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 114

X-functional Cross-sell Contract Up-sell 114

SaaStr

FEBRUARY 1, 2022

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. 60% of Expensify’s Customers started off in the Free edition, even at IPO. Sprout Social doesn’t only sell a low-end edition.

Contract 142

Contract Cross-sell Price Growth 142

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

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

DECEMBER 5, 2023

People start with the push to go upmarket vs. being pulled upmarket. You don’t want to end up in The Valley of Death, where you can’t get the big dollar contracts. You have to expand your focus on how you sell and make it strategic to the C-suite. A cultural shift starts at the CEO level.

GTM 83

GTM Cross-sell Government Legal 83

SaaStr

JULY 13, 2023

But ahead of that, I wanted to write up my top learnings while they were top of mind: #1. It took going multi-product. If you want to get to 100%+ NRR with SMBs, you really do need to go multi-product. Even today, most SaaS VCs would have trouble believing a $2k ACV product like Monday could truly scale.

Cross-sell 81

Cross-sell Contract Gaming Up-sell 81

Gong.io

AUGUST 3, 2022

Closing new contracts is important, but retaining and increasing revenue from existing accounts is crucial for maintaining and growing ARR. Customer success (CS) is a business initiative (and attached department) that seeks to ensure customers get maximum value out of your product. . Defining customer success and measurements .

Customers 87

Customers Cross-sell Contract Price 87

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 128

E-commerce Cross-sell Contract Up-sell 128

Salesmate

FEBRUARY 11, 2020

It’s a no-brainer that sales methodologies help businesses sell better and choose better customers for life. In the Sandler sales model, the seller and buyer both will be equally invested in the selling process. Basically, the sales rep will communicate to build a relationship, not to sell a product. Up-front contracts.

Cross-sell 136

Cross-sell Contract Sales CRM 136

SaaStr

MARCH 27, 2023

Let’s start with Clawbacks. I find this is very helpful in curbing sales rep behavior that crosses the line into too aggressive. Once cash flow is better established, pay more deals when the contract is e-signed. Incentives for bad terms, and bad deals, and deals that don’t generate enough up front cash.

Commission 106

Commission Contract Cross-sell Sales 106

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

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? Today we can start to change that. Too often contract cancellation (or non-renewal) comes as a surprise, but it never should.

Customers 73

Customers Contract Cross-sell Account management 73

Sales Hacker

JULY 25, 2022

But before we open up the hood, let’s review some sales performance dashboard basics. Regardless of the role you want to build a dashboard for, you have to start with the same question: What is the desired result? . All of these metrics ladder up to the ultimate goal of bringing in qualified leads.

Engineering 99

Engineering Objectives and Key Results Cross-sell Pipeline 99

Sales Hacker

JUNE 13, 2023

Company founders do a lot of the selling in the early days. You gain some traction and see some success and start growing. Make your sales process about buyer decisions, not arbitrary stages Every time I start working with a new sales team, I ask the same question: What decisions does a customer have to make to buy from you?

Process 87

Process Cross-sell Sales Finance 87

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. Many of them will get gobbled up by the large platforms. Companies, especially those with an undifferentiated product, may want to think strategically about the evolution of their respective category and the path towards building a platform. .

GTM 95

GTM Cross-sell Niche Strategize 95

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. Now, with that out of the way, let’s get started. Method 1: Engage in social selling. Soften your approach.

Technique 98

Technique Cold Call Contract Cross-sell 98

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. Sales managers need to review every opportunity so the data rolls up correctly in the platform. What’s their capacity?

Pipeline 98

Pipeline Engineering Growth Territory 98

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. But where should you start implementing AI in your specific account executive role? Say I'm an account executive and want to send a follow up email.

Cross-sell 53

Cross-sell Contract Contact Prospecting 53

Martech

SEPTEMBER 25, 2023

Finance departments have widely adopted this “leaked” funding approach in start-ups and established companies. It gives marketing just enough funding to start a program in a quarter; if the program does not return value in that quarter, it is canceled in the next. How many saw your product demonstration? Competition.

A/B testing 124

A/B testing Tradeshows Finance Cross-sell 124

Search Engine Land

JANUARY 6, 2023

In about a month, Google would start making moves to correct its perceived, growing relevancy problems with the Panda Update. I don’t even want to think about how much spam has been created since the start of this year – especially with the explosion that is ChatGPT. Report: Yahoo Search Share Up After Firefox Deal.

