Salesforce

APRIL 2, 2025

These insights offer an opportunity for sales teams to tailor their outreach and identify upsell and cross-sell opportunities. Create an easy path to expansion through tiered pricing or premium features. Subscription-based pricing: A set monthly or annual fee for accessing the product or service.

Product 86

Product Territory Sales Price 86

Veloxy

AUGUST 17, 2022

Price: $49/month for Salesforce users, corporate plans available Automations: Non-selling activities, lead prioritization, lead capture Veloxy has several features to help you automate Salesforce, no matter how long you’ve been using the CRM platform. Go here to learn everything you need to know about Salesforce Automation.

Appointment 147

Appointment Territory Cross-sell Contract 147

SaaStr

JULY 1, 2024

It sounds great to be able to sell to more people and sell bigger deals, but are you ready? You want to ensure you have cross-functional alignment and that this isn’t another squirrel you’re chasing. Do you have a core portion of your team equipped to sell upmarket? When Should You Move Upmarket? Look at your team.

Cross-sell 117

Cross-sell Price Account management Up-sell 117

Partners in Excellence

MARCH 26, 2024

It’s a solution that addresses the way buying is changing, integrating digital and personal selling. But what really interested me were Bill’s perspectives on where buying and selling is headed and how we must change our engagement strategies to work with buyers more impactfully.

Sell 137

Sell Cross-sell Finance B2C 137

The 5% Institute

AUGUST 7, 2023

In today’s dynamic business landscape, possessing a comprehensive set of skills is crucial for any successful account manager. The role of an account manager goes beyond mere customer service – it involves nurturing client relationships, driving revenue growth, and enhancing a company’s reputation.

Account management 52

Account management Negotiate X-functional Cross-sell 52

Martech

MARCH 1, 2024

I see three drivers behind this stunning change: COVID-19, where personal selling was crippled and “retention is the new acquisition” became the latest catchphrase. They have also been trained in concepts like customer management, LTV and the financial value of loyalty. It didn’t even make the Sagefrog priority list in 2022.)

B2B 133

B2B Cross-sell Pharmaceutical Account management 133

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. Whether purposefully or by accident, sales reps often deviate from pricing and discounting guidelines.

Cross-sell 107

Cross-sell Contract Price Finance 107

Sales Hacker

FEBRUARY 1, 2021

For key accounts, the account manager should have a clear understanding of the client’s needs and how well their company is satisfying those needs. This is all good business practice and should be anticipated by selling organisations. But frequently, account teams are unaware of how customers manage suppliers.

Customers 95

Customers Contract Cross-sell Account management 95

Salesforce

MAY 9, 2024

In today’s highly competitive consumer goods (CG) industry, success often hinges on the strength of your relationships with key accounts. Effective key account management isn’t just a tactic, it’s a vital strategy for achieving profitable growth. But what sets your key account managers (KAMs) apart from your competitors’?

Account management 52

Account management Finance Promote Cross-sell 52

Sales Hacker

NOVEMBER 16, 2021

Price: From $49 per month with a free trial. It does this by allowing users to use the web to source new contacts, update existing connections, and find account data and signals in real-time. Price: From $50 per month with a free basic account option for testing. Price: From $39 per month (for email finder feature).

Lead generation 124

Lead generation Price Campaign Contact 124

SalesPop

MARCH 19, 2021

An extremely important aspect of account management is the strategic aspect, the plans of dealing with various accounts. I recently discovered through research just how much of an impact real account planning can have on company success. Account Planning Basics. Where Do I Stand? Planning Specifics.

Cross-sell 98

Cross-sell Objectives and Key Results Account management CRM 98

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 upsell/cross-sell rate. Acquire “seed” accounts. Manage deal flow. If they sell nothing in a month, their salary is zero.

Commission 101

Commission Quota X-functional Non-Profits 101

Salesforce

MAY 12, 2025

It does this by accounting for three components: Expansion revenue: Revenue gained through upselling or cross-selling to existing customers. This means you’re achieving a healthy mix of retaining and expanding customer accounts. Increase cross-selling and upselling.

Cross-sell 59

Cross-sell Territory Finance Contract 59

Hubspot

APRIL 2, 2018

We’d already agreed on X price. If we can come down to X price, would you sign today?”. It might be because another rep is handing off the deal, there’s been a territory change, or the deal has closed and an account manager is taking over. This ensures you never sell your company or your prospect short.

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

Gong.io

AUGUST 3, 2022

Customer success and account managers collaborate here to keep the buyer satisfied and to identify opportunities for expansion (through cross-sell and upsell conversations). In the SaaS world, it’s pretty common to combine tiered and per-user pricing models. See, for example, Toggl Track’s pricing model.

Customers 87

Customers Cross-sell Contract Price 87

Partners in Excellence

OCTOBER 26, 2016

Are they risk averse, are they always the last to adopt a change, choosing to compete on price or other bases? Geoffrey Moore’s work in Crossing The Chasm gives us one model to look at at how customer maturity impacts our success in engaging customers. There may be greater price sensitivity along with this.

Customers 97

Customers Minimum Viable Product Cross-sell Launch 97

ConversionXL

MARCH 20, 2019

Choosing the right account-based marketing software can be a messy process. Some companies sell relevant software but not explicitly for ABM. Whether you need certain tools depends on the scale of your program or your target accounts. Demandbase is generally regarded as the industry leader—with an equivalent price tag.

