Martech

JANUARY 25, 2023

Internal communication improvements for team efficiency and centralization Managers can make sure the most important information is stored on the HubSpot records for contacts, companies, deals and tickets by using the new feature to convert Slack messages to Notes.

Finance 120

Finance Cross-sell Contract Campaign 120

Salesmate

JULY 8, 2020

During the prospecting stage, you collect leads and record their contact information. If you’re serious about applying this approach, I recommend you buy the book Sell Like Crazy , by Sabri Suby. Sell their goals. Your proposal can double as a contract. Once both of you have signed the contract, it’s time to PARTY.

Pipeline 126

Pipeline Negotiate Objectives and Key Results Contract 126

SaaStr

DECEMBER 27, 2020

CEO Lew Cirne, after regretting selling his first startup in the space to CA for $375m, tries again with New Relic. But New Relic has continued to scale, crossing $650,000,000 in ARR (or so) and a $4B market cap. It can be a bit scary to move from fixed contracts. New Relic is one of my favorite Cloud stories.

Contract 136

Contract Cross-sell Price Growth 136

PandaDoc

MARCH 25, 2025

If youre selling a cup of coffee, the options are relatively simple. Identifying upsell and cross-sell opportunities to drive continued revenue growth. This means reps have access to customer contact info, profiles, transaction information and history, and more in a single platform. Take buying a CRM, for example.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Salesforce

NOVEMBER 21, 2023

Field service can help drive revenue growth by selling to your existing customers, also called upselling or cross-selling. We’ve found that 65% of mobile workers are successfully selling to existing customers. Let’s dig into each of these best practices for upselling and cross-selling in field service.

Service 105

Service Growth Cross-sell Appointment 105

SaaStr

OCTOBER 25, 2023

Fast forward to today, and last quarter they crossed an incredible $560,000,000 in ARR growing 20% on a constant currency basis. The contact and support spaces have rapidly adopted as much of AI as they can. So we last checked in with Freshworks at $400m in ARR. That should put them at about $600m ARR today!

Cross-sell 116

Cross-sell Contract Price Growth 116

Martech

JULY 18, 2022

Companies that implement ABM experience a nearly two-fold increase in annual contract value (ACV) according to research conducted for the ABM Leadership Alliance. ABM isn’t just about acquiring new target accounts, it’s about retaining and growing target accounts through cross-sell, upsell and advocacy programs. Why it’s hot.

B2B 113

B2B Cross-sell Pipeline Contract 113

Martech

JULY 14, 2022

It changes depending on the type of product you’re selling and the market you are pursuing. Canare says that while there are elements common to all campaigns, there are significant differences depending on what you sell and who you’re selling it to. You have to sell to them differently. They buy differently.”.

E-commerce 130

E-commerce Cross-sell Contract Up-sell 130

Sales Hacker

JULY 25, 2022

Realistically, not every prospect your SDR team contacts will want your product, have the budget, or be in the buying stage. This involves spending 1:1 time with their people to help them strategize, brainstorm, and develop their communication and selling skills so they can grow your pipeline. SDRs’ goal: Bring in qualified leads.

Engineering 114

Engineering Objectives and Key Results Cross-sell Pipeline 114

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 62

Closing B2B Sell Referrals 62

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Account A business, customer, lead, or prospect a company engages with to sell products or services to. This memorable and thoughtful gift successfully engages the point of contact, and they schedule a demo call.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

Martech

JUNE 27, 2023

Sell, close. Don’t bury your contact information at the bottom; bring it forward, ideally to the heading on every page. If the offer is of sufficient interest, a small but steady percentage of visitors to your site will fill out the form and leave behind their contact information. Motivate interaction. Capture visitor data.

B2B 122

B2B Customers Cross-sell Price 122

Salesforce

FEBRUARY 21, 2025

Youll get higher returns on marketing dollars and quicker time to contracts. Automate the contracting and approval process. Standardized contracts help. Take control of all aspects of contract administration. The quote and contract process can be a bottleneck. Rely on more accurate forecasting. Be flexible.

