PandaDoc

OCTOBER 15, 2024

Deal desks can incorporate large teams of relevant stakeholders within sales, finance, product marketing, product management, legal, customer success, and more as needed. Paying attention to customer needs is an imperative part of revenue operations. Reduce your sales cycle and improve your close rate today with PandaDoc.

Legal

Highspot

JUNE 19, 2025

Key takeaways Highly engaged customers tend to stay loyal to companies, spend more on their products and services, and become brand advocates. Sales, marketing, and customer support must collaborate and coordinate to deliver personalized, seamless experiences that foster trust. What is customer engagement?

GTM

Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. A solid curriculum empowers: Sales to confidently build relationships, handle objections, meet customer expectations, and close deals faster. Customer support to address customer queries and ensure adoption.

Product

PandaDoc

JULY 23, 2025

Customer relationship management (CRM) software is a popular choice for many businesses. These platforms help to build a historical record of customer engagement and interactions over time by managing correspondence, keeping track of specific buyers and stakeholders, and even assisting with quote generation and marketing campaigns.

CRM

Salesforce

JULY 3, 2025

They take care of the repetitive, time-consuming tasks that slow you down, so you can focus on what matters most — connecting with customers, closing deals, and growing your business. Scales your business: As your business grows, automation helps you manage more leads and customers without using more manual effort.

Technique

Hubspot

JANUARY 14, 2025

Theyre someone who takes initiative, inspires their fellow salespeople, and drives revenue growth through an innovative approach to prospecting and selling. And, just as I mentioned, thats exactly where sales champions shine theyre not just deal-closers but dynamic professionals who go far beyond the basics of selling.

Negotiate

Highspot

JULY 3, 2025

Many buyers may value the autonomy and convenience of digital customer journeys. The reality, though, is that potential customers still require human interaction (and a lot of it) to make well-informed and timely decisions about B2B products and services. That said, your sales team continues to hold significant value to them.

B2B

Salesforce

DECEMBER 20, 2024

When working with sales to help close deals, B2B marketers need to understand the sales funnel, including how customers move through the stages of an opportunity. For example, you can host personalized events to get face-time with customers. Contracts expire and requirements change as companies scale thats the world we live in.

B2B

PandaDoc

MARCH 25, 2025

If youre selling a cup of coffee, the options are relatively simple. You choose a price based on size, add any extras, and send your customers on their way. Transactional sales typically involve minimal customer relationship development and focus on brief, individual purchaseslike movie tickets or coffee.

Objectives and Key Results

SaaStr

AUGUST 13, 2025

157 Deals Over $1M Shows AI Can Transform Your Customer Acquisition Engine The Learning : Palantir’s Artificial Intelligence Platform (AIP) isn’t just a product feature—it’s become their primary customer acquisition engine. These are the kinds of metrics that create customer lock-in and expansion.

Government

Martech

SEPTEMBER 26, 2024

PR professionals protect brand reputation by handling crises, responding to customer feedback and capitalizing on opportunities. Unlike digital marketing strategies that can be somewhat standardized, PR campaigns need to be customized to connect with various audiences worldwide. What is killing traditional PR?

Territory

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. Sharing personal wins, sales tips, and customer success stories shows that you’re in the trenches, driving real results.

Closing

Hubspot

FEBRUARY 24, 2025

Five years into my B2B marketing career, I noticed a pattern: The clients who said yes were the ones whom I understood not just their stated needs but their underlying motivations through conceptual selling. Table of Contents What is conceptual selling? While traditional selling asks, What do you need? Heres how it works.

Sell

Sales Hacker

JUNE 17, 2025

At Procore, he led all customer-facing functions—Sales, Marketing, CS, RevOps, and BD. Customer drives everything in the organization. His time there included serving as Chief Revenue Officer leaving all customer facing functions, sales, marketing, CS Rev, ops BD and procore.org. It drives employee engagement. Shall shall do it.

GTM

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. ” While “ Always Be Closing ” reflects the aggressive tactics of the past, modern sales prioritizes relationships and gathering as much context as possible to address customers’ needs.

Objectives and Key Results

Sales Hacker

JANUARY 7, 2025

One of my questions right away was just, you made this transition, at least at Aircall, from APAC and running that to now overseeing you know global what are some of the differences between selling in apac and selling in in north america hmm. Fred Viet: It’s a big difference. Okay, let’s go on invest.

GTM

PandaDoc

JUNE 6, 2025

It’s all about empowering your reps to sell more effectively—and you can’t improve what you don’t measure. Quarterly or annually : These check-ins are great for focusing on strategic indicators like customer lifetime value (CLV) or enablement program ROI. That’s why sales enablement metrics are so important.

Objectives and Key Results

Salesforce

FEBRUARY 21, 2025

Heres what it can do for you as you move forward with fiber broadband: Leverage insights to decide where to build Manage complex fiber broadband projects Scale the quote-to-order process and improve accuracy Serve fiber broadband subscribers efficiently Build customer loyalty with personalized experiences Leverage insights to decide where to build.

Contract

Sales Hacker

MARCH 25, 2025

51:42 Why agentic AI makes customer relationships and long-term value even more critical. The exciting part of my job now is kind of the constant innovation around this space and then seeing all these kinds of customers and partners building these exciting solutions. Ray Smith: Yeah, I think that’s the fundamental shift.

GTM

Hubspot

FEBRUARY 21, 2025

Desperate for a solution, I turned to target account selling a method Ive since refined into a system thats helped me land six SaaS clients in under four months. Table of Contents What is target account selling? How does target account selling work? What is target account selling? How does target account selling work?

