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. The Top 7 Best Salesforce Automation Tools. source of image. source of image.

Appointment 147

Appointment Territory Cross-sell Contract 147

SBI

DECEMBER 28, 2020

Nasdaq: TTGT), the global leader in B2B technology purchase intent data today announced the closing of the previously announced acquisition of BrightTALK Limited, a private company incorporated in England. The Company expects to close the transaction by the end of the year, subject to the satisfaction of customary closing conditions.

Closing 50

Closing Finance Contract Cross-sell 50

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. It will be worth every penny.

Gaming 95

Gaming Cross-sell Referrals CRM 95

Martech

NOVEMBER 8, 2023

I nerd out on this topic quite a bit and ran across a scholarly article a few months ago where the author identified that these profit-sucking customers make their way through cross-selling and upselling at about the same rate as their acquisition. The key takeaway? Forget total addressable market (TAM). How the decision was made.

Customers 115

Customers Construction B2B Cross-sell 115

Salesmate

FEBRUARY 11, 2020

It’s a no-brainer that sales methodologies help businesses sell better and choose better customers for life. A normal salesperson will focus more on the closing stage of the sales process whereas the Sandler salesperson will concentrate most of his energy on the qualification process. Up-front contracts. Sounds a bit confusing?

Cross-sell 136

Cross-sell Contract Sales CRM 136

SaaStr

MARCH 27, 2023

But they are a clear sign to the sales org that there is at least a cost to closing low quality deals. I find this is very helpful in curbing sales rep behavior that crosses the line into too aggressive. Once cash flow is better established, pay more deals when the contract is e-signed. You don’t want blockers.

Commission 96

Commission Contract Cross-sell Sales 96

Salesforce

JULY 28, 2022

Elyse Archer , founder and CEO of She Sells, said this should start with the customer need: “What can you change in your processes, systems, and delivery to serve them best now?” Additionally, simple tweaks to payment options and contract terms go a long way to addressing customers’ budgetary concerns. Speed up rep success.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Salesforce

SEPTEMBER 19, 2023

Sellers love the close. But focusing solely on the close is like a marathon runner trying to take a shortcut — you might get ahead, but you’ll be kicked out of the race. It helps you identify next steps and any roadblocks or delays so you can keep deals moving toward close. That’s where a healthy pipeline comes in.

Pipeline 59

Pipeline Objectives and Key Results Contract Cross-sell 59

Sales Hacker

OCTOBER 11, 2021

Sales teams feel constant pressure to speed up time-to-revenue and quickly close deals. Sales teams that are stuck manually toggling between different technology solutions are taking precious hours away from actually selling. To improve cross-team collaboration and reduce silos. Contract negotiations and order forms.

Process 85

Process Cross-sell Contract Negotiate 85

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 67

Contract Cross-sell Up-sell Clients 67

Gong.io

SEPTEMBER 21, 2022

But the thing is, simply asking, “how much did we sell this month?” This is much more powerful than simply saying your team closed $500k in sales. If revenue is increasing (from whichever source, be it newly acquired customers or from cross-selling opportunities), you’ll have more space to invest in expansion and internal investments.

Contract 62

Contract Quota Objectives and Key Results Sales 62

Salesmate

JULY 8, 2020

If you’re serious about applying this approach, I recommend you buy the book Sell Like Crazy , by Sabri Suby. Sell their goals. You might close a sale in this first meeting, of course. Your proposal can double as a contract. Not) Closing the Deal. Once both of you have signed the contract, it’s time to PARTY.

Pipeline 126

Pipeline Negotiate Contract Objectives and Key Results 126

Veloxy

AUGUST 31, 2023

And while you can always push a product for the sake of selling it, you’ll only sell it once. A lot of sales reps end up competing on who sold the most or what product is selling faster. Maybe you’re selling the right products to the wrong audience in the wrong market. However, salespeople tend to miss the bigger picture.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

SaaStr

FEBRUARY 1, 2022

This is trending to 50/50 now that Asana has crossed $400m in ARR, but still a reminder a self-serve motion combined with sales jumping on the bigger deals can scale very, very far. Sprout Social doesn’t only sell a low-end edition. It sells to customers S, M, and Larger. And they don’t push annual contracts.

Contract 137

Contract Cross-sell Price Growth 137

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. Customer success and account managers collaborate here to keep the buyer satisfied and to identify opportunities for expansion (through cross-sell and upsell conversations).

Customers 87

Customers Cross-sell Contract Price 87

Sales Hacker

JULY 25, 2022

Before a new customer deal can close, an SDR has to find that customer. This involves spending 1:1 time with their people to help them strategize, brainstorm, and develop their communication and selling skills so they can grow your pipeline. SDRs fuel the whole revenue engine by bringing in qualified leads to generate pipeline.

Engineering 99

Engineering Objectives and Key Results Cross-sell Pipeline 99

PandaDoc

APRIL 20, 2022

Engage in social selling. To clear this up: Outbound sales refers to the process of reaching out to prospects who haven’t indicated a direct interest in buying the product or service you want to sell. Method 1: Engage in social selling. The power of social selling is relationship-based. But they aren’t actually selling!

