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. Once a lead has been deemed qualified (a good fit for the product), they enter the pipeline as a prospect and reps track progress as sales conversations unfold. Why is a sales pipeline important?

Pipeline 59

Pipeline Objectives and Key Results Contract Cross-sell 59

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. And so, the flywheel continues to spin. . Key Takeaways.

Cross-sell 77

Cross-sell Contract Pipeline Strategize 77

SaaStr

FEBRUARY 14, 2024

If someone never starts or uses the product, they’ll churn. ” 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.

Customers 93

Customers Cross-sell Drivers/motivators Gaming 93

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. Companies, especially those with an undifferentiated product, may want to think strategically about the evolution of their respective category and the path towards building a platform. . Org Building Ideas for Cross-Border Companies.

GTM 86

GTM Cross-sell Niche Strategize 86

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

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

Heinz Marketing

SEPTEMBER 16, 2022

Obviously you want the biggest, most recognizable logos on your website as users of your genius product. 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. Empathy is the name of the game here.

Legal 103

Legal Cross-sell Government Contract 103

Salesmate

OCTOBER 15, 2020

So, companies with a high-value product having a long and complicated sales process use a sales pipeline. Note down how the ideal buyer purchases your product. “71%” You cannot cast your net wide and sell to everyone, so lead qualification is necessary. What do you need to build an effective sales pipeline. Lead qualification.

Pipeline 143

Pipeline Negotiate Appointment Sales 143

Hubspot

AUGUST 25, 2022

Reasons can include: They don't need the product. They already have the product. 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. Connect with a cross-functional team. They don't have the budget.

Cold Call 83

Cold Call Drivers/motivators Pitch Cross-sell 83

Search Engine Land

DECEMBER 28, 2023

However, it was confirmed that Vidhya Srinivasan, who previously led product and engineering for ads, will take over leadership of the Ads team reporting to Google Senior Vice President Prabhakar Raghavan. In another blow for Google, an Adalytics study accused it of mis-selling video ads to marketers for the last three years.

Retail 125

Retail X-functional Launch Non-Profits 125

Martech

OCTOBER 23, 2023

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. 12 John Schmidtlein, lead lawyer for Google, claims the company dominates the search market due to being a superior product.

Trust 81

Trust Objectives and Key Results Engineering Negotiate 81

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

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. Without this faith, prospects are unlikely to take the leap on an expensive product. What is transactional and relationship selling? Relationship selling examples.

Sell 99

Sell Cross-sell Negotiate Technique 99

SaaStr

AUGUST 27, 2019

This is generally the first zero to $1 million in ARR, with the founder trying to find product market fit and getting those very first customers. I’ll start because I’m living this right now, and where we’re contract value. Either work or not work. Sanj Sanampudi: Great. You’re doing something that is brand new.

Territory 54

Territory Contract Cross-sell Drivers/motivators 54

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. Tips on whole product management. R&D decisions: From products to whole products. A war analogy. Choosing the beachhead segment. Define the battle.

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? It is dangerous to believe that every company can and will buy your product or service.

Contact 68

Contact Referrals Appointment Cross-sell 68

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. Adam Honig: Hello and welcome to Make it.

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. Adam Honig: Hello and welcome to Make it.

E-commerce 52

E-commerce Manufacturing Customers Education 52

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

SaaStr

MAY 28, 2019

We gave our community members a name and that really changed the game for us. And then everything happened from there and we really rallied around them at the center of everything we did and that’s what definitely changed the game. We know the products, Jira, Confluence, Trello among many others. Erica Kuhl : Wow.

Product 68

Product Start-ups B2C Growth 68

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. So that’s what I wanna throw out there today, is a framework on how to think about it deeper than just, hey let’s get product market fit and then lets add 20 reps. It was all about getting the contract. How did that gain work?

Growth 83

Growth Cross-sell Contract X-functional 83

SaaStr

MAY 8, 2020

He’ll cover remote work, team management, sales, marketing, product development, and more. How do you deepen that relationship and look to build those maybe more product champions when your key primary contact is in the higher echelons? So, how do you get people using and loving your product asap?

