SaaStr

SEPTEMBER 27, 2024

If you train a new rep on every product, they should be able to sell each one as effectively as the last, right? Once they launched their finance suite, and they were directly competing with new and successful companies like Brex and Ramp, it was a different ball game. The account management team who owns every customer post-sales.

Growth 104

Growth Quota Account management Cold Call 104

Sales Hacker

APRIL 16, 2018

Kiva Kolstein : We have about 40 people on my team and my team consists of customer success, which includes account management and product specialists and sales. My parents decided to, on a whim, quit their jobs, sell their house, sell all their possessions when I was three years old and take me on an 18 month trip around the country.

Territory 41

Territory Cross-sell Up-sell Objection handling 41

Sales Hacker

DECEMBER 12, 2017

of the company should be the sum of their parts (organic + sales + account management + marketing), and everything should add up. How to Address Comp Plans for Selling New Products. On top of that finance and leadership is probably expecting a similar growth curve as your first product (cause why not?)

Non-Profits 86

Non-Profits Quota Sales Start-ups 86

Hubspot

JANUARY 14, 2015

The bag of stuff that I had to sell kept getting bigger. "By By the end of my run there, search had starting taking off and I was selling a bunch of it to advertisers and agencies. Learning about business and finance first and marketing second has served me well because marketing is really about driving business. Follow @ajdun.

Healthcare 74

Healthcare Hospitality Finance Consult 74

Sales Hacker

APRIL 6, 2022

And these manual processes take sales reps away from their most important activity: selling. If you’re selling a limited number of products or services, or have an extremely simple pricing model, a CPQ system may be beyond your needs. A better selling experience. 5 benefits of CPQ software. Scaling sales operations.

Cross-sell 98

Cross-sell Contract Price Finance 98

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 107

Finance GTM Cross-sell SQL 107

Sales Hacker

AUGUST 25, 2023

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. Mark’s pro tip: “And why call them Growth AEs vs. Account Managers? Very simple. So that was a little hack on my end.

GTM 52

GTM Contract Cross-sell Account management 52

SaaStr

AUGUST 27, 2019

How to Design a Sales Comp Plan to Get You to $100M with Work-Bench, Movable Ink, MongoDB and Concert Finance. This panel will speak tactically to various comp design options as a way for management to determine and promote ideal behavior in their front-line teams. Sanj Sanampudi | Co-Founder & CEO @ Concert Finance.

Territory 50

Territory Contract Cross-sell Drivers/motivators 50

Sales Hacker

FEBRUARY 5, 2019

We have worked inside organizations that have successfully transitioned from selling into mid-market to selling into Enterprises. The Board and executive team need to understand that you can’t simply flip a switch and tell your existing reps to start selling to Enterprise customers. Post-Sales Account Management (Commercial).

Product 63

Product Contract Cross-sell Account management 63

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. Sam Jacobs: How do you think about building a revenue plan and working with the finance team to make sure that you’re setting the targets in a way that is right for the company? We can cross-sell.

Cross-sell 79

Cross-sell Clients Growth Up-sell 79

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 56

Cross-sell Territory Growth Up-sell 56

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

Sales Hacker

OCTOBER 7, 2021

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. Best-selling author of Embrace Your Edge, Hang is a global speaker on sales, leadership, and diversity & inclusion in the workplace. Anita Nielsen.

Sales 135

Sales Start-ups Up-sell Cross-sell 135

SaaStr

AUGUST 20, 2020

To date the company has raised over $132M in financing from some of the best in the business including Sequoia, a16z, Index, Greylock and Kleiner Perkins to name a few. So we were really selling on the intuitiveness of the design, and in tandem with that, we were hiring these kind of rockstar designers. Do you know what I mean?

Sales 75

Sales Price Quota Start-ups 75

SaaStr

JULY 1, 2020

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. Upgrades, this is the secret sauce to SaaS, recurring revenue, getting more seats, selling more products.

Process 71

Process Sales Quota Commission 71

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. Data enrichment and collection.

CRM 76

CRM Contact Contract Objectives and Key Results 76

SaaStr

SEPTEMBER 13, 2019

In Today’s Episode We Discuss: * How Allison made her way into the world of SaaS with Gainsight from her start in finance at Bain in New York? We see support functions cropping up, CS operations functions, sometimes account management, services become important. What does a strategic plan really mean to Allison?

Engineering 10

Engineering Objectives and Key Results Strategic planning Strategize 10