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 63

Cross-sell Customers GTM A/B testing 63

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 Sales B2B 98

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. Roivenue: $20k ACV and $614k ARR.

Inside sales 109

Inside sales Cold Call Contract Price 109

SBI

NOVEMBER 2, 2017

For example, Model N provides solutions for Finance and Product teams to maximize revenues by designing more effective pricing and discount programs, and analytical solutions to develop new product launch strategies that maximize sales in a global market.

Cross-sell 52

Cross-sell Finance Contract Legal 52

Sales Hacker

APRIL 21, 2021

Now, the AE must work with sales ops, salesforce admins, and legal to close this opportunity. It may take days before the rep can actually send a contract for signature. The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. What matters is solving gaps.”.

Finance 101

Finance GTM Cross-sell SQL 101

PandaDoc

AUGUST 16, 2021

In an ever-growing contract and proposal software market, and a future that’s more digitized than we could have ever anticipated it would be, new tools and solutions are getting launched almost every year. As per G2, “PandaDoc is ideal for anyone that needs to send multiple contracts within a single deal.

Price 52

Price Contract Proposal Writing Legal 52

SaaStr

NOVEMBER 19, 2019

From that point on, we built a product and we launched it in February of 2008 out of a back of a coffee shop with one employee. Nancy Ham : I had to cross idea number one off my list of rationalizing marketing. The demo is the sale and we close everybody in month. So we launched the company in February of 2008.

Closing 66

Closing Customers Niche Cross-sell 66

ConversionXL

JUNE 2, 2022

When leads cross over the MQL threshold, the platform alerts reps with a summary of that activity, and a series of insights to power up their next sales outreach. How GumGum uses personalized content to close enterprise B2B companies. When launching a new product , account-based marketing has two strong cards to play.

Launch 100

Launch Campaign Pipeline Growth 100

SaaStr

AUGUST 12, 2020

Rather than having this erratic schedule around hitting sales targets, or hitting releases, that there’s a feeling that just quarter after quarter the company keeps shipping and selling. So, we studied what they were doing very closely, I read, Mark Benioff has a great book called Behind the Cloud, which I recommend to everybody.

Finance 107

Finance X-functional Launch Objectives and Key Results 107

Highspot

JUNE 22, 2021

Mastering new skills in sales is challenging, even for top sellers — to say nothing of the core selling techniques that reps need to be successful. There are many ways to approach sales, but the most common methods can be summarized as transactional selling, solution selling, consultative selling, and provocative selling.

Technique 82

Technique Negotiate Cross-sell Sales 82

Salesforce

NOVEMBER 2, 2023

That’s the beauty of effective cross-selling. What you’ll learn: What is cross-selling? See how it works What is cross-selling? Cross-selling is a sales strategy where a seller offers complementary products or services to existing customers, delivering more value while increasing revenue.

Cross-sell 69

Cross-sell Sell Quota Pitch 69

InsightSquared

NOVEMBER 19, 2018

You have one month left in your year to close out strong. The pressure is on and invariably, you will be there the last day of the last month to close business. How can you close out 2018 successfully? Pulling a rabbit out of the hat to close out Q4 is not a strategy. Ideally, it’s a solution procurement and launch plan.

Pipeline 78

Pipeline Cross-sell Cold Call Territory 78

PandaDoc

APRIL 12, 2023

Whether you’re selling a physical product or a service, you need to find the best ways to reach your target audience. The definition of sales channels Sales channels are the methods or pathways businesses use for selling their products and services to consumers. The right sales channels can help you do this.

B2C 52

B2C Cross-sell Retail Sales 52

Gong.io

JULY 21, 2021

Once you’ve moved your org beyond ‘ What is revenue operations ”, they’ll know that it’s more than hosting a few cross-functional meetings. . This team is all about creating cross-functional partnerships. Is your goal selling to more customers? Boosting annual contract values? So what does a Revenue Ops team look like?

