Martech

JANUARY 25, 2023

This is especially helpful for teams using Slack’s free plan, where older messages disappear and for important transaction-related communications between teams that need a date-stamped record, e.g., when a client cancels a contract. Previously, HubSpot supported sending notes to Slack channels via workflow, not sending from Slack to HubSpot.

Finance 93

Finance Contract Cross-sell Campaign 93

Hubspot

AUGUST 2, 2022

Given the ongoing nature of software-as-a-service (SaaS) investments and support, it’s possible for companies to turn initial sales into continual revenue streams that both boost customer satisfaction and pave the way for sustained success. Instead, services are accessed via the cloud anywhere, anytime, and on any device.

Contract 69

Contract Cross-sell Up-sell Clients 69

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

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 75

Customers Contract Cross-sell Account management 75

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

Sales Hacker

JULY 25, 2022

Everyone on your team must meet their specific goals in order for your engine to operate efficiently. Finding ideal prospects means your SDRs must be experts on your products and services, and be able to communicate how they can solve your potential customers’ problems. Future meetings. Metrics to measure in a SDR dashboard.

Engineering 102

Engineering Objectives and Key Results Cross-sell Pipeline 102

The 5% Institute

AUGUST 7, 2023

The role of an account manager goes beyond mere customer service – it involves nurturing client relationships, driving revenue growth, and enhancing a company’s reputation. Such relationships not only lead to client loyalty but also open doors for potential upselling and cross-selling opportunities.

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.

Cold Call 98

Cold Call Technique Contract Cross-sell 98

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 76

Contract Cross-sell Prospecting Follow-up 76

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 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 92

Customers Cross-sell Referrals Clients 92

PandaDoc

MAY 9, 2024

Qualified leads meet criteria such as having the budget or buying authority for your product or service. For these services, CLV paints a more accurate picture of daily expected revenue. A SaaS provider sells document workflow software for businesses of all sizes. What is an example of sales velocity?

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

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 105

E-commerce Cross-sell Contract Up-sell 105

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. Simplifies the handoff between sales and service, so the customer’s journey starts on the right foot. Simplifies mass marketing upsell and cross-sell efforts.

Cross-sell 40

Cross-sell Technology Technology Account management 40

SaaStr

OCTOBER 17, 2023

Do my customers find value in my product and service? 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. Early sellers are meeting quotas. Being truly cross-functional. Will they renew?)

Cross-sell 65

Cross-sell Customers GTM A/B testing 65

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

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

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 77

Cross-sell Contract Pipeline Strategize 77

Sales Hacker

FEBRUARY 2, 2021

This process involves identifying potential clients who might be interested in your product or service. Sales prospecting is to find qualified leads that are close to being ready to buy the advertised business or service. An ICP is a summary of the perfect client for a company’s product/service. Preparation. Closed-Won: =].

Sales 105

Sales Cross-sell Pipeline Negotiate 105

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 55

Cross-sell Contract Contact Prospecting 55

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. How has your product or service met expectations? A sales QBR is an internal quarterly meeting. Review implementation and product usage.

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

Highspot

DECEMBER 5, 2023

Benefits of a Well-Defined Sales Process The benefits of having a sales process extend far beyond meeting quarterly quotas. It involves identifying potential customers who might need your product or service. Researching the company allows you to tailor your approach, ensuring you meet their needs and challenges.

Process 52

Process Real Estate Objectives and Key Results Negotiate 52

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 82

Cold Call Drivers/motivators Pitch Sales 82

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. If you’re calling existing opportunities, you might be able to upsell other products or services.

Quota 84

Quota Strategize B2C Transportation 84

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 74

Growth Cross-sell Contract Education 74

The 5% Institute

APRIL 8, 2020

Their role is to help with the on-boarding process, so that the client succeeds using your product or service. By having a manager in place to help with the on-boarding process, the higher likelihood the client will be successful using what it is that you sell – which then creates the opportunity for potential referrals too.

Cross-sell 52

Cross-sell Customers Referrals Clients 52

PandaDoc

APRIL 21, 2023

KAM elements such as upselling and cross-selling will also help you earn more from clients. User/product fit Next, consider the accounts that match your product or service. Primarily, you want to prioritize relationships with clients that meet your ideal customer profile. More than growth, sustainability is crucial.

Account management 52

Account management Objectives and Key Results Strategize Legal 52

Hubspot

APRIL 2, 2018

Do you have any questions about the contract?". Great to meet you [prospect]! How's your experience with our product/service been so far?". Use it to coordinate meetings, set up calls, and confirm next steps -- but don’t use it to advance an opportunity. Contract questions. Great to meet you [prospect]!

Prospecting 94

Prospecting X-functional Contract Cross-sell 94

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

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

Sales Hacker

JUNE 3, 2021

B2C clients are buying a product or service directly from you, which in most cases is for their own use. 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). What to look for in CRM software.

B2C 77

B2C CRM B2B E-commerce 77

Sales Hacker

JULY 18, 2022

We immediately welcome our new customers with a pre-written welcome email, thanking them for their customs and welcoming them to our product or service. A feedback loop is the system your business should have in place for encouraging customer feedback before responding to it and implementing it to your product and service.

Process 78

Process Education Contract CRM 78

Sales Hacker

MARCH 18, 2020

How do you compensate for the lack of B2B face-to-face meetings ? Hold virtual meetings to discuss everything that will be done within the next 48 hours — or to see how your plan can be adjusted. Make sure to change your face-to-face meetings into Skype or Zoom calls before your prospects start canceling appointments.

B2B 137

B2B Healthcare Hospitality Cross-sell 137

Highspot

JUNE 22, 2021

Mastering new skills in sales is challenging, even for top sellers — to say nothing of the core selling techniques that reps need to be successful. There are many ways to approach sales, but the most common methods can be summarized as transactional selling, solution selling, consultative selling, and provocative selling.

Technique 82

Technique Negotiate Cross-sell Sales 82

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. Not only can you look at revenue trends over time, but you can also compare MRR to the monthly sign up rate for your product or service, monthly account growth rate, and customer retention.

Contract 75

Contract Cross-sell Commission Represent 75

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. Instead, you’re listening and offering additional services that will help them grow.

Prospecting 92

Prospecting Cross-sell Clients Contract 92