SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. Companies in our region are good at achieving PMF and scaling to $1 million-$5 million ARR efficiently. Org Building Ideas for Cross-Border Companies. SV SaaS companies sell to other SV SaaS companies. The spending slowdown is real but there is no log jam.

GTM 86

GTM Cross-sell Niche Strategize 86

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

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 135

B2B Healthcare Hospitality Cross-sell 135

Hubspot

APRIL 2, 2018

Do you have any questions about the contract?". Great to meet you [prospect]! Use it to coordinate meetings, set up calls, and confirm next steps -- but don’t use it to advance an opportunity. Contract questions. Never comment on a contract or proposal over email. Never comment on a contract or proposal over email.

Prospecting 96

Prospecting X-functional Contract Cross-sell 96

Hubspot

OCTOBER 16, 2017

If you want them to stop selling to poor fit customers, institute a clawback so they lose their commission if the customer churns or returns the product within a set window of time. Increase average contract length. Increase upsell/cross-sell rate. This structure is relatively rare in selling organizations.

Commission 92

Commission Quota X-functional Non-Profits 92

Lead Fuze

AUGUST 6, 2021

Sales data analysis is a vital way for organizations to maximize their sales capacity , and meet customer needs, in an increasingly competitive world. 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.

Objectives and Key Results 64

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

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. Growth forecasts of sales territories. Automating any possible selling or non-selling tasks. Contract lifecycle management.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

PandaDoc

OCTOBER 13, 2022

And as the needs of your growing team increase, you can likewise level up with the appropriate pricing plan to meet that demand. Territory management ? ? Territory management ? ? Territory management ? ? Territory management ? ? Zendesk Sell CRM. Our approach to sourcing data. Internal chat integration ? ?

X-functional 52

X-functional Territory CRM Lead generation 52

InsightSquared

NOVEMBER 19, 2018

Every minute spent creating a report is a minute taken away from selling. Hopefully, this is a practice that is already in place, but if not, set up an internal cross-functional SWAT team for larger opportunities. Make sure goals, compensation and territory plans are complete. Take the sales cycle into account.

Pipeline 78

Pipeline Cross-sell Cold Call Territory 78

ConversionXL

JUNE 2, 2022

They also use multi-channel content distribution to improve brand awareness and meet prospects where they already are. Their SDR even sits within the marketing team, so marketing can be involved in direction and incentives that focus on the full spectrum of relationship building, rather than focusing exclusively on booking a meeting.

Launch 100

Launch Campaign Pipeline Growth 100

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. One of the most important lessons about crossing the chasm is that the task ultimately requires achieving an unusual degree of company unity during the crossing period.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Gong.io

MAY 31, 2021

Meet Exceed sales goals. It leads your sales reps through various scenarios: how to prospect, when to sell what product or service, how to overcome common objections, what to negotiate for (and how ) to name a few. Best-selling author, Hal Elrod, once said: . Contracting. Contracting Process. Increase revenue.

Territory 118

Territory Objectives and Key Results Contract Price 118

Sales Hacker

APRIL 6, 2022

And these manual processes take sales reps away from their most important activity: selling. Let’s take a closer look at each word: Configure: Configuration of products and services ensures that what you provide is actually available, meets the buyer’s needs and specifications, and can be delivered according to the agreed-upon contract terms.

Cross-sell 95

Cross-sell Contract Price Finance 95

InsightSquared

JULY 1, 2021

Revenue operations is a methodology that drives cross-functional collaboration in order to close gaps in the customer experience and maximize revenue for the business. Guided Selling. The average dollar value of an annual contract. Average Annual Contract Value. Cross-Selling. Dashboards. Activity Capture .

Cross-sell 62

Cross-sell Contract Objectives and Key Results Quota 62

Salesforce

NOVEMBER 13, 2023

Ask an enterprise sales rep what they’re selling at the start of the enterprise sales process, and you might hear: “I don’t know yet.” ” That’s because enterprise sales is not about selling products. Enterprise sales is when you sell to large companies. It’s about delivering outcomes.

CRM 59

CRM Sales Cross-sell Up-sell 59

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. 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. Unified data problems.

Finance 101

Finance GTM Cross-sell SQL 101

Hubspot

OCTOBER 2, 2023

Then find a case study from a customer who’s similar to your current prospect: They’re in the same industry, face the same issues, serve the same market, belong to the same business coalitions, are subject to the same regulations or legislation, and/or exist in the same region. Did you get a chance to review the contract?”

Objectives and Key Results 84

Objectives and Key Results Cross-sell Territory Contract 84

Hubspot

APRIL 4, 2019

Recent studies show 5% of meeting attendees remember statistics and 63% remember stories. If one of your goals is for 5% of monthly revenue to come from upsells or cross-sells , make this goal specific by identifying what types of clients you’ll target. Some people believe the best pitch isn’t a pitch at all , but a story.

Strategic planning 92

Strategic planning Strategize Referrals Cross-sell 92

Hubspot

FEBRUARY 7, 2018

According to The Bridge Group’s 2016 Sales Development Metrics and Compensation report , it’s most common for companies to base an SDR’s commission on the number of meetings or opportunities they pass to their partner reps and the number of meetings or opportunities accepted by those reps. Regional Sales Manager.

