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

Veloxy

AUGUST 31, 2023

From long-lasting client relationships to face-to-face meetings , field reps can make all the difference in innovation by continually supporting customer needs. If you’ve been meeting quota attainment for the past few months in a row, then you’re clearly underplaying your real potential.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Veloxy

APRIL 11, 2023

It helps eCommerce companies personalize communications, upsell/cross-sell, and reduce cart abandonment rate. Time and cost savings: By automatically tracking statistics, AI can measure the willingness of a lead to close a deal. Let’s assume a sales specialist struggles with closing a deal at a certain point.

Pipeline 130

Pipeline Sales CRM Price 130

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

Salesmate

JULY 8, 2020

If you’re serious about applying this approach, I recommend you buy the book Sell Like Crazy , by Sabri Suby. Meeting Prospects. Meeting prospects is an important step on the path to a conversion. Some people like to meet face-to-face. You should get your lead to complete some activity before the meeting.

Pipeline 126

Pipeline Negotiate Contract Objectives and Key Results 126

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

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

Sales Hacker

JULY 25, 2022

Everyone on your team must meet their specific goals in order for your engine to operate efficiently. Before a new customer deal can close, an SDR has to find that customer. Future meetings. Once an SDR has secured a qualified lead, they tap an account executive (AE) to give demos, negotiate contracts, and drive the deal home.

Engineering 102

Engineering Objectives and Key Results Cross-sell Pipeline 102

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. But as sales reps well know, a successful call ends with a concrete calendar meeting, not a vague “Let’s talk later.” Meeting booked, and attention earned. It’s incredibly easy.

Contract 76

Contract Cross-sell Prospecting Follow-up 76

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

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. Outside sales refers to the process of sending an actual salesperson into the field to meet with prospective customers.

Cold Call 98

Cold Call Technique Contract Cross-sell 98

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 69

Contract Cross-sell Up-sell Clients 69

Martech

JULY 14, 2022

It changes depending on the type of product you’re selling and the market you are pursuing. Gil Canare, VP of Global Digital Marketing at Genpact, offers a guide to how you can analyze your ABM needs and build a cohesive plan to meet them. You have to sell to them differently. They buy differently.”. Customer knowledge.

E-commerce 105

E-commerce Cross-sell Contract Up-sell 105

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. Effective time management and organizational skills are vital for prioritizing responsibilities, meeting deadlines, and consistently delivering top-notch service. Want To Close Sales Easier?

Account management 52

Account management Negotiate X-functional Cross-sell 52

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 75

Customers Contract Cross-sell Account management 75

PandaDoc

MAY 9, 2024

Document workflow software like PandaDoc increases close rates and shortens sales cycle lengths. Qualified leads meet criteria such as having the budget or buying authority for your product or service. A SaaS provider sells document workflow software for businesses of all sizes. What is sales velocity?

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

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. Implementing a review meeting cadence (ending with QBRs every quarter to track progress). Renewal opportunities occur when a customer’s current contract comes to an end.

Customers 87

Customers Cross-sell Contract Price 87

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

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. And businesses tend to think of each stage as a meeting or call. If you sell cars, what decisions does a buyer need to make before they are ready to buy? It often comes about like this. Don’t skip steps.

Process 90

Process Cross-sell Sales Finance 90

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. Makes it easy for customers to schedule a call or video meeting when they need help. Simplifies mass marketing upsell and cross-sell efforts.

Cross-sell 40

Cross-sell Technology Technology Account management 40

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. Or maybe a customer made a comment in a meeting that should have raised a red flag — but that flew under the radar instead. We could all use better radar.

Pipeline 59

Pipeline Cross-sell Finance Electricity 59

SaaStr

SEPTEMBER 1, 2021

You set it at the beginning of the year, but we meet with the revenue organization on a bi-weekly basis, we sit down, and we look at our target list of accounts, and we keep it as a living document,” Peters says. Closing the Deal is Not the Finish Line. It pays to embrace a more fluid approach: “The market is a lot more dynamic now.

