SaaStr

OCTOBER 25, 2023

Fast forward to today, and last quarter they crossed an incredible $560,000,000 in ARR growing 20% on a constant currency basis. But in contrast to their bigger customers, the macro environment — or perhaps market saturation — has led to slowing growth in this segment in 2023. #2. 5 Interesting Learnings: #1.

Cross-sell 98

Cross-sell Contract Price Growth 98

SaaStr

DECEMBER 5, 2022

Some startups need constant cash infusions to achieve growth. Paddle’s Senior Product Manager, Allissa Chan, and Chief Strategy Officer, Patrick Campbell, share their experience of scaling a bootstrapped startup. In SaaS, retention is usually driven by recurring revenue, cross-selling, and up-selling.

Product 52

Product Territory Price Cross-sell 52

Highspot

JANUARY 31, 2020

But like the great athletes of our age, modern leaders know growth doesn’t come from pure luck. Sales excellence is defined as the consistent outperformance of key growth objectives, achieved by strategic, cross-functional initiatives. Sales productivity. Sales Productivity. Year-over-year growth.

Growth 98

Growth Quota Sales Contract 98

Sales Hacker

SEPTEMBER 25, 2019

So let’s look at how to drive sales in a high-growth situation, so the transition from SMB to enterprise is smoother (and faster). We’ll cover: The #1 hurdle to fast growth. 5 tips to successfully cross the chasm to mass adoption. The #1 Hurdle to Fast Growth. A one-two punch that fast-tracks adoption and growth.

Growth 73

Growth Cross-sell Contract Education 73

SaaStr

OCTOBER 17, 2023

Anyone looking to grow their customer success team, or rather, drive growth and NRR, will have some valuable takeaways. Do my customers find value in my product and service? If you don’t know, it’s the hockey stick curve going from $2M to $6M to $18M to $36M and on and on after you’ve found product market fit. Will they renew?)

Cross-sell 67

Cross-sell Customers GTM A/B testing 67

SaaStr

FEBRUARY 1, 2022

This is trending to 50/50 now that Asana has crossed $400m in ARR, but still a reminder a self-serve motion combined with sales jumping on the bigger deals can scale very, very far. Asana’s biggest growth is in its $50k+ deals, but its ACV is still just $3,600 … or $300 per month. It sells to customers S, M, and Larger.

Contract 135

Contract Cross-sell Price Growth 135

Salesmate

JULY 8, 2020

There are some obvious levers for growth in this stage of the sales pipeline. If you’re serious about applying this approach, I recommend you buy the book Sell Like Crazy , by Sabri Suby. Webchat, perhaps with a live demo of your product, are other options. Sell their goals. Some people like to meet face-to-face.

Pipeline 126

Pipeline Negotiate Contract Objectives and Key Results 126

Salesmate

FEBRUARY 11, 2020

It’s a no-brainer that sales methodologies help businesses sell better and choose better customers for life. In the Sandler sales model, the seller and buyer both will be equally invested in the selling process. Basically, the sales rep will communicate to build a relationship, not to sell a product. Up-front contracts.

Cross-sell 136

Cross-sell Contract Sales CRM 136

Gong.io

AUGUST 3, 2022

Closing new contracts is important, but retaining and increasing revenue from existing accounts is crucial for maintaining and growing ARR. Customer success (CS) is a business initiative (and attached department) that seeks to ensure customers get maximum value out of your product. . Defining customer success and measurements .

Customers 87

Customers Cross-sell Contract Price 87

SaaStr

DECEMBER 5, 2023

You don’t want to end up in The Valley of Death, where you can’t get the big dollar contracts. Challenge #1: Starting with Product-Led Growth and Deciding If It’s Worth It If you start with PLG and want to move your customer base and prospects to Enterprise deals, you might ask yourself: Should I go for it?

GTM 75

GTM Cross-sell Government Legal 75

Hubspot

AUGUST 2, 2022

SaaS selling — and SaaS revenue — are distinctly different from traditional sales and require a new approach to maximize their potential. SaaS businesses should also make a concerted effort to establish reliable contracts, identify and convert new customers, and increase monthly revenue generation through both upselling and cross-selling.