Sports 131

Sports Gambling Manufacturing Launch 131

Gong.io

JULY 11, 2022

Compare that to long days on the road stuck in traffic, in the air, or on your feet, trudging through the rain going from door to door, and you start to understand the appeal. 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 62

Inside sales Commission Outside Sales Quota 62

Search Engine Land

DECEMBER 28, 2023

Google stirred things up by shaking cushions and discreetly adjusting ad prices, and the entire industry faced a major shift with the sunset of Universal Analytics, forcing everyone to transition to Google Analytics 4. In another blow for Google, an Adalytics study accused it of mis-selling video ads to marketers for the last three years.

Retail 131

Retail X-functional Launch Non-Profits 131

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. 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.

Customers 91

Customers Cross-sell Referrals Clients 91

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

Salesforce

SEPTEMBER 19, 2023

Get AI-driven insights that help you boost revenue Sell smarter with a revenue intelligence platform built into Sales Cloud. Speed up revenue growth with actionable intelligence and insightful visualizations to address pipeline gaps and hit forecasts. Revenue intelligence is a data-driven way to sell.

Pipeline 59

Pipeline Cross-sell Finance Electricity 59

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. Return on investment (ROI) calculators help prospects dynamically understand the value of your products. Upsell and cross-sell rates.

Sales Experience 98

Sales Experience Cross-sell B2B Sales 98

InsightSquared

APRIL 14, 2021

If your organization isn’t taking advantage of automated activity capture, you, along with every report that relies on the data within your CRM, are set up to fail. . So, where do you start? Average Annual Contract Value. As revenue leaders, we often get caught up in the hectic, day-to-day challenges facing us.

Contract 62

Contract Territory Cross-sell Pipeline 62

Sales Hacker

SEPTEMBER 25, 2019

Enterprise sales is hard, which is why most businesses start as an SMB org and grow into an enterprise org. Even starting small, though, most companies fail to make this transition. 5 tips to successfully cross the chasm to mass adoption. This theory explains how, over time, an idea or product gains momentum and spreads.

Growth 73

Growth Cross-sell Contract Education 73

Martech

MARCH 7, 2024

“(T)he changes mandated by Privacy Sandbox will require substantial development and infrastructure investment costs for both buy and sell-side technology companies. For Bosko Milekic, co-founder and chief product officer at Optable, it’s better for independent advertising that there is an alternative to third-party cookies.

Advertising/ Marketing 124

Advertising/ Marketing Click Through Rate Cross-sell Government 124

Hubspot

DECEMBER 7, 2023

Set up a meeting with your manager to review your performance year-to-date. Take advantage of team selling. During the first two weeks of October, send emails to everyone who falls into this category, reminding them that the end of the year is coming up. Let me know if you want to chat, and let's set up a conversation!

Quota 83

Quota Strategize B2C Transportation 83

SBI

NOVEMBER 2, 2017

This week I interview Russ Chadinha , Senior Director Product Marketing of Model N Revenue Cloud. 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.

Cross-sell 52

Cross-sell Finance Contract Legal 52

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 75

Process Education Contract CRM 75

Gong.io

JULY 27, 2022

The thing is, they’re working in a constantly changing environment, with new data, goals, products, and budgets to work with each quarter. 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.

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

Heinz Marketing

SEPTEMBER 16, 2022

Obviously you want the biggest, most recognizable logos on your website as users of your genius product. Procurement , also known as: vendor management, supplier management, or even sometimes supply-chain management, are the folks who need to ensure that all the i’s are dotted and t’s are crossed. We need more enterprise clients!”

Legal 101

Legal Cross-sell Government Contract 101

Sales Hacker

SEPTEMBER 23, 2019

We hear his best practices on developing a sales team, measuring rep productivity, why companies should lead with their product first, and what the sales team’s responsibility is inside of a product-led go-to-market strategy. Kevin’s rep productivity model. Why rep productivity is the output, not the input.

Product 52

Product Pipeline Engineering Cross-sell 52

Highspot

JANUARY 31, 2020

Excellence starts behind the scenes. Sales excellence is defined as the consistent outperformance of key growth objectives, achieved by strategic, cross-functional initiatives. Sales productivity. However, recent research on the preferred sales metrics of leading businesses offer a starting point. Sales Productivity.

Growth 98

Growth Quota Sales Contract 98

Martech

OCTOBER 23, 2023

Justice Department claims Google, which owns a 90% market share in search, paid massive sums to companies like Apple to make it the default search engine on products like the iPhone. 12 John Schmidtlein, lead lawyer for Google, claims the company dominates the search market due to being a superior product.

Trust 94

Trust Objectives and Key Results Engineering Negotiate 94