SaaStr

DECEMBER 5, 2023

People start with the push to go upmarket vs. being pulled upmarket. You don’t want to end up in The Valley of Death, where you can’t get the big dollar contracts. You have to expand your focus on how you sell and make it strategic to the C-suite. A cultural shift starts at the CEO level.

GTM 75

GTM Cross-sell Government Legal 75

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. For product-led growth teams, onboarding sequences are generally automated. For enterprise sales, onboarding includes: Setting up and executing training sessions with different user groups (i.e.

Customers 87

Customers Cross-sell Contract Price 87

Hubspot

AUGUST 2, 2022

SaaS selling — and SaaS revenue — are distinctly different from traditional sales and require a new approach to maximize their potential. This starts by creating a solid SaaS bundle that customers want to buy. Instead, the SaaS revenue approach comes with three distinct phases: Initial Contracts. This doesn’t happen overnight.

Contract 69

Contract Cross-sell Up-sell Clients 69

SaaStr

DECEMBER 27, 2020

CEO Lew Cirne, after regretting selling his first startup in the space to CA for $375m, tries again with New Relic. But New Relic has continued to scale, crossing $650,000,000 in ARR (or so) and a $4B market cap. Slow growth means a low multiple. New Relic is an icon but growth has slowed to 14% annually.

Contract 119

Contract Cross-sell Price Growth 119

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? Today we can start to change that. Too often contract cancellation (or non-renewal) comes as a surprise, but it never should.

Customers 74

Customers Contract Cross-sell Account management 74

Martech

JULY 18, 2022

At some stage, especially if the business is seeing growth, the question arises: “Do we need some dedicated technology to automate these processes?” Companies that implement ABM experience a nearly two-fold increase in annual contract value (ACV) according to research conducted for the ABM Leadership Alliance.

B2B 102

B2B Cross-sell Contract Pipeline 102

SaaStr

MARCH 27, 2023

Let’s start with Clawbacks. 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. Incentives for bad terms, and bad deals, and deals that don’t generate enough up front cash.

Commission 96

Commission Contract Cross-sell Sales 96

PandaDoc

MAY 9, 2024

Let’s look at the elements that make up the sales velocity definition. You may find out that you need to speed up the pace of deals for SMBs, while a longer sales cycle is optimal for enterprises. A low sales velocity can even indicate that you need more salespeople to speed up the flow of your pipeline.

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 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.

Pipeline 59

Pipeline Cross-sell Finance Electricity 59

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. Simplifies the handoff between sales and service, so the customer’s journey starts on the right foot. Simplifies mass marketing upsell and cross-sell efforts.

Cross-sell 40

Cross-sell Technology Technology Account management 40

SaaStr

NOVEMBER 1, 2022

SaaS has never been bigger, and growth is secular. We remain optimistic about the prospects of cross-border SaaS. Many of them will get gobbled up by the large platforms. In 2022, companies are rapidly fixing economics, sometimes even at the expense of growth. Org Building Ideas for Cross-Border Companies.

GTM 84

GTM Cross-sell Niche Strategize 84

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. Want to see more content like this? FULL TRANSCRIPT BELOW.

Growth 52

Growth Engineering Launch Commission 52

Martech

SEPTEMBER 25, 2023

Finance departments have widely adopted this “leaked” funding approach in start-ups and established companies. It gives marketing just enough funding to start a program in a quarter; if the program does not return value in that quarter, it is canceled in the next. Start by measuring the same things at consistent intervals.

A/B testing 121

A/B testing Tradeshows Finance Cross-sell 121

PandaDoc

APRIL 21, 2023

KAM elements such as upselling and cross-selling will also help you earn more from clients. You may then follow up on these referrals with an outbound prospecting strategy to secure additional accounts. How to identify key accounts The key account management process always starts with recognizing and prioritizing key accounts.

Account management 52

Account management Objectives and Key Results Strategize Legal 52

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. Screenshot from this Future of Selling video (1:13).

Gaming 98

Gaming Cross-sell Sales Finance 98

Gong.io

JULY 11, 2022

Compare that to long days on the road stuck in traffic, in the air, or on your feet, trudging through the rain going from door to door, and you start to understand the appeal. 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 62

Inside sales Commission Outside Sales Quota 62

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. Workflows that automate contract reviews and approvals accelerate deal cycle times. Upsell and cross-sell rates. 8 Digital sales ROX metrics.

Sales Experience 98

Sales Experience Cross-sell Sales B2B 98

Gong.io

JULY 27, 2022

Follow up with questions like: How are you tracking toward those goals? Plan for future growth or changes. Now, you’re going to look at what you can do to support your customer’s growth in the upcoming quarter. Ask: “Could you tell me a bit about your growth plans and future goals moving forward into the next quarter?”.

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

SBI

NOVEMBER 2, 2017

Russ: Enterprises today are focused on profitable growth. As a means to drive that profitable growth, companies are implementing digital transformation projects to more effectively engage with their customers and build stronger relationships. Nancy: Why does the industry need your solution? Robust and interoperable.