Contract 70

Contract Cross-sell Up-sell Clients 70

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. For added firepower, invest in an attribution platform such as Bizible that shows you every touchpoint your buyer has en route to purchasing your product.

Growth 75

Growth Customers Referrals B2B 75

Sales Hacker

FEBRUARY 1, 2021

Why is it that companies have a sales process they follow rigorously to win business, yet avoid the same discipline in managing those customers throughout the lifecycle of their contracts? Too often contract cancellation (or non-renewal) comes as a surprise, but it never should. Identify key stages in the lifecycle of a contract.

Customers 74

Customers Contract Cross-sell Account management 74

Salesforce

SEPTEMBER 27, 2021

Recognize the upsell opportunity in an extreme growth scenario. Add to that, the company had previously signed a three-year contract with Slack for several thousand users, and five months later, it had blown past that allotment. Translation: They were prime candidates for a contract expansion. Reimagine the selling experience.

Closing 98

Closing Contract Legal Cross-sell 98

Veloxy

APRIL 11, 2023

Besides creating emails or optimizing sales scripts, AI can automate mundane tasks, boost productivity, and ensure personalization. It helps eCommerce companies personalize communications, upsell/cross-sell, and reduce cart abandonment rate. Let it be a moment when they ask prospects to sign a contract.

Pipeline 130

Pipeline Sales CRM Price 130

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. Breakthrough moments and experiences can be done through: Product-led growth (PLG).

B2B 101

B2B GTM Cross-sell High impact 101

PandaDoc

MAY 9, 2024

Qualified leads meet criteria such as having the budget or buying authority for your product or service. Likewise, you can calculate sales velocity for different teams, products, regions, and markets. A SaaS provider sells document workflow software for businesses of all sizes. What is an example of sales velocity? Why is this?

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

SaaStr

NOVEMBER 1, 2022

SaaS has never been bigger, and growth is secular. 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. .

GTM 86

GTM Cross-sell Niche Strategize 86

SaaStr

MARCH 27, 2023

I find this is very helpful in curbing sales rep behavior that crosses the line into too aggressive. Once cash flow is better established, pay more deals when the contract is e-signed. Can you control some of this with a strong CPQ and/or a strong contract approval process? It doesn’t stop it, but it helps curb it.

Commission 96

Commission Contract Cross-sell Sales 96

The 5% Institute

JUNE 12, 2023

Generating Sales and Revenue One of the primary objectives of an account executive is to generate sales and drive revenue growth. They identify new business opportunities, pitch products or services, negotiate contracts, and close deals to achieve sales targets. Continuously learn and adapt to industry trends and best practices.

Negotiate 52

Negotiate Relationship Management Contract Clients 52

SaaStr

MARCH 31, 2020

Founder Guillaume Cabane provides information on when and how to run a growth team and provides multiple examples of growth models. Use these tools to determine how to run growth experiments at your organization. Guillaume Cabane | Founder @ Growth Ex Machina. Within those founders who is a product technical founder?

Growth 52

Growth Engineering Launch Commission 52

Salesforce

SEPTEMBER 19, 2023

Get AI-driven insights that help you boost revenue Sell smarter with a revenue intelligence platform built into Sales Cloud. Speed up revenue growth with actionable intelligence and insightful visualizations to address pipeline gaps and hit forecasts. Revenue intelligence is a data-driven way to sell. It’s about getting answers.

Pipeline 59

Pipeline Cross-sell Finance Electricity 59

Gong.io

SEPTEMBER 21, 2022

But the thing is, simply asking, “how much did we sell this month?” Many aspects influence revenue growth – average sales cycle length , churn rate, and customer acquisition cost, to name just a few. This is a helpful metric as it standardizes various contracts. TCV / contract term in years = ACV. isn’t enough.

Contract 62

Contract Quota Objectives and Key Results Sales 62

SalesLoft

JULY 10, 2023

Accommodates large buying committees and account-based selling. Automates support workflows that promote customer retention with a trigger based on the contract end date. Customer growth What do retention, upselling, and cross-selling have in common? Simplifies mass marketing upsell and cross-sell efforts.

