Salesforce

JULY 19, 2023

Table of contents What is AI in customer service? What are the benefits of AI in customer service? ” With budgets in flux and customers expecting more, service teams are constantly figuring out how to answer an important question: how do you actually do more with less? The answer is AI in customer service.

Service 52

Service Customers CRM Technology 52

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. It will be worth every penny.

Gaming 95

Gaming Cross-sell Referrals CRM 95

SaaStr

DECEMBER 5, 2022

Paddle’s Senior Product Manager, Allissa Chan, and Chief Strategy Officer, Patrick Campbell, share their experience of scaling a bootstrapped startup. In SaaS, retention is usually driven by recurring revenue, cross-selling, and up-selling. Make sure to expand on those attributes in future product iterations.

Product 52

Product Territory Price Cross-sell 52

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 70

Contract Cross-sell Up-sell Clients 70

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 94

Finance Contract Cross-sell Campaign 94

Salesmate

JULY 8, 2020

The amount of time it takes to turn a lead into a customer will depend on the service you are offering, and the price of that service. If you’re serious about applying this approach, I recommend you buy the book Sell Like Crazy , by Sabri Suby. Webchat, perhaps with a live demo of your product, are other options.

Pipeline 126

Pipeline Negotiate Contract Objectives and Key Results 126

Smarter With Gartner

JULY 2, 2021

Hi-tech product planning is a high-stakes effort that requires decisions to be made in the face of uncertainty — it’s important to know if customers will embrace the new offering or not. Product marketers must adjust their messaging in a downturn and support new strategies in a recovery from a disruptive crisis.

Product 82

Product Minimum Viable Product Drivers/motivators Technology 82

SaaStr

FEBRUARY 1, 2022

60% of Asana’s customers come from self-service, 40% from sales. This is trending to 50/50 now that Asana has crossed $400m in ARR, but still a reminder a self-serve motion combined with sales jumping on the bigger deals can scale very, very far. Sprout Social doesn’t only sell a low-end edition. It has both (x) 1.5m

Contract 136

Contract Cross-sell Price Growth 136

Martech

JUNE 6, 2023

Marketers and martech professionals have the option to buy one product or a full platform suite. Customer data, AI, marketing automation and analytics are must-haves for any martech stack and several companies are now looking to sell them all at once. This also applies to newly released products.

X-functional 109

X-functional Cross-sell Contract Up-sell 109

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 74

Customers Contract Cross-sell Account management 74

Sales Hacker

OCTOBER 11, 2021

Sales teams that are stuck manually toggling between different technology solutions are taking precious hours away from actually selling. Further, leaders can help increase their team’s productivity, efficiency, and accuracy by automating repetitive manual tasks. To improve cross-team collaboration and reduce silos.

Process 87

Process Cross-sell Contract Negotiate 87

Veloxy

AUGUST 31, 2023

Know your product Whereas inside sales reps need to speak intelligently about their products, outside sales reps also need to know how best to use their products, their industrial applications, and in some cases the products’ intricate engineering. But more often than not, customers won’t come asking for a quote.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

SaaStr

OCTOBER 17, 2023

Do my customers find value in my product and service? For the sake of explanation, John breaks down the evolution of customer success into the classic triple-triple-double-double-double. If you don’t know, it’s the hockey stick curve going from $2M to $6M to $18M to $36M and on and on after you’ve found product market fit.

Cross-sell 67

Cross-sell Customers GTM A/B testing 67

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. Likewise, you can calculate sales velocity for different teams, products, regions, and markets. What is an example of sales velocity?

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 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. Method 1: Engage in social selling. The power of social selling is relationship-based. Soften your approach.

Technique 98

Technique Cold Call Contract Cross-sell 98

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. Once a lead has been deemed qualified (a good fit for the product), they enter the pipeline as a prospect and reps track progress as sales conversations unfold. Why is a sales pipeline important?

Pipeline 59

Pipeline Objectives and Key Results Contract Cross-sell 59

Sales Hacker

JULY 25, 2022

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. Realistically, not every prospect your SDR team contacts will want your product, have the budget, or be in the buying stage. Building an AE dashboard.

Engineering 100

Engineering Objectives and Key Results Cross-sell Pipeline 100

Salesforce

JUNE 2, 2022

Because it’s the greatest indicator of future sales bookings, or annual contract value (ACV). It’s what helps drive forecast accuracy, and it’s how we drive accountability by product, geography, and segment. Cloud Sales are dedicated to a specific product (for example, Salesforce Service or Platform). Enablement.

Pipeline 98

Pipeline Engineering Growth Territory 98

Martech

JULY 14, 2022

It changes depending on the type of product you’re selling and the market you are pursuing. Canare says that while there are elements common to all campaigns, there are significant differences depending on what you sell and who you’re selling it to. You have to sell to them differently. Customer knowledge.

E-commerce 106

E-commerce Cross-sell Contract Up-sell 106

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. Salesperson : “Well, if you looked at us last month and crossed us off, that was probably the right decision.” That means learning to be disruptive. We already use something for that.”

