Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Account A business, customer, lead, or prospect a company engages with to sell products or services to. Annual contract value (ACV) The average annual revenue generated per customer contract.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 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. NRR is the NorthStar metric in SaaS, but we all agreed it can be gamed, to some extent. Long-term contracts can boost NRR, without adding long term value. #6. GRR will vary by segment and category.

Cross-sell 97

Cross-sell Contract Gaming Up-sell 97

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 119

GTM Niche Cross-sell Contract 119

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Cost of selling as a percentage of revenue generated. You can’t control how much this salesperson sells -- but you can tell her to increase her daily email output. Average contract value (ACV).

X-functional 101

X-functional Quota Cross-sell Contract 101

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. It is essential to know the rule of the game to win it.

Sell 103

Sell Cold Call Negotiate Cross-sell 103

Salesforce

OCTOBER 12, 2021

The CRO leverages cross-functional knowledge to create a complete view of the customer lifecycle from bringing in new leads to closing deals to renewing customer contracts. READ MORE: 5 Game-Changing Traits of Chief Revenue Officers. Screenshot from this Future of Selling video (1:13). CRO in the organizational chart.

Gaming 98

Gaming Cross-sell Sales Finance 98

PandaDoc

FEBRUARY 5, 2024

Redefine how you manage your customer relationships Relationship selling is more efficient than traditional sales approaches, and CRM helps highlight that objective: building and enhancing relationships. Our solution lets you whip up and send proposals and contracts in minutes. The relationship usually ends with or without a sale.

CRM 52

CRM Gaming Contract Objectives and Key Results 52

Hubspot

DECEMBER 28, 2017

What is relationship selling? Relationship selling is essential if you have a high average selling price (ASP),” explains VidScale COO Adam Rizika. What is transactional and relationship selling? Relationship selling, on the other hand, is effort- and research-intensive. Relationship selling examples.

Sell 101

Sell Cross-sell Negotiate Technique 101

Salesforce

FEBRUARY 1, 2024

Decision stage By now, buyers understand their problem, have done their research, and are ready to make a purchase — but they haven’t crossed the finish line yet. Remember: Selling a solution rather than a product can help set you apart from competitors. You’re not just selling.

Sports 111

Sports Cross-sell Pitch Represent 111

SaaStr

FEBRUARY 14, 2024

.” AI can change the game in two ways: Customer-focused experiences Automation You want automation that makes the customer happy, and you want AI to support CS teams and other functions within an organization so they can be more effective at their jobs. They tap back into sales for upsells and cross-sells.

Customers 121

Customers Cross-sell Drivers/motivators Gaming 121

Veloxy

AUGUST 31, 2023

And while you can always push a product for the sake of selling it, you’ll only sell it once. A lot of sales reps end up competing on who sold the most or what product is selling faster. Maybe you’re selling the right products to the wrong audience in the wrong market. However, salespeople tend to miss the bigger picture.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

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. However, when moving up-market to companies with 1,000+ employees, the game changes.

Product 67

Product Contract Cross-sell Account management 67

PandaDoc

AUGUST 22, 2024

SaaS sales is the art of selling software-as-a-service (SaaS), focused on methods to obtain new customers while retaining/upselling existing ones. What makes selling SaaS products different from other types of sales? What does SaaS sales stand for?

Contract 52

Contract Cross-sell Legal Drivers/motivators 52

Sales Hacker

APRIL 2, 2018

While an earlier post talked about automating the sales process with bots , this article shows you how you can take control of your sales data, documentation process, and contracts to get started with sales automation. The result is that your team spends more time on mission-critical activities and actual selling. Who doesn’t?

Process 63

Process Contract Legal CRM 63

Hubspot

NOVEMBER 20, 2023

As technology continues to advance, AI has emerged as a game-changer for sales professionals, offering numerous ways to enhance productivity and drive better results. While winning new customers is obviously a key role of account executives, many also must focus on cross-selling and upselling current customers.

Cross-sell 73

Cross-sell Contact Contract Prospecting 73

Hubspot

AUGUST 25, 2022

They’re under contract with another vendor. The goal, of course, isn’t to sell them anything, but to see how things are going and if there’s anything you can do to help. It may seem counterintuitive, but sometimes when you’re in a sales slump, it helps to focus on activities that you’re good at that aren’t directly related to selling.

Cold Call 88

Cold Call Drivers/motivators Pitch Sales 88

Sales Hacker

AUGUST 2, 2019

Think relationship selling, sales prospecting, and lead nurturing all rolled into one. Granted, sales is a numbers game. If it used to take you 20 calls to find one prospect, how much more would you sell if it only took you 10 calls? RELATED: Why The Sales World Sucks at Earning Referral Business and How You Can Change The Game.

Contact 79

Contact Referrals Appointment Cross-sell 79

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 63

Territory Cross-sell Contract Drivers/motivators 63

Hubspot

NOVEMBER 21, 2018

These roles vary based on the product, industry, and vertical you’re selling to. Renewal: Your customer renews their contract or subscription. Lastly, in the channel model , an outside agency or partner sells your product for you. They are also often less motivated to sell than your own sales team would be.

Go To Market 101

Go To Market Process GTM Education 101

Salesforce

MARCH 11, 2024

Picture it: You’re standing in front of an arcade crane game, only a few quarters in your hand. And just imagine the reputation that comes with the golden grab: Arcane Crane Game Master. You decide to go for it… This is what account-based selling (ABS) is like. What you’ll learn: What is account-based selling?

