SaaStr

SEPTEMBER 11, 2024

Lucid launched in 2010 (before PLG was a term), and their team had an intense focus on product early on, so much so that the COO at the time read through hundreds of thousands of customer support tickets to hear directly from customers. They should be highly cross-functional and know how to navigate your sales motion.

Territory 122

Territory GTM Price Cross-sell 122

Salesforce

FEBRUARY 21, 2025

Youll get higher returns on marketing dollars and quicker time to contracts. Automate the contracting and approval process. Standardized contracts help. Take control of all aspects of contract administration. The quote and contract process can be a bottleneck. Launch products faster. Be flexible.

Contract 52

Contract Government Price Service 52

SaaStr

NOVEMBER 1, 2022

Over 100 Indian founders were in town for a unique double header: SaaStr/Dreamforce and the launch of SaaSBOOMi US. We remain optimistic about the prospects of cross-border SaaS. Org Building Ideas for Cross-Border Companies. SV SaaS companies sell to other SV SaaS companies. Silicon Valley has a deep talent bench.

GTM 117

GTM Niche Cross-sell Contract 117

Martech

JUNE 6, 2023

Customer data, AI, marketing automation and analytics are must-haves for any martech stack and several companies are now looking to sell them all at once. If you have a couple of products from one company, they’re likely already selling you on the benefit of adding a third or fourth. And to be fair, it sometimes is a smart move.

X-functional 114

X-functional Cross-sell Contract Up-sell 114

Salesforce

JUNE 14, 2023

Let’s face it: Hard sells and flashy demos can be effective ways to close. Not only will this help you build trust, which makes it easier to sell , but it will open the door to long-term relationships that can lead to upsells and cross-sells. But not always. No such team in your organization?

Gaming 95

Gaming Cross-sell Referrals CRM 95

Sales Hacker

APRIL 21, 2021

It may take days before the rep can actually send a contract for signature. The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. Creates processes to enhance cross-functional collaboration between sales, marketing, and customer success.

Finance 115

Finance Cross-sell SQL GTM 115

Sales Hacker

FEBRUARY 7, 2018

HIT THE LAUNCH WINDOW. How do you know when you are in a launch window? Tell tale signs of being in the launch window. Add new products/services to uplift the price, and create upsell/cross-sell opportunities. However, as these companies quadruple their sales teams they scale failure.

Growth 100

Growth GTM SQL Strategic partnership 100

Salesforce

JULY 14, 2021

Workflows that automate contract reviews and approvals accelerate deal cycle times. Upsell and cross-sell rates. Depending on what you sell, the experience can help the customer buy or learn about new products with little or no involvement from your sales team. Let’s say you sell industrial equipment.

Sales Experience 98

Sales Experience Cross-sell Sales B2B 98

SaaStr

AUGUST 12, 2020

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. So, you’re going to have this cross-functional opportunity at all these events for those kinds of interactions. billion dollars.

Finance 117

Finance X-functional Launch Objectives and Key Results 117

SBI

NOVEMBER 2, 2017

For example, Model N provides solutions for Finance and Product teams to maximize revenues by designing more effective pricing and discount programs, and analytical solutions to develop new product launch strategies that maximize sales in a global market.

Cross-sell 52

Cross-sell Finance Contract Legal 52

Sales Hacker

JUNE 3, 2021

When launching JustReachOut, I created an enticing landing page with product information that helped promote it and convince people to prepay to use it. automobile parts to repair cars), to sell to their customers (e.g. retail stores selling children’s toys), or they’re using a service (e.g. accounting or legal services).

B2C 100

B2C CRM B2B E-commerce 100

Veloxy

AUGUST 31, 2023

And while you can always push a product for the sake of selling it, you’ll only sell it once. A lot of sales reps end up competing on who sold the most or what product is selling faster. Maybe you’re selling the right products to the wrong audience in the wrong market. However, salespeople tend to miss the bigger picture.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Search Engine Land

DECEMBER 28, 2023

Meanwhile, across the pond, Google is facing the possibility that it may be forced to sell part of its ad business after being charged with violating the European Union’s antitrust laws. In another blow for Google, an Adalytics study accused it of mis-selling video ads to marketers for the last three years.

Retail 116

Retail X-functional Launch Non-Profits 116

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. This is why sales enablement initiatives containing a formal process for cross-functional collaboration are most likely to hit expectations ( source ).

Growth 101

Growth Customers Referrals B2B 101

ConversionXL

JUNE 2, 2022

When leads cross over the MQL threshold, the platform alerts reps with a summary of that activity, and a series of insights to power up their next sales outreach. This bold account-based marketing tactic helped land GumGum a contract with T-Mobile, and a fair bit of social media exposure at the same time.

Launch 100

Launch Campaign Pipeline Growth 100

InsightSquared

NOVEMBER 19, 2018

Every minute spent creating a report is a minute taken away from selling. Ideally, it’s a solution procurement and launch plan. Hopefully, this is a practice that is already in place, but if not, set up an internal cross-functional SWAT team for larger opportunities. Don’t put the sales team through pipeline update “fire drills.”

Pipeline 78

Pipeline Cross-sell Cold Call Territory 78

Partners in Excellence

MARCH 2, 2016

They provide the customer with their best price, crossing their fingers, hoping to win. It may mean a failed product launch, adversely impacting the perception/competitiveness of their company in the markets. Customers simply aren’t renewing their contracts. When the contract expires, the customer doesn’t renew it.

Cross-sell 72

Cross-sell Contract Price Commission 72

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.

Cross-sell 70

Cross-sell Customers GTM A/B testing 70

Outreach

AUGUST 6, 2019

Companies see an increase in ACV (Annual Contract Value), LTV (customer Lifetime Value), and opportunity rate (the number of opportunities generated from a given number of accounts). See more here. Why Should I Be Doing ABS? When executed effectively, ABS impacts revenue and profitability dramatically.

