Martech

OCTOBER 19, 2023

While businesses value the synergy between marketing, sales and product teams in theory, they often struggle to create a cohesive atmosphere and deliver seamless customer experiences in practice. Customer acquisition cost (САС). Customer lifetime value (LTV). New revenue.

Product 128

Product Contract Drivers/motivators SQL 128

SaaStr

OCTOBER 17, 2023

Customer success is all about outcomes. What does NRR have to do with customer success? PST — Former VP of Customer Success and current founder and Managing Partner at Success Venture Partners, John Gleeson, shares his lessons learned scaling customer success from $1M to $300M in ARR. Get more new customers.

Cross-sell 67

Cross-sell Customers GTM A/B testing 67

Sales Gravy

NOVEMBER 20, 2023

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. Why Account Management Matters In sales, closing deals and prospecting often steal the spotlight from account management and customer retention.

Account management 89

Account management Objectives and Key Results Cross-sell Contract 89

Veloxy

AUGUST 17, 2022

Other tools are more specialized, such as gamification, customer experience management, and lead prioritization. Then, you can automatically track your customers’ email engagement to better prioritize leads. You’ll easily generate quotes, proposals, and contracts in a variety of formats and in mere seconds. source of image.

Appointment 147

Appointment Territory Cross-sell Contract 147

Hubspot

DECEMBER 13, 2023

These are important to understand of course, but salespeople aren't always going to call just to pitch to a potential customer — the job encompasses so much more. In this post, I‘ll guide you through the different types of sales calls and the purpose they serve to meet your customers’ needs.

Objection handling 73

Objection handling Negotiate Cross-sell Contract 73

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. For many newer customers, this might be their first time getting to spend time with you — especially as conferences have moved online. Why plan a customer visit? 5 Potential Goals of Your Customer Visit.

Customers 92

Customers Cross-sell Referrals Clients 92

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. Bigger Customers Keep Growing, But SMBs Have Slowed A common theme across tech today. Freshworks has 51,700 customers at around $2k ARR, with a quick close of just 25 days. But good to learn from.

Cross-sell 97

Cross-sell Contract Price Growth 97

Martech

JANUARY 25, 2023

HubSpot for fiscal year forecasting and goals now lets you customize reporting for your fiscal year, eliminating the need to download forecasts and goals and manipulate them manually. To improve internal communication and customer experiences, non-admin team members can quickly and efficiently find, share or clone each other’s meeting links.

Finance 99

Finance Contract Cross-sell Campaign 99

Veloxy

JUNE 8, 2022

For instance, you could have a pipeline worth a million dollars in contract value. So if you can save on time spent doing repetitive tasks, then your reps will be able to focus on a singular goal of selling and closing deals more effectively. This will help unearth buyer signals in customer behaviors. Conclusion.

Pipeline 195

Pipeline Technology Technology Cross-sell 195

Hubspot

AUGUST 2, 2022

Given the ongoing nature of software-as-a-service (SaaS) investments and support, it’s possible for companies to turn initial sales into continual revenue streams that both boost customer satisfaction and pave the way for sustained success. This starts by creating a solid SaaS bundle that customers want to buy. The caveat?

Contract 70

Contract Cross-sell Up-sell Clients 70

Sales Hacker

OCTOBER 11, 2021

Sales teams that are stuck manually toggling between different technology solutions are taking precious hours away from actually selling. When leaders automate key areas in the sales process , they will gain visibility into the customer journey so improvements can be made to enhance the customer experience.

Process 86

Process Cross-sell Contract Negotiate 86

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. Get deals done, make customers successful, and help your company grow.

Gaming 95

Gaming Cross-sell Referrals CRM 95

SaaStr

FEBRUARY 1, 2022

60% of Asana’s customers come from self-service, 40% from sales. 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. 60% of Expensify’s Customers started off in the Free edition, even at IPO.

Contract 134

Contract Cross-sell Price Growth 134

Salesforce

JULY 28, 2022

Talk of an impending recession likely has your customers worried. Instead of obsessing over quota attainment, find ways to deliver more value and support to your existing customer base so they know their investment is worthwhile — and won’t disappear. Upskill and cross-train your teams. Speed up rep success.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Salesmate

JULY 8, 2020

Successful entrepreneurs understand the importance of generating a continuous stream of leads and turning those leads into customers. The amount of time it takes to turn a lead into a customer will depend on the service you are offering, and the price of that service. Sell their goals. This is how your business grows.

Pipeline 126

Pipeline Negotiate Contract Objectives and Key Results 126

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. Basically, the sales rep will communicate to build a relationship, not to sell a product. Up-front contracts.

Cross-sell 136

Cross-sell Contract Sales CRM 136

SaaStr

MARCH 27, 2023

When they have to give back some of their commission if a customer cancels early. Most customers pay, and most pay on time. I find this is very helpful in curbing sales rep behavior that crosses the line into too aggressive. Once cash flow is better established, pay more deals when the contract is e-signed.

Commission 95

Commission Contract Cross-sell Sales 95

Salesforce

JULY 19, 2023

Table of contents What is AI in customer service? What are the benefits of AI in customer service? ” With budgets in flux and customers expecting more, service teams are constantly figuring out how to answer an important question: how do you actually do more with less? The answer is AI in customer service.