Contract 52

Contract Government Price Service 52

Hubspot

APRIL 2, 2018

Do you have any questions about the contract?". This will be my last attempt at contacting you.". "If Contract questions. Never comment on a contract or proposal over email. Do you have any questions about the contract?”. Things to Say On the Phone. “I I wanted to follow up on the proposal.”. "Do Negotiations.

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

Salesmate

MAY 13, 2021

Only 2% of sales are made during the first point of contact. Many customers will not purchase anything at the first point of contact. They will get signatures and contracts all done over the internet. Once the client agrees on a deal: A workflow automation sequence will have contract templates with the pertinent information.

CRM 97

CRM Contract Referrals Follow-up 97

Hubspot

OCTOBER 11, 2019

This is where personal selling comes into play. Personal selling is the key to a well-balanced sales organization, and, in this guide, we’re going to explain why that’s the case. Personal selling is most commonly used for business-to-business (B2B) selling, although it’s also used in retail and trade selling, too.

Sell 98

Sell Cross-sell Negotiate Up-sell 98

Hubspot

AUGUST 2, 2022

SaaS selling — and SaaS revenue — are distinctly different from traditional sales and require a new approach to maximize their potential. If companies need more room for storage or need additional features to improve functionality, they simply contact their provider rather than purchasing an entirely new piece of software.

Contract 74

Contract Cross-sell Up-sell Clients 74

Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. According to Gartner, 77% of B2B buyers say their most recent purchase felt “very complex or difficult,” highlighting the importance of thorough product knowledge for anyone selling or supporting a solution.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Hubspot

DECEMBER 13, 2023

For example, if you sell CRM software, you might conduct a demo call to show the prospect how your system can streamline their sales processes and improve customer relationships. Negotiation Call This call happens during the negotiation stage of the sales process when terms, pricing, and contract details are discussed.

Objection handling 87

Objection handling Negotiate Cross-sell Contract 87

Martech

SEPTEMBER 24, 2021

These data types include technographic and firmographic at the account level, and demographic and psychographic at the contact level. In addition, more vendors are providing reports at both the account and individual/contact level. As we said above, ABM data vendors source their data from publicly available information (i.e.,

B2B 133

B2B Pipeline Campaign Cross-sell 133

Salesforce

JUNE 14, 2023

Let’s face it: Hard sells and flashy demos can be effective ways to close. Not only will this help you build trust, which makes it easier to sell , but it will open the door to long-term relationships that can lead to upsells and cross-sells. But not always. No such team in your organization?

Gaming 95

Gaming Cross-sell Referrals CRM 95

Hubspot

DECEMBER 28, 2017

What is relationship selling? Relationship selling is essential if you have a high average selling price (ASP),” explains VidScale COO Adam Rizika. What is transactional and relationship selling? Relationship selling, on the other hand, is effort- and research-intensive. Relationship selling examples.

Sell 101

Sell Cross-sell Negotiate Technique 101

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. Average contract value (ACV).

X-functional 101

X-functional Quota Cross-sell Contract 101

Veloxy

AUGUST 31, 2023

And while you can always push a product for the sake of selling it, you’ll only sell it once. A lot of sales reps end up competing on who sold the most or what product is selling faster. Maybe you’re selling the right products to the wrong audience in the wrong market. However, salespeople tend to miss the bigger picture.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Salesmate

DECEMBER 28, 2020

With the right CRM, companies can capture leads from the company contact page and directly add into their increasing list of prospects. Big brands these days have started building their in-house creative teams, and so the ad agencies are being pushed from long-term contracts to signing short-term project-wise contracts.

CRM 119

CRM Relationship Management Clients Pipeline 119

Hubspot

AUGUST 2, 2021

No matter what you sell, you aren’t just selling a product — you’re also selling the people behind it. Uncovering Opportunities for Cross-Selling or Upselling. Noting these potential value-adds can make for more effective, thoughtfully targeted upsell and cross-sell conversations.

