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. As a test, they added our pop-up banners to their home page.

Gaming 95

Gaming Cross-sell Referrals CRM 95

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.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

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 126

E-commerce Cross-sell Contract Up-sell 126

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. Don’t worry.

Cross-sell 136

Cross-sell Contract Sales CRM 136

PandaDoc

MAY 9, 2024

Document workflow software like PandaDoc increases close rates and shortens sales cycle lengths. Let’s look at the elements that make up the sales velocity definition. You may find out that you need to speed up the pace of deals for SMBs, while a longer sales cycle is optimal for enterprises. What is sales velocity?

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

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

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. Target your email list.

Technique 98

Technique Cold Call Contract Cross-sell 98

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 138

Contract Cross-sell Price Growth 138

Salesmate

JULY 8, 2020

You can take this approach to the next level by setting up retargeting ads across FB, Google Ads, or Youtube, that pushes these prospects to a landing page where you offer a content upgrade. If you’re serious about applying this approach, I recommend you buy the book Sell Like Crazy , by Sabri Suby. Sell their goals.

Pipeline 126

Pipeline Negotiate Contract Objectives and Key Results 126

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. They are faced with doing more with less time. 7 sales processes you can automate now.

Process 87

Process Cross-sell Contract Negotiate 87

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 enterprise sales, onboarding includes: Setting up and executing training sessions with different user groups (i.e. Bringing more customers up to higher pricing tiers.

Customers 87

Customers Cross-sell Contract Price 87

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

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 98

Commission Contract Cross-sell Sales 98

Sales Hacker

JULY 25, 2022

But before we open up the hood, let’s review some sales performance dashboard basics. Before a new customer deal can close, an SDR has to find that customer. All of these metrics ladder up to the ultimate goal of bringing in qualified leads. The elements of a good sales performance dashboard. Building an SDR manager dashboard.

Engineering 100

Engineering Objectives and Key Results Cross-sell Pipeline 100

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. If you offer up a traditional, more passive response, your buyer will continue on autopilot — not even giving you a second thought when the call ends. What a disarming reply!

Contract 77

Contract Cross-sell Prospecting Follow-up 77

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. We can set up dashboards to see progress in real-time , and we can measure just about anything. isn’t enough. In short, sales KPIs help us understand if we’re doing a good job.

Contract 62

Contract Quota Objectives and Key Results Sales 62

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 74

Customers Contract Cross-sell Account management 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. Let’s say you’re looking to implement a new email marketing campaign , and you need an email automation platform to set it up. Inside sales vs. outside sales .

Inside sales 62

Inside sales Commission Outside Sales Quota 62

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. Up to $2M, the founder was supporting all of that. Get more new customers.

Cross-sell 65

Cross-sell Customers GTM A/B testing 65

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

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 76

GTM Cross-sell Government Legal 76

Salesforce

SEPTEMBER 19, 2023

Get AI-driven insights that help you boost revenue Sell smarter with a revenue intelligence platform built into Sales Cloud. Speed up revenue growth with actionable intelligence and insightful visualizations to address pipeline gaps and hit forecasts. Revenue intelligence is a data-driven way to sell.

Pipeline 59

Pipeline Cross-sell Finance Electricity 59

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

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? Next up is budget. If what you sell is diverse enough to need to do this more than once, do it more than once.)

Process 89

Process Cross-sell Sales Finance 89

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. How can you open up new paths for your B2B customers to buy?

Sales Experience 98

Sales Experience Cross-sell Sales B2B 98

InsightSquared

APRIL 14, 2021

If your organization isn’t taking advantage of automated activity capture, you, along with every report that relies on the data within your CRM, are set up to fail. . Average Annual Contract Value. As revenue leaders, we often get caught up in the hectic, day-to-day challenges facing us. Focus on Reactive vs Proactive.

Contract 62

Contract Territory Cross-sell Pipeline 62

Hubspot

NOVEMBER 20, 2023

In the ever-evolving world of sales, account executives play a crucial role in nurturing leads and closing deals. Say I'm an account executive and want to send a follow up email. While winning new customers is obviously a key role of account executives, many also must focus on cross-selling and upselling current customers.

Cross-sell 56

Cross-sell Contract Contact Prospecting 56

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

Hubspot

AUGUST 25, 2022

You pick up the phone and no one is answering your calls. Put down your phone, close your laptop, and take a long, deep breath. You may find that the major deal you were about to close distracted you from prospecting and you made fewer calls this month. Revisit leads that didn’t close. Follow up with customers.

Cold Call 82

Cold Call Drivers/motivators Pitch Cross-sell 82

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

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

Salesmate

OCTOBER 15, 2020

A dried-up sales pipeline is an unpleasant sight that most sales reps dread. 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. You cannot cast your net wide and sell to everyone, so lead qualification is necessary.

Pipeline 143

Pipeline Negotiate Appointment Sales 143

Salesmate

DECEMBER 8, 2020

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. Selling to a large enterprise is a different game. One must expect a long journey while selling to a large enterprise.

Sell 103

Sell Cold Call Negotiate Cross-sell 103

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. Many of them will get gobbled up by the large platforms. Org Building Ideas for Cross-Border Companies. That means showing up in every quadrant of your category, hiring A players, putting yourself out there. Silicon Valley has a deep talent bench.

GTM 86

GTM Cross-sell Niche Strategize 86

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

Hubspot

OCTOBER 11, 2019

This is where personal selling comes into play. Personal selling is the key to a well-balanced sales organization, and, in this guide, we’re going to explain why that’s the case. Personal selling is most commonly used for business-to-business (B2B) selling, although it’s also used in retail and trade selling, too.

Sell 80

Sell Cross-sell Negotiate Up-sell 80