Sales Hacker

MAY 30, 2025

Lisa Horner (CMO) and Marcy Campbell (CRO) created a cross-functional framework: UCE brings together marketing, sales, customer success, and services. Planning becomes cross-functional by default. ACD (average contract duration). Strong working relationships only go so far without a system behind them. The result? MQLs S0s/S1s.

GTM 103

GTM Cross-sell Pipeline Launch 103

Sales Gravy

NOVEMBER 20, 2023

On this episode of the Sales Gravy Podcast, Jeb Blount and Will Frattini, Head of Enterprise Revenue & Growth at Zoominfo, take on account management and account expansion selling. Best Practices in Account Management One of the most critical aspects of effective account management is maintaining regular communication with clients.

Account management 111

Account management Objectives and Key Results Cross-sell Contract 111

Martech

JANUARY 25, 2023

This is especially helpful for teams using Slack’s free plan, where older messages disappear and for important transaction-related communications between teams that need a date-stamped record, e.g., when a client cancels a contract.

Finance 120

Finance Cross-sell Contract Campaign 120

Heinz Marketing

MAY 20, 2022

In fact, letting the client know that we uncovered this goldmine can serve as the impetus for them to expand their business with us! By focusing on “CLV, upsell rate, and new revenue growth through cross-sell and advocacy influence” CS teams become more aligned with the entire revenue engine. What does this mean?

Customers 115

Customers Cross-sell Growth Contract 115

Sales Hacker

FEBRUARY 1, 2021

Why is it that companies have a sales process they follow rigorously to win business, yet avoid the same discipline in managing those customers throughout the lifecycle of their contracts? Too often contract cancellation (or non-renewal) comes as a surprise, but it never should. Identify key stages in the lifecycle of a contract.

Customers 94

Customers Contract Cross-sell Account management 94

Salesforce

OCTOBER 18, 2024

You can sell products without holding inventory by partnering with suppliers who ship directly to customers. Service-based businesses Instead of selling physical products, service-based businesses offer customers value by providing expertise, skills, or labor. Look for cross-promotional opportunities to boost brand awareness.

Minimum Viable Product 111

Minimum Viable Product Cross-sell Niche Legal 111

Martech

JULY 14, 2022

It changes depending on the type of product you’re selling and the market you are pursuing. Canare says that while there are elements common to all campaigns, there are significant differences depending on what you sell and who you’re selling it to. You have to sell to them differently. They buy differently.”.

E-commerce 130

E-commerce Cross-sell Contract Up-sell 130

Hubspot

APRIL 4, 2019

What is your company’s mission and how do you explain it to potential clients in 30 seconds or less? If one of your goals is for 5% of monthly revenue to come from upsells or cross-sells , make this goal specific by identifying what types of clients you’ll target. Client satisfaction. Upselling and cross-selling.

Strategic planning 100

Strategic planning Strategize Referrals Cross-sell 100

Martech

NOVEMBER 8, 2023

We examine how marketers do the core functions of these strategies and what the high-performing programs do differently to isolate success patterns and share them with our clients. The key takeaway? All customers are not created equal, and all revenue isn’t necessarily profitable. How the decision was made. Get MarTech! In your inbox.

Customers 130

Customers Construction B2B Cross-sell 130

Sales Hacker

SEPTEMBER 2, 2020

The best sales teams don’t just sell — they keep customers happy and drive serious upsell, cross-sell, and expansion revenue. This is where a sales rep physically meets a potential customer to discuss needs, budgets, volumes, prices, requirements, timelines, and other contract details.

Inside sales 130

Inside sales Cold Call Contract Price 130

Hubspot

FEBRUARY 24, 2025

Five years into my B2B marketing career, I noticed a pattern: The clients who said yes were the ones whom I understood not just their stated needs but their underlying motivations through conceptual selling. Table of Contents What is conceptual selling? While traditional selling asks, What do you need?

Sell 46

Sell Drivers/motivators Objectives and Key Results Cross-sell 46

Salesmate

MAY 13, 2021

The most significant error is not setting up your workflow automation to reach out to potential clients. You can also use additional strategies to market your SaaS like targeting prominent clients that will significantly impact your bottom line. to help them lock in some of their biggest clients. Image Source ). Image Source ).

