InsightSquared

NOVEMBER 20, 2017

Commonly overlooked when rolling out new processes or changes to existing processes is the training for the actual managers. A common one is determining the output of sales activities, how many are typically needed to make X dollars. Train Managers, Too. Stats like this give managers something to actually manage to.

X-functional 54

X-functional Cross-sell Sales CRM 54

Hubspot

OCTOBER 23, 2017

Qualifying Leads: The Qualification Process. At every step of the sales process, you’ll continuously evaluate prospects for more and more specific characteristics. Do you sell to their industry? Also keep in mind that unless a prospect can be qualified on all three levels, you shouldn’t advance them in the sales process.

Sales 101

Sales X-functional Contact Prospecting 101

Heinz Marketing

JUNE 7, 2021

But I can also tell you my teams and my colleagues and peers are also eagerly writing things down, and it helps to shape our own internal strategy and processes as we go forward. And so, as we have evolved complex buying and selling, the model has evolved as well. I mean, you think about the marketing qualified lead.

Pipeline 123

Pipeline B2B Sales Cross-sell 123

ConversionXL

NOVEMBER 3, 2016

The above points are unique but all tie back to the fact that, in B2B, you’re more closely working with a sales team. So while many usability heuristics remain the same in B2B website design and functionality , much of what goes into lead gen, sales, and analysis is different. More people tend to be involved in buying decisions.

B2B 110

B2B Conversion B2C SQL 110

SaaStr

JULY 24, 2019

Gillian oversees Talkdesk’s Customer Success and Technical Support teams, partnering closely with customers to achieve their CX vision. We sell contact center software. We are operating and selling mostly against companies that have been around 20, 30 plus years. Want to see more content like this? FULL TRANSCRIPT BELOW.

X-functional 53

X-functional Engineering Clients Start-ups 53

Heinz Marketing

JULY 13, 2020

Paul: We’re pretty close. Can you talk a little bit about though, in this pandemic, in a time when you’ve got your buyers are working from home, we don’t have in-person offices as often, you would think that this would be the time for digital selling strategies to really shine. Paul: It’s horrible.

Pipeline 83

Pipeline Referrals Cold Call Sales 83

SaaStr

JULY 17, 2020

And so obviously the people that need consumers to spend money for their revenue and then their contribution margin just had no shot of selling things. Keith Rabois: There is in another tale two cities is most of the people that were most affected by the March and April shutdowns were not the people that buy and sell houses.

E-commerce 68

E-commerce Retail Real Estate Growth 68

SaaStr

AUGUST 7, 2020

We’ve invested in over 300 companies at Salesforce Ventures and have partnered with both of you closely and it’s been amazing to see this story up close and personal over the years. I wouldn’t expect that to be the typical process, but it was pretty straightforward for us.

Price 59

Price Retail X-functional Healthcare 59

PandaDoc

MARCH 7, 2023

A sales workflow is a sequence of necessary processes that your team can follow to complete a sale. Wondering how to streamline the sales process ? There’s simply no better way than using and refining a sales workflow, and a sales process flowchart is a visualization that can help. What is a sales workflow?

Process 52

Process Objectives and Key Results Pitch Legal 52

SalesHandy

JUNE 29, 2021

Selling products or services to businesses and professionals can be tough. Which is unlike selling to consumers, who have common needs and wants. Having a sales process in place that caters to every businesses’ needs can be crucial to hitting revenue goals consistently, and driving growth. selling products to other businesses).

B2B 98

B2B Cross-sell X-functional Follow-up 98

Lead Fuze

JULY 1, 2023

You’ll learn about involving sellers directly during the process of setting quotes, leveraging CRM software tools for efficient workflow and tracking deal progressions. Case Study: Adjusting Quota Based on Performance Imagine this: Jonathan sells fewer products but at higher value points.

Quota 52

Quota Growth Territory Commission 52

SaaStr

JULY 15, 2020

You had to talk more people, how people will slowly flake out of a process, how it’s harder to build relationships over Zoom. And so obviously the people that need consumers to spend money for their revenue and then their contribution margin just had no shot of selling things, look at model T-shirts or something.

