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. Just as a trade show or a well-placed article in an industry magazine does not immediately sell a product, marketing does not immediately produce sales.

A/B testing 111

A/B testing Tradeshows Finance Cross-sell 111

Sales Hacker

SEPTEMBER 25, 2019

5 tips to successfully cross the chasm to mass adoption. Then , leverage that success to sell to “early majority,” AKA pragmatists. For now, we need to move on to the 2 rules for boosting adoption and growth from day one, so you set a solid foundation for crossing the chasm. 5 Tips for Crossing the Chasm. That’s it.

Growth 73

Growth Cross-sell Contract Education 73

PandaDoc

APRIL 12, 2023

Whether you’re selling a physical product or a service, you need to find the best ways to reach your target audience. The definition of sales channels Sales channels are the methods or pathways businesses use for selling their products and services to consumers. The right sales channels can help you do this.

B2C 52

B2C Cross-sell Retail Sales 52

Highspot

DECEMBER 5, 2023

It involves identifying potential customers who might need your product or service. You can use this to showcase the value of your product or service. Give an Effective Sales Pitch Delivering an effective sales pitch involves presenting your product or service in a way that resonates with the customer’s needs.

Process 52

Process Real Estate Objectives and Key Results Negotiate 52

Sales Hacker

APRIL 21, 2021

It may take days before the rep can actually send a contract for signature. The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. Creates processes to enhance cross-functional collaboration between sales, marketing, and customer success.

Finance 100

Finance GTM Cross-sell SQL 100

Sales Hacker

MARCH 18, 2020

Make sure your employees are fully educated about COVID-19, from symptoms to safety guidelines. Without options to keep in touch and exchange important information within mere seconds, many businesses would have been forced to either close down or stay at their workplace, ultimately contracting the virus and contributing to its spread.

B2B 134

B2B Healthcare Hospitality Cross-sell 134

Hubspot

MARCH 15, 2019

Not only can you look at revenue trends over time, but you can also compare MRR to the monthly sign up rate for your product or service, monthly account growth rate, and customer retention. Revenue: The income your business earns in return for the sales of goods and services. What Is MRR? MRR stands for monthly recurring revenue.

Contract 76

Contract Cross-sell Commission Represent 76

SalesHandy

JULY 12, 2022

Every product or service has ideal and less-than-ideal customers. If you are selling to the wrong individuals, then your sales team will most likely struggle to connect with them and their pain points. Low CLV and high churn rates indicate that you are selling to the wrong people. Any sale is a good sale.”

Customers 59

Customers Cross-sell Represent Contract 59

SaaStr

MARCH 31, 2022

So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. Panel: Colleen Kapase, VP of WW Partner & Alliances, Snowflake. Jessica Alexander: Sure, absolutely.

Cross-sell 78

Cross-sell Finance Strategize Technology 78

Lead Fuze

JANUARY 1, 2022

A company in the Financial Services or Banking industry. The process of sales prospecting is to identify potential clients who are interested in your product or service. This is a summary of the perfect client for their product or service and helps gain insight into customer needs. Who have more than 10 employees. Presentation.

Commission 52

Commission Sales Cross-sell Pipeline 52

ConversionXL

APRIL 7, 2021

When sales made a list of logos they wanted to sell, or the list of ‘dream customers’ to close. The concept remains the same today with modern ABM—we want to sell to a list of ‘dream customers’ more commonly referred to as target accounts. If you’re selling B2B, you know it’s a wide and competitive market.

GTM 98

GTM CRM Cross-sell Cold Call 98

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 we service both OEM folks as well as larger distributors who ultimately then sell to OEMs. We service primarily the industrial market.

E-commerce 52

E-commerce Manufacturing Education Cross-sell 52

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 we service both OEM folks as well as larger distributors who ultimately then sell to OEMs. We service primarily the industrial market.

E-commerce 52

E-commerce Manufacturing Customers Education 52

Sales Hacker

FEBRUARY 7, 2018

This misunderstanding in growth can cause many misunderstandings in a world where no one is educated in sales. Previously they may have only spent $1,000 when buying a SaaS service online. Now the services have matured where buyers are spending 20x in online services is relatively comfortable.