Contract 78

Contract Cross-sell Prospecting Follow-up 78

Martech

SEPTEMBER 25, 2023

A host of other factors contribute to the sales environment, including: Product quality. Pricing customer service. Marketing must be constantly available to potential buyers when they become interested in your product — not necessarily when you want to sell it. How many saw your product demonstration? Competition.

A/B testing 111

A/B testing Tradeshows Finance Cross-sell 111

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

No matter what you sell, you aren’t just selling a product — you’re also selling the people behind it. Your vision, your passion, your knowledge are all play into the perceived value of your product or service. Secondly, you get to see how your customers are using your product in person.

Customers 92

Customers Cross-sell Referrals Clients 92

A Sales Guy

DECEMBER 21, 2019

I love the success stories I get from people who’ve read Gap Selling. I never expected the level of success Gap Selling would have or the impact it would have on readers sales careers, it’s been amazing to read about. Eric got an early copy of Gap Selling and has had just about a year to measure it’s effects.

Sell 88

Sell Cross-sell Hospitality Contract 88

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

SEPTEMBER 1, 2021

Instead, they are likely to search for the answer to a problem that your product can solve. . You need to make sure your customers can generate positive results using the platform: “Once the ink is dry on the contract, the job of marketing is to get in there and help the customer succeed in partnership with the revenue organization.”.

Cross-sell 78

Cross-sell Contract Pipeline Strategize 78

The 5% Institute

JUNE 12, 2023

They identify new business opportunities, pitch products or services, negotiate contracts, and close deals to achieve sales targets. They ensure client satisfaction, handle any issues or escalations, and identify upselling or cross-selling opportunities. Q: What industries employ account executives?

Negotiate 52

Negotiate Relationship Management Contract Clients 52

Salesforce

JULY 14, 2021

Some of the benefits of measuring your return on experience (ROX) include faster time-to-market, automation-driven productivity, and of course, increased incremental profit growth. In earlier blog posts, we explained how you can measure the return on your IT experiences , marketing experiences , and service experiences.

Sales Experience 98

Sales Experience Cross-sell Sales B2B 98

Sales Hacker

FEBRUARY 2, 2021

To put it simply, a sales cycle is the journey a potential client embarks on that begins when they develop an interest in a product to when they make a purchase. This process involves identifying potential clients who might be interested in your product or service. And why is it important? Preparation. Handling objections.

Sales 105

Sales Cross-sell Pipeline Negotiate 105

Search Engine Land

JANUARY 6, 2023

We probably don’t do a comparison check on Bing or Blekko to see if they performed better, nor do we use those services on a regular basis to understand if they’re also “failing” to the degree we might feel Google does. Google Confirms Layoffs Of Contract Employees. Our expectations of Google are higher.

Sports 120

Sports Gambling Manufacturing Launch 120

Hubspot

NOVEMBER 20, 2023

As technology continues to advance, AI has emerged as a game-changer for sales professionals, offering numerous ways to enhance productivity and drive better results. While winning new customers is obviously a key role of account executives, many also must focus on cross-selling and upselling current customers.

Cross-sell 57

Cross-sell Contract Contact Prospecting 57

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. Breakthrough moments and experiences can be done through: Product-led growth (PLG).

B2B 103

B2B GTM Cross-sell High impact 103

Partners in Excellence

JUNE 30, 2022

Primarily, this is targeted to getting renewals when the current contract terminates. If we have a PLG strategy, we may have a few users/seats, but we want to maximize the penetration of our products across the potential population of users within the account. We look to be designed into other products.

Growth 68

Growth Cross-sell Strategize Account management 68

Sales Hacker

JULY 18, 2022

One surefire road to customer churn is the customer not knowing how to use the product. Product friction is a measure of the customer’s learning curve. If a product sticks , it means the learning curve is shallow. They’ll stop using the product, stop engaging with your brand, and, eventually, churn.

Process 77

Process Education Contract CRM 77

Search Engine Land

FEBRUARY 3, 2023

This is where you can edit your profile, add posts, upload pictures, include products and services, respond to reviews and messages, etc. Appointment Required, Accepting New Patients) Service options (i.e., Edit products Google has been emphasizing more on showing local businesses that sell products.

Appointment 98

Appointment Represent Cross-sell Service 98

Highspot

DECEMBER 5, 2023

Here are six advantages of building a standardized sales process for your sales team: Improved productivity : Organized tasks lead to smarter use of time and resources. It involves identifying potential customers who might need your product or service. You can use this to showcase the value of your product or service.

Process 52

Process Real Estate Objectives and Key Results Negotiate 52

Search Engine Land

DECEMBER 28, 2023

However, it was confirmed that Vidhya Srinivasan, who previously led product and engineering for ads, will take over leadership of the Ads team reporting to Google Senior Vice President Prabhakar Raghavan. In another blow for Google, an Adalytics study accused it of mis-selling video ads to marketers for the last three years.

Retail 122

Retail X-functional Launch Non-Profits 122