Service 52

Service Customers CRM Technology 52

Veloxy

AUGUST 31, 2023

From long-lasting client relationships to face-to-face meetings , field reps can make all the difference in innovation by continually supporting customer needs. Customers come first While you’re busy trying to meet your sales quota , remember to value the customer more than anything else.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

SalesHandy

JULY 12, 2022

“Everyone is not your customer.” — Seth Godin. Most businesses spend a considerable amount of resources on acquiring and converting customers hoping they remain profitable for years to come. Generating revenue requires building a successful marketing and sales strategy while keeping customers at the forefront.

Customers 59

Customers Cross-sell Represent Contract 59

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 112

X-functional Cross-sell Contract Up-sell 112

The 5% Institute

APRIL 8, 2020

Sales Professionals and Business Owners alike should focus on the success of their customers; and depending on your business size, you may require a Customer Success Manager. So, what exactly is a Customer Success Manager? The Customer Success Manager – A Complete Guide. What Is A Customer Success Manager?

Cross-sell 52

Cross-sell Customers Referrals Clients 52

SaaStr

JULY 13, 2023

It took Monday a long time to cross 100% NRR from SMBs, and they have to have multiple offerings to get there. #2. Most important was segmenting the analyses to separate out the very newest customers, who were obscuring how well older customers were performing. Even Monday is still early in Customer Marketing.

Cross-sell 69

Cross-sell Contract Gaming Up-sell 69

Sales Hacker

JULY 25, 2022

The beauty of a sales performance dashboard is your ability to customize it. Metrics that depend on employee performance and customer behavior. May include: customer retention rate, win rate, and new customers acquired. Before a new customer deal can close, an SDR has to find that customer.

Engineering 99

Engineering Objectives and Key Results Cross-sell Pipeline 99

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. The sales funnel is also a visual representation of the sales process, but from the customer’s point of view. Prospecting Sales prospecting refers to the process of finding potential new customers.

Pipeline 59

Pipeline Objectives and Key Results Contract Cross-sell 59

PandaDoc

APRIL 20, 2022

Cold, impersonal outreach won’t win points with customers — and that’s assuming that it even reaches their inbox at all. 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.

Technique 98

Technique Cold Call Contract Cross-sell 98

Sales Hacker

MARCH 19, 2020

Here’s an important, and often overlooked, fact about B2B sales and marketing: Your customer data holds all the keys you need to grow your business. This post is a simple walkthrough of the why and the how behind predictive sales and marketing strategies, and why it all starts with your own customer data. Let’s dig into it.

Growth 75

Growth Customers Referrals B2B 75

Gong.io

SEPTEMBER 21, 2022

But the thing is, simply asking, “how much did we sell this month?” Many aspects influence revenue growth – average sales cycle length , churn rate, and customer acquisition cost, to name just a few. This is a helpful metric as it standardizes various contracts. TCV / contract term in years = ACV. isn’t enough.

Contract 62

Contract Quota Objectives and Key Results Sales 62

Sales Hacker

JUNE 13, 2023

Company founders do a lot of the selling in the early days. Make your sales process about buyer decisions, not arbitrary stages Every time I start working with a new sales team, I ask the same question: What decisions does a customer have to make to buy from you? Then there’s a logistics stage covering contract details.

Process 87

Process Cross-sell Sales Finance 87

PandaDoc

MAY 9, 2024

Businesses that work on a subscription basis may prefer average customer lifetime value (CLV) instead of average deal value. A SaaS provider sells document workflow software for businesses of all sizes. Some customers prefer emails, while others prefer live chat or phone calls. What is an example of sales velocity?

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

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. Challenge #1: Starting with Product-Led Growth and Deciding If It’s Worth It If you start with PLG and want to move your customer base and prospects to Enterprise deals, you might ask yourself: Should I go for it?

GTM 74

GTM Cross-sell Government Legal 74

SaaStr

DECEMBER 5, 2022

Hooking in new customers is exciting, but customer retention is where your business will make money. In SaaS, retention is usually driven by recurring revenue, cross-selling, and up-selling. Short-term plans don’t involve long-term contracts, and they work best for users who need to test a product.

Product 52

Product Territory Price Cross-sell 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. Customer knowledge.

E-commerce 112

E-commerce Cross-sell Contract Up-sell 112

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 117

Contract Cross-sell Price Growth 117

SalesLoft

JULY 10, 2023

Accommodates large buying committees and account-based selling. Customer communication Your customers are at the forefront of everything you do. Account managers and customer success teams need technology that: Makes adoption easy for the revenue team — customers aren’t upgrading a tool they aren’t using.

Cross-sell 40

Cross-sell Technology Technology Account management 40

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. Enhanced customer experiences. As a result, ABM is more personalized and delivers more consistent customer experiences across channels. Sounds good? What it is.

B2B 92

B2B Cross-sell Contract Pipeline 92

The 5% Institute

AUGUST 7, 2023

The role of an account manager goes beyond mere customer service – it involves nurturing client relationships, driving revenue growth, and enhancing a company’s reputation. Such relationships not only lead to client loyalty but also open doors for potential upselling and cross-selling opportunities.

Account management 52

Account management Negotiate X-functional Cross-sell 52