Veloxy

JUNE 8, 2022

For instance, you could have a pipeline worth a million dollars in contract value. So if you can save on time spent doing repetitive tasks, then your reps will be able to focus on a singular goal of selling and closing deals more effectively. For B2B sales in particular, a healthy pipeline comes with a lot of benefits. Conclusion.

Pipeline 195

Pipeline Technology Technology Cross-sell 195

Salesmate

JULY 8, 2020

If you’re serious about applying this approach, I recommend you buy the book Sell Like Crazy , by Sabri Suby. Meeting Prospects. Meeting prospects is an important step on the path to a conversion. Some people like to meet face-to-face. You should get your lead to complete some activity before the meeting.

Pipeline 126

Pipeline Negotiate Contract Objectives and Key Results 126

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

Veloxy

AUGUST 31, 2023

From long-lasting client relationships to face-to-face meetings , field reps can make all the difference in innovation by continually supporting customer needs. If you’ve been meeting quota attainment for the past few months in a row, then you’re clearly underplaying your real potential.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

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 67

Contract Cross-sell Up-sell Clients 67

Salesforce

SEPTEMBER 19, 2023

A prospect lingering in the negotiation stage, for example, may need a change to product price to move them to the contract stage. When the prospect meets specific exit criteria (requirements needed to complete a pipeline stage), they move to the next stage in the pipeline. This is when you start to go in for a sale.

Pipeline 59

Pipeline Objectives and Key Results Contract Cross-sell 59

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.

Cross-sell 98

Cross-sell GTM Quota Contract 98

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 73

Customers Contract Cross-sell Account management 73

Hubspot

JUNE 21, 2023

Brush-offs are time savers — ways for prospects to get you off their back without much regard for what you‘re selling or how you’re selling it. But as sales reps well know, a successful call ends with a concrete calendar meeting, not a vague “Let’s talk later.” Meeting booked, and attention earned. It’s incredibly easy.

Contract 74

Contract Cross-sell Prospecting Follow-up 74

Sales Hacker

JULY 25, 2022

Everyone on your team must meet their specific goals in order for your engine to operate efficiently. Future meetings. If your reps don’t meet their quota, you have a record of their activity — which means you can dig into the numbers to figure out why they’re behind and coach them accordingly. Emails sent, outcomes.

Engineering 99

Engineering Objectives and Key Results Cross-sell Pipeline 99

Gong.io

SEPTEMBER 21, 2022

But the thing is, simply asking, “how much did we sell this month?” If revenue is increasing (from whichever source, be it newly acquired customers or from cross-selling opportunities), you’ll have more space to invest in expansion and internal investments. This is a helpful metric as it standardizes various contracts.

Contract 62

Contract Quota Objectives and Key Results Sales 62

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

Hubspot

AUGUST 14, 2023

For instance, let‘s say a salesperson is selling a product that isn’t backed by 24/7 support — and once upon a time, that factor held up a deal or two. You have poor nonverbal communication when meeting. You're too passive when setting meetings with prospects. So when you’re setting a meeting, be willing to be assertive.

Closing 85

Closing Hospitality Negotiate Price 85

Sales Hacker

JUNE 13, 2023

Company founders do a lot of the selling in the early days. Then there’s a logistics stage covering contract details. And businesses tend to think of each stage as a meeting or call. If you sell cars, what decisions does a buyer need to make before they are ready to buy? It often comes about like this. Don’t skip steps.

Process 87

Process Cross-sell Sales Finance 87

The 5% Institute

AUGUST 7, 2023

Such relationships not only lead to client loyalty but also open doors for potential upselling and cross-selling opportunities. Effective time management and organizational skills are vital for prioritizing responsibilities, meeting deadlines, and consistently delivering top-notch service.

Account management 52

Account management Negotiate X-functional Cross-sell 52

PandaDoc

APRIL 20, 2022

Engage in social selling. To clear this up: Outbound sales refers to the process of reaching out to prospects who haven’t indicated a direct interest in buying the product or service you want to sell. Outside sales refers to the process of sending an actual salesperson into the field to meet with prospective customers.

Technique 98

Technique Cold Call Contract Cross-sell 98

Martech

JULY 14, 2022

It changes depending on the type of product you’re selling and the market you are pursuing. Gil Canare, VP of Global Digital Marketing at Genpact, offers a guide to how you can analyze your ABM needs and build a cohesive plan to meet them. You have to sell to them differently. They buy differently.”. Customer knowledge.

E-commerce 107

E-commerce Cross-sell Contract Up-sell 107

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. Implementing a review meeting cadence (ending with QBRs every quarter to track progress). Renewal opportunities occur when a customer’s current contract comes to an end.

Customers 87

Customers Cross-sell Contract Price 87

Hubspot

AUGUST 2, 2021

Now that the world is opening back up, it’s time to get out there and meet your customers face-to-face. Planning the perfect customer visit will ensure that you meet your goals and that your customer meeting will be successful. No matter what you sell, you aren’t just selling a product — you’re also selling the people behind it.

Customers 91

Customers Cross-sell Referrals Clients 91

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. Early sellers are meeting quotas.

