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. Follow up on leads who meet preset criteria with a lead qualification call, where you gather important information like their needs, budget, timeline, and who has the power to make purchasing decisions.

Pipeline 59

Pipeline Objectives and Key Results Contract Cross-sell 59

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. Say I'm an account executive and want to send a follow up email. Implement AI chatbots for quick customer support.

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

Sign up now. It’s an evolving discussion that comes up with our customers every day. 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.

Gaming 98

Gaming Cross-sell Sales Finance 98

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. Many of them will get gobbled up by the large platforms. Org Building Ideas for Cross-Border Companies. That means showing up in every quadrant of your category, hiring A players, putting yourself out there. Silicon Valley has a deep talent bench.

GTM 86

GTM Cross-sell Niche Strategize 86

Salesmate

OCTOBER 15, 2020

A dried-up sales pipeline is an unpleasant sight that most sales reps dread. You cannot cast your net wide and sell to everyone, so lead qualification is necessary. Sales closing best practices: Avoid complicating your contracts. keep your pipeline up-to-date. Automate your some part of your follow-up.

Pipeline 143

Pipeline Negotiate Appointment Sales 143

Hubspot

AUGUST 25, 2022

You pick up the phone and no one is answering your calls. They’re under contract with another vendor. Follow up with customers. Give them a quick call or send a follow-up email to check in. 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.

Cold Call 83

Cold Call Drivers/motivators Pitch Cross-sell 83

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. Innovation dries up, and effecting any change feels impossible. Empathy is the name of the game here. You have probably heard of GDPR.

Legal 103

Legal Cross-sell Government Contract 103

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

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

Search Engine Land

DECEMBER 28, 2023

Google stirred things up by shaking cushions and discreetly adjusting ad prices, and the entire industry faced a major shift with the sunset of Universal Analytics, forcing everyone to transition to Google Analytics 4. In another blow for Google, an Adalytics study accused it of mis-selling video ads to marketers for the last three years.

Retail 124

Retail X-functional Launch Non-Profits 124

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. He told the judge: “You get up in the morning, you brush your teeth and you search on Google.”

Trust 80

Trust Objectives and Key Results Engineering Negotiate 80

Sales Hacker

AUGUST 2, 2019

While you could come up with a complicated plan that won’t deliver results for half a year or more, you can get better results, faster, by implementing a DRIP Marketing Plan. Think relationship selling, sales prospecting, and lead nurturing all rolled into one. Granted, sales is a numbers game.

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. 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

PandaDoc

FEBRUARY 5, 2024

To keep up, you need a powerful tool to manage real-time data. Companies focusing on the whole customer journey rather than individual touchpoints see customer satisfaction shoot up by up to 117%, and customers are up to 104% more willing to recommend the business to others. Ready to level up with CRM?

CRM 52

CRM Gaming Contract Objectives and Key Results 52

SaaStr

MAY 8, 2020

So, I studied International Development in Swahili in undergrad, thought I was going to end up in a career in global health, but then serendipitously ended up taking an engineering class in my senior year of college that led me down a path of working with student startups. And a lot of them really love tech.

Cross-sell 72

Cross-sell Contract Start-ups Up-sell 72

Salesforce

FEBRUARY 1, 2024

Buyer journeys often wind up taking very non-linear paths. As noted above, the buyer journey can be summed up in three stages. 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. You’re not just selling.

Sports 111

Sports Cross-sell Pitch Represent 111

Heinz Marketing

NOVEMBER 5, 2018

Sports and weather seem to always come up but, we actually cover a wide range of topics, with a focus on sales development and inside sales priorities. I’m all messed up on my time zones here, Paul. We are, Paul, we’re coming up on fifty thousand downloads on the show. Really appreciate everyone being with us today.

Pipeline 62

Pipeline UX B2B Sales 62

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 77

Growth Cross-sell GTM Up-sell 77

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. It’s about delivering outcomes.

CRM 59

CRM Sales Cross-sell Up-sell 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.

Pipeline 52

Pipeline Contract CRM Customer Relationship Management 52

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. 3 Steps to Set Up a Successful Sales Dashboard. #1

Pipeline 125

Pipeline Cross-sell CRM Sales 125

Sales Hacker

AUGUST 25, 2023

As always, you can catch up on past articles, podcasts and newsletters all in one place at the new home of Sales Hacker: GTMnow.com Thanks for reading The GTM Newsletter! 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.

GTM 52

GTM Contract Cross-sell Account management 52

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

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 93

Customers Cross-sell Drivers/motivators Gaming 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. Here’s how data and AI can help you keep up.

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

SaaStr

AUGUST 27, 2019

Jessica Lin: Next up we have Michaela Lairs, senior director of finance at Movable Ink, a digital marketing platform, and also a veteran of top enterprise startups in New York City. I’ll start because I’m living this right now, and where we’re contract value. So next up an early sales team. So Michaela?

Territory 54

Territory Contract Cross-sell Drivers/motivators 54

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

JULY 30, 2020

Why do founders have to sell the product themselves at the start? So as you know, currently the co-founder of Atrium, we make sales performance analysis software that continuously monitors key performance indicators of AEs, SDRs, etc, and bubbles up areas of interest to managers, and operations, and leaders. So that’s my day job.

Cross-sell 80

Cross-sell Up-sell Start-ups Sell 80

SaaStr

AUGUST 12, 2020

David Sacks, General Partner at Craft Ventures joins the New New in Ventures to discuss The Cadence and how to structure around it while building a start-up. We went from zero to 56 million in sales in under four years, and that resulted in a unicorn, we ended up selling the company to Microsoft in 2012 for 1.2 billion dollars.

Finance 111

Finance X-functional Launch Objectives and Key Results 111

SaaStr

AUGUST 15, 2020

I actually just got off the boat, Nick, and scurried up to make sure that I was ready to go for the presentation. Nick Mehta: I got to say pretty good internet up there on the Italian Alps, so I’m impressed. So, you teed it up really well. One, it starts high up in the sales process, right? Jay Snyder: Yeah.

Retail 78

Retail Start-ups Drivers/motivators Up-sell 78

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. You want to speed up your sales process. 3) Uncover Delays in Your Contract Process. Who doesn’t?

Process 49

Process Contract Legal CRM 49

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? We engage fully until the system is set up and running as desired. In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way.

Trust 38

Trust Cross-sell Customers Referrals 38

Hubspot

AUGUST 21, 2023

In the 1980s, decades before Steve Jobs launched the game-changing iPhone, he led one of Apple’s biggest flops: the Apple Lisa computer. Distribution: Through what mediums will you sell the product or service? These people make up what is called the "buying center." First up is the attract phase. Take Apple, for example.

Go To Market 69

Go To Market Process GTM Launch 69

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 58

Product Contract Cross-sell Account management 58