Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. Training focus: Core features, unique selling propositions (USPs), ROI justification, competitive comparisons, industry knowledge, and practical demos. What is Product Training?

Product

Salesforce

SEPTEMBER 10, 2024

With AI and data analytics, agents can enhance customer satisfaction while contributing to sales through personalized recommendations, upselling, and cross-selling. Boost sales with proactive service, upselling, and cross-selling To revamp your contact centers, you should transform service agents into trusted customer advisors.

Service

Salesforce

JULY 3, 2025

By automating those routine processes, you free yourself up to focus on what really matters: growing your business. Instead of manually tracking leads or sending follow-up emails one by one, you can use automation to streamline your sales process. Here’s how AI-powered tools can streamline your sales process and improve efficiency.

Technique

Hubspot

JANUARY 14, 2025

Theyre someone who takes initiative, inspires their fellow salespeople, and drives revenue growth through an innovative approach to prospecting and selling. And, just as I mentioned, thats exactly where sales champions shine theyre not just deal-closers but dynamic professionals who go far beyond the basics of selling.

Negotiate

PandaDoc

MARCH 25, 2025

The sales process varies greatly depending on the purchase. If youre selling a cup of coffee, the options are relatively simple. This is the nature of complex salesthey demand strategy, patience, and the right tools to navigate the process effectively. But what happens when the purchase isnt as straightforward?

Objectives and Key Results

Highspot

JULY 3, 2025

This is especially the case in complex, high-stakes purchasing processes in which their businesses are spending tens or hundreds of thousands of dollars. Think deals tied to software subscriptions that require annual or multi-year contracts.) We get it: Digital-first buying experiences offer speed, ease, and convenience for B2B buyers.

B2B

Highspot

JUNE 19, 2025

They sense that they are part of something more than a contract. Uncover new upsell and cross-sell opportunities Staying engaged with customers as their business evolves helps you understand their changing needs. Cross-Team Alignment Are sales, marketing, and support coordinating messages and data?

GTM

Salesforce

DECEMBER 20, 2024

Contracts expire and requirements change as companies scale thats the world we live in. Show how your expertise and technology is evolving, and they’ll reconsider you when their needs change or contract expires. However, if you don’t make time to understand them, you could be leaving revenue on the table.

B2B

PandaDoc

JULY 23, 2025

Coupled with strong business processes and marketing efforts, a CRM strategy can help teams become more proactive and responsive to customer needs. Often, this leads to disjointed internal processes, where reps are confused and workflows become redundant or painful. Sales processes become easier.

CRM

Martech

SEPTEMBER 26, 2024

The blend of traditional and digital media highlights the ongoing importance of PR in marketing, providing brands with a comprehensive way to communicate that crosses borders and connects with global audiences. To encourage open communication, ensure a strong non-disclosure agreement remains in effect even after the contract ends.

Territory

RingDNA

MARCH 26, 2025

LinkedIn is no longer a nice to have in 2025, whether you’re a CEO shaping your company’s vision, a COO optimizing processes, or an SDR hustling to hit quota. If you live for weekend trout fishing trips you might slip it in there, but not at the expense of describing the products or services you are selling. It’s that simple.

Closing

Hubspot

FEBRUARY 24, 2025

Five years into my B2B marketing career, I noticed a pattern: The clients who said yes were the ones whom I understood not just their stated needs but their underlying motivations through conceptual selling. Table of Contents What is conceptual selling? While traditional selling asks, What do you need? Heres how it works.

Sell

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Account A business, customer, lead, or prospect a company engages with to sell products or services to. Annual contract value (ACV) The average annual revenue generated per customer contract.

Objectives and Key Results

PandaDoc

JUNE 6, 2025

It’s all about empowering your reps to sell more effectively—and you can’t improve what you don’t measure. They can help you see what tools, content, training, and processes are actually working to drive revenue and improve rep performance. That’s why sales enablement metrics are so important. What are sales enablement metrics?

Objectives and Key Results

Sales Hacker

JANUARY 7, 2025

One of my questions right away was just, you made this transition, at least at Aircall, from APAC and running that to now overseeing you know global what are some of the differences between selling in apac and selling in in north america hmm. If I look at one thing, we all think about consultative selling, about active listening.

GTM

Salesforce

FEBRUARY 21, 2025

Fiber broadband is costly to build and there are nimble competitors everywhere who arent constrained by legacy processes and systems. Youll get higher returns on marketing dollars and quicker time to contracts. Streamlining the process saves time and money and gets service to subscribers faster. But the business is challenging.

Contract

Sales Hacker

MARCH 25, 2025

AI capabilities that we will delegate tasks to, it will run processes in the background. Getting entire work done or processes done in the background and only bubbling up to a human when it has an exception. So you really have to think through the workflows and the processes that you’re giving them. It’s going to be.

GTM

Hubspot

FEBRUARY 21, 2025

Desperate for a solution, I turned to target account selling a method Ive since refined into a system thats helped me land six SaaS clients in under four months. Table of Contents What is target account selling? How does target account selling work? What is target account selling? How does target account selling work?

Clients

Sales Hacker

JUNE 17, 2025

Dennis Lyandres: Okay, so Sophie Buonassisi: when it comes to cross vertical software and ai, [00:04:00] what are you really advising founders on today? And then they’re going to expend who they sell to, so what stakeholders they kind of sell to, and they’re gonna eventually kind of fork out of that workflow.

GTM

Hubspot

FEBRUARY 13, 2025

Lets take a look at the basics of the method and how you can best apply it to your own sales process. Helps with Forecasting and Pipeline Management SPICED offers clear insights into deal timelines by focusing on critical events and the decision-making process. The first thing that came to mind was a big contract renewal date.

