Hubspot

APRIL 2, 2018

We’d already agreed on X price. If we can come down to X price, would you sign today?”. You might be interested in our newest Feature X. ". I found myself in this situation a few years back: The deal had been advancing, my prospect was responsive over email, and I was confident we would close soon. We’ve all been there.

Prospecting 94

Prospecting X-functional Contract Cross-sell 94

Hubspot

APRIL 4, 2023

I've been following the company's work closely, and I've been impressed by [Achievement 1] and [Achievement 2]. It's also when you really need to sell yourself and your skills. Describe a time when you worked within a cross-functional team to complete a project. Why are you the best person for this position?

Consult 71

Consult Objectives and Key Results X-functional Construction 71

Hubspot

OCTOBER 16, 2017

That is to say, if you want your salespeople to do X, reward them financially for doing X. If you want them to stop selling to poor fit customers, institute a clawback so they lose their commission if the customer churns or returns the product within a set window of time. Increase upsell/cross-sell rate.

Commission 91

Commission Quota X-functional Non-Profits 91

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. To me, that’s what the cadence says. I learned this operating myself.

Finance 109

Finance X-functional Launch Objectives and Key Results 109

InsightSquared

NOVEMBER 20, 2017

A common one is determining the output of sales activities, how many are typically needed to make X dollars. This information on hand allows you to provide a guidepost to managers such as, “If you want to book $X then your reps need to be making X calls, X emails, and having X meetings.” Partner For Results.

X-functional 54

X-functional Cross-sell Sales CRM 54

Sales Pop!

SEPTEMBER 28, 2021

Massive digitalization, a year of social isolation, and the continued explosion of social media have impacted the eCommerce industry as catalysts: consumers have turned to online shopping to buy things they can’t get in temporarily closed stores. ECommerce revenue for 2020 exceeded $4.13 Those numbers only continue to grow in 2021.

Retail 52

Retail Growth X-functional Cross-sell 52

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

PandaDoc

OCTOBER 3, 2023

Do you feel like your selling job is becoming harder and harder over time? As the same State of Sales 5th edition claims, salespeople, on average, sell only 28% of their working hours. So hurry up and learn how to stop wasting your time on inefficient routines and redirect your efforts to selling! Try now What is AI in sales?

Process 52

Process Objectives and Key Results X-functional Sales 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. They all started the same day and they sat next to me watched me sell for a month and then I turned them loose. What I mean is that even to sell let’s say, to a customer in London.

Price 97

Price Start-ups Up-sell X-functional 97

Hubspot

OCTOBER 23, 2017

Do you sell to their industry? For example, if you ask your prospect about the company’s strategic goals and they’re unable to answer, it’s a good sign they’re not close enough to the decision process and lack influence. Asking a close-ended question, like "Is this a priority right now?" What’s the company size? back to top).

Sales 101

Sales X-functional Contact Prospecting 101

SaaStr

JULY 15, 2022

How, if no one’s heard of you, do you sell to big companies? If you haven’t closed a lot of big customers in the early days, or like me, it was a bit of a revelation to be a Senior Vice President Adobe for a little while and sit on the other side, see how things are bought. So again, we could use it for any function.

Growth 98

Growth Cross-sell Start-ups X-functional 98

Heinz Marketing

JUNE 7, 2021

We used a sales activity study to benchmark how and where sellers are spending their time, pinpointing places where we are maybe spending a little more time on non-direct selling activities than we would like. And so, as we have evolved complex buying and selling, the model has evolved as well. It’s a common noun in B2B.

Pipeline 123

Pipeline B2B Sales Cross-sell 123

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. We really only know how to sell the mid market companies through inbound demand gen. And help them to figure out how to sell the enterprise. That’s easy.

Growth 86

Growth Cross-sell Contract X-functional 86

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

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. What are you trying to sell? Image Source.

B2B 110

B2B Conversion B2C SQL 110

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

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

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

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. X this year. Transcript. I’m going to go from 2 to 5 or 2 to 6.”

Quota 86

Quota Growth Product Closing 86

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. We’ve added a technical account manager function.

X-functional 53

X-functional Engineering Clients Start-ups 53

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

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

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. The right B2B sales strategy optimizes your sales process around a few key principles, all of which allow you to make the most out of B2B selling efforts. What is B2B Sales?

B2B 98

B2B Cross-sell X-functional Follow-up 98

SaaStr

JULY 15, 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, look at model T-shirts or something. People are buying and selling houses. X and it’s not [inaudible 00:20:29]. Somehow this defies logic but is true. Jasom Lemkin: Yeah.

X-functional 60

X-functional E-commerce Growth Retail 60

SaaStr

AUGUST 15, 2020

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. That doesn’t mean to say, you’re going to do away with the functions. Jay Snyder: That’s an enablement exercise that is not to be minimized, right? I mean, what do they do?

Retail 82

Retail Start-ups Drivers/motivators Up-sell 82

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

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

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

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

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

Highspot

MAY 20, 2022

This ensures that reps can execute your sales strategy effectively in the field – and close more deals. No matter how your strategy changes – whether that’s selling something new, deploying a new methodology, or entering a new region – sales playbooks ensure that reps know what to do, and how to do it effectively.

Territory 52

Territory X-functional Cross-sell Sales 52

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. ” They’d show up and try and squeeze up EBITDA and try and sell you for an EBITDA multiple.

Strategize 55

Strategize Quota Non-Profits Price 55

ConversionXL

FEBRUARY 26, 2014

AdWords Editor makes copying Campaigns really simple, and AdWords has added a copy function within the native web app itself, also. Also, work with available sales or ecommerce revenue reporting to dig into the time between when a visitor first becomes a lead or enters items into the cart and the time they close as a sale.

Territory 111

Territory CTR Campaign Objectives and Key Results 111

Hubspot

JUNE 22, 2022

Sound customer relationships are the foundation of any viable, productive business — having direct sway over how your business functions and grows. Without satisfied customers, you can't generate sustainable revenue, and you sell yourself short by losing out on referrals. You don't have to sell yourself too short here.

Legal 74

Legal Relationship building X-functional Contact 74

SaaStr

AUGUST 19, 2020

We shut down something called the Evernote market which was selling physical goods, sunset some nice products like Evernote food which had nice followings, but I felt were distracting from the larger priorities. A close cousin of this is cohort analysis. People like Astro Teller who just see the world totally differently.

E-commerce 103

E-commerce Price Start-ups Growth 103

SaaStr

JULY 8, 2020

Look, okay, let’s say half your business sells to eCommerce, but 20% sells to live events. Jason Lemkin: So, traditionally in normal and good times, there is a sort of very slow-paced pressure as a VC, which is to do X deals a year. Well, do the math in your head. You should still be growing, but growing more slowly.

Pitch 62

Pitch Start-ups Up-sell Technology 62

PandaDoc

MARCH 7, 2023

This visual aid gives every member of your sales team a big-picture view of the entire selling process. What’s more, it makes it easy to ensure you have enough personalization to show the lead that you understand their needs (and what you’re selling!). What needs to happen to close deals will depend on the nature of your business.

Process 52

Process Objectives and Key Results Pitch Legal 52