Real Estate 117

Real Estate Contact B2B Campaign 117

Sales Hacker

MAY 10, 2021

If you have products to sell online , you need the two teams to work together for revenue and margin growth. Opportunity to upsell and cross-sell. Even after you close a deal with a client, there is always an opportunity to upsell or cross-sell. Source: Crazyegg. The opposite situation is also true, of course.

Cross-sell 75

Cross-sell Customers Referrals Pitch 75

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 137

B2B Objectives and Key Results Campaign Cross-sell 137

Hubspot

APRIL 2, 2021

Supply-side platforms (SSP) where publishers sell their ad inventory. The ad exchange marketplace where advertisers and publishers buy or sell ad inventory through real-time bidding (RTB). Nobody knows exactly what the impact will look like yet," he added, "but we, in the industry, are crossing our fingers and hoping for the best.".

Objectives and Key Results 101

Objectives and Key Results Cross-sell Negotiate Campaign 101

Sales Hacker

APRIL 21, 2022

In the early days, most SaaS companies sell to other startups for a number of reasons. It’s simply easier to create a SaaS product for smaller companies.That’s why most SaaS companies focus on selling to other startups in the early stages of the company lifecycle. We started by selling to other startups, mainly YC companies.

Cross-sell 102

Cross-sell Legal Contract Price 102

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. Pricing/Packaging. Integrations.

Product 66

Product Contract Cross-sell Account management 66

Veloxy

FEBRUARY 22, 2023

Field sales, also known as outside sales , is a method of selling that involves sales representatives who engage with potential customers in person, typically outside of an office setting. Closing deals : Field sales reps negotiate pricing and terms, and ultimately close deals with clients. Schedule your free workshop NOW!

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

Partners in Excellence

FEBRUARY 17, 2016

Or the complexity of the deal will require you to do some special things (no I’m not talking about pricing). But they do the standard things they always do, crossing their fingers and hoping they’ll win. Or they get some coaching from their manager, brainstorming ideas, arriving at an action plan.

Cross-sell 74

Cross-sell Price Pitch CRM 74

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

Highspot

JANUARY 19, 2022

Sales training is the process of developing and fine-tuning the skills of sales professionals and managers by increasing their understanding of their buyers, modernizing their approach to the sales process, and equipping them with strategies, techniques, and technology that top performers use to achieve sales success. Corporate Visions.

Technique 92

Technique Negotiate Pitch Inside sales 92

The 5% Institute

APRIL 17, 2020

Inside sales is great for companies that either offer a lower ticket offer, or a lower priced monthly membership. Inside Sales Professionals will solve easy to medium sized issues, up sell and cross sell when needed, and also acts as a customer service face for the company they represent. Final Thoughts.

Outside Sales 52

Outside Sales Inside sales Cross-sell Sales 52

Sales Hacker

NOVEMBER 14, 2019

Selling has changed more in the last 10 years than it has in the previous 100 years, and this is especially true in B2B markets. . At the forefront of this change is what we at Engagio call, Account-Based Everything (ABE), some people know it as Account-Based Sales Development (ABSD), and others call it Account-Based Marketing (ABM).

Technology 75

Technology Technology Cross-sell Referrals 75

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 57

Cross-sell Territory Up-sell Growth 57

SalesLoft

DECEMBER 19, 2023

Account Execs (AEs) and Account Managers (AMs) can track multi-threaded conversations across channels, so they always have the complete context for every conversation. And that’s just the sell side. And the entire company pays the price in a million tiny inefficiencies that add up to major losses.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

SBI

SEPTEMBER 4, 2012

New business, to be clear, refers to revenue generated by: Identifying and selling into new accounts, i.e. companies that you haven’t done business with before. Penetrating deeper and broader into existing client accounts, i.e. selling across different departments within a current client’s organization. mike_weinberg.

Cross-sell 40

Cross-sell Appointment Drivers/motivators Consult 40

SaaStr

AUGUST 27, 2019

Michaela Lehr: So mine says to learn ballpark contract value and figure out the pricing that the market can bear. But that means as your product is very quickly evolving, you may not be able to capture price increases, new features and functionality that you’re adding. We can talk about all the accounting stuff.

Territory 58

Territory Cross-sell Contract Drivers/motivators 58

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. Compare prices and focus on getting the features you need. Leaderboards.

CRM 78

CRM Contact Contract Objectives and Key Results 78

Lead Fuze

DECEMBER 2, 2021

The Data Points Effective Account Targeting Strategy. There is a new way of selling and marketing that we call Account-Based Everything (ABE). It is important to have a plan for account selection, and that starts with good data. Intent and engagement data are the most important aspect of account-based marketing.

Technique 52

Technique Technology Technology Cross-sell 52

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 43

Territory Cross-sell Up-sell Objection handling 43

Cience

FEBRUARY 21, 2020

How to Write Email Copy that Sells. LinkedIn Sales Navigator It’s an essential tool for lead research and social selling. How to Write Email Copy that Sells. It crosses its path with segmentation and can be present in any part of the email. Your job is to get the meeting, not sell the product/service. Segmentation.

Campaign 79

Campaign B2B Objectives and Key Results Contact 79

SaaStr

JULY 24, 2019

This is pretty simple, but when I look at this industry, a lot of times what I see is organizations crafting pricing packages that would enable, for example, an enterprise-wide license, where an organization pays you X amount of money, and they have unlimited seats, unlimited usage. We sell contact center software.

X-functional 60

X-functional Engineering Clients Start-ups 60