Sales Hacker

FEBRUARY 1, 2021

Why is it that companies have a sales process they follow rigorously to win business, yet avoid the same discipline in managing those customers throughout the lifecycle of their contracts? Too often contract cancellation (or non-renewal) comes as a surprise, but it never should. Identify key stages in the lifecycle of a contract.

Customers 74

Customers Contract Cross-sell Account management 74

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. It’s simple but effective.

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 109

X-functional Cross-sell Contract Up-sell 109

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

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. Speed up rep success.

Cross-sell 98

Cross-sell GTM Quota Contract 98

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 110

E-commerce Cross-sell Contract Up-sell 110

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. For enterprise sales, onboarding includes: Setting up and executing training sessions with different user groups (i.e. Bringing more customers up to higher pricing tiers. Image Source ).

Customers 87

Customers Cross-sell Contract Price 87

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. Target your email list.

Technique 98

Technique Cold Call Contract Cross-sell 98

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

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. What a disarming reply!

Contract 78

Contract Cross-sell Prospecting Follow-up 78

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. Let’s say you’re looking to implement a new email marketing campaign , and you need an email automation platform to set it up. Negotiating and closing contracts.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Gong.io

SEPTEMBER 21, 2022

But the thing is, simply asking, “how much did we sell this month?” We can set up dashboards to see progress in real-time , and we can measure just about anything. ACV stands for annual contract value, which is pretty easy to figure out: it’s the average annualized dollar amount of a typical contract. isn’t enough.

Contract 62

Contract Quota Objectives and Key Results Sales 62

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. That’s up from 70% 5 quarters ago — a big change. 10x the sign-ups with new Free tier.

Contract 119

Contract Cross-sell Price Growth 119

Hubspot

AUGUST 2, 2021

Now that the world is opening back up, it’s time to get out there and meet your customers face-to-face. No matter what you sell, you aren’t just selling a product — you’re also selling the people behind it. Are they constantly printing out reports to pin up on a wall? Creating that connection is invaluable.

Customers 92

Customers Cross-sell Referrals Clients 92

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. better at retention.

Product 52

Product Territory Price Cross-sell 52

Sales Hacker

FEBRUARY 2, 2021

A sales cycle is a term used to describe the sales process steps, beginning when a sales rep identifies a potential customer to follow up after closing the sale. 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.

Sales 105

Sales Cross-sell Pipeline Negotiate 105

Salesforce

SEPTEMBER 19, 2023

Get AI-driven insights that help you boost revenue Sell smarter with a revenue intelligence platform built into Sales Cloud. Speed up revenue growth with actionable intelligence and insightful visualizations to address pipeline gaps and hit forecasts. Revenue intelligence is a data-driven way to sell. It’s about getting answers.

Pipeline 59

Pipeline Cross-sell Finance Electricity 59

InsightSquared

APRIL 14, 2021

If your organization isn’t taking advantage of automated activity capture, you, along with every report that relies on the data within your CRM, are set up to fail. . Funnel Conversion Rate. Conversion rates have long been considered the holy grail of sales metrics. Average Annual Contract Value.

Contract 62

Contract Territory Cross-sell Pipeline 62

Martech

SEPTEMBER 25, 2023

Finance departments have widely adopted this “leaked” funding approach in start-ups and established companies. Marketing must be constantly available to potential buyers when they become interested in your product — not necessarily when you want to sell it. direct marketing, sales calls and web visits).

A/B testing 114

A/B testing Tradeshows Finance Cross-sell 114

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 106

B2B GTM Cross-sell High impact 106

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

Search Engine Land

JANUARY 6, 2023

2015: Torrent Freak study reveals the number of Google’s takedown notices were up 75% from 2013. Report: Yahoo Search Share Up After Firefox Deal. Earthquake: Real-Time Results On Google Make Up For Lack Of Other Content. Google Confirms Layoffs Of Contract Employees. in the past month (10.4% year vs. year.).

