SaaStr

FEBRUARY 1, 2022

This is trending to 50/50 now that Asana has crossed $400m in ARR, but still a reminder a self-serve motion combined with sales jumping on the bigger deals can scale very, very far. Sprout Social doesn’t only sell a low-end edition. It sells to customers S, M, and Larger. And they don’t push annual contracts.

Contract 137

Contract Cross-sell Price Growth 137

Salesmate

FEBRUARY 11, 2020

It’s a no-brainer that sales methodologies help businesses sell better and choose better customers for life. In the Sandler sales model, the seller and buyer both will be equally invested in the selling process. We will take a conversational example of a sales rep and a prospect throughout these steps and understand the concept.

Cross-sell 136

Cross-sell Contract Sales CRM 136

Salesforce

JULY 28, 2022

Elyse Archer , founder and CEO of She Sells, said this should start with the customer need: “What can you change in your processes, systems, and delivery to serve them best now?” Additionally, simple tweaks to payment options and contract terms go a long way to addressing customers’ budgetary concerns. Explore your new digital HQ.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Salesforce

SEPTEMBER 19, 2023

A prospect lingering in the negotiation stage, for example, may need a change to product price to move them to the contract stage. Think of it as the conversation that happens in a prospect’s mind as the steps of the sales process progress, underscoring their level of engagement and “buy in.”

Pipeline 59

Pipeline Objectives and Key Results Contract Cross-sell 59

Salesmate

JULY 8, 2020

They are: Basic Targeting: understanding who you are targeting and where you can find leads Sales Channels: determining which is the most effective sales channel to acquire leads Conversion Rate Optimization: improving the messaging you use and your approach to push more potential leads into your sales pipeline. Sell their goals.

Pipeline 126

Pipeline Negotiate Contract Objectives and Key Results 126

Martech

JUNE 6, 2023

Customer data, AI, marketing automation and analytics are must-haves for any martech stack and several companies are now looking to sell them all at once. If you have a couple of products from one company, they’re likely already selling you on the benefit of adding a third or fourth. And to be fair, it sometimes is a smart move.

X-functional 110

X-functional Cross-sell Contract Up-sell 110

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

Gong.io

AUGUST 3, 2022

Closing new contracts is important, but retaining and increasing revenue from existing accounts is crucial for maintaining and growing ARR. Customer success and account managers collaborate here to keep the buyer satisfied and to identify opportunities for expansion (through cross-sell and upsell conversations).

Customers 87

Customers Cross-sell Contract Price 87

Gong.io

SEPTEMBER 21, 2022

But the thing is, simply asking, “how much did we sell this month?” If revenue is increasing (from whichever source, be it newly acquired customers or from cross-selling opportunities), you’ll have more space to invest in expansion and internal investments. This is a helpful metric as it standardizes various contracts.

Contract 62

Contract Quota Objectives and Key Results Sales 62

PandaDoc

MAY 9, 2024

The higher the conversion rate, the higher the sales velocity. Average sales cycle length Sales cycle length is the entire time it takes a lead to move through the sales funnel to conversion. A SaaS provider sells document workflow software for businesses of all sizes. What is an example of sales velocity?

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

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 105

E-commerce Cross-sell Contract Up-sell 105

PandaDoc

APRIL 20, 2022

Engage in social selling. To clear this up: Outbound sales refers to the process of reaching out to prospects who haven’t indicated a direct interest in buying the product or service you want to sell. Method 1: Engage in social selling. The power of social selling is relationship-based. But they aren’t actually selling!

Technique 98

Technique Cold Call Contract Cross-sell 98

Gong.io

JULY 11, 2022

Inside sales (sometimes called remote sales or remote selling) is often the primary sales model for B2B, SaaS, tech, and certain high-ticket B2C sales teams. Inside sales reps sell from their office, in stark contrast to outside sales, where sales reps travel to visit clients and close deals on the road.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Hubspot

JUNE 21, 2023

Brush-offs are time savers — ways for prospects to get you off their back without much regard for what you‘re selling or how you’re selling it. And if you want to consistently engage in meaningful conversations with prospects, you need to know how to work past them. That means learning to be disruptive.