Sell 59

Sell Cross-sell Territory CRM 59

PandaDoc

MARCH 26, 2024

Imagine you’re playing a video game where your goal is to guide a character through different levels until they reach the final stage. Here, your sales team needs to gather a list of prospects that are potentially interested in what you’re selling. Proposal software is the most straightforward way to do this.

Pipeline 52

Pipeline Contract CRM Customer Relationship Management 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. Contract signing Pop some bubbly because you just closed a deal. Make signing the contract simple by using an e-signature service that allows your soon-to-be-customer to sign and upload from anywhere.

Pipeline 59

Pipeline Objectives and Key Results Contract Cross-sell 59

SBI

AUGUST 30, 2018

We call it Sales Tech Game Changers. NANCY: WHAT ARE THE TOP 3 WAYS YOUR SOLUTION CHANGES THE GAME FOR A SALES ORGANIZATION? In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. This week I interview Shreesha Ramdas , Co-Founder & CEO of Strikedeck.

Trust 38

Trust Cross-sell Customers Referrals 38

Sales Hacker

JANUARY 6, 2020

Changing the sales game for smaller companies. Changing the sales game [15:29]. 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.

Contract 56

Contract Gaming Cross-sell Growth 56

SaaStr

AUGUST 12, 2020

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. So, you’re going to have this cross-functional opportunity at all these events for those kinds of interactions. billion dollars.

Finance 119

Finance X-functional Launch Objectives and Key Results 119

Sales Hacker

AUGUST 25, 2023

At Outreach, we implemented Growth AE’s in 2020 that were responsible for cross sell/upsell into accounts, and the year after they started running renewals as well. Oh, and remember that 92% of the lifetime value comes after they commit and sign the contract! That’s from my boy Jacko at Winning by Design.”

GTM 53

GTM Contract Cross-sell Account management 53

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. It’s a hard game to make any breakthroughs, but no one can accuse us of not being persistent.”

Trust 93

Trust Objectives and Key Results Engineering Negotiate 93

Salesforce

MARCH 18, 2024

Gone are the days when you would sell time slots during primetime TV or a half-page ad in a newspaper or magazine and call it a day. When you don’t have a clear picture of what buyers are spending with you, it’s harder to upsell or cross-sell your offerings. It’s a total game-changer for your company.

Transportation 52

Transportation Cross-sell Territory Sales 52

SalesLoft

AUGUST 10, 2023

In fact, reps only spend about 28% of their time day-to-day actually selling! Tasks like updating a field after each buyer engagement are handled by our CRM sync, ensuring that all your reps’ time is focused on selling and generating pipeline. Take a step back and put yourself in your sellers’ shoes — or better yet, ask them directly.

Pipeline 52

Pipeline Cross-sell A/B testing Contract 52

Search Engine Land

DECEMBER 28, 2023

Meanwhile, across the pond, Google is facing the possibility that it may be forced to sell part of its ad business after being charged with violating the European Union’s antitrust laws. In another blow for Google, an Adalytics study accused it of mis-selling video ads to marketers for the last three years.

X-functional 116

X-functional Retail Launch Non-Profits 116

Highspot

NOVEMBER 9, 2023

Remote Sales and Virtual Events In an era where remote sales and virtual selling have become increasingly prevalent, digital sales rooms offer an ideal platform for engaging with prospects and customers in a virtual environment, effectively replacing the traditional in-person meetings and trade shows.

Objectives and Key Results 59

Objectives and Key Results Objection handling Teamwork Sales 59

Salesforce

NOVEMBER 13, 2023

Ask an enterprise sales rep what they’re selling at the start of the enterprise sales process, and you might hear: “I don’t know yet.” ” That’s because enterprise sales is not about selling products. Enterprise sales is when you sell to large companies. The selling motion needs to be airtight.

CRM 59

CRM Sales Cross-sell Up-sell 59

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 had crossed the 100 employee barrier because we really wanted to scale to get to that 50 hundred million dollar mark.

Closing 74

Closing Customers Niche Sports 74

SaaStr

JULY 29, 2022

So you’re really asking how do you get a business going, like selling to restaurants that not only is hard to penetrate but has a hardware component. So maybe it was a crummy time to sell as they were coming up on 20 million US dollars in revenue. Jason Lemkin: Well, look. All I can tell you is, it’s certainly challenging.

Price 111

Price Product Start-ups Niche 111

PandaDoc

APRIL 11, 2023

Brand Knowing all the nuances of the brand you’re selling is extremely important for sales efficiency. Complementary products Selling smartphones, you must have substantial knowledge about the cases, memory cards, headphones, etc., Today’s customers are often interested not only in the product or service itself but also in your brand.

Education 52

Education Product Customers Sales 52

PandaDoc

MAY 8, 2023

Note: If you’re using Zendesk Sell, be sure to check out the PandaDoc x Zendesk Sell integration for even faster document creation. That, combined with its visibility and access control tools can make it something of a game changer for businesses aiming to provide self-service customer support. Ease of use: 8.8/10 Cost: From $7.25/month

Service 52

Service Product Customers E-commerce 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. And when we sell new licenses software, we just turn them on.

E-commerce 52

E-commerce Manufacturing Education Cross-sell 52