Gong.io

JULY 11, 2022

Inside sales (sometimes called remote sales or remote selling) is often the primary sales model for B2B, SaaS, tech, and certain high-ticket B2C sales teams. Inside sales reps sell from their office, in stark contrast to outside sales, where sales reps travel to visit clients and close deals on the road. AEs (Account Executives).

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Partners in Excellence

JUNE 30, 2022

Primarily, this is targeted to getting renewals when the current contract terminates. Expansion: We’ve got some presence within an account, we want to grow that. For example, if we sell a technology sales people can use, we want every sales person in the company using it. And, of course, there is cross sell.

Growth 68

Growth Cross-sell Strategize Account management 68

Hubspot

JULY 7, 2019

Are you a B2B account manager or sales executive who is serious about account-based sales or account-based marketing (ABM)? To win new business and grow key accounts, account managers and sales executives must become thoroughly invested in their customer’s challenges, goals, and competitive landscape.

Strategize 82

Strategize Objectives and Key Results Strategic partnership Cross-sell 82

The 5% Institute

APRIL 8, 2020

Their role is to help with the on-boarding process, so that the client succeeds using your product or service. By having a manager in place to help with the on-boarding process, the higher likelihood the client will be successful using what it is that you sell – which then creates the opportunity for potential referrals too.

Cross-sell 52

Cross-sell Customers Referrals Clients 52

Gong.io

JULY 27, 2022

How has your product or service met expectations? They’re not about sales performance, they’re about product/service performance. When you’re fully aligned with your clients on their biggest objectives, you’re better positioned to help them meet them and identify relevant upsell and cross-sell opportunities.

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

Hubspot

OCTOBER 16, 2017

If you want them to stop selling to poor fit customers, institute a clawback so they lose their commission if the customer churns or returns the product within a set window of time. Increase average contract length. Increase upsell/cross-sell rate. Acquire “seed” accounts. Manage deal flow. Lower expenses.

Commission 92

Commission Quota X-functional Non-Profits 92

Hubspot

APRIL 2, 2018

Do you have any questions about the contract?". How's your experience with our product/service been so far?". Contract questions. Never comment on a contract or proposal over email. Do you have any questions about the contract?”. Things to Say On the Phone. “I I wanted to follow up on the proposal.”. "Do

Prospecting 96

Prospecting X-functional Contract Cross-sell 96

Highspot

JUNE 22, 2021

Mastering new skills in sales is challenging, even for top sellers — to say nothing of the core selling techniques that reps need to be successful. There are many ways to approach sales, but the most common methods can be summarized as transactional selling, solution selling, consultative selling, and provocative selling.

Technique 82

Technique Negotiate Cross-sell Sales 82

SalesHandy

JULY 12, 2022

Every product or service has ideal and less-than-ideal customers. If you are selling to the wrong individuals, then your sales team will most likely struggle to connect with them and their pain points. Low CLV and high churn rates indicate that you are selling to the wrong people. Any sale is a good sale.”

Customers 59

Customers Cross-sell Represent Contract 59

SaaStr

JULY 24, 2019

Gillian Heltai | SVP of Client Services @ Talkdesk. I’m the Senior Vice-President of Client Services at Talkdesk, and I’m really excited to be here today; also, a little nervous. That really helps to reduce purchase friction and allow the CSM to grow the account without working on contracts.

X-functional 57

X-functional Engineering Clients Start-ups 57

Sales Hacker

APRIL 6, 2022

Sales teams often struggle with configuration of price quotes when dealing with complex products or services or large product catalogs. And these manual processes take sales reps away from their most important activity: selling. Sales teams are often forced to use manual processes that result in errors, inaccuracies, and wasted time.

Cross-sell 95

Cross-sell Contract Price Finance 95

Sales Hacker

APRIL 21, 2021

It may take days before the rep can actually send a contract for signature. The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. Creates processes to enhance cross-functional collaboration between sales, marketing, and customer success.

Finance 101

Finance GTM Cross-sell SQL 101

PandaDoc

MAY 24, 2023

Before we zero in on the important qualities of a sales enablement manager, we need to wrap our heads around the very definition of this role. We all seem to know what sales managers, account managers, and business development managers do — but who in the world is a sales enablement manager?

Objectives and Key Results 52

Objectives and Key Results Cross-sell Appointment Legal 52

Hubspot

FEBRUARY 7, 2018

Industry and career path: Are you interested in working for Software-as-a-Service (SaaS) companies? Chances are, you’ll need to start as a business development rep and work your way to an account executive position. Account Executive (AE). Account Manager. Sales Manager. Account Manager.

Territory 94

Territory Commission Outside Sales Account management 94

Sales Hacker

FEBRUARY 5, 2019

Who could avoid dreaming of those seven-figure deal sizes, 3-year contracts, and trophy logos? We have worked inside organizations that have successfully transitioned from selling into mid-market to selling into Enterprises. Real Service-Level Agreements that you can actually meet. For example, LDAP/Active Directory.

Product 58

Product Contract Cross-sell Account management 58

SaaStr

AUGUST 27, 2019

I’ll start because I’m living this right now, and where we’re contract value. Michaela Lehr: So mine says to learn ballpark contract value and figure out the pricing that the market can bear. Either work or not work. Sanj Sanampudi: Great. You’re doing something that is brand new. So Michaela?

Territory 55

Territory Contract Cross-sell Drivers/motivators 55

Sales Hacker

APRIL 21, 2022

In the early days, most SaaS companies sell to other startups for a number of reasons. Startups are less demanding than a big company both from a services and product perspective. Someone (usually a VC) will point out that hitting your aggressive growth numbers will be easier if you sell to larger companies. The Lattice Story.

Legal 87

Legal Cross-sell Contract Price 87

The Lost Book of Sales

JULY 12, 2021

Starting to cross the chasm. How does the "D-Day" strategy help companies cross the chasm? Being sales vs. market driven when crossing the chasm. Tips on whole product management. What is the "Chasm"? Technology Adoption Lifecycle. Chasm as the single biggest challenge. A war analogy. Define the battle.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

AUGUST 15, 2020

Jay Snyder: I think the thing we’re doing Nick, to be able to force that is we’re getting a little bit more intelligent around account management. Bernadette Nixon: And so there are different things we need to do to bring to the table in crossing that chasm for our market. Nick Mehta: Yeah. Jay Snyder: 100%.

Retail 80

Retail Start-ups Drivers/motivators Up-sell 80

SaaStr

MAY 14, 2023

Algolia went from zero to seven figures in revenue in 12 months, and the launch of their search as a service product, and grew pricing from $19 a month to $100,000, which sounds amazing. Greenhouse followed a similar path to Talkdesk and should cross $10 million ARR later this year, up from almost nothing at the start of the year.

Price 96

Price Start-ups Up-sell X-functional 96

Hubspot

NOVEMBER 7, 2023

A CRM system generates an accurate sales funnel for you, which makes it easier to forecast future sales and effectively manage your team’s pipeline. You can also identify specific regions or industries to sell into and benchmark your average sales cycle. Customer segmentation. Scaling a sales process.

CRM 75

CRM Contact Contract Objectives and Key Results 75