Cross-sell 72

Cross-sell Contract Start-ups Up-sell 72

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 111

Finance X-functional Launch Objectives and Key Results 111

SaaStr

NOVEMBER 19, 2019

From that point on, we built a product and we launched it in February of 2008 out of a back of a coffee shop with one employee. 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. I said, I know what we’ll do.

Closing 68

Closing Customers Niche Sports 68

SaaStr

AUGUST 13, 2019

You have actually found great product market fit and you are looking to go upstream. When organizations actually go from starting up to selling to SMBs and going up market, the pool up market is undeniable. You’re trying to figure out how to sell to them. Congratulations. There you go. The first one.

Cross-sell 63

Cross-sell Sales Support Growth Up-sell 63

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. The product’s $20 to $30 a month. Jason Lemkin: Well, look.

Price 85

Price Product Start-ups Niche 85

SaaStr

MAY 27, 2020

The thing that is, I think, less understood by people is the extent to which demand has completely evaporated and supply, global supply of products that are being produced now greatly exceeds demand. So people were paying people to take their futures contracts. That means specifically they’re going to cancel contracts.

Finance 79

Finance Government Price Contract 79

SaaStr

JULY 30, 2020

Why do founders have to sell the product themselves at the start? So I went from being a business generalist founder, so prior to that I was in product marketing and product management at VMware, so big enterprise software company. We would sell to anything that would move, right?

Cross-sell 80

Cross-sell Up-sell Start-ups Sell 80

SaaStr

JULY 10, 2020

We shut down something called the Evernote Market, which was selling physical goods, sunset some niche products like Evernote Food which had nice followings, but I felt were distracting from the larger priorities. We had way too many bugs, latency had grown to too long and crashes were a problem with the product.

E-commerce 75

E-commerce Price Start-ups Growth 75

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. Certify reps on new products, new messaging.

Pipeline 62

Pipeline UX B2B Sales 62

SaaStr

AUGUST 26, 2022

Sometimes we’re not as founders, sometimes founders sell their company because they don’t end up being deeply passionate about what it does. So sell your product. Don’t go from a $10 a month product to 1 million dollars a year. Shall we innovate more in marketing or in products, kind of unique features?

Quota 79

Quota Growth Product Closing 79

Salesforce

FEBRUARY 1, 2024

The buyer journey accounts for all the steps a customer takes to move from discovery for a product to purchase. This includes their behaviors and attitudes toward your brand and how they interact with your marketing and, eventually, your product or service. Don’t pitch a product — solve a problem.

Sports 111

Sports Cross-sell Pitch Represent 111

SaaStr

AUGUST 15, 2020

So it’s about operational efficiencies, productivity gains, digital experiences and making sure we’ve captured those. And it’s particularly poignant for us right now because we’ve made our bread and butter selling to the tech visionaries, the early adopters and now increasingly that early majority.

Retail 78

Retail Start-ups Drivers/motivators Up-sell 78

SaaStr

AUGUST 19, 2022

And we now got to this point of one to $2 million in ARR across about 50 to 60 contracts. But the thing about the TAM you were talking about is that, partially what we’re seeing is that those customers, it’s harder to get bigger contracts out of them. You need to be honest, if you have product market fit.

Niche 83

Niche Follow-up Start-ups Growth 83

SaaStr

AUGUST 19, 2020

We shut down something called the Evernote market which was selling physical goods, sunset some nice products like Evernote food which had nice followings, but I felt were distracting from the larger priorities. We had way too many bugs, latency had grown to too long and crashes were a problem with the product.

E-commerce 101

E-commerce Price Start-ups Growth 101

PandaDoc

APRIL 11, 2023

The more your business customers are happy interacting with your product or service, the better. The first crucial part of this happiness is your product or service itself and how well it is aimed at the needs of your customers. What is product knowledge? Product knowledge training is an educational course for salespersons.

Education 52

Education Product Customers Sales 52