Gong.io

JULY 27, 2022

Follow up with questions like: How are you tracking toward those goals? 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. QBRs can also be used to identify growth opportunities within an account.

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

The 5% Institute

APRIL 8, 2020

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. What Are Some Customer Success Manager Responsibilities? Set Up A Team. Building Relationships.

Cross-sell 52

Cross-sell Customers Referrals Clients 52

SalesHandy

JULY 12, 2022

If you are selling to the wrong individuals, then your sales team will most likely struggle to connect with them and their pain points. It makes use of account-based marketing, which focuses on selling to targeted accounts that align your products/services’ capabilities with the needs of the customers.

Customers 59

Customers Cross-sell Represent Contract 59

SaaStr

JULY 24, 2019

Hopefully, you could leave this session enabled with a handful of action items or ideas that you can take back to your organizations in order to start to move the needle on net retention. That really helps to reduce purchase friction and allow the CSM to grow the account without working on contracts. First up, hiring well.

X-functional 57

X-functional Engineering Clients Start-ups 57

Sales Hacker

APRIL 6, 2022

And these manual processes take sales reps away from their most important activity: selling. Let’s take a closer look at each word: Configure: Configuration of products and services ensures that what you provide is actually available, meets the buyer’s needs and specifications, and can be delivered according to the agreed-upon contract terms.

Cross-sell 95

Cross-sell Contract Price Finance 95

Heinz Marketing

NOVEMBER 5, 2018

A few years ago we started a weekly podcast, Sales Pipeline Radio, which is live every Thursday at 11:30 a.m. Sports and weather seem to always come up but, we actually cover a wide range of topics, with a focus on sales development and inside sales priorities. I’m all messed up on my time zones here, Paul. is another.

Pipeline 61

Pipeline UX B2B Sales 61

Sales Hacker

AUGUST 25, 2023

As always, you can catch up on past articles, podcasts and newsletters all in one place at the new home of Sales Hacker: GTMnow.com Thanks for reading The GTM Newsletter! At Outreach, we implemented Growth AE’s in 2020 that were responsible for cross sell/upsell into accounts, and the year after they started running renewals as well.

GTM 52

GTM Contract Cross-sell Account management 52

Sales Hacker

APRIL 21, 2021

If the answer is “yes” to all three, now is the best time to get started in a revenue operations job. Revenue operations (RevOps) is a centralized org within a company that supports all revenue-generating business operations including Sales Ops, Marketing Ops, Customer Success Ops, and systems management. Asia Corbett ).

Finance 101

Finance GTM Cross-sell SQL 101

Gong.io

AUGUST 10, 2020

Which selling skills should account managers focus on building? On a recent episode of the Reveal podcast, we connected with MJ McCarthy, VP of Account Management at Everbridge, for answers to these and other questions that are top of mind for revenue leaders. Selling Skills and Account Management.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

Sales Hacker

APRIL 21, 2022

SaaS companies tend to follow a typical path, and it almost always leads to moving up-market and enterprise sales. In the early days, most SaaS companies sell to other startups for a number of reasons. But as SaaS startups mature, they usually start moving up-market. Managing the enterprise sales cycle.

Legal 87

Legal Cross-sell Contract Price 87

SaaStr

AUGUST 27, 2019

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. I’ll start because I’m living this right now, and where we’re contract value. So next up an early sales team. So Michaela?

Territory 55

Territory Contract Cross-sell Drivers/motivators 55

Hubspot

FEBRUARY 7, 2018

Chances are, you’ll need to start as a business development rep and work your way to an account executive position. On the other hand, if you go into manufacturing sales, you’ll probably be responsible for handling deals from start to finish. Account Executive (AE). Account Manager. Sales Manager.

Territory 94

Territory Commission Outside Sales Account management 94

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

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. Before we start, we should point out that the Board usually initiates the move upmarket.

Product 58

Product Contract Cross-sell Account management 58

SaaStr

AUGUST 15, 2020

I actually just got off the boat, Nick, and scurried up to make sure that I was ready to go for the presentation. Nick Mehta: I got to say pretty good internet up there on the Italian Alps, so I’m impressed. So, you teed it up really well. One, it starts high up in the sales process, right? Jay Snyder: Yeah.

Retail 80

Retail Start-ups Drivers/motivators Up-sell 80

SalesLoft

AUGUST 10, 2023

In fact, reps only spend about 28% of their time day-to-day actually selling! That new way starts with your sales workflow. Our AI-powered workflow engine, Rhythm , prioritizes actions based on buyer behavior, account data, and revenue outcomes with pipeline generation activities integrated from the very start.

Pipeline 52

Pipeline Cross-sell A/B testing Contract 52

The Lost Book of Sales

JULY 12, 2021

If you enjoy what you read and would like to receive a very occasional, hand-crafted update from me into your inbox, feel free to sign up below. 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. A war analogy.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

MAY 14, 2023

As we gear up for SaaStr Europa 2023 in London on 6-7 June and SaaStr Annual 2023 in the SF Bay Area on 6-7 September , we wanted to take a look back at some of our most iconic speakers and sessions from over the year, that we can still learn from today. OK, so straight up. Next up, we’ve got Nicolas Dessaigne.

Price 96

Price Start-ups Up-sell X-functional 96

SaaStr

AUGUST 20, 2020

343: Kyle Parrish is the Head of Sales @ Figma, the company that helps teams create, test and ship better designs from start to finish. At what stage does culture and process really start to break? * For those that do not know, Figma helps teams create, test, and ship better designs from start to finish. What worked?

Sales 81

Sales Price Quota Start-ups 81

SaaStr

MAY 28, 2019

I’ll start with Erica Kuhl who is the Vice President of Community at Salesforce where she heads up programs like the MVP program, User Groups, on and offline communities, answer forums and IdeaExchange. So as we start … Today’s panel is talking about … Was that all right? Did I introduce everybody okay?

Product 69

Product Start-ups B2C Growth 69

Hubspot

NOVEMBER 7, 2023

Get started below. Best Practices for Using CRMs Choosing the Right CRM Core CRM Features Get Started with HubSpot CM+RM What is CRM? CRM, or customer relationship management, is a strategy companies use to track customer relationships from pre- to post-sale. Set up the essential reports. What is CRM?

CRM 75

CRM Contact Contract Objectives and Key Results 75