X-functional 59

X-functional E-commerce Growth Retail 59

SaaStr

AUGUST 12, 2020

When you start growing above 50 employees, and certainly get to 100, things change, you now have teams, which means you have functional leaders. Rather than having this feeling of disconnected functional areas, everyone in the company knows what to work on. You can get there by process of elimination. billion dollars.

Finance 109

Finance X-functional Launch Objectives and Key Results 109

Sales Hacker

MARCH 2, 2020

The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling. Agile Selling. Spin Selling. Insight Selling. Spear Selling. The Psychology of Selling. Buyer-Centered Selling. Integrity Selling for the 21st Century.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

SaaStr

JUNE 14, 2019

In his most recent role, Dave was the CEO @ Host Analytics where he quintupled ARR, halved customer acquisition costs and increased net retention rates before selling the company to a private equity sponsor. How do they set up the process from there? How do they set up the process from there? * Who decides this? What are they?

Strategize 55

Strategize Quota Non-Profits Price 55

Salesforce

JANUARY 31, 2024

Tech sales refers to selling technology as a product or service. As an illustration, I used to sell appointment-scheduling software — a single-function solution for easier meeting set-up. When I moved from a dance career to sales, I had zero experience selling a product. Get the free report What is tech sales?

Networking 59

Networking B2C Cross-sell Negotiate 59

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Cost of selling as a percentage of revenue generated. You can’t control how much this salesperson sells -- but you can tell her to increase her daily email output. Percentage of opportunities closed/won.

X-functional 94

X-functional Quota Cross-sell Contract 94

ConversionXL

OCTOBER 22, 2018

How do you justify the Facebook Ad spend or social media manager if you can’t tie their work to closed deals? Using Salesforce (which I dive into below), we created a report on how the event drove net new pipeline and whether it moved existing opportunities toward closed sales. Closed-Won. The Twitter post?

B2B 131

B2B Process Campaign Contact 131

Highspot

MAY 20, 2022

This ensures that reps can execute your sales strategy effectively in the field – and close more deals. Each of these terms refers to a method of guiding sales reps through the sales process. This will lead to uneven results: some reps may find their own way to sell the new product; others will struggle and fail to meet quota.

Territory 52

Territory X-functional Cross-sell Sales 52

ConversionXL

FEBRUARY 26, 2014

For many ConversionXL readers, PPC advertising is a big part of your business & in many ways it is just as critical to the conversion process as what’s happening on the page. AdWords Editor makes copying Campaigns really simple, and AdWords has added a copy function within the native web app itself, also. image source.

Territory 111

Territory CTR Campaign Objectives and Key Results 111

Hubspot

JUNE 22, 2022

Still, some underlying principles can be applied in the context of almost any kind of business relationship to make the process of establishing one a bit more straightforward. Sound customer relationships are the foundation of any viable, productive business — having direct sway over how your business functions and grows.

Legal 74

Legal Relationship building X-functional Contact 74

Veloxy

SEPTEMBER 28, 2021

Just be sure you print and bookmark this blog post so you can take it with you wherever you go, wherever you sell. ” Then something amazing happened … We got an email reply, created a new opportunity in Salesforce, and eventually closed the deal! And share it with your sales colleagues. They’ll thank you for it.

Objectives and Key Results 204

Objectives and Key Results Prospecting Contact Campaign 204

SaaStr

APRIL 24, 2020

Harry Stebbings: I have to ask, close to 10 years at Adobe at the forefront of really such a transformational time for the company, John. Number one is they didn’t really have an enterprise software selling group when they bought Omniture, so that route to market was something they were very interested in creating.

X-functional 84

X-functional Strategize Retail Technology 84

Lead Fuze

JULY 6, 2023

Whether you’re a sales rep trying to close more deals, or a small business owner looking to scale up, understanding these pain points can provide valuable insights into what your customers truly need. Cross-training Staff: Make sure everyone on your team knows your product/service inside out.

Customers 52

Customers Clients Lead generation X-functional 52

SaaStr

MAY 14, 2023

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. Daniel : We followed a lean start up approach to building our sales process. I focused on learning and getting the process right, so I did all the sales myself. Nicolas : Yeah.