Cross-sell 52

Cross-sell Finance Contract Legal 52

InsightSquared

APRIL 14, 2021

If your organization isn’t taking advantage of automated activity capture, you, along with every report that relies on the data within your CRM, are set up to fail. . So, where do you start? Average Annual Contract Value. As revenue leaders, we often get caught up in the hectic, day-to-day challenges facing us.

Contract 62

Contract Territory Cross-sell Pipeline 62

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

Lead Fuze

JUNE 27, 2023

If you’re wondering how to start an email marketing agency, you’ve come to the right place. So if you’re ready to take on the challenge of starting an email marketing agency, let’s dive in! But starting an email marketing agency takes more than just passion. depending on where you reside.

Legal 52

Legal Campaign Technique Objectives and Key Results 52

Sales Hacker

JULY 18, 2022

And they should be the starting point of your customer retention efforts. To identify engagement and segment users upon it, set up filters in your CRM with reasonable, relevant, and specific timeframes which we can consider engaged or not. Hold regular catch-ups with clients to ensure you meet their initial expectations.

Process 77

Process Education Contract CRM 77

Salesforce

NOVEMBER 2, 2023

That’s the beauty of effective cross-selling. It increases the customer’s overall satisfaction, while driving up sales. What you’ll learn: What is cross-selling? See how it works What is cross-selling? What’s the difference between cross-selling and upselling?

Cross-sell 69

Cross-sell Sell Quota Pitch 69

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. Before we get started, let's define some terms. Expansion MRR is also known as an upgrade and can also result from an upsell or cross-sell.

Contract 75

Contract Cross-sell Commission Represent 75

SaaStr

MARCH 31, 2022

So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. As a result of this, marketplaces have exploded in growth, and here’s some facts and figures.

Cross-sell 80

Cross-sell Finance Strategize Technology 80

Sales Hacker

MAY 26, 2021

Sales ops is responsible for supporting and enabling sales reps to sell efficiently and effectively. Sales operations teams bring a system of selling and structure to a sales organization. The focus is on things like reporting, territory management and later stage tasks such as contract negotiations and finance approvals.

Territory 60

Territory Objectives and Key Results Finance Cross-sell 60

Sales Hacker

MARCH 18, 2020

The growth of the virus stops in the beginning of Q2. Without options to keep in touch and exchange important information within mere seconds, many businesses would have been forced to either close down or stay at their workplace, ultimately contracting the virus and contributing to its spread. Scenario 2: Global slowdown.

B2B 135

B2B Healthcare Hospitality Cross-sell 135

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

JANUARY 3, 2018

Planning, budgetary shifts, and vacation are all reasons we lose track with prospects at the end of the year -- but it matters how and when you follow up in January. None of them lead with a hard sell, and each of them centers around offering value to your prospect. That way, you’re never trying to sell to them.

Prospecting 92

Prospecting Cross-sell Clients Contract 92

SalesHandy

JULY 12, 2022

If you are selling to the wrong individuals, then your sales team will most likely struggle to connect with them and their pain points. It makes use of account-based marketing, which focuses on selling to targeted accounts that align your products/services’ capabilities with the needs of the customers. Any sale is a good sale.”

Customers 59

Customers Cross-sell Represent Contract 59

Hubspot

JULY 12, 2019

I started chatting with a few of my friends in sales to learn more about their best secrets and corresponding open rates, and David Sneider , Sendbloom's former head of growth and current CEO of Deco.Network, provided the following quote: This made sense to me. Cross-sell existing customers? Nurture new leads?

Campaign 87

Campaign A/B testing Pitch Cross-sell 87

Lead Fuze

JANUARY 1, 2022

It can be defined as the steps, beginning with identifying clients and following up after closing deals. Prospecting starts with a company formulating an Ideal Customer Profile. I know that this information will help you when coming up with the perfect sales pitch to appeal to your prospect and sell them on what they are buying.

Commission 52

Commission Sales Cross-sell Pipeline 52

Sales Hacker

DECEMBER 2, 2019

Fresh out of college, Mary started out in accounting, but it didn’t take long before she began a 20-year sales career that led her through Monster.com, HubSpot, and several others. Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes ,all right in your CRM. Outreach has your back.

Strategize 52

Strategize Contract Strategic planning Drivers/motivators 52

PandaDoc

OCTOBER 13, 2022

The no-strings-attached free trial, a couple of tutorials, and a bunch of courses allow any user to successfully set up the system and start tinkering with the available features. To capture both professional reviews and opinions from real users, we actively interact with up to 30 various sources of data. Among these are: G2.com

X-functional 52

X-functional Territory CRM Lead generation 52

Sales Hacker

AUGUST 23, 2018

And no matter how much it’s drummed up about, I don’t believe there are any shortcuts to accelerating your sales funnel. There’s a general tendency among most frontline sales teams to sell to enterprises and become the next Salesforce. Starting off with SMB sales can be an advantage. Be hyper-focused in your sales approach.

B2B 56

B2B Cross-sell Negotiate Pitch 56