Cross-sell 65

Cross-sell Customers GTM A/B testing 65

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

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. Makes it easy for customers to schedule a call or video meeting when they need help. Simplifies mass marketing upsell and cross-sell efforts.

Cross-sell 40

Cross-sell Technology Technology Account management 40

SalesBlog!

OCTOBER 25, 2021

At the end of our meeting a wonderful family going through a very trying time spontaneously gave me hugs for all I had done for them. After that meeting I thought… “what could I do to make sure all my families felt the way these folks felt?”. I have paperwork, certifications, software, contracts, licenses, training, quotas, etc.

Cross-sell 93

Cross-sell Sales Contract Clients 93

Salesforce

SEPTEMBER 19, 2023

Get AI-driven insights that help you boost revenue Sell smarter with a revenue intelligence platform built into Sales Cloud. Revenue intelligence is a data-driven way to sell. Or maybe a customer made a comment in a meeting that should have raised a red flag — but that flew under the radar instead. We could all use better radar.

Pipeline 59

Pipeline Cross-sell Finance Electricity 59

SaaStr

SEPTEMBER 1, 2021

You set it at the beginning of the year, but we meet with the revenue organization on a bi-weekly basis, we sit down, and we look at our target list of accounts, and we keep it as a living document,” Peters says. It pays to embrace a more fluid approach: “The market is a lot more dynamic now. Changes are happening a lot faster.

Cross-sell 80

Cross-sell Contract Pipeline Strategize 80

Hubspot

NOVEMBER 20, 2023

For example, if a contract has been sitting unsigned for too long, I can use AI tools to trigger a personalized email reminder to the specific contact or prospect to sign or reach out to me with any questions. Account Executives often find themselves spending valuable time on administrative tasks that could be handled more efficiently.

Cross-sell 53

Cross-sell Contract Contact Prospecting 53

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. Org Building Ideas for Cross-Border Companies. The former CRO of a successful prosumer SaaS company shared how they gave away free annual licenses for all new users over and above the ones contracted. SV SaaS companies sell to other SV SaaS companies.

GTM 88

GTM Cross-sell Niche Strategize 88

Gong.io

JULY 27, 2022

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. It’s wise to come to the table with a few ideas, but this section of the quarterly business review meeting agenda should be very consultative.

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

The 5% Institute

JUNE 12, 2023

They serve as the main point of contact, understanding clients’ needs, addressing their concerns, and providing appropriate solutions to meet their requirements. They identify new business opportunities, pitch products or services, negotiate contracts, and close deals to achieve sales targets.

Negotiate 52

Negotiate Relationship Management Contract Clients 52

Sales Hacker

SEPTEMBER 25, 2019

5 tips to successfully cross the chasm to mass adoption. Then , leverage that success to sell to “early majority,” AKA pragmatists. For now, we need to move on to the 2 rules for boosting adoption and growth from day one, so you set a solid foundation for crossing the chasm. 5 Tips for Crossing the Chasm. That’s it.

Growth 73

Growth Cross-sell Contract Education 73

SBI

NOVEMBER 2, 2017

For Sales teams, Model N solutions streamline the Quote to Cash process with smart selling solutions like CPQ and Contract Lifecycle Management, designed to shorten sales cycles and maximize deal value. Nancy: What are the symptoms that indicate an organization would benefit from your solution?

Cross-sell 52

Cross-sell Finance Contract Legal 52

Sales Hacker

FEBRUARY 2, 2021

This information will help you when coming up with the perfect sales pitch that will appeal to your prospect and sell the value of whatever product/ service you might offer. In this stage of the selling cycles, sales teams get to meet the client, either in person or through video conferencing apps or even email. Closed-Won: =].

Sales 105

Sales Cross-sell Pipeline Negotiate 105

Salesmate

OCTOBER 15, 2020

However, make sure the list’s prospects meet the criteria set in the ideal buyer’s profile. A healthy pipeline can help in meeting your revenue goals. Text messages : Most of the prospects are busy travelling either for a meeting or for a business event. With persistence, it is possible to convince a client to meet you.

Pipeline 143

Pipeline Negotiate Appointment Sales 143

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

Hubspot

AUGUST 25, 2022

After countless attempts to connect with prospects and land a meeting to no avail, you’ve hit a wall. Number of meetings scheduled. They’re under contract with another vendor. The goal, of course, isn’t to sell them anything, but to see how things are going and if there’s anything you can do to help.

Cold Call 79

Cold Call Drivers/motivators Pitch Cross-sell 79

Highspot

JANUARY 31, 2020

Sales excellence is defined as the consistent outperformance of key growth objectives, achieved by strategic, cross-functional initiatives. Percentage of time spent on selling activities. If sales regularly meets or exceeds your goals, it’s clear you have the processes and programs in place to achieve sales excellence.

Growth 98

Growth Quota Sales Contract 98

Hubspot

DECEMBER 7, 2023

Set up a meeting with your manager to review your performance year-to-date. Take advantage of team selling. People aren’t likely to have meetings on their last day in the office before taking a vacation. Reconnect, check in on their needs and explore opportunities for upselling or cross-selling. Call your prospect.

Quota 83

Quota Strategize B2C Transportation 83