Contract 76

Contract Cross-sell Prospecting Follow-up 76

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. Will conversions make up for it? It can be a bit scary to move from fixed contracts. An incredible streak.

Contract 119

Contract Cross-sell Price Growth 119

SaaStr

DECEMBER 5, 2023

You don’t want to end up in The Valley of Death, where you can’t get the big dollar contracts. You have to expand your focus on how you sell and make it strategic to the C-suite. When you get to the phase of wanting to sell to Enterprise, it often breaks down at Enterprise needs. The warning — You have to be patient.

GTM 75

GTM Cross-sell Government Legal 75

SaaStr

SEPTEMBER 1, 2021

Marketing and revenue teams should work together to keep the leads moving toward conversion. . Strategy is a Living Conversation. You must also raise awareness about additional products or services that can be of use to the customer so that sales can cross-sell or upsell. And so, the flywheel continues to spin. .

Cross-sell 77

Cross-sell Contract Pipeline Strategize 77

InsightSquared

APRIL 14, 2021

Funnel Conversion Rate. Conversion rates have long been considered the holy grail of sales metrics. The traditional funnel conversion rate equation is simply the number of conversions divided by the number of leads for a sales period, multiplied by 100. Is the quality of my data resulting in my low funnel conversion rate?

Contract 62

Contract Territory Cross-sell Pipeline 62

SaaStr

DECEMBER 5, 2022

In SaaS, retention is usually driven by recurring revenue, cross-selling, and up-selling. Instead of displaying the 10-15% discount that users will receive while signing up for an annual contract, say they’ll get $15 off or two months free.”. Lever #1: Tactical retention. The fact is that bootstrapped companies are ?better

Product 52

Product Territory Price Cross-sell 52

Hubspot

AUGUST 2, 2021

No matter what you sell, you aren’t just selling a product — you’re also selling the people behind it. These in-depth conversations would rarely come up over a quick phone call. Uncovering Opportunities for Cross-Selling or Upselling. First of all, you get to make a stronger impression with your customers.

Customers 92

Customers Cross-sell Referrals Clients 92

Search Engine Land

JANUARY 6, 2023

Google Confirms Layoffs Of Contract Employees. 2009: Google released “a substantial number” of its contract and temporary employees, but the exact number wasn’t known. David Hirsch Leaving Google & Omid Kordestani Sells 6,000 Shares Of Stock. 2011: Reputation Conversations Start With Search Results by Andy Komack.

Sports 128

Sports Gambling Manufacturing Launch 128

Sales Hacker

FEBRUARY 2, 2021

This information will help you when coming up with the perfect sales pitch that will appeal to your prospect and sell the value of whatever product/ service you might offer. In this stage of the selling cycles, sales teams get to meet the client, either in person or through video conferencing apps or even email. Presentation.

Sales 105

Sales Cross-sell Pipeline Negotiate 105

Sales Hacker

SEPTEMBER 25, 2019

5 tips to successfully cross the chasm to mass adoption. Then , leverage that success to sell to “early majority,” AKA pragmatists. For now, we need to move on to the 2 rules for boosting adoption and growth from day one, so you set a solid foundation for crossing the chasm. Focus on iterative conversations with customers.

Growth 74

Growth Cross-sell Contract Education 74

Hubspot

OCTOBER 19, 2017

Conversion/win rate. Take a look at your pay structure to see if you’re pulling the right levers to get reps to sell. Looking at this metric on a monthly or quarterly basis tells you whether your contracts are getting larger, smaller, or staying the same. 3) Conversion rate or win rate. Average deal size.

Quota 91

Quota Cross-sell Contract Negotiate 91

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. B2B marketing expert Tony Zambito calls this the “ Great Buyer Resignation.”

B2B 101

B2B GTM Cross-sell High impact 101

Salesforce

NOVEMBER 2, 2023

That’s the beauty of effective cross-selling. What you’ll learn: What is cross-selling? See how it works What is cross-selling? Cross-selling is a sales strategy where a seller offers complementary products or services to existing customers, delivering more value while increasing revenue.