Growth 87

Growth GTM SQL Strategic partnership 87

SBI

FEBRUARY 25, 2020

Your company: is launching a new product/service offering. acquired a company and wants to ramp up cross-sell opportunities. Renewal rates are certainly important, but a customer advocate is worth multiples of their annual contract value. has identified a new segment ripe for growth. A CAP can harness that potential.

Customers 49

Customers Strategize Cross-sell B2B 49

The Lost Book of Sales

JULY 12, 2021

Starting to cross the chasm. How does the "D-Day" strategy help companies cross the chasm? Being sales vs. market driven when crossing the chasm. One of the most important lessons about crossing the chasm is that the task ultimately requires achieving an unusual degree of company unity during the crossing period.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Salesmate

JUNE 4, 2021

A sales incentive is a reward/compensation (cash or non-cash) that’s given to a salesperson for performing up to a level, mainly for selling a particular amount of goods or services. For example, let’s say you are selling a “product.” Let’s say your company sells a SaaS product that rolls out new features now and then.

Drivers/motivators 105

Drivers/motivators Objectives and Key Results Teamwork Non-Profits 105

SaaStr

MAY 8, 2020

Jessica is actively involved with the education and workforce development community in New York City and as chair of the Industry Advisory Board at Opportunities for a Better Tomorrow. How have you seen the best engage with offering pilots, and what’s the structure of the pilots that you tend to advise when selling to enterprise?

Cross-sell 72

Cross-sell Contract Start-ups Up-sell 72

Gong.io

JUNE 8, 2022

Because nothing grabs a buyer’s attention faster than talking about what they could lose (market share, deal size, annual contract values, etc.). Champion : Who will sell on your behalf inside the buyer’s organization? But the MEDDIC sales methodology says even a focus on selling skills isn’t enough. . in the mid-1990s.

Process 62

Process Objectives and Key Results Quota Sales 62

SaaStr

AUGUST 27, 2019

I’ll start because I’m living this right now, and where we’re contract value. Michaela Lehr: So mine says to learn ballpark contract value and figure out the pricing that the market can bear. Either work or not work. Sanj Sanampudi: Great. You’re doing something that is brand new. So Michaela?

Territory 54

Territory Contract Cross-sell Drivers/motivators 54

Sales Hacker

JANUARY 6, 2020

Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes ,all right in your CRM. Create custom contracts in a click, sign them digitally, and automatically pull data back into your opportunities. Every sales org feels the pressure to close deals faster. Outreach has your back.

Contract 53

Contract Gaming Cross-sell Growth 53

Sales Hacker

DECEMBER 23, 2019

Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes,all right in your CRM. Create custom contracts in a click, sign them digitally, and automatically pull data back into your opportunities. There’s a lot of that education up front to just get in the door.

Contract 53

Contract Cross-sell Growth Campaign 53

Sales Hacker

SEPTEMBER 23, 2019

Our second sponsor is Outreach , the leading sales engagement platform that enables sales reps to humanize their communications at scale, from automating the soul-sucking manual work that eats up selling time to providing action-oriented tips on what communications are working best. He went to Holy Cross. Outreach has your back.

Product 52

Product Pipeline Engineering Cross-sell 52

Hubspot

OCTOBER 17, 2017

Does your writing inspire action, selling things or services or ideas? Contractions: “can’t” vs. “can not”. What made these stories so effective and efficient at educating audiences? Cross out redundancies. If you’re reading this, you can write. But can you write well ? Does your writing connect with people?

Extrinsic 78

Extrinsic Intrinsic Cross-sell Entertainment 78

SaaStr

JULY 24, 2019

Gillian Heltai | SVP of Client Services @ Talkdesk. I’m the Senior Vice-President of Client Services at Talkdesk, and I’m really excited to be here today; also, a little nervous. That really helps to reduce purchase friction and allow the CSM to grow the account without working on contracts. FULL TRANSCRIPT BELOW.

