SaaStr

APRIL 30, 2025

Look at quota attainment, activity levels (calls, emails, demos), and conversion rates. Reps who get just three hours of coaching per month can increase close rates by 70%. Review lead quality, conversion rates by segment, and the effectiveness of your ICP (Ideal Customer Profile). Are you losing deals at a specific stage?

Cross-sell

Sales Gravy

JUNE 19, 2025

They close the deal, celebrate briefly, then immediately move on to the next prospect. When a customer churns, you lose all potential referrals, upsells, and cross-sells they could have generated. The Trust Equation That Changes Everything Most salespeople think selling is about convincing, but selling is about connecting.

Commission

Search Engine Land

JULY 16, 2024

The prospect of earning rewards motivates customers to choose a particular brand over competitors, especially when they are close to reaching a reward threshold. Cross-selling and upselling Loyalty programs serve as powerful tools for enhancing upsell and cross-sell initiatives through the invaluable data they collect from members.

Cross-sell

Sales Hacker

DECEMBER 17, 2024

Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. And how do you now think about sort of closing that gap between the user and the buyer? They’re signing the renewals, the cross-sell, up-sell.

GTM

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. That type of authenticity builds trust with leads before you even start the conversation.

Closing

PandaDoc

OCTOBER 15, 2024

As businesses and competition grows, more companies are turning to deal desk software to organize their processes and close more deals. Reduce your sales cycle and improve your close rate today with PandaDoc. Plutora saw a 10% close rate improvement with PandaDoc. hpc saw a 20% increase in close rate.

Legal

Sales Nexus

NOVEMBER 27, 2024

Mastering the Art of Empathy in Sales: An Inside-Out Guide to Selling In the fast-paced world of sales, success often hinges on more than just hitting quotas and closing deals—it’s about forming genuine connections with your prospects. The Inside-Out Selling: Reminders guide emphasizes that empathy starts with looking inward.

Cross-sell

Hubspot

JULY 22, 2024

I'm always saying, “Sound, well-structured business email templates are central to effective sales communication, initiating productive sales conversations, and sustaining relationships with prospects and customers.” They're typically sent following initial conversations, meetings, or proposals (shocking, I know.) Sounds good?”

Clients

Highspot

JANUARY 23, 2025

It teaches them important skills like listening closely, showing empathy, and being flexible. In other words, hard skills guide what sales reps sell, and soft skills determine how they sell to prospects. All of these consultative selling factors contribute to stronger client relationships. What is Soft Skills Training?

Objectives and Key Results

Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. A solid curriculum empowers: Sales to confidently build relationships, handle objections, meet customer expectations, and close deals faster. Sample Product Training Plan: New Sales Reps.

Product

Salesforce

NOVEMBER 19, 2024

Watch the loss column grow, and prepare for an uncomfortable conversation with company leadership. Your business will have to set firm red lines that cannot be crossed, no matter how badly the sales team wants to close a deal. This can be risky, but it can make sense if a business plans to rely on upselling and cross-selling.

Price

Sales Hacker

MAY 7, 2025

The importance of cross-functional stream teams for accelerating GTM initiatives. No fluffjust real strategies, candid conversations, and proven results. We identify cross-functional streams of work that have dependencies cross-functionally that we need to get done. My career accelerated when I helped other people.

GTM

Salesforce

JULY 24, 2025

But I wanted to sell something that challenged my mind, involved consultation of multiple strategic decision-makers, and had a measurable business impact on customers. Senior BDR : I mentored peers, ran cold calling sessions, and helped organise cross-functional events like Pipe Up Days. I found a mentor. Don’t overthink it.

Cold Call

RingDNA

JULY 1, 2025

A sales playbook contains all the best practices, sequences and conversational techniques that reps need to follow to be successful. It covers sequences for: Connecting with hot inbound leads Cold outbound Nurture Upsell/Cross-sell Don’t miss your chance to steal our most popular sequences, and tailor them to fit your own playbook.

Cross-sell

Salesforce

JULY 3, 2025

They take care of the repetitive, time-consuming tasks that slow you down, so you can focus on what matters most — connecting with customers, closing deals, and growing your business. Salesforce AI tools help you prioritize leads, automate emails, and generate smarter forecasts — giving you the insights you need to close more deals.

Technique

Highspot

NOVEMBER 24, 2024

Sales enablement training is a program designed to empower sales teams with the skills, knowledge, and tools they need to perform at their best, close more deals, and reach their goals. It’s typically a cross-functional initiative between sales and marketing. On the flip side, sales enablement provides the tools to sell better.

Pitch

Search Engine Land

AUGUST 7, 2024

Branded search refers to the specific terms and keywords closely associated with your brand. ” – Josh Justice , Division Portfolio Manager, Infinite Commerce If a competitor drives more conversions for your branded keywords, they might outrank you in the search results, even if they sell an inferior or unrelated product.

Campaign

Salesforce

OCTOBER 29, 2024

Developing a solid door-to-door practice can empower your sales strategy and help you close more deals. This practice also applies to canvassing — hanging physical flyers or starting conversations with people on the street to gather information. Closing: In this final step of the sales process, your prospect has decided to purchase.

Objectives and Key Results

Highspot

JULY 7, 2025

Key Takeaways Executing 1:1 and 1:few account-based selling strategies geared toward high-value target accounts is how leading enterprise sales teams drive sustainable revenue growth. Guide: What Good Client Engagement Looks Like Download free guide What is account-based selling?