Sales

SaaStr

DECEMBER 4, 2024

Pricing is more than just a number on a contract — when used thoughtfully, it can become a strategic tool for your SaaS product that can drive product adoption, customer satisfaction, and business growth. At Splunk, they were selling a bunch of products that included an Enterprise platform and add-on sales.

Price

SaaStr

JUNE 25, 2025

Company Snapshot: Founded : January 2014 (11 years) Current ARR : $1.09B+ (Q1 FY2025) Growth Rate : 39% YoY ARR growth, 47% revenue growth NPS Score : 80 (exceptionally high for enterprise software) Net Revenue Retention : 133% (as of Jan 2024) Customers : 2,246 customers with $100K+ ARR contracts IPO : April 2024 on NYSE (RBRK) at $5.6B

Legal

Salesforce

OCTOBER 18, 2024

You can sell products without holding inventory by partnering with suppliers who ship directly to customers. Service-based businesses Instead of selling physical products, service-based businesses offer customers value by providing expertise, skills, or labor. Review and optimize processes to eliminate inefficiencies and cut costs.

Minimum Viable Product

Salesforce

MAY 12, 2025

It does this by accounting for three components: Expansion revenue: Revenue gained through upselling or cross-selling to existing customers. Contraction revenue: Revenue lost due to existing customers’ downgrades or reduced usage. Churn revenue: Revenue lost when customers leave or stop using a service.

Cross-sell

Salesforce

APRIL 28, 2025

Successful SMBs on Instagram dont just sell their products they create immersive brand experiences that keep followers coming back. Make the process simple for them. Team up with other businesses : Partner with businesses that complement yours to cross-promote and reach a wider audience. Here’s what works well for SMBs.

Follow-up

Hubspot

FEBRUARY 12, 2025

The process requires intense computational resources. This functionality of the tool became our unique selling point (USP) and users started outputting personalized content. The importance of partnering with influencers, other entrepreneurs, and organizations in the AI space to cross-promote cannot be overstated.

Minimum Viable Product

Martech

MAY 16, 2025

If you’re a brand, influencer or creator using the platform to sell something or promote a product, that qualifies as commercial use under U.S. If a celebrity’s image was involved, there were contracts. It was about respecting the process and understanding our responsibility as a global brand. That’s false.

Legal

Martech

MAY 19, 2025

One contract to sign. Now, it includes the data marketers need, putting all involved in PLG’s acquire-retain-upsell/cross-sell flywheel in one application. Processing. There was one vendor to manage. One throat to choke. One counterpoint to the all-encompassing platform was point solutions. Surely some of us have.

Cross-sell

Salesforce

MARCH 3, 2025

A Deal Desk is essentially an assembly line for sales, replacing the need for one person to switch between various types of tasks with a streamlined, repeatable process. A Deal Desk is a cross-functional team that streamlines the closing of sales complex and non-standard deals, handling everything from quote to cash.

Legal

Salesforce

FEBRUARY 17, 2025

Whether you’re upgrading your current process or looking for fresh techniques, these are the best methods to set you up for a successful year. Let’s explore the most effective sales tactics that help you sell smarter and grow faster. The S.M.A.R.T. Offering a variety of payment methods can also reduce transaction costs.

Territory

Sales Hacker

MAY 30, 2025

Lisa Horner (CMO) and Marcy Campbell (CRO) created a cross-functional framework: UCE brings together marketing, sales, customer success, and services. Planning becomes cross-functional by default. ACD (average contract duration). Strong working relationships only go so far without a system behind them. The result? MQLs S0s/S1s.

GTM

Sales Hacker

OCTOBER 11, 2021

To help take some of the pressure off, companies focus on technology investments to help their sales teams increase win rates and accelerate revenue while automating a lot of the tedious, manual processes that prove to be a bottleneck in the sales cycle. 7 sales processes you can automate now. Modernize the proposal and quote process.

Process

Sales Hacker

JUNE 13, 2023

I hear this a lot from business leaders — and it’s always kind of sheepish: “Chris, how do we actually make a sales process?” Sales processes don’t just happen. Company founders do a lot of the selling in the early days. And it results in a lot of backward sales processes. And I get it. It often comes about like this.

Process

Veloxy

JUNE 8, 2022

So, how do you improve your pipeline and sales processes as well? It is actually the visual snapshot of where a prospect is in the sales process. For instance, you could have a pipeline worth a million dollars in contract value. If you want to grow your business, a healthy pipeline will be essential. Conclusion.

Pipeline

Salesmate

FEBRUARY 11, 2020

It’s a no-brainer that sales methodologies help businesses sell better and choose better customers for life. In this model, the typical sales process is extended to a certain extent. In the Sandler sales model, the seller and buyer both will be equally invested in the selling process. Up-front contracts.

Cross-sell

Sales Hacker

JULY 18, 2022

Which is why it’s key to strengthen customer retention processes by automating them, keeping customers engaged, and detecting any signs of churn before they happen. Automate these 5 processes to boost customer retention. The renewal process is complicated enough, whether it’s weekly, monthly, or yearly. X amount of days pass.

Process

Salesmate

JULY 8, 2020

Sales strategies can be applied at each stage of that process to help turn a qualified lead into money *ahem* a customer. A robust sales pipeline will give you valuable insight into anticipated revenue, cash flow, process bottlenecks, resource gaps, and overallocation. You can partly automate this process with an email drip campaign.

Pipeline