Technique 98

Technique Cold Call Contract Cross-sell 98

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 108

E-commerce Cross-sell Contract Up-sell 108

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 73

Customers Contract Cross-sell Account management 73

Hubspot

JUNE 21, 2023

Brush-offs are time savers — ways for prospects to get you off their back without much regard for what you‘re selling or how you’re selling it. Salesperson : “Well, if you looked at us last month and crossed us off, that was probably the right decision.” That means learning to be disruptive. We already use something for that.”

Contract 74

Contract Cross-sell Prospecting Follow-up 74

The 5% Institute

AUGUST 7, 2023

Such relationships not only lead to client loyalty but also open doors for potential upselling and cross-selling opportunities. The Art of Negotiation Negotiation skills are indispensable when managing contracts, pricing, and terms. Want To Close Sales Easier?

Account management 52

Account management Negotiate X-functional Cross-sell 52

SalesLoft

JULY 10, 2023

Accommodates large buying committees and account-based selling. Automates support workflows that promote customer retention with a trigger based on the contract end date. Customer growth What do retention, upselling, and cross-selling have in common? Simplifies mass marketing upsell and cross-sell efforts.

Cross-sell 40

Cross-sell Technology Technology Account management 40

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.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Salesforce

JUNE 2, 2022

Because it’s the greatest indicator of future sales bookings, or annual contract value (ACV). This is where sales teams manage all the details, like contacts at the account, what products the customer is interested in, the size of the deal, next steps, deal status, and when the opportunity is projected to close. Why pipeline?

Pipeline 98

Pipeline Engineering Growth Territory 98

SaaStr

DECEMBER 5, 2023

You don’t want to end up in The Valley of Death, where you can’t get the big dollar contracts. You have to expand your focus on how you sell and make it strategic to the C-suite. When you get to the phase of wanting to sell to Enterprise, it often breaks down at Enterprise needs. The warning — You have to be patient.

GTM 75

GTM Cross-sell Government Legal 75

SaaStr

OCTOBER 17, 2023

Sell to more existing customers. After you close a deal, you learn a lot about your customers. It’s one thing to bring the customer over the line and sell for the first time. Your selling team will 3x, and sales will become codified. Being truly cross-functional. Get more new customers.

Cross-sell 65

Cross-sell Customers GTM A/B testing 65

InsightSquared

APRIL 14, 2021

Average Annual Contract Value. Because of this, we tend to overlook the individual value customer contracts are bringing us each year. To calculate average annual contract value , take the dollar amount indicated in the contract (excluding any one-time fees) and divide it by the length of the contract (in years).

Contract 62

Contract Territory Cross-sell Pipeline 62

SaaStr

SEPTEMBER 1, 2021

Closing the Deal is Not the Finish Line. So you’ve moved the lead all the way through the pipeline, and sales closed the deal. You must also raise awareness about additional products or services that can be of use to the customer so that sales can cross-sell or upsell. So now you’re done, right? Actually, no.

Cross-sell 78

Cross-sell Contract Pipeline Strategize 78

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 87

Process Cross-sell Sales Finance 87

Salesforce

SEPTEMBER 19, 2023

Get AI-driven insights that help you boost revenue Sell smarter with a revenue intelligence platform built into Sales Cloud. Revenue intelligence is a data-driven way to sell. For sellers, that means guidance at every stage of the deal — who to reach out to, what to say, and what to sell.

Pipeline 59

Pipeline Cross-sell Finance Electricity 59

Salesforce

JULY 14, 2021

Workflows that automate contract reviews and approvals accelerate deal cycle times. Plus, they save your sales team time that can be devoted to finding and closing new business. Upsell and cross-sell rates. Let’s say you sell industrial equipment. Close rates. A “good” close rate will vary by industry.

Sales Experience 98

Sales Experience Cross-sell B2B Sales 98

Smart Calling

MAY 14, 2018

The old school, tactical methods of selling say that you should “assume the sale as soon as the prospect shows some interest.”. Or consider the sales rep who uses the old “Assumptive Close” and says, “Where will we be delivering this to?”, In other cases, they’ve already crossed it, when they call you to order, for example.

Cross-sell 76

Cross-sell Contract Closing Technique 76

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. Org Building Ideas for Cross-Border Companies. Having a leg in SV could help build a global team and work closely with customers. SV SaaS companies sell to other SV SaaS companies. It’s a close-knit buyer/seller group. Proximity to customers helps too.

GTM 85

GTM Cross-sell Niche Strategize 85

Hubspot

NOVEMBER 20, 2023

In the ever-evolving world of sales, account executives play a crucial role in nurturing leads and closing deals. For example, if a contract has been sitting unsigned for too long, I can use AI tools to trigger a personalized email reminder to the specific contact or prospect to sign or reach out to me with any questions.

Cross-sell 53

Cross-sell Contract Contact Prospecting 53

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

The 5% Institute

JUNE 12, 2023

They identify new business opportunities, pitch products or services, negotiate contracts, and close deals to achieve sales targets. They ensure client satisfaction, handle any issues or escalations, and identify upselling or cross-selling opportunities. Want To Close Sales Easier?

Negotiate 52

Negotiate Relationship Management Contract Clients 52

SBI

NOVEMBER 2, 2017

For Sales teams, Model N solutions streamline the Quote to Cash process with smart selling solutions like CPQ and Contract Lifecycle Management, designed to shorten sales cycles and maximize deal value. Nancy: What are the symptoms that indicate an organization would benefit from your solution?

Cross-sell 52

Cross-sell Finance Contract Legal 52