Customers 92

Customers Cross-sell Referrals Clients 92

Veloxy

APRIL 11, 2023

It helps eCommerce companies personalize communications, upsell/cross-sell, and reduce cart abandonment rate. Let it be a moment when they ask prospects to sign a contract. Its mobile business card scanner lets you easily capture contact information and import it directly into the CRM.

Pipeline 130

Pipeline Sales CRM Price 130

PandaDoc

SEPTEMBER 17, 2024

PandaDoc As an all-in-one document management solution , PandaDoc helps businesses of all sizes streamline their sales proposals, quotes, contracts, and more. Performance reporting Start a free trial Start a free trial Contact sales 2. Single sign-on (SSO) 2. Salesforce and Zapier integrations 3. Redlining and versioning 5.

Contract 98

Contract CRM Legal Sales 98

Sales Hacker

SEPTEMBER 11, 2020

Imagine having the opportunity to sell into a company like Lyft in 2011. The total addressable market continues to grow and is ripe for selling to, but very few startups reach unicorn status. Why Should You Sell Into Startups? While selling to startups is an evergreen opportunity, it’s important to understand the risks as well.

Sell 98

Sell Minimum Viable Product Objectives and Key Results Cross-sell 98

Sales Hacker

APRIL 21, 2021

It may take days before the rep can actually send a contract for signature. SDRs are ready to start calling but first they must dedupe dozens of contacts just dumped into their CRM. The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership.

Finance 114

Finance Cross-sell GTM SQL 114

Sales Hacker

JUNE 3, 2021

Despite this success at getting their contact information, I realized I still didn’t have: Their company name. B2C customers are usually individuals while B2B clients are companies with one or multiple contacts. automobile parts to repair cars), to sell to their customers (e.g. Their role at the company. A way to qualify them.

B2C 97

B2C CRM B2B E-commerce 97

Salesforce

JUNE 2, 2022

Because it’s the greatest indicator of future sales bookings, or annual contract value (ACV). 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. Why pipeline?

Pipeline 98

Pipeline Engineering Growth Territory 98

Search Engine Land

JUNE 14, 2023

For instance, if you’re selling high-end clothing, you should think twice before giving an affiliate agency carte blanche to work with a range of coupon sites. Question 2: How long is your minimum contract length? Agencies with short-term contracts will work with coupon and deal sites to produce quick revenue.

Contract 83

Contract Cross-sell Territory Niche 83

Sales Hacker

APRIL 21, 2022

In the early days, most SaaS companies sell to other startups for a number of reasons. It’s simply easier to create a SaaS product for smaller companies.That’s why most SaaS companies focus on selling to other startups in the early stages of the company lifecycle. We started by selling to other startups, mainly YC companies.

Cross-sell 101

Cross-sell Legal Contract Price 101

Salesforce

JULY 14, 2021

Workflows that automate contract reviews and approvals accelerate deal cycle times. Upsell and cross-sell rates. Depending on what you sell, the experience can help the customer buy or learn about new products with little or no involvement from your sales team. Let’s say you sell industrial equipment.

Sales Experience 98

Sales Experience Cross-sell Sales B2B 98

Hubspot

SEPTEMBER 12, 2018

But what is a sales pipeline and why is it so instrumental to selling success? If your forecast anticipates you’re going to miss your quota, you should double down on selling activities. If you sell a premium product, it might take several months to a year to build up a list of key contacts and accounts.

Pipeline 101

Pipeline Negotiate Sales Objectives and Key Results 101

Gong.io

MAY 31, 2021

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. Best-selling author, Hal Elrod, once said: . Contracting. Contracting Process. Best-in-class sales playbooks include: . Forecasting.

Territory 118

Territory Objectives and Key Results Contract Price 118