Clients

Salesforce

JULY 17, 2025

It must account for buying groups, cross-functional decisions, longer sales cycles, and the rise of AI agents brokering information on your buyer’s behalf. You’re selling to a committee, not a contact Most B2B deals involve 6–10 stakeholders. What to do instead: Build stakeholder personas, not individual customer profiles.

B2B

SaaStr

DECEMBER 4, 2024

Pricing is more than just a number on a contract — when used thoughtfully, it can become a strategic tool for your SaaS product that can drive product adoption, customer satisfaction, and business growth. “I call it another product feature and just like other product features, it changes what your customer’s behavior is.

Price

Hubspot

FEBRUARY 13, 2025

This sales method focuses on teams working together so the customer feels like theyre working with one, connected company. SPICED is a customer-centric framework that provides a unified approach for all revenue teams. Understand the customers current state and challenges. So, how do you create a company that feels unified?

Sales

SaaStr

FEBRUARY 26, 2025

Companies successfully implementing PLG are seeing dramatically lower customer acquisition costs as a percentage of revenue. It’s a fundamental business architecture that requires rethinking your entire customer journey. The “Golf Course Era” – Selling to CIOs over lunch GTM 2.0:

GTM

SaaStr

JUNE 25, 2025

Company Snapshot: Founded : January 2014 (11 years) Current ARR : $1.09B+ (Q1 FY2025) Growth Rate : 39% YoY ARR growth, 47% revenue growth NPS Score : 80 (exceptionally high for enterprise software) Net Revenue Retention : 133% (as of Jan 2024) Customers : 2,246 customers with $100K+ ARR contracts IPO : April 2024 on NYSE (RBRK) at $5.6B

Legal

Salesforce

OCTOBER 18, 2024

Marketing dollars are wasted if you can’t identify your potential customers. Create an ideal customer profile to target prospects who are mostly likely to spend their hard-earned money on your product or service. They offer face-to-face interactions, building trust and loyalty among customers. Who is your target audience?

Minimum Viable Product

Salesforce

MAY 12, 2025

In fact, according to Salesforce’s State of Sales report, 80% of sales representatives say their leadership is prioritizing long-term customer relationships over short-term wins. By doing so, they’re more likely to inspire customer loyalty, repeat sales and future viability. Learn how Revenue Cloud can help.

Cross-sell

Salesforce

APRIL 28, 2025

It turns casual browsers into passionate customers. Instagrams reels, stories, polls, and shoppable posts make it easy for businesses to showcase their personality and engage with customers. Successful SMBs on Instagram dont just sell their products they create immersive brand experiences that keep followers coming back.

Follow-up

Hubspot

FEBRUARY 12, 2025

Remember, as an AI entrepreneur, your ultimate goal is to build an economically viable solution that delivers tangible benefits to your customers. This functionality of the tool became our unique selling point (USP) and users started outputting personalized content. Source A key lesson to take away: Listen to your customers.

Minimum Viable Product

SaaStr

JUNE 23, 2025

months is reshaping how software gets built TL;DR: The New Dev Platform Reality In June 2025, Replit CEO Amjad Masad dropped a bombshell on X: his company had crossed $100M ARR, up from just $10M at the end of 2024. Thank you to our customers and supporters—this wouldn’t be possible without you.

X-functional

Martech

MAY 19, 2025

Its remarkable growth doesnt even include all the custom GPTs and home-grown apps marketers are building with AI tools. One contract to sign. Now, it includes the data marketers need, putting all involved in PLG’s acquire-retain-upsell/cross-sell flywheel in one application. There was one vendor to manage.

Cross-sell

Salesforce

FEBRUARY 17, 2025

Learning how to generate leads is just one part of the equation to increase sales success hinges on converting those leads into long-term customers and fostering relationships that drive long-term growth. That opens the door to growth, fuels innovation, and gives you the resources to better serve your customers. The S.M.A.R.T.

Territory

Salesforce

MARCH 3, 2025

A Deal Desk is a cross-functional team that streamlines the closing of sales complex and non-standard deals, handling everything from quote to cash. This includes everything from securing approvals and ensuring every contract is compliant. This includes setting prices, drafting custom contracts, and keeping service delivery on track.

Legal

Sales Hacker

MAY 30, 2025

At AppFolio, the team built UCE: Unified Customer Experience. Lisa Horner (CMO) and Marcy Campbell (CRO) created a cross-functional framework: UCE brings together marketing, sales, customer success, and services. Tracks metrics across the full customer journey. Planning becomes cross-functional by default.

GTM

Sales Hacker

FEBRUARY 1, 2021

While the link between retaining customers and profitability is pretty well understood, most companies still approach customer retention with piecemeal initiatives. When customers say: “ We are not getting the outcomes we expected ”. “ Too often contract cancellation (or non-renewal) comes as a surprise, but it never should.

Customers

Heinz Marketing

MAY 20, 2022

While the idea of customer success as a profit center is not new, it is regaining momentum and overtaking new logo acquisition as the main strategy for B2B revenue growth. Our clientele often come to us for help gaining new customers. Customer Marketing. Customer Marketing. Customer Success. Account Management.

Cross-sell

Martech

MAY 6, 2024

Prompt: Can I use lead scoring for existing customers? Answer: Yes, lead scoring can be used not only for new leads but also for existing customers. This allows you to identify high-value customers who may be more likely to make additional purchases or become advocates for your brand. Please use simple language.

Cross-sell