Cross-sell 40

Cross-sell Technology Technology Account management 40

Martech

SEPTEMBER 25, 2023

A host of other factors contribute to the sales environment, including: Product quality. Marketing must be constantly available to potential buyers when they become interested in your product — not necessarily when you want to sell it. How many saw your product demonstration? Competition. Pricing customer service.

A/B testing 110

A/B testing Tradeshows Finance Cross-sell 110

Gong.io

JULY 11, 2022

Inside sales (sometimes called remote sales or remote selling) is often the primary sales model for B2B, SaaS, tech, and certain high-ticket B2C sales teams. Inside sales reps sell from their office, in stark contrast to outside sales, where sales reps travel to visit clients and close deals on the road. Nurturing existing leads.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Gong.io

JULY 27, 2022

The thing is, they’re working in a constantly changing environment, with new data, goals, products, and budgets to work with each quarter. For customer success teams , then, that means it’s crucial to meet regularly with key stakeholders to assess product usage, review performance, and align on strategic organizational goals.

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

SBI

NOVEMBER 2, 2017

This week I interview Russ Chadinha , Senior Director Product Marketing of Model N Revenue Cloud. Russ: Enterprises today are focused on profitable growth. Russ: Research is showing that B2B buyer loyalty isn’t primarily driven by pricing, brand or the product. Nancy: Why does the industry need your solution?

Cross-sell 52

Cross-sell Finance Contract Legal 52

Salesforce

JULY 14, 2021

Some of the benefits of measuring your return on experience (ROX) include faster time-to-market, automation-driven productivity, and of course, increased incremental profit growth. Return on investment (ROI) calculators help prospects dynamically understand the value of your products. Upsell and cross-sell rates.

Sales Experience 98

Sales Experience Cross-sell Sales B2B 98

PandaDoc

APRIL 21, 2023

KAM elements such as upselling and cross-selling will also help you earn more from clients. A better way to secure your business’s future growth prospects is to prioritize accounts with the potential to bring in higher revenue down the road. More than growth, sustainability is crucial. Have a growth plan for each account.

Account management 52

Account management Objectives and Key Results Strategize Legal 52

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. Growth isn’t just describing the financial valuation of a business anymore. The evolving role of the CRO considers this more holistic definition of growth.”.

Gaming 98

Gaming Cross-sell Sales Finance 98

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. While there are various metrics and KPIs they will be tracking, there’s one underlying theme — growth. “ trillion worth of funding.

Sell 78

Sell Minimum Viable Product Objectives and Key Results Cross-sell 78

InsightSquared

APRIL 14, 2021

Average Annual Contract Value. Because of this, we tend to overlook the individual value customer contracts are bringing us each year. To calculate average annual contract value , take the dollar amount indicated in the contract (excluding any one-time fees) and divide it by the length of the contract (in years).

Contract 62

Contract Territory Cross-sell Pipeline 62

Salesforce

NOVEMBER 2, 2023

That’s the beauty of effective cross-selling. What you’ll learn: What is cross-selling? See how it works What is cross-selling? Cross-selling is a sales strategy where a seller offers complementary products or services to existing customers, delivering more value while increasing revenue.

Cross-sell 69

Cross-sell Sell Quota Pitch 69

Sales Hacker

JULY 18, 2022

One surefire road to customer churn is the customer not knowing how to use the product. Product friction is a measure of the customer’s learning curve. If a product sticks , it means the learning curve is shallow. They’ll stop using the product, stop engaging with your brand, and, eventually, churn.

Process 76

Process Education Contract CRM 76

Hubspot

MARCH 15, 2019

Not only can you look at revenue trends over time, but you can also compare MRR to the monthly sign up rate for your product or service, monthly account growth rate, and customer retention. Picture this: You work for a cloud computing company that sells a cloud photo storage platform. So, what does MRR look like in practice?

Contract 76

Contract Cross-sell Commission Represent 76

Martech

SEPTEMBER 24, 2021

Many factors go into choosing targeted accounts, including the account’s history with a business, and whether the account is growing or in a growth-oriented market. Firmographic data: Provides quantitative business information, including vertical market, company size and number of locations, number of employees, annual revenue and growth.

B2B 118

B2B Pipeline Campaign Cross-sell 118