X-functional 56

X-functional Engineering Clients Start-ups 56

ConversionXL

FEBRUARY 7, 2014

Engagement will obviously vary depending on the type of product you sell. For an eCommerce company, increasing the order size is done by Up-selling (Think extended warrantees, enhanced service, or newer models) or Cross-selling (You got the TV, how about the DVD Player?). image source. Turn traffic into emails.

E-commerce 93

E-commerce Cross-sell Up-sell Growth 93

SaaStr

NOVEMBER 19, 2019

Nancy Ham : I had to cross idea number one off my list of rationalizing marketing. In enterprise software, it’s all about contracts, long term contracts. How can you sell more product? We’re a firm that has done a zillion software as a service deals in the past. I’m not doing very well here.

Closing 68

Closing Customers Niche Sports 68

SaaStr

OCTOBER 15, 2019

Unlike when selling into SMB businesses that kind of can go from a demo, to a conversion, to a close in a matter of days, enterprise sales is a lot more complicated and it’s hard to navigate through. So don’t expect that you can take your product that you sell now to SMB’s and sell the same thing to big companies.

Pipeline 62

Pipeline Manufacturing Up-sell Cross-sell 62

SaaStr

FEBRUARY 1, 2019

What can be done to ensure seamless cross-functional communication across the org? I find that I came to really appreciate great service and preferring to do what’s right for the customer. I mean if I’m in sell mode, then I’m going to be in sell mode. What are the inflection points? Amanda Kleha: Yeah.

Customers 43

Customers Price Cross-sell Start-ups 43

Salesforce

FEBRUARY 1, 2024

This includes their behaviors and attitudes toward your brand and how they interact with your marketing and, eventually, your product or service. They start to gather information about solutions, but this information is driven by knowledge of a specific product, service, or brand. You’re not just selling.

Sports 111

Sports Cross-sell Pitch Represent 111

SaaStr

MAY 27, 2020

So people were paying people to take their futures contracts. That means specifically they’re going to cancel contracts. The reason for that is most people have annual contracts and they haven’t come up for renewal yet. So the ability for people to store oil doesn’t exist. Why is financing hard right now?

Finance 79

Finance Government Price Contract 79

Martech

JUNE 27, 2023

Explain your products and services and how they solve business problems. Provide customer service. Sell, close. 3: Educational content Fill your site with useful, non-salesy information about your category and the problems your customers are looking to solve. Demonstrate expertise and trustworthiness. Generate a lead.

B2B 94

B2B Customers Cross-sell Price 94

SaaStr

OCTOBER 22, 2020

How does Ryan ensure cross-function working seamlessly from the very beginning with marketing? * First, I’m trying to sell the candidate. If I think they’re a great candidate, I am in selling mode. And are you increasing the average selling price over time? * What should the first marketing hire look like?

Pipeline 69

Pipeline Cross-sell Launch Start-ups 69

SaaStr

AUGUST 15, 2020

Jay Snyder: So I guess I’d say it’s forcing us to both challenge our customers more than ever, and by extension us to be educated and in tune with the customer’s business, more than ever. Bernadette Nixon: And so there are different things we need to do to bring to the table in crossing that chasm for our market.

Retail 78

Retail Start-ups Drivers/motivators Up-sell 78

InsightSquared

JULY 1, 2021

And there’s no better driver of great decisions than information and education. . Revenue operations is a methodology that drives cross-functional collaboration in order to close gaps in the customer experience and maximize revenue for the business. Guided Selling. The average dollar value of an annual contract.

Cross-sell 62

Cross-sell Contract Objectives and Key Results Quota 62

SaaStr

JUNE 28, 2019

In his most recent role, Dave was the CEO @ Host Analytics where he quintupled ARR, halved customer acquisition costs and increased net retention rates before selling the company to a private equity sponsor. If ACV increase is a core focus for our startup, should we hire a sales rep solely selling to enterprise?

Price 47

Price Cross-sell Up-sell Start-ups 47

Salesforce

JANUARY 11, 2024

But before you start dreaming of the commission that comes with big-ticket business sales, there’s a lot you need to know about connecting with buyers and influencing their decision to purchase products or services for their companies. In B2B (business-to-business) sales, one business sells goods or services to another.

B2B 59

B2B B2C Manufacturing Government 59