate in 2021 was between 76% and 81%. This will help solidify their trust in your partnership, productively solve problems as they emerge, and give opportunities for upselling and cross-selling. That is a huge chunk of business.

Growth 97

Growth Customers Repeat business Cross-sell 97

SaaStr

MARCH 15, 2024

They sell a lot into internal video, which is employee engagement. The whole thing about PLG is that it is challenging because it’s highly cross-organizational. Most companies aren’t good at cross-organizational in a single GTM mode, but you have to be. In 2021, revenue per employee was around 80k to 100k.

GTM 90

GTM Cross-sell Start-ups Growth 90