Hubspot

SEPTEMBER 12, 2018

The more control and visibility you have into your sales pipeline, the more revenue you’ll bring in. In fact, HubSpot Research found a positive relationship between the number of opportunities in your pipeline per month and revenue achievement. Growing a healthy pipeline is possible through careful assessment and management.

Pipeline 101

Pipeline Negotiate Objectives and Key Results Sales 101

Sales Hacker

JULY 25, 2022

Everyone on your team must meet their specific goals in order for your engine to operate efficiently. SDRs fuel the whole revenue engine by bringing in qualified leads to generate pipeline. Future meetings. Activity metrics like calls, emails, meetings, or demos. Pipeline coverage. Emails sent, outcomes.

Engineering 99

Engineering Objectives and Key Results Cross-sell Pipeline 99

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.

Gaming 95

Gaming Cross-sell Referrals CRM 95

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

Salesforce

SEPTEMBER 19, 2023

Show me how to make the right moves in my pipeline, guide my leaders and reps to win (and win faster), and hit my forecasts every time. 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. Ready to dive in?

Pipeline 59

Pipeline Cross-sell Finance Electricity 59

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

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

InsightSquared

APRIL 14, 2021

They are handed a pipeline, but with few exceptions, data quality, visibility, and health are all issues. You can take conversion rates to the next level by filtering pipeline data across different categories, such as commit and upside. Average Annual Contract Value. There are countless factors that lead to this.

Contract 62

Contract Territory Cross-sell Pipeline 62

SalesLoft

JULY 10, 2023

Sales teams need technology that: Includes deal progression workflows to keep pipeline visible and deals on track. Accommodates large buying committees and account-based selling. Automates support workflows that promote customer retention with a trigger based on the contract end date.

Cross-sell 40

Cross-sell Technology Technology Account management 40

Hubspot

AUGUST 14, 2023

Welcome to "The Pipeline" — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. 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.

Closing 88

Closing Hospitality Negotiate Price 88

SaaStr

SEPTEMBER 1, 2021

To improve alignment with your revenue team, marketers should shift their mindset: Don’t simply look at your leads as a baton you pass to sales; rather, think of it as part of a game of soccer in which the ball is being passed back and forth as the lead moves through the pipeline. Strategy is a Living Conversation. So now you’re done, right?

Cross-sell 76

Cross-sell Contract Pipeline Strategize 76

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

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 83

Cold Call Drivers/motivators Pitch Cross-sell 83

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. Org Building Ideas for Cross-Border Companies. It helps your leaders scale and creates a CXO pipeline for the company. Demand gen can help you meet this year’s targets, you will need product marketing to hit next year and brand marketing to hit two years out.

GTM 85

GTM Cross-sell Niche Strategize 85

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

Martech

SEPTEMBER 24, 2021

These can include face-to-face or virtual meetings to deepen the account relationships. As a result, ABM opportunities move through the pipeline more quickly because they more accurately target the buying influencers and decision-makers at the account. I ncreased marketing ROI. Expanded account value and revenue.

B2B 118

B2B Pipeline Campaign Cross-sell 118

Sales Hacker

JUNE 3, 2021

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. You need CRM software to support lead management, track progress along the sales pipeline , identify cross- and upselling opportunities, and provide efficient customer service.

B2C 75

B2C CRM B2B E-commerce 75

Heinz Marketing

SEPTEMBER 16, 2022

Everything is going well until your contact goes dark and the deal languishes in the late stages of your pipeline. To understand why, you have a call, and they state that procurement determined your company does not meet the compliance standards needed to be an approved vendor. We often look at procurement as hurdles to be overcome.

Legal 103

Legal Cross-sell Government Contract 103

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

Hubspot

OCTOBER 19, 2017

Quota attainment, or the percentage of salespeople meeting or exceeding quota, tells you whether your quotas are too high or low. Take a look at your pay structure to see if you’re pulling the right levers to get reps to sell. Percentage of renewal (customers who are extending their contract for another month, six months, year, etc.).

Quota 92

Quota Cross-sell Contract Negotiate 92

InsightSquared

NOVEMBER 19, 2018

Closing out the year with no line of sight into Q1 sales pipeline is asking for a disaster. We’ve all seen the issue of emptying the pipeline to finish strong but then faced the challenge of starting the new year with nothing. Be realistic regarding your pipeline and move opportunities out, down or up.

Pipeline 78

Pipeline Cross-sell Cold Call Territory 78

Sales Hacker

JULY 18, 2022

EXAMPLE: A customer moves into the ‘Won’ stage of our sales pipeline. Hold regular catch-ups with clients to ensure you meet their initial expectations. They also help build better relationships with customers for better feedback loops, wider brand evangelism, and more opportunities for upselling and cross-selling.