CRM 97

CRM Contract Referrals Follow-up 97

Salesforce

MARCH 3, 2025

A Deal Desk is a cross-functional team that streamlines the closing of sales complex and non-standard deals, handling everything from quote to cash. This includes everything from securing approvals and ensuring every contract is compliant. This includes setting prices, drafting custom contracts, and keeping service delivery on track.

Legal 59

Legal Contract Finance Non-Profits 59

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Account A business, customer, lead, or prospect a company engages with to sell products or services to. Annual contract value (ACV) The average annual revenue generated per customer contract.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

Sales Hacker

DECEMBER 4, 2020

That’s what selling without a sales dashboard is like. This not only takes time away from selling, it can introduce a lot of opportunities for mistakes. Sales leaders can use a dashboard to understand the game their team is playing as they sell and identify where reps may need help or extra training. What is a Sales Dashboard?

Pipeline 135

Pipeline Cross-sell CRM Sales 135

Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. According to Gartner, 77% of B2B buyers say their most recent purchase felt “very complex or difficult,” highlighting the importance of thorough product knowledge for anyone selling or supporting a solution.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

A Sales Guy

DECEMBER 21, 2019

I love the success stories I get from people who’ve read Gap Selling. I never expected the level of success Gap Selling would have or the impact it would have on readers sales careers, it’s been amazing to read about. Eric got an early copy of Gap Selling and has had just about a year to measure it’s effects.

Sell 88

Sell Cross-sell Hospitality Contract 88

Hubspot

APRIL 2, 2018

Do you have any questions about the contract?". Contract questions. Never comment on a contract or proposal over email. Do you have any questions about the contract?”. If you try to handle this objection over email, you risk dragging out the deal, losing your prospect’s interest, and even losing the contract.

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

Veloxy

AUGUST 31, 2023

Instead, it lists the tactics our clients use at Veloxy. From long-lasting client relationships to face-to-face meetings , field reps can make all the difference in innovation by continually supporting customer needs. And while you can always push a product for the sake of selling it, you’ll only sell it once.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Hubspot

AUGUST 2, 2022

SaaS selling — and SaaS revenue — are distinctly different from traditional sales and require a new approach to maximize their potential. SaaS businesses should also make a concerted effort to establish reliable contracts, identify and convert new customers, and increase monthly revenue generation through both upselling and cross-selling.

Contract 74

Contract Cross-sell Up-sell Clients 74

Salesmate

DECEMBER 28, 2020

You are an agency driven by creativity and innovation; you customize your services for your clients according to their needs. But is this enough to retain your clients for long? But that should not lead to the loss of clients in any way, which is why relationship-maintenance plays a crucial role in defining your business’s success.

CRM 119

CRM Relationship Management Clients Pipeline 119

Hubspot

AUGUST 2, 2021

No matter what you sell, you aren’t just selling a product — you’re also selling the people behind it. If you’re visiting a client, you’re likely hoping for a long term relationship. Uncovering Opportunities for Cross-Selling or Upselling. Make dinner reservations for you and your clients.

Customers 92

Customers Cross-sell Referrals Clients 92

Martech

JUNE 27, 2023

Sell, close. But clients thirst for at least a general sense of whether a vendor is likely to fit their budget. Ecommerce is perfect for selling low-margin replacement parts, financing solutions and warranties. Explain your products and services and how they solve business problems. Motivate interaction. Capture visitor data.

B2B 122

B2B Customers Cross-sell Price 122

Sales Hacker

FEBRUARY 2, 2021

To put it simply, a sales cycle is the journey a potential client embarks on that begins when they develop an interest in a product to when they make a purchase. This process involves identifying potential clients who might be interested in your product or service. Cross-selling and up-selling are sometimes used during this stage.

Sales 111

Sales Cross-sell Pipeline Negotiate 111

Veloxy

APRIL 11, 2023

It helps eCommerce companies personalize communications, upsell/cross-sell, and reduce cart abandonment rate. With this information, you can better understand your clients and prospects and provide more relevant offers, improving the customer experience and sales engagement. Pricing: You can access basic features for free.