Territory 94

Territory Commission Outside Sales Account management 94

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 125

Pipeline Cross-sell CRM Sales 125

PandaDoc

JUNE 1, 2023

CPQ allows you to create compelling offers that lead to a fast and reliable conclusion of a contract. Up-selling and cross-selling — most CPQ software allows you to easily tailor sales offers to your customers with a few clicks. You can manage the price of your products by region or customer profile.

E-commerce 52

E-commerce Profit margin Legal Price 52

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. To me, that’s what the cadence says. I learned this operating myself. We were flying the cadence then, and it worked extremely well.

Finance 111

Finance X-functional Launch Objectives and Key Results 111

SaaStr

AUGUST 27, 2019

I’ll start because I’m living this right now, and where we’re contract value. Michaela Lehr: So mine says to learn ballpark contract value and figure out the pricing that the market can bear. Either work or not work. Sanj Sanampudi: Great. You’re doing something that is brand new. So Michaela?

Territory 54

Territory Contract Cross-sell Drivers/motivators 54

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Revenue by territory. Cost of selling as a percentage of revenue generated. You can’t control how much this salesperson sells -- but you can tell her to increase her daily email output.

X-functional 96

X-functional Quota Cross-sell Contract 96

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? Building a Revenue Operations team.

Growth 62

Growth GTM Cross-sell Pipeline 62

Hubspot

SEPTEMBER 27, 2019

Now your sales team should know which specific sales metrics to leverage as you work to meet your objective. How much revenue is generated by each product, product line, or service that you sell. phone calls, email outreach, in-person meetings, etc.). cross-selling, upselling, repeat orders, expanded contracts, etc.).

Territory 79

Territory CRM Sales Cross-sell 79

Partners in Excellence

SEPTEMBER 20, 2022

” Per the dictionary it is, “…a prediction or estimation about a future event… ” Consequently, in complex B2B selling, it becomes a prediction about a specific deal or opportunity. Probabilities based on where we are in our selling process are, 90% of the time, bad thinking. What is a “forecast?”

Pipeline 68

Pipeline Manufacturing Cross-sell Represent 68

SaaStr

MARCH 12, 2019

With the scaling of departments and teams, what has Erica seen work really well when it comes to making cross-functional teams communicate really well? I’m super interested because I’m always quite perplexed when one has those early adopters within the enterprise, but then one’s selling to maybe the CIO.

Contract 66

Contract Sports Cross-sell Start-ups 66

SaaStr

AUGUST 7, 2020

And so, because we had done this before, we were able to very quickly do the fundraising, so we literally had like two meetings with each one of the investors and were able to close on the financing, so I don’t think that’s normal. “Well we’ll meet you on Thursday we’re going to fly in.

Price 59

Price Retail X-functional Healthcare 59

Sales Hacker

FEBRUARY 7, 2018

In-person meetings are no longer required. . One of the key shortcuts is to use automated forms of outbound to identify leads that want to have a meeting and use low-cost sales resources to run those meetings in an effort to close. To meet the growth potential a Go To Market (GTM) plan is imperative.

Growth 88

Growth GTM SQL Strategic partnership 88

Hubspot

AUGUST 21, 2023

Distribution: Through what mediums will you sell the product or service? Renewal (Optional): Your customer renews their contract or subscription. The Channel Model Lastly, in the channel model , an outside agency or partner sells your product for you. They are also often less motivated to sell than your own sales team would be.

Go To Market 69

Go To Market Process GTM Launch 69

SaaStr

MAY 27, 2020

So people were paying people to take their futures contracts. That means specifically they’re going to cancel contracts. The reason for that is most people have annual contracts and they haven’t come up for renewal yet. It’s just really hard to do that in a single meeting or two.

Finance 79

Finance Government Price Contract 79

SaaStr

JUNE 28, 2019

In his most recent role, Dave was the CEO @ Host Analytics where he quintupled ARR, halved customer acquisition costs and increased net retention rates before selling the company to a private equity sponsor. If ACV increase is a core focus for our startup, should we hire a sales rep solely selling to enterprise?

Price 47

Price Cross-sell Up-sell Start-ups 47

Hubspot

NOVEMBER 7, 2023

A CRM tracks quota attainment and activity metrics such as emails sent, calls made, meetings booked, opportunities created, and deals closed. You can also identify specific regions or industries to sell into and benchmark your average sales cycle. Sales reporting. Accurate sales forecasting. Customer segmentation.

CRM 75

CRM Contact Contract Objectives and Key Results 75

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. We have to think through different regions, different markets, and we’re currently only domestic, we’re only in the United States. Businesses run on documents.

Real Estate 113

Real Estate Strategize Launch Commission 113

SaaStr

JULY 29, 2022

So you’re really asking how do you get a business going, like selling to restaurants that not only is hard to penetrate but has a hardware component. So maybe it was a crummy time to sell as they were coming up on 20 million US dollars in revenue. Jason Lemkin: Well, look. All I can tell you is, it’s certainly challenging.

Price 85

Price Product Start-ups Niche 85

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