Salesforce

NOVEMBER 21, 2023

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

Service Growth Cross-sell Appointment 105

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

SaaStr

FEBRUARY 14, 2024

The landscape of customer success has been evolving rapidly. So much so that we seem to be releasing new content on customer success just about every week. Today we’re focusing on actionable insights you can use to drive down churn with customer success in today’s new era of SaaS efficiency.

Customers 93

Customers Cross-sell Drivers/motivators Gaming 93

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

DECEMBER 5, 2022

Paddle’s Senior Product Manager, Allissa Chan, and Chief Strategy Officer, Patrick Campbell, share their experience of scaling a bootstrapped startup. Hooking in new customers is exciting, but customer retention is where your business will make money. Lever #1: Tactical retention. The fact is that bootstrapped companies are ?better

Product 52

Product Territory Price Cross-sell 52

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 99

Cross-sell Contract Price Growth 99

Veloxy

AUGUST 17, 2022

Salesforce automation tools go a long way in helping you improve the productivity and efficiency of your sales team. 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.

Appointment 147

Appointment Territory Cross-sell Contract 147

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 94

Finance Contract Cross-sell Campaign 94

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

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

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

Smarter With Gartner

JULY 2, 2021

Hi-tech product planning is a high-stakes effort that requires decisions to be made in the face of uncertainty — it’s important to know if customers will embrace the new offering or not. Product marketers must adjust their messaging in a downturn and support new strategies in a recovery from a disruptive crisis.

Product 82

Product Minimum Viable Product Drivers/motivators Technology 82

Veloxy

AUGUST 31, 2023

Know your product Whereas inside sales reps need to speak intelligently about their products, outside sales reps also need to know how best to use their products, their industrial applications, and in some cases the products’ intricate engineering.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

SaaStr

MARCH 22, 2023

Customers’ data architectures today are an incredible mess with massive amounts of legacy. Customers were going to virtualize data centers, and you want to position yourself in that kind of inevitability. The commercial market you choose to build and offer your customers defines you, yes. Does this market need disruption?

Growth 77

Growth Cross-sell GTM Up-sell 77

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 136

Contract Cross-sell Price Growth 136

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

Martech

JUNE 6, 2023

Marketers and martech professionals have the option to buy one product or a full platform suite. 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. This also applies to newly released products.

X-functional 109

X-functional Cross-sell Contract Up-sell 109

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. This is how your business grows.

Pipeline 126

Pipeline Negotiate Contract Objectives and Key Results 126

SaaStr

JULY 13, 2023

It took going multi-product. If you want to get to 100%+ NRR with SMBs, you really do need to go multi-product. Even today, most SaaS VCs would have trouble believing a $2k ACV product like Monday could truly scale. Even Monday is still early in Customer Marketing. But scale it has. #4. More here #5.

Cross-sell 71

Cross-sell Contract Gaming Up-sell 71

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. John: Hey Key.

Cross-sell 136

Cross-sell Contract Sales CRM 136

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

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

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

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 97

Commission Contract Cross-sell Sales 97

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 27, 2021

What she did get, though, was her customer. Coinbase is a startup dedicated to building the crypto-economy, and the company was also an existing Slack customer. Add to that, the company had previously signed a three-year contract with Slack for several thousand users, and five months later, it had blown past that allotment.

Closing 98

Closing Contract Legal Cross-sell 98

PandaDoc

MAY 9, 2024

Qualified leads meet criteria such as having the budget or buying authority for your product or service. Businesses that work on a subscription basis may prefer average customer lifetime value (CLV) instead of average deal value. Likewise, you can calculate sales velocity for different teams, products, regions, and markets.

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 75

GTM Cross-sell Government Legal 75

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

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

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 106

E-commerce Cross-sell Contract Up-sell 106

Veloxy

APRIL 11, 2023

Besides creating emails or optimizing sales scripts, AI can automate mundane tasks, boost productivity, and ensure personalization. It helps eCommerce companies personalize communications, upsell/cross-sell, and reduce cart abandonment rate. But they aren’t the only helpful solutions.

Pipeline 130

Pipeline Sales CRM Price 130

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

Salesforce

JUNE 2, 2022

Because it’s the greatest indicator of future sales bookings, or annual contract value (ACV). It’s what helps drive forecast accuracy, and it’s how we drive accountability by product, geography, and segment. Cloud Sales are dedicated to a specific product (for example, Salesforce Service or Platform). They focus on new business.

Pipeline 98

Pipeline Engineering Growth Territory 98

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