Heinz Marketing

JUNE 26, 2025

This post breaks down how leading revenue teams are cutting through the noise—triaging signals, mapping expansion paths, and building cross-functional systems to act. Don’t Just Measure Backward: Use Forward-Looking Metrics Pipeline acceleration and customer growth depend on early indicators, not just closed-won data.

GTM

Martech

SEPTEMBER 12, 2024

Oracle Cloud CX enhances personalization and improves upsell and cross-sell conversions. Oracle Cloud ERP’s AI optimizes financial processes, improves sustainability analytics and has predictive cash forecasting capabilities.

Cross-sell

Martech

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

Search Engine Land

AUGUST 20, 2024

For instance, if you’re selling software that makes it easier for banks to underwrite mortgages, content that tells banks how your product can ultimately benefit first-time home buyers is golden. Bringing in experts from cross-disciplinary industries. Going broad can be achieved by bringing other people into your content strategy.

CTR

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 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

SaaStr

APRIL 30, 2025

Reps who get just three hours of coaching per month can increase close rates by 70%. Deal Quality and Close Rates : Examine the quality of deals entering the pipeline and the close rates at each stage. Deal Quality and Close Rates : Examine the quality of deals entering the pipeline and the close rates at each stage.

Cross-sell

SaaStr

NOVEMBER 13, 2024

So the latest SaaS leader to cross $1B ARR is Klaviyo. Outside of a pre-IPO phase, Klaviyo has been cash-flow positive or close for most of its history. New Customer Count Growing 16% If you keep this as close to 20% as possible at scale, it’s the key to unlocking years of growth. It was the only SaaS IPO on 2023.

Cross-sell

Sales Hacker

DECEMBER 17, 2024

If someone spent the last three years trying to solve a problem at Klaviyo in, let’s say, the e-commerce space, and they had a big team of people and a big P&L for their business unit that they ran, and they spent all this time and money trying to solve a problem, and they kind of get close to it. So there is always that disconnect.

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. SDRs & Sales Reps: LinkedIn is the perfect playground for social selling. Forget cold calling as your only tool.

Closing

SaaStr

AUGUST 4, 2025

Sales Cycle Length Measure the average time it takes to close a deal from the first touchpoint to signing. Expansion Revenue This measures the revenue generated from existing customers through upsells, cross-sells, or add-ons. Why Lead Velocity Rate (LVR) Is The Most Important Metric in SaaS 2.

Cross-sell

SaaStr

JANUARY 9, 2025

But it had and has a very large channel that sells its product into the enterprise, and a lot of internal resources that support the channel. But its just third party selling instead of first party. Then to sell Dropbox Enterprise, it added several. Yes, Atlassian since well past its IPO had almost no direct sales team.

Cross-sell

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

SaaStr

NOVEMBER 17, 2024

So the other day on Workshop Wednesday Andy Wilson, founder CEO of Logikull , and I did a deep dive on what it’s really like selling your company to Private Equity for almost $300,000,000! Andy had to completely reboot the team to reignite growth, pushing past $30m+ ARR by 2023 and selling to a top private equity firm.

Legal

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

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

Hubspot

JULY 22, 2024

I, personally, wouldn‘t want to receive an email from a rep who’s trying to close before I‘ve even researched a solution — and I think everyone who has ever been on the buyer’s side of any sales communication can agree with that. There‘s no point in selling yourself as a provider if your prospect hasn’t decided on a type of solution yet.

Clients

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

Salesforce

NOVEMBER 19, 2024

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. Penetration pricing: A penetration pricing strategy involves drastically discounting a product, even to the point of selling it below cost. Say your product’s current price is $500.

Price

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

SaaStr

DECEMBER 18, 2024

Databricks worth $62B, sounds like a lot but: – Crossing $3B ARR – Growing 60% (!) But close enough for purposes of this post. Perhaps Databricks isn’t really SaaS, it’s Cloud + AI/Cloud infrastructure. Perhaps Databricks isn’t really SaaS, it’s Cloud + AI/Cloud infrastructure.

Cross-sell

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

Salesforce

OCTOBER 29, 2024

Developing a solid door-to-door practice can empower your sales strategy and help you close more deals. Like other sales approaches, the goal of door-to-door sales is to establish a relationship with a customer, upsell , cross-sell, and close more deals. You convert them into customers by closing the deal.

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

Sales Hacker

MAY 7, 2025

The importance of cross-functional stream teams for accelerating GTM initiatives. We identify cross-functional streams of work that have dependencies cross-functionally that we need to get done. And I also have the industry principles here because we’re a vertical market and we sell into the real estate industry.

GTM

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

SaaStr

JUNE 22, 2025

Master it, and you’ll outperform 83% of your peers. But that window is widening as funding markets have slowed.

B2B

RingDNA

JULY 1, 2025

Even if you’re not using Guided Selling by Revenue.io, this guide will provide you with touch patterns that you can start using right away to connect with more key decision makers and close more deals this quarter. We created a best practices guide that features nine of our favorite sequences from our own sales playbook.

Cross-sell

Martech

JANUARY 14, 2025

Penetration marketing Marketing teams can use their skills in data analysis to help account managers find valuable insights that lead to better upselling and cross-selling opportunities. Defection prevention Closely monitoring customer behavior can detect early warning signs of potential churn.

B2B

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. Now, cold calling is part of my routine.

Cold Call

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

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

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. We identify cross-functional streams of work that have dependencies cross-functionally that we need to get done. And I also have the industry principles here because we’re a vertical market and we sell into the real estate industry.

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. The Build vs. Adapt Decision Most companies would have tried to enable the existing team to sell both products. Who were your closest cross-functional colleagues?

GTM

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

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.

Cross-sell