Sell

Hubspot

JANUARY 14, 2025

Theyre someone who takes initiative, inspires their fellow salespeople, and drives revenue growth through an innovative approach to prospecting and selling. And, just as I mentioned, thats exactly where sales champions shine theyre not just deal-closers but dynamic professionals who go far beyond the basics of selling. You know this.

Negotiate

Heinz Marketing

MAY 15, 2025

Knowing who you’re selling toand how they make buying decisionsis key to building effective campaigns, aligning sales and marketing, and accelerating pipeline. Use this data to build a documented, cross-functional ICP definition. They focus on business goals, cross-functional collaboration, and professional outcomes.

Drivers/motivators

Salesforce

APRIL 2, 2025

Product-led sales is a sales strategy where users experience and engage with a product first often through a free trial or freemium model before sales teams leverage usage data to drive conversions and expansions. The product is the lead, but the sales-assisted motion will help close the deal. Learn more What is product-led sales?

Product

Highspot

JULY 3, 2025

The problem these go-to-market (GTM) leaders face today is building B2B sales enablement programs that best support their teams—from brand-new business development reps to established account executives—in their efforts to close high-value deals at scale. What is B2B sales enablement?

B2B

Sales Hacker

MAY 7, 2025

The importance of cross-functional stream teams for accelerating GTM initiatives. No fluffjust real strategies, candid conversations, and proven results. We identify cross-functional streams of work that have dependencies cross-functionally that we need to get done. My career accelerated when I helped other people.

GTM

SaaStr

AUGUST 7, 2025

One Exceptional Hire Beats Three Average Hires (And It’s Not Even Close) We held the line on hiring standards even when it slowed us down during hypergrowth. Adapt Decision Most companies would have tried to enable the existing team to sell both products. Every person had to learn the opposite product they weren’t selling.

GTM

Martech

APRIL 29, 2025

Why it’s useful: Cross-sell and upsell email performance hinges on relevance. Enhanced cross-channel reporting and link tracking What is it? Why it matters: Marketing is omnichannel, and having off-platform activity in your dashboards closes the loop on ROI measurement. Failed Email Sends report What is it?

Cross-sell

Salesforce

DECEMBER 20, 2024

Sure, you need to engage the right people with the right content, and you have to align with sales teams and work toward closing deals. When working with sales to help close deals, B2B marketers need to understand the sales funnel, including how customers move through the stages of an opportunity. Timing is crucial.

B2B

Highspot

JUNE 19, 2025

Uncover new upsell and cross-sell opportunities Staying engaged with customers as their business evolves helps you understand their changing needs. McKinsey research found three-quarters of shoppers now expect consistent interactions across all departments, not siloed conversations or disjointed experiences. Did you know?

GTM

SaaStr

JUNE 29, 2025

👉 10 Things Deel Did to Get from $1M to $100M ARR in 20 Months Deel recently announced it had crossed $1 billion in ARR, joining the exclusive club of B2B companies that have reached true unicorn revenue status. The Discovery : During these conversations, they learned clients didn’t know about other Deel products.

Cross-sell

PandaDoc

JULY 23, 2025

Initially, the CRM was primarily used to store contact details, track email conversations, and manage open deals. Support reps missed the context from earlier sales conversations. Cross-functional alignment strategy In many organizations, customer data lives in silos. Over time, clear gaps began to appear.

CRM

Heinz Marketing

AUGUST 5, 2025

Expansion isn’t a vague concept—it’s a set of measurable outcomes: increasing account value through upsells, cross-sells, feature adoption, or renewals with add-ons. For instance, a customer with 85% product adoption may be ready for an upgrade conversation. And yet, too often, these motions are reactive and fragmented.

B2B

PandaDoc

MARCH 25, 2025

If youre selling a cup of coffee, the options are relatively simple. In this article, well explore the challenges of complex sales and the strategies your team can use to close deals more efficiently. Closing the deal: If the decision-makers accept your proposal, you can finalize the agreement. Take buying a CRM, for example.

Objectives and Key Results

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. Once I grasped that underlying driver, our whole conversation shifted. Table of Contents What is conceptual selling?

Sell

Martech

JULY 17, 2025

With more than 100 product updates released last month, June continues HubSpot’s momentum in AI innovation, CRM flexibility and cross-team efficiency. How it helps you Instead of manually piecing together stages in your funnel, Journey Paths automatically reveal your most frequent conversion routes, drop-off points, and behavioral trends.

CRM

Highspot

OCTOBER 14, 2024

Nowadays, it’s not enough to close a deal and call it a day—even more so to rely on past growth to predict the future. This means systematically managing the entire customer journey—from generating leads and closing deals to handling renewals and upsells. Every step should flow seamlessly.

Teamwork

SaaStr

MARCH 2, 2025

As they grew, they tried having CSMs own cross-sell opportunities, but this proved ineffective. We also had to give them the capacity to actually focus on retention by bringing in product AEs for complex selling.” “Cold calling is almost a lost art. Initially, they had CSMs as the only post-sales resource.

Growth

PandaDoc

MAY 22, 2025

Sales enablement is all about providing sales teams with the content, tools, training, and support they need to sell effectively. Here are some core responsibilities of sales enablement: Onboarding and training: New reps need to be prepared to ramp quickly, so the right onboarding can make all the difference to get your team closing deals.

Sales