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 123

Retail X-functional Launch Non-Profits 123

Sales Hacker

MAY 26, 2021

If you know that you love strategizing to increase sales but don’t want to be an account executive, sales operations may be the right place for you. 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.

Territory 60

Territory Objectives and Key Results Finance Cross-sell 60

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. . Revenue Operations Manager : They use data (a lot of data) to determine which business objectives and strategies will drive revenue, based on the new strategic vision. Targeting new markets?

Growth 62

Growth GTM Cross-sell Pipeline 62

ConversionXL

JUNE 2, 2022

Ads strategically placed on relevant websites or platforms that are designed to look like organic content. 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. First, determine which existing accounts your team can sell into.

Launch 100

Launch Campaign Pipeline Growth 100

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 101

Finance GTM Cross-sell SQL 101

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, the absolute biggest project that we could ever do would be 10 engineers for 10 weeks, and that would be for the absolute most strategic priority.

Finance 107

Finance X-functional Launch Objectives and Key Results 107

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. Add a strategic partnership that opens a new segment, for example, Healthcare, Government, etc.

Growth 87

Growth GTM SQL Strategic partnership 87

SBI

FEBRUARY 25, 2020

It’s a combination of CMOs accepting that the CAP’s (any programs for that matter) goals and activities aren’t aligned to corporate imperatives, and advocate program managers not seeing their true potential or thinking strategically. Your company: is launching a new product/service offering. A CAP can harness that potential.

Customers 49

Customers Strategize Cross-sell B2B 49

The Lost Book of Sales

JULY 12, 2021

Starting to cross the chasm. How does the "D-Day" strategy help companies cross the chasm? Being sales vs. market driven when crossing the chasm. Launching the invasion. They sometimes even seek them out even before a formal marketing program has been launched. Chasm as the single biggest challenge.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

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 CTR Cross-sell 64

Partners in Excellence

MARCH 2, 2016

They provide the customer with their best price, crossing their fingers, hoping to win. To get what they want, the customers presenting our solution have to position–justify the project in terms of how it contributes to the attainment of the strategic goals. Customers simply aren’t renewing their contracts.

Cross-sell 50

Cross-sell Contract Price Commission 50

Sales Hacker

JULY 8, 2020

Making something big even bigger with strategic revenue generation [12:03]. 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.

Real Estate 113

Real Estate Strategize Launch Commission 113

Gong.io

FEBRUARY 9, 2019

Cold calling isn’t about discovery – it’s about selling the meeting. In fact, the talk-to-listen ratio for successful cold calls is HIGHER than unsuccessful ones: It’s your job to sell your buyer on why they should attend the meeting. Focus on selling the meeting, not on asking a probing question your sales manager would be proud of.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

SaaStr

MAY 27, 2020

Maybe you want to launch a business. So people were paying people to take their futures contracts. Executives at companies are told, engage with startups, launch new initiatives, be first to market. Why aren’t you launching collaborative this or that? That means specifically they’re going to cancel contracts.

Finance 74

Finance Government Price Contract 74

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

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. Two venture back companies, to strategic exits, and then running a large tech division for a very large payer. Nancy Ham : I had to cross idea number one off my list of rationalizing marketing.

Closing 66

Closing Customers Niche Cross-sell 66

SaaStr

OCTOBER 22, 2020

How does Ryan ensure cross-function working seamlessly from the very beginning with marketing? * First, I’m trying to sell the candidate. If I think they’re a great candidate, I am in selling mode. And they haven’t launched a product yet. I think you launch when you have some semblance of that.

Pipeline 64

Pipeline Cross-sell Launch Start-ups 64

SaaStr

AUGUST 20, 2020

As for Kyle, prior to Figma he spent over 5 years at Dropbox achieving some incredible milestones including launching and scaling the Austin, Texas office from 3 to 80 people and being responsible for growing Dropbox’s leading partner ecosystem. Before Figma, Kyle spent close to 3 years as an Account Executive at ADP.

Sales 74

Sales Price Quota Start-ups 74

SaaStr

AUGUST 26, 2022

Sometimes we’re not as founders, sometimes founders sell their company because they don’t end up being deeply passionate about what it does. So sell your product. I’m not great at it, but most folks they’re aggressive without crossing the line. First is strategic, and then the tactical.

Quota 79

Quota Growth Product Closing 79

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 58

Pipeline Manufacturing Up-sell Cross-sell 58

SaaStr

JULY 19, 2019

In Today’s Episode We Discuss: * How did Peter make his way into the world of enterprise SaaS with the founding and selling of 6 companies and how did InCountry come about? Why is it no longer to come into large enterprises with a small contract and expand? When is the right time to sell a startup? Do they really mean anything?

Cross-sell 51

Cross-sell Up-sell Start-ups Engineering 51

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. This guide can be used for startups, B2B businesses, and virtually any new venture you plan on launching. Create Alignment Alignment is essential when preparing to launch a new product or service.

Go To Market 69

Go To Market Process GTM Launch 69

SaaStr

MAY 28, 2019

It started out as a side project, as a vision and a risk that I took based on just a dream that I had and it’s evolved into a strategic differentiator for our company. They want to hear from each other to sell the brand. Erica Kuhl : Yeah, it’s been a massive change. We didn’t give that mandate.

Product 64

Product Start-ups B2C Growth 64

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