Launch 40

Launch Cross-sell Finance Contract 40

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 69

Territory Objectives and Key Results Finance Cross-sell 69

Smarter With Gartner

JULY 2, 2021

Is this something we could be successful at selling? The two biggest challenges in this step are: Determining the specific financial benefits that the product will provide; for example, “dollars saved on contract labor” (contrasted with a more generic benefit like “reduced cost”). Developing and launching a new product is risky.

Product 82

Product Minimum Viable Product Drivers/motivators Technology 82

Salesforce

MARCH 11, 2024

You decide to go for it… This is what account-based selling (ABS) is like. Read on to learn how to grow your business with account-based selling. What you’ll learn: What is account-based selling? Watch the demo What is account-based selling?

Sell 59

Sell Cross-sell Territory CRM 59

Salesforce

JANUARY 11, 2024

In B2B (business-to-business) sales, one business sells goods or services to another. Common traits of B2B sales High-cost and/or recurring contract pricing. B2B sales is when a business sells a product or service to another business. B2C sales is when a business sells a product or service directly to a consumer.

B2B 59

B2B B2C Manufacturing Government 59

Sales Hacker

MARCH 2, 2021

Outreach has been a longtime sponsor of this podcast and they just launched a new way to learn. That’s when I felt really bad selling people that, even though they were signing up for it themselves. I left print media because it was an industry that was contracting. But obviously, the media world was contracting.

Referrals 67

Referrals Contract Cross-sell Sales 67

PandaDoc

AUGUST 16, 2021

In an ever-growing contract and proposal software market, and a future that’s more digitized than we could have ever anticipated it would be, new tools and solutions are getting launched almost every year. As per G2, “PandaDoc is ideal for anyone that needs to send multiple contracts within a single deal.

Price 52

Price Contract Proposal Writing Clients 52

Sales Hacker

JULY 8, 2020

Conga is changing the way the world works by modernizing, streamlining and automating your documents, contracts, and processes to make it easier to do business. Again, there are plenty of people out there who can help you buy and sell real estate. Businesses run on documents. Great company, Conga. That makes it a really cool challenge.

Real Estate 124

Real Estate Strategize Launch Commission 124

Gong.io

JULY 21, 2021

Once you’ve moved your org beyond ‘ What is revenue operations ”, they’ll know that it’s more than hosting a few cross-functional meetings. . This team is all about creating cross-functional partnerships. Is your goal selling to more customers? Boosting annual contract values? So what does a Revenue Ops team look like?

Growth 62

Growth GTM Cross-sell Pipeline 62

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. The DOJ also suggested Google has the ability to influence ad prices through frequent “ad launches.”

Trust 94

Trust Objectives and Key Results Engineering Negotiate 94

Lead Fuze

AUGUST 6, 2021

By collecting and cross-referencing in sales data analysis, it’s possible to build highly-personalized value propositions tailored to the specific needs of each customer segment. If you want to increase revenue fast, start by reaching out to customers to cross-sell and up-sell products you think could also meet their needs.

Objectives and Key Results 64

Objectives and Key Results Click Through Rate Cross-sell CTR 64

Sales Hacker

DECEMBER 23, 2019

Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes,all right in your CRM. Create custom contracts in a click, sign them digitally, and automatically pull data back into your opportunities. Every sales org feels the pressure to close deals faster. Outreach has your back.

Contract 55

Contract Cross-sell Growth Campaign 55

SaaStr

JUNE 1, 2021

. “OK, both of us are going to start selling this thing,” and I’m going to give you the answer here. “Brian, we’re going to go start selling this thing.” ” “Yep, we’re going to start selling this thing.” ” We didn’t do any annual contracts.

Up-sell 116

Up-sell Price Start-ups Cross-sell 116

SBI

FEBRUARY 25, 2020

Your company: is launching a new product/service offering. acquired a company and wants to ramp up cross-sell opportunities. Renewal rates are certainly important, but a customer advocate is worth multiples of their annual contract value. has identified a new segment ripe for growth. A CAP can harness that potential.

Customers 49

Customers Cross-sell B2B Strategize 49

PandaDoc

APRIL 12, 2023

Whether you’re selling a physical product or a service, you need to find the best ways to reach your target audience. The definition of sales channels Sales channels are the methods or pathways businesses use for selling their products and services to consumers. The right sales channels can help you do this.

B2C 52

B2C Cross-sell Retail Sales 52

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. How can you sell more product?

Closing 72

Closing Customers Niche Sports 72

SaaStr

OCTOBER 15, 2019

Unlike when selling into SMB businesses that kind of can go from a demo, to a conversion, to a close in a matter of days, enterprise sales is a lot more complicated and it’s hard to navigate through. So don’t expect that you can take your product that you sell now to SMB’s and sell the same thing to big companies.

Pipeline 85

Pipeline Manufacturing Up-sell Cross-sell 85

SaaStr

MARCH 19, 2019

I’ve been doing that for three and a half years, so I got to join before we launched our platform, launch it and scale it from there. When we launched our platform we actually were taking our APIs and making them consumable to third parties for distribution on an app directory. Ceci Stallsmith : Awesome.

Engineering 51

Engineering Launch Start-ups Contract 51

PandaDoc

APRIL 11, 2023

Brand Knowing all the nuances of the brand you’re selling is extremely important for sales efficiency. Complementary products Selling smartphones, you must have substantial knowledge about the cases, memory cards, headphones, etc., In a nutshell, you’ll need to: Launch and maintain your knowledge base.

Education 52

Education Product Customers Sales 52