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 126

Product Contract Drivers/motivators SQL 126

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 102

Cross-sell Contract Price Growth 102

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

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 69

Cross-sell Customers GTM A/B testing 69

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 137

Contract Cross-sell Price Growth 137

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

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

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. Experiment with different plans and position the pricing as whole numbers. Some customer churn is unavoidable.

Product 52

Product Territory Price Cross-sell 52

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 87

Process Cross-sell Contract Negotiate 87

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

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. New consumption pricing model has increased revenue 15% where rolled out. An incredible streak.

Contract 120

Contract Cross-sell Price Growth 120

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 72

Cross-sell Contract Gaming Up-sell 72

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. Every industry, product type, and business model will have different needs regarding things like pricing and win rates.

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

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

Hubspot

AUGUST 14, 2023

Value leaks undermine a buyer’s confidence in your solution, reducing your likelihood of closing — and even if you do win, you’ll have a harder time charging full price. For instance, let‘s say a salesperson is selling a product that isn’t backed by 24/7 support — and once upon a time, that factor held up a deal or two.

Closing 88

Closing Hospitality Negotiate Price 88

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

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

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. Nurturing existing leads.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

SBI

NOVEMBER 2, 2017

As a means to drive that profitable growth, companies are implementing digital transformation projects to more effectively engage with their customers and build stronger relationships. Russ: Research is showing that B2B buyer loyalty isn’t primarily driven by pricing, brand or the product.

Cross-sell 52

Cross-sell Finance Contract Legal 52

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

Salesforce

JULY 14, 2021

Data is the driving force behind great digital experiences because it demonstrates the impact of customer and employee experience strategies. This data proves that consumer needs have irrevocably changed, and 66% of customers expect companies to understand those needs. Upsell and cross-sell rates.

Sales Experience 98

Sales Experience Cross-sell B2B Sales 98

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. Org Building Ideas for Cross-Border Companies. They help open doors to potential customers and provide advice. Proximity to customers helps too. Having a leg in SV could help build a global team and work closely with customers. Learnings on GTM.

GTM 88

GTM Cross-sell Niche Strategize 88

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 122

Retail X-functional Launch Non-Profits 122

Martech

OCTOBER 23, 2023

During Weinberg’s cross-examination by Google, Google’s lawyer pointed out that DuckDuckGo’s market share is lower in Europe compared to the United States, even in countries where a default search engine choice screen has been introduced. Search engine users do not have a choice, says DuckDuckGo (Sept.

Trust 81

Trust Objectives and Key Results Engineering Negotiate 81

Partners in Excellence

FEBRUARY 17, 2015

There are 1000’s of articles about transactional selling. The collective wisdom of most of those posts can be summarized as follows: “Transactional selling sucks!” To expand on what most of these say, it not only sucks, the only way you can win is on price, and “real sellers” want to avoid it at all costs.

Contract 93

Contract Cross-sell Manufacturing Price 93

Martech

SEPTEMBER 25, 2023

Pricing customer service. 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? Competition. Overall market demand.

A/B testing 115

A/B testing Tradeshows Finance Cross-sell 115

Spiro Technologies

APRIL 12, 2023

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving, and selling products, and of course, having fun along the way. And there are a number of characteristics and physical attributes that have to be factored in to make those properly for our end customer. Adam Honig: Gotcha.

E-commerce 52

E-commerce Manufacturing Customers Education 52

Partners in Excellence

JULY 19, 2013

I’ve written before about how many opportunities we inappropriately disqualify because the customer doesn’t have the budget. It’s important that we understand how the customer is going to pay for whatever they are or that we want them to buy. What is the customer’s fiscal year?

Customers 90

Customers Cross-sell Contract Price 90

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

SBI

FEBRUARY 25, 2020

What Your CMO Doesn’t Know About Customer Advocate Programs. I’m always fascinated that customer advocate programs (CAP) are rarely in the various pundits’ priority lists, at least explicitly. The anticipated priorities in 2020, for instance, include some form of: Deepen customer knowledge through advanced analytics.

Customers 49

Customers Strategize Cross-sell B2B 49

SaaStr

AUGUST 7, 2020

359: The Secrets to Vertical Growth, What it Really Takes to Build a $1B SaaS Company with Matt Garratt, SVP, Managing Partner @ Salesforce Ventures, Trisha Price, Chief Product Officer @ nCino and David Schmaier, CEO & Founder @ Vlocity. Trisha Price. Trisha Price: nCino is a little bit different in its background.

Price 60

Price Retail X-functional Healthcare 60

Salesforce

NOVEMBER 2, 2023

That’s the beauty of effective cross-selling. It increases the customer’s overall satisfaction, while driving up sales. Here’s how I recommend leveraging this proven sales approach to make existing customers even happier and get you to quota faster. What you’ll learn: What is cross-selling?

Cross-sell 69

Cross-sell Sell Quota Pitch 69

Hubspot

OCTOBER 16, 2017

If you want them to stop selling to poor fit customers, institute a clawback so they lose their commission if the customer churns or returns the product within a set window of time. Increase average contract length. Increase percentage of repeat customers. Increase upsell/cross-sell rate.

Commission 92

Commission Quota X-functional Non-Profits 92

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. Companies start prospecting by formulating an Ideal Customer Profile. It focuses on the sales and marketing teams and helps gain important insight such as customer needs.

Sales 105

Sales Cross-sell Pipeline Negotiate 105

Sales Hacker

SEPTEMBER 11, 2020

Imagine having the opportunity to sell into a company like Lyft in 2011. The total addressable market continues to grow and is ripe for selling to, but very few startups reach unicorn status. Why Should You Sell Into Startups? While selling to startups is an evergreen opportunity, it’s important to understand the risks as well.

Sell 78

Sell Minimum Viable Product Objectives and Key Results Cross-sell 78

SBI

DECEMBER 28, 2020

It’s a very powerful combination that will enhance our customers’ abilities to use our purchase intent data to grow their revenues and increase their market share.” Increase its customer base and revenues – For customers that already do business with both TechTarget and BrightTALK, there will be opportunities to expand the relationships.

Closing 50

Closing Finance Contract Cross-sell 50

ConversionXL

MARCH 31, 2020

Rising customer acquisition costs—especially on ad platforms—have also put weaker brands with lower conversion rates out of business. Using your data and their machine-learning algorithm, the tool predicts (over 95% accurate) the date your products will land on your customers’ doorstep. questions to customer service reps.

User Experience 110

User Experience Retail Cross-sell Sales 110