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From Service to Sales: How Field Service Can Drive Revenue Growth

Salesforce

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
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Be “Where The Buyer Is At”

Tibor Shanto

While one looks at buyer’s state of readiness to buy, you can cross-reference with length of relationship with incumbent provider. At this point they may consider contracting a duct cleaner, or go ductless, (geese only). The 20% who are recognized as eagles continue to sell the future, but future is not singular.

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KPIs that connect: 5 metrics for marketing, sales and product alignment

Martech

It encompasses income generated from first-time customers, upsells, cross-sells and new product or service launches. To find it, do these calculations: Revenue = Sales amount × Average order value (or sales price) For example, you have signed 21 new contracts during the last year, with an average value of $7,500.

Product 133
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Account Management Excellence (feat.) Will Frattini

Sales Gravy

On this episode of the Sales Gravy Podcast, Jeb Blount and Will Frattini, Head of Enterprise Revenue & Growth at Zoominfo, take on account management and account expansion selling. This doesn't mean only reaching out when it's time to renew a contract. The goal is to become an indispensable partner rather than just another vendor.

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10 Types of Sales Calls: What to Know and How to Use Them

Hubspot

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.

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5 Interesting Learnings From Freshworks at ~$600,000,000 in ARR

SaaStr

Fast forward to today, and last quarter they crossed an incredible $560,000,000 in ARR growing 20% on a constant currency basis. NRR Stable / Up a Smidge at 108%, But Boosted By Price Increases Like Monday and many other leaders that sell to SMBs, they’ve seen some decline in NRR. That should put them at about $600m ARR today!

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Customer Success—and PLG—as a Profit Center

Heinz Marketing

By focusing on “CLV, upsell rate, and new revenue growth through cross-sell and advocacy influence” CS teams become more aligned with the entire revenue engine. It means that the CS team should constantly be capitalizing on upsell and cross-sell opportunities, instead of waiting around for the annual contract renewal to arrive.