Sports 122

Sports Gambling Manufacturing Launch 122

Hubspot

DECEMBER 7, 2023

Set up a meeting with your manager to review your performance year-to-date. 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! Touch base with your manager.

Quota 85

Quota Strategize B2C Transportation 85

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

Salesmate

OCTOBER 15, 2020

A dried-up sales pipeline is an unpleasant sight that most sales reps dread. 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. Negotiation.

Pipeline 143

Pipeline Negotiate Appointment Sales 143

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 92

Quota Cross-sell Contract Negotiate 92

Hubspot

AUGUST 25, 2022

You pick up the phone and no one is answering your calls. 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.

Cold Call 83

Cold Call Drivers/motivators Pitch Cross-sell 83

Salesmate

DECEMBER 8, 2020

Yes, you’ll find many hurdles on the path while selling to enterprises, but a firm determination and constant hard work can lead you to success. A different and long pathway while selling to enterprises. Selling to a large enterprise is a different game. One must expect a long journey while selling to a large enterprise.

Sell 103

Sell Cold Call Negotiate Cross-sell 103

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. Follow up with questions like: How are you tracking toward those goals? What does the typical QBR agenda look like? . Is this still the case?”.

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

Search Engine Land

DECEMBER 28, 2023

Google stirred things up by shaking cushions and discreetly adjusting ad prices, and the entire industry faced a major shift with the sunset of Universal Analytics, forcing everyone to transition to Google Analytics 4. In another blow for Google, an Adalytics study accused it of mis-selling video ads to marketers for the last three years.

Retail 124

Retail X-functional Launch Non-Profits 124

Hubspot

APRIL 2, 2018

I wanted to follow up on the proposal.”. "Do Do you have any questions about the contract?". Finally, I picked up the phone and called my prospect’s office. Use it to coordinate meetings, set up calls, and confirm next steps -- but don’t use it to advance an opportunity. Contract questions.

Prospecting 96

Prospecting X-functional Contract Cross-sell 96

Highspot

DECEMBER 5, 2023

Improved conversion rates: Structured sales tactics often result in better conversion rates as teams are more equipped to lead prospective customers through the buying process. This is where you start conversations, using messaging to build a bridge between the prospect’s needs and your solutions. Who are you selling to?

Process 52

Process Real Estate Objectives and Key Results Negotiate 52

Highspot

JUNE 22, 2021

Mastering new skills in sales is challenging, even for top sellers — to say nothing of the core selling techniques that reps need to be successful. There are many ways to approach sales, but the most common methods can be summarized as transactional selling, solution selling, consultative selling, and provocative selling.

Technique 82

Technique Negotiate Cross-sell Sales 82

ConversionXL

MARCH 31, 2020

With over 4,000 apps on the Shopify app store—and 3–5 added every day—it’s impossible for store owners to keep up with the changing app landscape. But that doesn’t mean there’s no pressure to keep up. While ecommerce conversion rates have increased in recent years, that increase isn’t all about on-site optimization.

User Experience 110

User Experience Retail Cross-sell Sales 110

Hubspot

JULY 27, 2023

Moreover, 79% of salespeople using automation say they can now dedicate more time to actively selling. Among others, solutions like ChatSpot allow sales reps to automatically set up new CRM profiles, create new lead segments, generate data from reports, and even send follow-up messages on their behalf. Running lead generation.

CRM 52

CRM Sales Cross-sell Pipeline 52

Salesforce

NOVEMBER 2, 2023

That’s the beauty of effective cross-selling. It increases the customer’s overall satisfaction, while driving up sales. What you’ll learn: What is cross-selling? See how it works What is cross-selling? What’s the difference between cross-selling and upselling?

Cross-sell 69

Cross-sell Sell Quota Pitch 69

The 5% Institute

APRIL 8, 2020

A Customer Success Manager is the person who comes into play once the sales process and conversation are complete, and the potential client has signed the agreement – and now an actual client. Once the sales conversation ends – the real relationship and work begins. Set Up A Team. The Customer Success Manager – A Complete Guide.

Cross-sell 52

Cross-sell Customers Referrals Clients 52