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. The four (fixable) problems with B2B personalization 1.

B2B

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

Hubspot

FEBRUARY 12, 2025

Our programming team built a context engine using Large Language Models (LLM). This functionality of the tool became our unique selling point (USP) and users started outputting personalized content. If you want to sell your product, you should be well-versed in convincing people why they/their company needs it. Healthcare.

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. The platform essentially sells itself through viral project sharing and template libraries.

X-functional

Martech

MAY 16, 2025

If you’re a brand, influencer or creator using the platform to sell something or promote a product, that qualifies as commercial use under U.S. The company built its entire marketing engine on emotional, trend-driven content. If a celebrity’s image was involved, there were contracts. That’s false.

Legal

Sales Hacker

MAY 30, 2025

Lisa Horner (CMO) and Marcy Campbell (CRO) created a cross-functional framework: UCE brings together marketing, sales, customer success, and services. Planning becomes cross-functional by default. ACD (average contract duration). Strong working relationships only go so far without a system behind them. The result? MQLs S0s/S1s.

GTM

Sales Hacker

JULY 25, 2022

In order for your car to run efficiently, you need every part of your engine firing on all cylinders. Everyone on your team must meet their specific goals in order for your engine to operate efficiently. Every part of your revenue engine serves a specific purpose, but each part supports the whole. Where your problem areas lie.

Engineering

Salesforce

JUNE 2, 2022

Because it’s the greatest indicator of future sales bookings, or annual contract value (ACV). How to build a pipeline engine. Your pipeline engine needs to have all cylinders firing. Tip 2: Understand each of the functions that make up your pipe engine. Salesforce's Eric Stahl explains how to build a pipeline engine.

Pipeline

Heinz Marketing

MAY 20, 2022

By focusing on “CLV, upsell rate, and new revenue growth through cross-sell and advocacy influence” CS teams become more aligned with the entire revenue engine. It means that the CS team should constantly be capitalizing on upsell and cross-sell opportunities, instead of waiting around for the annual contract renewal to arrive.

Cross-sell

Veloxy

AUGUST 17, 2022

Price: $49/month for Salesforce users, corporate plans available Automations: Non-selling activities, lead prioritization, lead capture Veloxy has several features to help you automate Salesforce, no matter how long you’ve been using the CRM platform. The Top 7 Best Salesforce Automation Tools. source of image. source of image.

Appointment

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!” Others say that it is all going the way of the web and e-procurement, so there is really no “selling opportunity.” ” It does!

Contract

Partners in Excellence

APRIL 18, 2013

We may measure them on retention, we may have goals for growing the business with our existing customers through cross sell, upsell, expanding our relationships. The legal department creating contracts that are unreadable or make every problem the “customer’s risk.”

Customers

Hubspot

APRIL 2, 2018

Do you have any questions about the contract?". I’ve CC’d our lead engineer to speak to your concerns.”. Contract questions. Never comment on a contract or proposal over email. Do you have any questions about the contract?”. Things to Say On the Phone. “I I wanted to follow up on the proposal.”. "Do

Prospecting

Search Engine Land

JANUARY 6, 2023

in 2011, startup search engine Blekko launched a spam clock that estimated 155 million spam pages had been created since Jan. 2010: Microsoft CEO Steve Ballmer announced that Bing would become the default search engine and MSN the default homepage on HP computers. Google Confirms Layoffs Of Contract Employees. The Spam Clock.

Sports

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. Org Building Ideas for Cross-Border Companies. The former CRO of a successful prosumer SaaS company shared how they gave away free annual licenses for all new users over and above the ones contracted. SV SaaS companies sell to other SV SaaS companies.

GTM

Martech

JUNE 27, 2023

Sell, close. Experiment with different organizational options and internal search engines. Ecommerce is perfect for selling low-margin replacement parts, financing solutions and warranties. Explain your products and services and how they solve business problems. Motivate interaction. Capture visitor data. Generate a lead.

B2B

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

Hubspot

FEBRUARY 7, 2018

Sales Engineer. How to know if this job is right for you: Being an AE is a natural next step once you’ve gotten some selling experience under your belt. It’s also harder to learn selling fundamentals when you’re operating solo or in a small team. But account managers also look for upsell and cross-sell opportunities.

Territory

Highspot

JANUARY 31, 2020

Sales excellence is defined as the consistent outperformance of key growth objectives, achieved by strategic, cross-functional initiatives. These initiatives are key inputs of your revenue engine: your training, tools, enablement, and culture. Percentage of time spent on selling activities. What Is Sales Excellence?