Process 76

Process Education Contract CRM 76

Highspot

DECEMBER 5, 2023

Benefits of a Well-Defined Sales Process The benefits of having a sales process extend far beyond meeting quarterly quotas. Researching the company allows you to tailor your approach, ensuring you meet their needs and challenges. Nurture and Crossell / Upsell Selling does not end with deal closure or hitting quarterly targets.

Process 52

Process Real Estate Objectives and Key Results Negotiate 52

Highspot

APRIL 2, 2020

Modern sales ops professionals play a vital role in the success of a sales organization by staying ahead of problems and enabling the sales team to focus on selling. Automating any possible selling or non-selling tasks. Pipeline Efficiency: How effectively sellers manage their individual pipelines.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

Lead Fuze

JANUARY 1, 2022

Its important for sales teams to be knowledgeable about their prospects and do research on the person before they go into a meeting. 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. How many deals are in your sales pipeline?

Commission 52

Commission Sales Cross-sell Pipeline 52

Hubspot

MARCH 15, 2019

Let's say you're preparing for a meeting with your VP of Sales and you need to provide an update on your sales team's achievements. Picture this: You work for a cloud computing company that sells a cloud photo storage platform. Expansion MRR is also known as an upgrade and can also result from an upsell or cross-sell.

Contract 76

Contract Cross-sell Commission Represent 76

Hubspot

JANUARY 3, 2018

None of them lead with a hard sell, and each of them centers around offering value to your prospect. January is the ideal time to upgrade, renew, and cross-sell to existing customers. That way, you’re never trying to sell to them. I schedule meetings with new hires. Reconnecting with existing clients.

Prospecting 93

Prospecting Cross-sell Clients Contract 93

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

PandaDoc

OCTOBER 13, 2022

CRMs have always been about managing your sales pipeline. Any sales rep can drag and drop stages and figure out how to optimize the sales pipeline for a specific segment, product type, or scenario. Multiple pipelines live well together and allow easy switching between them. And with Pipedrive, it’s as easy as it gets.

X-functional 52

X-functional Territory CRM Lead generation 52

Sales Hacker

SEPTEMBER 23, 2019

Our second sponsor is Outreach , the leading sales engagement platform that enables sales reps to humanize their communications at scale, from automating the soul-sucking manual work that eats up selling time to providing action-oriented tips on what communications are working best. He went to Holy Cross. Outreach has your back.

Product 52

Product Pipeline Engineering Cross-sell 52

SaaStr

MAY 8, 2020

So, that means in every pipeline review, understanding, one, deal velocity. Jessica Lin: Then, most of all, really the quality of the pipeline. How have you seen the best engage with offering pilots, and what’s the structure of the pilots that you tend to advise when selling to enterprise?

Cross-sell 72

Cross-sell Contract Start-ups Up-sell 72

SalesLoft

JANUARY 19, 2017

It’s an approach seen only when reps are compensated on their ability to create pipeline. Reps have a tendency to make excuses for the prospects they spend time trying to convert and less time being highly exclusive with whom to sell to. We’re not talking about 3 or 4 criteria either – do not make the “we can sell to everyone” mistake.

Cross-sell 52

Cross-sell Sales Contract Prospecting 52

Gong.io

JUNE 8, 2022

Meet the MEDDIC sales process. . Because nothing grabs a buyer’s attention faster than talking about what they could lose (market share, deal size, annual contract values, etc.). Champion : Who will sell on your behalf inside the buyer’s organization? Is an abbreviation enough to save your sales team? This one just might be.

Process 62

Process Objectives and Key Results Quota Sales 62

PandaDoc

FEBRUARY 5, 2024

Redefine how you manage your customer relationships Relationship selling is more efficient than traditional sales approaches, and CRM helps highlight that objective: building and enhancing relationships. Our solution lets you whip up and send proposals and contracts in minutes. The relationship usually ends with or without a sale.

CRM 52

CRM Gaming Contract Objectives and Key Results 52

Veloxy

APRIL 11, 2023

It helps eCommerce companies personalize communications, upsell/cross-sell, and reduce cart abandonment rate. If the system spots an opportunity for a “hot” deal, it notifies a sales rep about it, reducing the time and effort for moving leads from the “in the pipeline” to “closed” status. Pipeline management.

Pipeline 130

Pipeline Sales CRM Price 130

Gong.io

JULY 16, 2021

Pipeline management is no easy task. It’s what makes them great at identifying risk in their pipeline and creating a contingency plan for each deal. And for good reason: they know that when it comes to pipeline, you’re often dealing less with facts and more with opinion ( see here ). You need to sell to power.

Pipeline 118

Pipeline Contact Cross-sell Sales 118

Sales Hacker

DECEMBER 4, 2020

That’s what selling without a sales dashboard is like. This not only takes time away from selling, it can introduce a lot of opportunities for mistakes. Sales leaders can use a dashboard to understand the game their team is playing as they sell and identify where reps may need help or extra training. What is a Sales Dashboard?

Pipeline 124

Pipeline Cross-sell CRM Sales 124