Cross-sell 77

Cross-sell Contract Pipeline Strategize 77

Salesmate

OCTOBER 15, 2020

In this detailed guide, you will get to know various aspects of the sales pipeline to develop a more disciplined and structured approach for closing more deals. A pipeline visualizes the lifecycle of potential buyers from the initial contact to the closing stage. A healthy pipeline can help in meeting your revenue goals.

Pipeline 143

Pipeline Negotiate Appointment Sales 143

The 5% Institute

JUNE 12, 2023

They serve as the main point of contact, understanding clients’ needs, addressing their concerns, and providing appropriate solutions to meet their requirements. They identify new business opportunities, pitch products or services, negotiate contracts, and close deals to achieve sales targets. Want To Close Sales Easier?

Negotiate 52

Negotiate Relationship Management Contract Clients 52

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. Early sellers are meeting quotas. Being truly cross-functional.

Cross-sell 65

Cross-sell Customers GTM A/B testing 65

Hubspot

AUGUST 25, 2022

After countless attempts to connect with prospects and land a meeting to no avail, you’ve hit a wall. Put down your phone, close your laptop, and take a long, deep breath. Number of meetings scheduled. You may find that the major deal you were about to close distracted you from prospecting and you made fewer calls this month.

Cold Call 82

Cold Call Drivers/motivators Pitch Sales 82

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 55

Cross-sell Contract Contact Prospecting 55

Sales Hacker

FEBRUARY 2, 2021

A sales cycle is a term used to describe the sales process steps, beginning when a sales rep identifies a potential customer to follow up after closing the sale. Sales prospecting is to find qualified leads that are close to being ready to buy the advertised business or service. Closing the sale. What Is a Sales Cycle?

Sales 105

Sales Cross-sell Pipeline Negotiate 105

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

Highspot

DECEMBER 5, 2023

Benefits of a Well-Defined Sales Process The benefits of having a sales process extend far beyond meeting quarterly quotas. Essential Steps of the Sales Process Navigating the sales process is a journey with a specific destination – closing the deal. Close the Deal Closing the deal is the culmination of your sales efforts.

Process 52

Process Real Estate Objectives and Key Results Negotiate 52

Gong.io

JULY 27, 2022

For customer success teams , then, that means it’s crucial to meet regularly with key stakeholders to assess product usage, review performance, and align on strategic organizational goals. It’s wise to come to the table with a few ideas, but this section of the quarterly business review meeting agenda should be very consultative.

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

Sales Hacker

SEPTEMBER 25, 2019

5 tips to successfully cross the chasm to mass adoption. Then , leverage that success to sell to “early majority,” AKA pragmatists. For now, we need to move on to the 2 rules for boosting adoption and growth from day one, so you set a solid foundation for crossing the chasm. You’ve heard the “always be closing” mantra, right?

Growth 74

Growth Cross-sell Contract Education 74

Hubspot

DECEMBER 7, 2023

Set up a meeting with your manager to review your performance year-to-date. Take advantage of team selling. People aren’t likely to have meetings on their last day in the office before taking a vacation. Every Q4, reassess opportunities that you’ve spent time on but didn’t close in the past year.

Quota 84

Quota Strategize B2C Transportation 84

Hubspot

OCTOBER 19, 2017

Quota attainment, or the percentage of salespeople meeting or exceeding quota, tells you whether your quotas are too high or low. Take a look at your pay structure to see if you’re pulling the right levers to get reps to sell. Not only is the probability of closing lower, but the sales process will likely take longer.

Quota 91

Quota Cross-sell Contract Negotiate 91

Highspot

JANUARY 31, 2020

Sales excellence is defined as the consistent outperformance of key growth objectives, achieved by strategic, cross-functional initiatives. Percentage of time spent on selling activities. If sales regularly meets or exceeds your goals, it’s clear you have the processes and programs in place to achieve sales excellence.

Growth 98

Growth Quota Sales Contract 98

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

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