Growth

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. Maybe you’re selling the right products to the wrong audience in the wrong market.

Outside Sales

Martech

SEPTEMBER 24, 2021

Most ABM tool vendors offer recommendation engines that ingest and analyze customer firmographic, technographic, intent and engagement data to score target accounts, create an ICP and identify lookalike accounts. Expanded account value and revenue. And the gains are not limited to enterprise-level companies. Enhanced customer experiences.

B2B

Search Engine Land

JUNE 14, 2023

For instance, if you’re selling high-end clothing, you should think twice before giving an affiliate agency carte blanche to work with a range of coupon sites. Question 2: How long is your minimum contract length? Agencies with short-term contracts will work with coupon and deal sites to produce quick revenue.

Contract

Gong.io

MAY 31, 2021

It leads your sales reps through various scenarios: how to prospect, when to sell what product or service, how to overcome common objections, what to negotiate for (and how ) to name a few. Best-selling author, Hal Elrod, once said: . Contracting. Contracting Process. Best-in-class sales playbooks include: . Forecasting.

Territory

Martech

OCTOBER 23, 2023

Google is on trial for allegedly using underhand tactics to ensure it stays the world’s leading search engine. Justice Department claims Google, which owns a 90% market share in search, paid massive sums to companies like Apple to make it the default search engine on products like the iPhone. Google is ‘using clicks in rankings’ (Sept.

Trust

Sales Hacker

FEBRUARY 5, 2019

Who could avoid dreaming of those seven-figure deal sizes, 3-year contracts, and trophy logos? We have worked inside organizations that have successfully transitioned from selling into mid-market to selling into Enterprises. Another real-world example: back in the mid-90s, Oracle coined the phrase ‘packaged-based re-engineering.’

Product

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? – Robert Conrad, Head of Engineering, Crunchbase. Now You’re Ready To Start Selling.

Sell

PandaDoc

SEPTEMBER 17, 2024

PandaDoc As an all-in-one document management solution , PandaDoc helps businesses of all sizes streamline their sales proposals, quotes, contracts, and more. Salesloft streamlines the sales funnel by integrating multiple automation and insight tools, enhancing the entire sales process from demo to contract. 5 Capterra Rating: 4.4/5

Contract

Sales Hacker

MARCH 19, 2020

If your company is struggling to sell into one industry but is closing at a massive clip in another industry, you can bet that trend will continue. Higher average contract values. This is why sales enablement initiatives containing a formal process for cross-functional collaboration are most likely to hit expectations ( source ).

Growth

Search Engine Land

DECEMBER 28, 2023

Google antitrust trial Google spent 10 weeks on trial for allegedly using underhand tactics to ensure it stays the world’s leading search engine. In September, the search engine was taken to court by the U.S. That’s just not what we do.”

Retail

SaaStr

AUGUST 12, 2020

Rather than the CEO running around telling the engineers exactly what to build, you now have product managers. Rather than having this erratic schedule around hitting sales targets, or hitting releases, that there’s a feeling that just quarter after quarter the company keeps shipping and selling. I learned this operating myself.

Finance

Martech

SEPTEMBER 25, 2023

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. The blog is not a marketing tactic.

A/B testing

Hubspot

NOVEMBER 21, 2018

These roles vary based on the product, industry, and vertical you’re selling to. A lead gets here by clicking on an ad, social media post, or a search engine result, however these behaviors do not indicate that this lead is ready to make a purchase yet. Renewal: Your customer renews their contract or subscription.

Go To Market

SaaStr

OCTOBER 17, 2023

Sell to more existing customers. It’s one thing to bring the customer over the line and sell for the first time. Your selling team will 3x, and sales will become codified. When scaling from founder-led sales to another person selling the product, customers become more demanding. Being truly cross-functional.

Cross-sell

ConversionXL

FEBRUARY 7, 2014

What Are The Mechanics Of A Business Growth Engine? 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?).

E-commerce

Sales Hacker

MAY 26, 2021

Sales ops is responsible for supporting and enabling sales reps to sell efficiently and effectively. Sales operations teams bring a system of selling and structure to a sales organization. The focus is on things like reporting, territory management and later stage tasks such as contract negotiations and finance approvals.

Territory

SBI

DECEMBER 28, 2020

Additionally, there are a significant number of customers that currently only have relationships with either TechTarget or BrightTALK, providing an opportunity to cross-sell. The post TechTarget Announces Closing of BrightTALK Acquisition first appeared on Smart Selling Tools. We are excited to join forces with TechTarget.

Closing

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