SaaStr

MAY 20, 2025

Create Multiple Revenue Expansion Levers : Successful SaaS businesses need multiple ways to increase customer lifetime valuenew products, tiered pricing, usage-based components, and cross-sells. Global from the Start : Both companies prioritized international expansion, localizing their platforms and establishing regional presence.

Customers 111

Customers Non-Profits Education Cross-sell 111

Sales Hacker

JUNE 3, 2025

And I went to sell advertising solutions for them and I really enjoyed, you know, matching. audiences that were on Lycos, platforms to what an advertiser was looking to do sell their products. And so one of the things that my boss had decided to do was pull gaming out of the regional structure. Is it partners, is it agencies?

GTM 83

GTM Territory Gaming Sales 83

Sales Hacker

FEBRUARY 20, 2023

Land and expand” is a selling tactic that starts with landing a small deal with a new account or organization. Through a strong relationship and proven results, that first deal turns into more sales and increased revenue as you continue to sell across the company. The next step is to carve out “land and expand”-friendly territories.

Cross-sell 111

Cross-sell Sell Territory Up-sell 111

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 52

Objectives and Key Results Territory E-commerce Pitch 52

Partners in Excellence

AUGUST 25, 2014

We talk a lot about account planning, particularly if our “territory” is one or a few large accounts. But we probably won’t achieve all the growth we need to achieve by relying on upgrades and cross sell to our current customers. Create a customer for life, through providing great, ongoing customer experiences.

Territory 122

Territory Cross-sell Strategize Account management 122

Hubspot

DECEMBER 22, 2015

AOL may have scaled back its Patch.com presence in 2013, but the market opportunity for regional publications is still alive and strong. Regional publications face a lot of competition to stand out, and there’s lots of room for improvement. You can sell tickets to local events, sponsor your own events, and work with local advertisers.

Territory 53

Territory Cross-sell Entertainment Promote 53

Veloxy

OCTOBER 29, 2021

These include accelerating lead volumes, closing rates, and overall sales performance. This turns a sales rep who spends too much time on non-selling activity into a trusted advisor that spends the majority of their time on customer engagement. The power of selling will never move away from human interaction. Don’t believe me?

Sales 223

Sales Non-Profits CRM Pipeline 223

Veloxy

AUGUST 17, 2022

Price: $49/month for Salesforce users, corporate plans available Automations: Non-selling activities, lead prioritization, lead capture Veloxy has several features to help you automate Salesforce, no matter how long you’ve been using the CRM platform. The Top 7 Best Salesforce Automation Tools. source of image. source of image.

Appointment 147

Appointment Territory Cross-sell Contract 147

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 52

Price Profit margin Territory Cross-sell 52

Heinz Marketing

FEBRUARY 17, 2022

Account-based marketing integrates marketing and sales efforts to close larger deals faster, and more efficiently. ABM being a targeted approach, accounts should close faster. It measures the time it takes for a deal to move from one stage to another in the pipeline, all the way up to closed-won. Repeat closed-won business.

Pipeline 121

Pipeline Click Through Rate Cross-sell Territory 121

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. These challenges compound when teams are spread across different regions and may only meet in person once or twice a year.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Technique 52

Partners in Excellence

SEPTEMBER 19, 2013

The sales people are using all the classic arguments—”it wastes my time and diverts me from selling activities,” “it doesn’t help me sell more,” “it’s management’s way of micromanaging me,” “all I do is spend endless hours doing reports, I’m supposed to sell!”

CRM 120

CRM Territory Cross-sell Pipeline 120

Salesforce

MAY 12, 2025

It does this by accounting for three components: Expansion revenue: Revenue gained through upselling or cross-selling to existing customers. Highlighting upselling and cross-selling rates: NRR captures the effect of upselling and cross-selling, showing how well your company maximizes the revenue potential of its existing customer base.

Cross-sell 59

Cross-sell Territory Finance Contract 59

PandaDoc

AUGUST 18, 2022

Sales battle cards are short and simple educational flashcards designed to get prospects into your marketing funnel and help your sales team close more deals. Needless to say, if your sales team isn’t already using battle cards to close more transactions, it’s high time they start! To close deals. What are sales battle cards?

Closing 96

Closing Objectives and Key Results Sales Pitch 96

Partners in Excellence

DECEMBER 20, 2016

If you are focused on new logos, you assess your territory, finding all the customers in your territory that have the problems your solutions solve. We spend a lot of time talking about the importance of sales people that are outstanding at hunting to find those new logos and companies, and close them. It’s different!”

Territory 64

Territory Cross-sell Prospecting Account management 64

Partners in Excellence

FEBRUARY 16, 2012

It’s supposed to help them better manage their opportunities, territories, and time. But managing our deals, pipelines and territories are much more complex. Am I chasing enough deals–sure, I know all the deals I’m closing, but what’s the state of my funnel? Do I have upsell, cross sell opportunities?

CRM 113

CRM Territory Cross-sell Sports 113

Martech

NOVEMBER 30, 2021

Are you looking to increase upsell and cross-sell opportunities at key accounts to improve customer lifetime value? Or do you want to expand into a new segment, territory or vertical market? Marketing and sales must be closely aligned for any ABM strategy to be successful. Who will own or manage ABM?

Cross-sell 127

Cross-sell Territory B2B Technology 127

Sales Hacker

DECEMBER 4, 2020

That’s what selling without a sales dashboard is like. This not only takes time away from selling, it can introduce a lot of opportunities for mistakes. With a sales dashboard, though, your reps can quickly see where they are in relation to their goals and identify trends and opportunities that will help them close more deals faster.