Growth 62

Growth GTM Cross-sell Pipeline 62

Sales Hacker

FEBRUARY 7, 2018

One of the key shortcuts is to use automated forms of outbound to identify leads that want to have a meeting and use low-cost sales resources to run those meetings in an effort to close. In 2016 Randy was on track to grow the business from $4M to $6M with a big deal that could take it close to $7M. HIT THE LAUNCH WINDOW.

Growth 87

Growth GTM SQL Strategic partnership 87

SaaStr

MAY 14, 2023

Algolia went from zero to seven figures in revenue in 12 months, and the launch of their search as a service product, and grew pricing from $19 a month to $100,000, which sounds amazing. Greenhouse followed a similar path to Talkdesk and should cross $10 million ARR later this year, up from almost nothing at the start of the year.

Price 90

Price Start-ups Up-sell X-functional 90

Sales Hacker

MARCH 19, 2020

RELATED: Digital Sales Data: The (Real) Secret to Moving Deals from Prospect to Closed. 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. How does machine learning come into the picture?

Growth 76

Growth Customers Referrals B2B 76

Lead Fuze

AUGUST 6, 2021

By collecting and cross-referencing in sales data analysis, it’s possible to build highly-personalized value propositions tailored to the specific needs of each customer segment. If you want to increase revenue fast, start by reaching out to customers to cross-sell and up-sell products you think could also meet their needs.

Objectives and Key Results 64

Objectives and Key Results Click Through Rate CTR Cross-sell 64

Smarter With Gartner

JULY 2, 2021

Is this something we could be successful at selling? When initiating hi-tech product planning, find alternative products close to your offering that are already in the market. But building an MVP generally requires a meaningful investment from the engineering team and cross-functional involvement to introduce the MVP to market.

Product 82

Product Minimum Viable Product Drivers/motivators Technology 82

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. Launching the invasion. They sometimes even seek them out even before a formal marketing program has been launched. Chasm as the single biggest challenge.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

PandaDoc

APRIL 11, 2023

For B2B products, the price is closely tied to potential return on investment (ROI): how fast the money spent on a product or service will return with the revenue it generates. Brand Knowing all the nuances of the brand you’re selling is extremely important for sales efficiency. that the devices require and/or support.

Education 52

Education Product Customers Sales 52

Martech

OCTOBER 23, 2023

During Weinberg’s cross-examination by Google, Google’s lawyer pointed out that DuckDuckGo’s market share is lower in Europe compared to the United States, even in countries where a default search engine choice screen has been introduced. Search engine users do not have a choice, says DuckDuckGo (Sept. Pitching Bing to Apple (Oct.

Trust 76

Trust Objectives and Key Results Engineering Negotiate 76

Sales Hacker

MARCH 2, 2021

Outreach has been a longtime sponsor of this podcast and they just launched a new way to learn. That’s when I felt really bad selling people that, even though they were signing up for it themselves. I left print media because it was an industry that was contracting. But obviously, the media world was contracting.

Referrals 59

Referrals Contract Cross-sell Sales 59

Gong.io

FEBRUARY 9, 2019

Looking for a rich list of sales techniques and tips you can use to close more deals? After all, you can’t close any deals if you don’t have a pipeline to work with. I wanted to start the prospecting section with this tip, but I was afraid that you’d roll your eyes and close it immediately. Quick Links 1. Prospecting 2.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

SBI

FEBRUARY 25, 2020

These are the sentiments that describe their view of CAPs: The advocate program is like a reference “help desk,” lining up references for salespeople in the 11th hour of the sales cycle: reactive, tactical; a necessary evil to close deals. Your company: is launching a new product/service offering. A CAP can harness that potential.

Customers 49

Customers Strategize Cross-sell B2B 49

SaaStr

MAY 8, 2020

How have you seen the best engage with offering pilots, and what’s the structure of the pilots that you tend to advise when selling to enterprise? So, our company, Arthur, an explainable AI company, realized that the regulated industries they sell into also want their solution on prem, even during a pilot phase.