Price 95

Price Start-ups Up-sell X-functional 95

Sales Hacker

APRIL 23, 2018

Outcomes vs. Process: What Do You Measure? Both of these identity disorders stem from a lack of understanding of the role or sales process as it relates to outcomes. This pressure has led to an extreme emphasis on closing business on time and as forecast. If your process is weak, success is unsustainable.

Drivers/motivators 77

Drivers/motivators Pipeline Objectives and Key Results X-functional 77

Sales Hacker

APRIL 14, 2020

She helps growth-oriented B2B, SaaS companies design, implement, and optimize their data strategies, business processes and existing tool stacks to support their customers. Today, Jessica helps companies find ways they can optimize their current business processes. Reps working from home need to be willing to converse without selling.

Contract 70

Contract CRM Consult Cross-sell 70

ConversionXL

JULY 20, 2019

However, the opportunity to up-sell and cross-sell has been lost completely. If user did X, send them Y three days later if they haven’t done A, B, and C. Did it arrive at that right time in their buying process? Note: Measure as close to the money as possible. Plain and traditional.

Conversion 90

Conversion Promote X-functional Start-ups 90

SaaStr

AUGUST 15, 2020

One, it starts high up in the sales process, right? You need to discover in the sales process. We’ve got a lot of training to do with our sales teams to get them to start to speak in these types of terms versus feature function. But so much is discovered in sales that’s lost often in that process.

Retail 80

Retail Start-ups Drivers/motivators Up-sell 80

SaaStr

MARCH 12, 2019

Awesome revenue growth on the X axis, awesome revenue retention on the Y. And I think it comes out of the 80s and 90s and how we used to sell with shelfware. Run a daily film review, 5-6pm every night to move this process accordingly, and now you’ve got … hopefully check this off and it’s all green.

Growth 85

Growth Cross-sell Contract X-functional 85

PandaDoc

APRIL 12, 2022

Example: 40 positive responses / 60 total responses X 100 = 67%). CSAT is best utilized to gauge the customer’s satisfaction with a specific product, service, or process. To leverage CES in the most effective way, select a customer process that you’re interested in measuring and assign a survey trigger to it. 08 x 100 = 8%.

Customers 52

Customers X-functional Promote Price 52

SaaStr

OCTOBER 29, 2019

I was on the product team and saw this opportunity for us to work more cross functionally across the company and focus heavily on retention and monetization. I’m not going to use discounts to close a deal. If you value speed, you might up in for an Uber X. I joined Evernote when we were about 10 million users.

Price 40

Price X-functional Cross-sell Growth 40

ConversionXL

DECEMBER 30, 2015

However, the opportunity to up-sell and cross-sell has been lost completely. Stage of the buying process. If user did X, send them Y three days later if they haven’t done A, B and C. Did it arrive at that right time in their buying process? Note: Remember to always measure as close to the money as possible.

Conversion 88

Conversion Promote X-functional E-commerce 88

SaaStr

AUGUST 26, 2022

As SaaStr Europa 2022 drew to a close, attendees took one more opportunity to ask Jason questions about topics like how to navigate the current market, the future of work, playing in a crowded space, and hiring your first VP of Sales. So sell your product. I’m pretty sure all those deals were in process before the crash.

Quota 85

Quota Growth Product Closing 85

SaaStr

MARCH 5, 2019

The entire company was told about us selling our chat products Stride and Hipchat to our largest competitor in the space, Slack, four days before the news went out. Crossed a billion in revenue. But the idea is if you close your eyes and you’re to open them 10 years into the future, what do you see? But it can be risky.

Objectives and Key Results 58

Objectives and Key Results Cross-sell Trust Product 58

SaaStr

MARCH 5, 2019

The entire company was told about us selling our chat products Stride and Hipchat to our largest competitor in the space, Slack, four days before the news went out. Crossed a billion in revenue. But the idea is if you close your eyes and you’re to open them 10 years into the future, what do you see? But it can be risky.

Objectives and Key Results 53

Objectives and Key Results Cross-sell Trust Product 53

SaaStr

JULY 8, 2020

We can only process so much change, and I feel like we’ve been through three worlds since early March. Look, okay, let’s say half your business sells to eCommerce, but 20% sells to live events. They’re going to adopt the Shanghai processes. The rate of change, right? Well, do the math in your head.

Pitch 62

Pitch Start-ups Up-sell Technology 62