Pipeline 135

Pipeline Cross-sell CRM Sales 135

Salesmate

MARCH 23, 2021

By knowing which stage a particular lead is on, sales reps can then move those leads up the sales funnel and close more deals without much hassle. With a CRM, your team can easily visualize every step of the sales processes, clear all the bottlenecks, and sell better! . Helps you discover new sales opportunities .

CRM 116

CRM Cross-sell Tradeshows Up-sell 116

Salesforce

SEPTEMBER 28, 2023

Create sales plans that save reps time and maximize sales impact Get your targets, budget, and headcount aligned with just a few clicks so you can sell more efficiently. These targets are used to guide the quota-setting, territory mapping , and sales team strategies. Is additional product or sales training needed before teams can sell?

Quota 116

Quota Territory Pipeline Sales 116

Salesforce

JUNE 2, 2022

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. At Salesforce, we run demand generation campaigns that market products to specific industries and regions.

Pipeline 98

Pipeline Engineering Growth Territory 98

Hubspot

APRIL 4, 2019

When we refer to a business development strategic plan, however, we’re referring to a roadmap that guides the whole company and requires everyone’s assistance to execute successfully and move your customer through your flywheel and close deals. What tactics will you use to attract new business for your sales team to close?

Strategic planning 100

Strategic planning Strategize Referrals Cross-sell 100

Hubspot

FEBRUARY 7, 2018

Unlike a closing sales rep, SDRs don’t carry a traditional quota. How to know if this job is right for you: Being an AE is a natural next step once you’ve gotten some selling experience under your belt. If the idea of closing a big deal or winning a low-probability opportunity thrills you, this position is right up your alley.

Territory 101

Territory Commission Outside Sales Account management 101

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast. Quantify the benefit with stats wherever possible.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

Partners in Excellence

OCTOBER 20, 2011

For those of you with broad territories and dozens to hundreds of customers, this metric is probably of secondary importance. In these cases, there is a high degree of interdependency, trust, and very close relationships between the customer and vendor. Your account plan should include very strong cross sell and upsell plans.

Territory 109

Territory Cross-sell Negotiate Account management 109

Partners in Excellence

AUGUST 11, 2020

Somehow, something seemed off, they didn’t understand why they weren’t finding and closing much larger deals. It turned out, the structure and the territory assignments of the sales people in these organizations, was a problem. Each sales person, had about 1000 customers in their territories.

Territory 96

Territory Cross-sell Pipeline Inside sales 96

Salesforce

DECEMBER 4, 2023

Grow revenue faster with a single source of truth Discover how Sales Cloud uses data and AI to help you build relationships and close deals fast. Fast-forward a quarter or two and its revenue is “stop-and-go” with reps scrambling to find new opportunities after periods of focusing only on closing deals already in the pipeline.

Cross-sell 105

Cross-sell Pipeline Contract Sales 105

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 52

Product GTM Objectives and Key Results Cross-sell 52

Salesforce

FEBRUARY 17, 2025

What you’ll learn: Why increasing your sales matters Strategies for increasing your sales Advanced techniques to increase sales Maintaining sales growth Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast. The S.M.A.R.T.

Territory 59

Territory Negotiate E-commerce Objectives and Key Results 59

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. Now, the AE must work with sales ops, salesforce admins, and legal to close this opportunity. The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. Unified data problems.

Finance 114

Finance Cross-sell SQL GTM 114

Sales Hacker

JULY 16, 2020

Chances are you look at the partner channel as something that just adds deal complexity and mpacts your direct line to getting a deal closed. But three things have changed: There are new sets of tools such as partner ecosystem platforms that automate the co-selling and cross-selling process.

Pipeline 118

Pipeline E-commerce Cross-sell Referrals 118

Gong.io

MAY 31, 2021

Close more deals. It leads your sales reps through various scenarios: how to prospect, when to sell what product or service, how to overcome common objections, what to negotiate for (and how ) to name a few. It’s your secret sauce: your team’s assets that help close more deals and win more business. Increase revenue.

Territory 118

Territory Objectives and Key Results Contract Price 118

Sales Hacker

APRIL 1, 2021

If you’re an OEM or selling physical products, this one’s for you (sorry, SaaS folks). A global crisis can feel like a smart time to pull in and close down anything not central to a business’ operations. But that might mean overlooking a golden opportunity. Analyze your specific sales and market, then look across the globe.

E-commerce 83

E-commerce Territory Transportation B2C 83

Partners in Excellence

AUGUST 14, 2015

I learned the importance of putting together a plan, whether it was for my account, territory, or for the year. Or rather than scraping through with crossed fingers and a few prayers, I could now aim for overachieving my numbers (that’s where the real money started kicking in.). Making The Number Isn’t The Point!

Territory 106

Territory Cross-sell Manufacturing Finance 106

Openview

NOVEMBER 20, 2017

Often, it’s not until the end of the process that companies ask a candidate to demonstrate their ability to sell something. How do you manage year-to-year territory adjustments as your company grows? Eventually, people will catch on that if their territories are getting bigger, that’s bad. It can’t change overnight.

Territory 81

Territory Healthcare Sales Retail 81

Highspot

MAY 15, 2020

Sales enablement technology enables cross-regional revenue teams to work together more efficiently and effectively in the face of change by combining intelligent content management, clear sales guidance, and better buyer engagement data. Through what we call guidance — context alongside content.

Cross-sell 98

Cross-sell Territory Technology Technology 98

InsightSquared

NOVEMBER 5, 2018

Sales cycle times (measure of time for state i.e. # of days from opp creation to close). Other comparisons such as region-to-region, product-to-product, or customer segment-to-customer segment are relevant too. Does this mean that marketing is doing an awesome job delivering quality leads and that sales is not good at closing?

SQL 94

SQL Territory Negotiate Cross-sell 94