Sales Hacker

JULY 25, 2022

Considered lagging indicators — you can’t change their outcome, but you can use them to identify problem areas and develop a new game plan. This involves spending 1:1 time with their people to help them strategize, brainstorm, and develop their communication and selling skills so they can grow your pipeline. Efficiency metrics.

Engineering 99

Engineering Objectives and Key Results Cross-sell Pipeline 99

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

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. They buy differently.”.

E-commerce 105

E-commerce Cross-sell Contract Up-sell 105

SaaStr

SEPTEMBER 1, 2021

To improve alignment with your revenue team, marketers should shift their mindset: Don’t simply look at your leads as a baton you pass to sales; rather, think of it as part of a game of soccer in which the ball is being passed back and forth as the lead moves through the pipeline.

Cross-sell 77

Cross-sell Contract Pipeline Strategize 77

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 57

Cross-sell Contract Contact Prospecting 57

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

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

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 85

GTM Cross-sell Niche Strategize 85

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

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

Heinz Marketing

SEPTEMBER 16, 2022

Procurement , also known as: vendor management, supplier management, or even sometimes supply-chain management, are the folks who need to ensure that all the i’s are dotted and t’s are crossed. Well being compliant with GDPR is crucial for companies that market and sell in Europe. Empathy is the name of the game here.

Legal 103

Legal Cross-sell Government Contract 103

Salesmate

OCTOBER 15, 2020

You cannot cast your net wide and sell to everyone, so lead qualification is necessary. Sales closing best practices: Avoid complicating your contracts. An up-to-date sales pipeline creates a systematic approach to selling. This metric is very important for companies selling SaaS products as they depend on recurring purchases.

Pipeline 143

Pipeline Negotiate Appointment Sales 143

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 83

Cold Call Drivers/motivators Pitch Cross-sell 83

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 99

Sell Cross-sell Negotiate Technique 99

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

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. With so much to learn and little time to learn it, how can salespeople ensure they are always at the top of their game? Sell the Problem, Not the Solution.

Technique 82

Technique Negotiate Cross-sell Sales 82

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 77

Trust Objectives and Key Results Engineering Negotiate 77

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.

Retail 121

Retail X-functional Launch Non-Profits 121

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

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 68

Contact Referrals Appointment Cross-sell 68

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

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

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

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 Customers Education 52

SaaStr

MAY 8, 2020

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? So, our company, Arthur, an explainable AI company, realized that the regulated industries they sell into also want their solution on prem, even during a pilot phase.

Cross-sell 72

Cross-sell Contract Start-ups Up-sell 72

Gong.io

FEBRUARY 9, 2019

It’s more than a mindless numbers game. Cold calling isn’t about discovery – it’s about selling the meeting. In fact, the talk-to-listen ratio for successful cold calls is HIGHER than unsuccessful ones: It’s your job to sell your buyer on why they should attend the meeting. It’s your time to sell the meeting.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

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

MARCH 22, 2023

They asked themselves, “what if we moved to some motion of licensing contracts?” Instead of selling products, they were selling aspirational concepts and business value. Take Your Company Global If you haven’t read Crossing The Chasm by Geoffrey Moore, you should, especially if you want to take your company global.

Growth 76

Growth Cross-sell GTM Up-sell 76

Heinz Marketing

NOVEMBER 5, 2018

It’ll be nice to be able to sleep in after the game Friday night. So, I don’t know how you guys, especially for Yankees/Red Sox games that last like six hours each, I don’t know how you guys stay up that late when the games start at like 8:30, it’s crazy. If you’re giving an app to a sales team.

Pipeline 62

Pipeline UX B2B Sales 62

Sales Hacker

DECEMBER 4, 2020

Imagine watching a basketball game without a scoreboard. Now imagine playing in that game. That’s what selling without a sales dashboard is like. This not only takes time away from selling, it can introduce a lot of opportunities for mistakes. But a sales dashboard is only useful if it’s done well.

Pipeline 124

Pipeline Cross-sell CRM Sales 124

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

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 52

GTM Contract Cross-sell Account management 52

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 92

Customers Cross-sell Drivers/motivators Gaming 92

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

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 96

X-functional Quota Cross-sell Contract 96

ConversionXL

MARCH 1, 2016

A “Conversion optimization consultant” is usually someone who a business contracts for a short period of time to evaluate a particular workflow. Another place where UX and conversion optimization cross paths is when trying to find the why. Turns out, neither field likes to throw things at the wall and see what sticks.

UX 66

UX Conversion A/B testing User Experience 66

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