Cross-sell 67

Cross-sell Contract Start-ups Up-sell 67

Sales Hacker

DECEMBER 23, 2019

Every sales org feels the pressure to close deals faster. Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes,all right in your CRM. Create custom contracts in a click, sign them digitally, and automatically pull data back into your opportunities. Outreach has your back.

Contract 53

Contract Cross-sell Growth Campaign 53

SaaStr

OCTOBER 22, 2020

As for Ryan, he has spent an incredible 9 years at Okta in numerous different roles starting with running the product marketing team before moving to run the marketing team, leading to his promotion to CMO close to 5 years ago now. How does Ryan ensure cross-function working seamlessly from the very beginning with marketing? *

Pipeline 64

Pipeline Cross-sell Launch Start-ups 64

PandaDoc

OCTOBER 13, 2022

Just like Pipedrive, HubSpot CRM will help a new team to launch their operations fast while also delivering a wide coverage across marketing, customer support, email campaigns, and lead generation operations. Zendesk Sell CRM. Zendesk Sell is an extension of the famous helpdesk platform. Our approach to sourcing data.

X-functional 52

X-functional Territory CRM Lead generation 52

SaaStr

MAY 27, 2020

Maybe you want to launch a business. So people were paying people to take their futures contracts. It doesn’t mean these companies are yet out of cash, but they’re getting pretty close. Executives at companies are told, engage with startups, launch new initiatives, be first to market. FULL TRANSCRIPT BELOW.

Finance 74

Finance Government Price Contract 74

Spiro Technologies

APRIL 12, 2023

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving, and selling products, and of course, having fun along the way. And we service both OEM folks as well as larger distributors who ultimately then sell to OEMs. And when we sell new licenses software, we just turn them on.

E-commerce 52

E-commerce Manufacturing Education Cross-sell 52

Spiro Technologies

APRIL 12, 2023

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving, and selling products, and of course, having fun along the way. And we service both OEM folks as well as larger distributors who ultimately then sell to OEMs. And when we sell new licenses software, we just turn them on.

E-commerce 52

E-commerce Manufacturing Customers Education 52

SaaStr

MARCH 31, 2020

If you’re a founder and you have a product leader, a head of product or a PM and that person fails two launches or three launches successfully, that person is out. Because that person failed at doing that job, which is launching product successfully. So the first model is the cross- functional model.

Growth 52

Growth Engineering Launch Commission 52

SaaStr

MARCH 19, 2019

I’ve been doing that for three and a half years, so I got to join before we launched our platform, launch it and scale it from there. When we launched our platform we actually were taking our APIs and making them consumable to third parties for distribution on an app directory. Ceci Stallsmith : Awesome.

Engineering 46

Engineering Launch Contract Start-ups 46

SaaStr

AUGUST 15, 2020

I mean, we can talk a lot about this, but that’s a little bit about where we’re headed on that, but it’s definitely a change in selling process, and then it’s definitely a change in the journey. Nick Mehta: That’s well said, that’s a good way to close out. That’s incredible value.

Retail 75

Retail Start-ups Drivers/motivators Up-sell 75

SaaStr

OCTOBER 15, 2019

Unlike when selling into SMB businesses that kind of can go from a demo, to a conversion, to a close in a matter of days, enterprise sales is a lot more complicated and it’s hard to navigate through. So don’t expect that you can take your product that you sell now to SMB’s and sell the same thing to big companies.

Pipeline 58

Pipeline Manufacturing Up-sell Cross-sell 58

Sales Hacker

JULY 8, 2020

Conga is changing the way the world works by modernizing, streamlining and automating your documents, contracts, and processes to make it easier to do business. Again, there are plenty of people out there who can help you buy and sell real estate. Businesses run on documents. Great company, Conga. That makes it a really cool challenge.

Real Estate 113

Real Estate Strategize Launch Commission 113