Cross-sell 69

Cross-sell Sell Quota Pitch 69

Salesforce

JULY 14, 2021

Workflows that automate contract reviews and approvals accelerate deal cycle times. Your salespeople can stop saying “let me get back to you,” and start having upfront conversations. Upsell and cross-sell rates. Let’s say you sell industrial equipment. Not seeing an increase in conversions?

Sales Experience 98

Sales Experience Cross-sell Sales B2B 98

Salesforce

SEPTEMBER 19, 2023

Get AI-driven insights that help you boost revenue Sell smarter with a revenue intelligence platform built into Sales Cloud. Revenue intelligence is a data-driven way to sell. What competitors have been mentioned in the conversations we’ve had so far? That way teams don’t need to cross systems to act on what they’ve learned.

Pipeline 59

Pipeline Cross-sell Finance Electricity 59

Martech

SEPTEMBER 25, 2023

Marketing must be constantly available to potential buyers when they become interested in your product — not necessarily when you want to sell it. How many substantive conversations with customers or potential customers did sales have at the event? direct marketing, sales calls and web visits). How many saw your product demonstration?

A/B testing 110

A/B testing Tradeshows Finance Cross-sell 110

Gong.io

JULY 27, 2022

In this article, we’ll unpack what the typical quarterly business review looks like, and provide a few examples of QBR agendas that you can use in your own customer conversations. While QBRs aren’t meant to be a casual catch-up session, they are an opportunity to solidify ties, particularly if you keep the conversation client-centric (e.g.,

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

Highspot

JANUARY 31, 2020

Sales excellence is defined as the consistent outperformance of key growth objectives, achieved by strategic, cross-functional initiatives. Percentage of time spent on selling activities. Or, if your deals are delayed due to proposal generation or signature processing, perhaps you’re ready for a contract management solution.

Growth 98

Growth Quota Sales Contract 98

Hubspot

DECEMBER 7, 2023

Take advantage of team selling. Using HubSpot’s analytics, Tim’s team can refine the sales funnel to enhance conversions. “By Let me know if you want to chat, and let's set up a conversation! Things may have progressed, and needs may have developed since your last conversation. Send out “Where did the year go?”

Quota 84

Quota Strategize B2C Transportation 84

Hubspot

APRIL 2, 2018

Do you have any questions about the contract?". Below are seven conversations you should never have over email. Contract questions. Never comment on a contract or proposal over email. Do you have any questions about the contract?”. This ensures you never sell your company or your prospect short.

Prospecting 94

Prospecting X-functional Contract Cross-sell 94

Search Engine Land

DECEMBER 28, 2023

Meanwhile, across the pond, Google is facing the possibility that it may be forced to sell part of its ad business after being charged with violating the European Union’s antitrust laws. In another blow for Google, an Adalytics study accused it of mis-selling video ads to marketers for the last three years.

Retail 129

Retail X-functional Launch Non-Profits 129

Salesmate

OCTOBER 15, 2020

The conversion success is dependent on the proficiency of the sales reps in managing and passing the deals through various stages of the sales pipeline. You cannot cast your net wide and sell to everyone, so lead qualification is necessary. Provide background by summarizing past conversations. Lead qualification. Negotiation.

Pipeline 143

Pipeline Negotiate Appointment Sales 143

Hubspot

AUGUST 25, 2022

Sales slumps are vicious circles of bad conversations, disappointment, and rejection and they can hit especially hard after you’ve had a successful month or quarter. What was the conversion rate? Or maybe you booked a lot of demos but the conversion rate was low. They’re under contract with another vendor.

Cold Call 82

Cold Call Drivers/motivators Pitch Sales 82

ConversionXL

MARCH 31, 2020

While ecommerce conversion rates have increased in recent years, that increase isn’t all about on-site optimization. Rising customer acquisition costs—especially on ad platforms—have also put weaker brands with lower conversion rates out of business. Only the best are surviving, thus perpetuating a rise in conversion rates.

User Experience 110

User Experience Retail Cross-sell Sales 110