Cience

DECEMBER 1, 2020

Customer retention drives increased profitability in many ways, including: Better Conversion Rates Fewer Marketing Requirements Scope for Improvement Lower Operating Costs Increased Sales. Educate New Customers about How to Use Your Product or Service. Education can be active or passive, synchronous or asynchronous, formal or informal.

CRM 96

CRM Technique Customers Campaign 96

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. As a buying group, visionaries are easy to sell but very hard to please. What is the "Chasm"? A war analogy.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 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

Sales Hacker

APRIL 15, 2019

Chorus records, transcribes, and analyzes business conversations in real time to coach reps on how to become top performers. Over the years, I was very fortunate to work with some incredible partners who really knew how to sell. We also have customer success managers who are product consultants. The first is Chorus.ai.

B2C 59

B2C Drivers/motivators A/B testing Cross-sell 59

Heinz Marketing

SEPTEMBER 26, 2022

So excited for this conversation today. It’s been happening since the dawn of someone selling something. That’s what we did for large corporations, to help their salespeople sell stuff, as simple as it gets. Thanks for joining us. Rusty: Awesome, man. Thanks for the introduction, I appreciate it. Fire away, man.

Pipeline 52

Pipeline Sales Niche Start-ups 52

SaaStr

JULY 24, 2019

We sell contact center software. We are operating and selling mostly against companies that have been around 20, 30 plus years. Final point about Talkdesk is that we started selling about five years ago in the SMB space. We’ve added a technical account manager function. Very quickly, what does Talkdesk do?

X-functional 56

X-functional Engineering Clients Start-ups 56

SalesLoft

DECEMBER 19, 2023

Ironically, smaller revenue teams are often more complicated to manage. Without the luxury of specialization and the clearly defined process that comes with it, conversations can get muddled and deals can be lost. Customer Success Managers (CSMs) get the tools they need to deliver coordinated, personalized engagement across channels.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

Sales Hacker

APRIL 21, 2021

The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. For our example, we’ll cover what a RevOps manager does on a daily basis: Makes decisions on sales and marketing strategies to drive business revenue. Revenue Accountant. Manager-level roles.

Finance 100

Finance GTM Cross-sell SQL 100

Heinz Marketing

JANUARY 13, 2022

And as marketing programs become more complex, it’s far more important to create seamless cross-channel campaigns that break through siloed teams. How the marketing, sales and customer/account management teams work together is also critical to success. Target Account Precision. Who do you sell to?

B2B 135

B2B Objectives and Key Results Campaign Cross-sell 135

SaaStr

JULY 7, 2023

Humans selling to humans is a much more effective practice for that pathway to 140% NRR. By targeting your high NPS customers for reviews consistently with a personalized email from an Account Manager. Drive a culture of collaboration with cross-functional teams to support customer marketing programs.

Referrals 70

Referrals Gaming Non-Profits Campaign 70

Sales Hacker

OCTOBER 7, 2021

The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world. Every industry needs sales so the education you receive working in this role can be immense. Anita Nielsen is a best-selling author and sales performance coach.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Sales Hacker

DECEMBER 22, 2020

It’s a conversation about how do you scale profitably? Now, before we bring you this conversation, we want to thank our sponsors. Salespeople are often wasting time fumbling around with junk leads, static lists, and haphazardly reaching out to accounts they aren’t yet ready to close. We can cross-sell.

Cross-sell 74

Cross-sell Clients Growth Up-sell 74

Partners in Excellence

JULY 8, 2013

The way customers buy is changing, the complexities of our own products and solutions, the broad range of people involved in the customer buying process mandates a different approach to selling and careful reconsideration of how we define the role of account and territory managers.

Territory 95

Territory Account management Cross-sell Sales 95

SaaStr

AUGUST 20, 2020

Kyle Parrish: In that time, before I was even really focused on the impact of UI/UX or the design world at large, I started to realize we were selling against companies like Google and Microsoft and Box, and a lot of our sales pitch was around how intuitive the product was. Kyle Parrish: No, it really isn’t.

Sales 79

Sales Price Quota Start-ups 79

ConversionXL

AUGUST 2, 2017

With the buyer’s journey becoming digital, partners are increasingly offering a mix of services that cross cloud platforms and apps. The result of this conversation should be complete clarity regarding the opportunities and challenges the partnership will bring. This creates a unique window of opportunity for strategic partnerships.

Strategic partnership 84

Strategic partnership Objectives and Key Results Strategize Cross-sell 84

ConversionXL

AUGUST 2, 2017

With the buyer’s journey becoming digital, partners are increasingly offering a mix of services that cross cloud platforms and apps. The result of this conversation should be complete clarity regarding the opportunities and challenges the partnership will bring. This creates a unique window of opportunity for strategic partnerships.

Strategic partnership 77

Strategic partnership Objectives and Key Results Strategize Cross-sell 77

SaaStr

AUGUST 27, 2019

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. We can talk about all the accounting stuff.

Territory 54

Territory Contract Cross-sell Drivers/motivators 54

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 15, 2020

Our challenge and our opportunity in customer engagement is staying tightly aligned with the business drivers, having the discipline to manage long term customer journey even when the short term options might be easier. It’s especially insightful conversation today now because we can talk about the intersection of two interesting things.

Retail 77

Retail Start-ups Drivers/motivators Up-sell 77

SaaStr

JULY 1, 2020

It’s going to be a pretty interesting conversation to wrap up the day. Do you have time not to sell me your product? ” It’s a lot more humanization of SDR selling and being a person, talking to people, putting more effort into acquiring ultimately what their objective as a demo with a rep. It should be framed.

Process 71

Process Sales Quota Commission 71

ConversionXL

AUGUST 21, 2014

I have seen this happen at a few startups I’ve worked with by expanding revenue from the current product, plus up-sell and cross-sell opportunities , but that will be a future post. Even those with “good” conversions could be better, and small improvements add up over time. Now to the case studies….

Referrals 106

Referrals Objectives and Key Results Follow-up Service 106

Hubspot

DECEMBER 27, 2023

Pipeline management training can increase your sales manager’s effectiveness. It can also provide the necessary structure and knowledge to help sales teams improve their account management processes. What products or services is it trying to sell? Sounds too good to be true, doesn’t it? It’s just not their thing.

Pipeline 66

Pipeline Profit margin Commission CRM 66