Pipeline 130

Pipeline Sales CRM Price 130

RingDNA

MARCH 26, 2025

If you live for weekend trout fishing trips you might slip it in there, but not at the expense of describing the products or services you are selling. For example, say you sell commercial property insurance. SDRs & Sales Reps: LinkedIn is the perfect playground for social selling. Forget cold calling as your only tool.

Closing 62

Closing B2B Sell Referrals 62

Hubspot

MARCH 15, 2019

Picture this: You work for a cloud computing company that sells a cloud photo storage platform. Customers sign a contract for a yearly subscription and they pay a monthly fee to use the photo storage service. Expansion MRR is also known as an upgrade and can also result from an upsell or cross-sell.

Contract 97

Contract Cross-sell Commission Represent 97

Gong.io

AUGUST 3, 2022

Closing new contracts is important, but retaining and increasing revenue from existing accounts is crucial for maintaining and growing ARR. For individual clients, we can ask, “What was it that the customer wanted to achieve originally? Renewal opportunities occur when a customer’s current contract comes to an end.

Customers 87

Customers Cross-sell Contract Price 87

Hubspot

DECEMBER 28, 2017

What is relationship selling? Relationship selling is essential if you have a high average selling price (ASP),” explains VidScale COO Adam Rizika. What is transactional and relationship selling? Relationship selling, on the other hand, is effort- and research-intensive. Relationship selling examples.

Sell 101

Sell Cross-sell Negotiate Technique 101

Sales Hacker

JUNE 13, 2023

Company founders do a lot of the selling in the early days. Then there’s a logistics stage covering contract details. If you sell cars, what decisions does a buyer need to make before they are ready to buy? If what you sell is diverse enough to need to do this more than once, do it more than once.) Don’t skip steps.

Process 110

Process Cross-sell Sales Finance 110

Salesmate

DECEMBER 8, 2020

Moreover, working with well-known clients can also bring credibility that can lead to better things. Yes, you’ll find many hurdles on the path while selling to enterprises, but a firm determination and constant hard work can lead you to success. A different and long pathway while selling to enterprises. – Robert Coller.

Sell 103

Sell Cold Call Negotiate Cross-sell 103

Sales Hacker

JUNE 3, 2021

B2C customers are usually individuals while B2B clients are companies with one or multiple contacts. How do B2C and B2B clients differ? B2C clients are buying a product or service directly from you, which in most cases is for their own use. B2B clients are purchasing your products to use in their manufacturing process (e.g.

B2C 97

B2C CRM B2B E-commerce 97

Salesforce

APRIL 29, 2022

This works whether you sell and deliver energy or act as the delivery system on behalf of a third-party. It created a new strategic initiative by offering zero carbon transition as a service, and embraced the Salesforce platform for a client-centric approach that worked anywhere in the world. Adapt for the future.

Technology 98

Technology Technology Customers Cross-sell 98

Salesforce

JUNE 14, 2023

Let’s face it: Hard sells and flashy demos can be effective ways to close. Not only will this help you build trust, which makes it easier to sell , but it will open the door to long-term relationships that can lead to upsells and cross-sells. But not always. No such team in your organization?

Gaming 95

Gaming Cross-sell Referrals CRM 95

Sales Hacker

MARCH 19, 2020

If your company is struggling to sell into one industry but is closing at a massive clip in another industry, you can bet that trend will continue. Higher average contract values. The data behind client success is incredibly powerful. Fully enriched client database? Client satisfaction and engagement scores?

Growth 98

Growth Customers Referrals B2B 98

PandaDoc

AUGUST 22, 2024

Remember, the SaaS niche is highly competitive (as a SaaS company with tens of thousands of clients, PandaDoc knows this firsthand), and you need an advantage to take the lead in it. SaaS sales is the art of selling software-as-a-service (SaaS), focused on methods to obtain new customers while retaining/upselling existing ones.

Contract 52

Contract Cross-sell Legal Drivers/motivators 52

Search Engine Land

JANUARY 6, 2023

2009: Previously if users entered a business name on the Maps client as a directions end point, Google might not recognize it. Google Confirms Layoffs Of Contract Employees. 2009: Google released “a substantial number” of its contract and temporary employees, but the exact number wasn’t known.

Sports 114

Sports Gambling Manufacturing Launch 114