Contract Cross-sell GTM Up-sell 
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. You have to expand your focus on how you sell and make it strategic to the C-suite. When you get to the phase of wanting to sell to Enterprise, it often breaks down at Enterprise needs. The warning — You have to be patient.
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. Drive the shift from push to pull marketing. It doesn’t have to be over complicated.
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SaaStr
OCTOBER 17, 2023
Sell to more existing customers. It’s one thing to bring the customer over the line and sell for the first time. Your selling team will 3x, and sales will become codified. When scaling from founder-led sales to another person selling the product, customers become more demanding. Being truly cross-functional.
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. Learnings on GTM. That’s too tactical.
Salesforce
JULY 28, 2022
Elyse Archer , founder and CEO of She Sells, said this should start with the customer need: “What can you change in your processes, systems, and delivery to serve them best now?” Additionally, simple tweaks to payment options and contract terms go a long way to addressing customers’ budgetary concerns. Speed up rep success.
SalesLoft
OCTOBER 21, 2016
From the OG, Account Based Marketing, to the new front man Account Based Sales Development , the lift in annual contract values alone is proof that the targeted approach to customer acquisition is working.As So what’s the hold up? Cross-functional orchestration. And that’s just the half that’s fully implemented.
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.
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