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.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Martech

SEPTEMBER 25, 2023

Marketing must be constantly available to potential buyers when they become interested in your product — not necessarily when you want to sell it. Just as a trade show or a well-placed article in an industry magazine does not immediately sell a product, marketing does not immediately produce sales. Content distribution.

A/B testing 112

A/B testing Tradeshows Finance Cross-sell 112

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. We filtered out the use cases we knew would not be possible under the new privacy paradigm — like cross-site tracking. It was not friendly.

Advertising/ Marketing 111

Advertising/ Marketing Click Through Rate Cross-sell Government 111

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 91

Commission Quota X-functional Non-Profits 91

Hubspot

JULY 7, 2019

By using a strategic account plan to target your top key accounts , you can align your focus to become your customer’s trusted partner, solving problems instead of selling products. Net promoter score (NPS). Section 6: Buying Process and Selling Points. Key selling points. Cross-sell & upsell opportunities.

Strategize 81

Strategize Objectives and Key Results Strategic partnership Cross-sell 81

Sales Hacker

JULY 18, 2022

Send Net Promoter Score (NPS) surveys to find out how the users are satisfied. They also help build better relationships with customers for better feedback loops, wider brand evangelism, and more opportunities for upselling and cross-selling. Triggers: X days until subscription/contract period ends.

Process 78

Process Education Contract CRM 78

Sales Hacker

JUNE 3, 2021

When launching JustReachOut, I created an enticing landing page with product information that helped promote it and convince people to prepay to use it. 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).

B2C 77

B2C CRM B2B E-commerce 77

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. Don’t have a new product or feature to promote? Reconnecting with existing clients.

Prospecting 92

Prospecting Cross-sell Clients Contract 92

Search Engine Land

FEBRUARY 3, 2023

Replying to messages quickly promotes trust and encourages engagement with potential buyers. Upload pictures of your building’s facade, the inside of your office, your team, the products you sell, the services you offer, etc. Edit products Google has been emphasizing more on showing local businesses that sell products.

Appointment 98

Appointment Represent Cross-sell Service 98

Hubspot

JULY 12, 2019

Cross-sell existing customers? Ask yourself which of the following goals is most aligned with your own: Promote a new product or service. Let's say, for example, you have a drip for businesses that download your company's case study featuring a customer whose Midwest SMB benefited from your contract accountants.

Campaign 87

Campaign A/B testing Pitch Cross-sell 87

Search Engine Land

DECEMBER 28, 2023

Meanwhile, across the pond, Google is facing the possibility that it may be forced to sell part of its ad business after being charged with violating the European Union’s antitrust laws. In another blow for Google, an Adalytics study accused it of mis-selling video ads to marketers for the last three years.

Retail 129

Retail X-functional Launch Non-Profits 129

Lead Fuze

JUNE 27, 2023

Rules around transferability of ownership: Cover what happens if a member wants to leave or sell their part in the future. They help you communicate the value of your services to potential clients, negotiate deals, and close contracts efficiently.

Legal 52

Legal Campaign Technique Objectives and Key Results 52

Partners in Excellence

MARCH 8, 2015

Few would promote blatant manipulation of the customer to achieve our goals. It may be deceitful pricing or contracting processes. ” It may be high pressure selling techniques. A lot of the reluctance has been just bad selling. We are regaled with stories of sales people shamelessly manipulating customers.

Cross-sell 92

Cross-sell Technique Entertainment Finance 92

Spiro Technologies

APRIL 12, 2023

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving, and selling products, and of course, having fun along the way. And we service both OEM folks as well as larger distributors who ultimately then sell to OEMs. And when we sell new licenses software, we just turn them on.

E-commerce 52

E-commerce Manufacturing Education Cross-sell 52

Spiro Technologies

APRIL 12, 2023

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving, and selling products, and of course, having fun along the way. And we service both OEM folks as well as larger distributors who ultimately then sell to OEMs. And when we sell new licenses software, we just turn them on.

E-commerce 52

E-commerce Manufacturing Customers Education 52

Salesforce

DECEMBER 4, 2023

Annual contract value (ACV) What it measures: The average sales amount of a customer contract over the course of a year. Why it’s important: ACV helps sales reps and managers identify opportunities for upselling and cross-selling that increase customer contract value and, ultimately, company revenue.

Cross-sell 105

Cross-sell Pipeline Contract Sales 105

SaaStr

MAY 24, 2019

Here’s what Andy talks about: *Selling the way your customers want to buy. Andrew Filev: And what it also does is when you start [inaudible 00:08:33] them up with a cross for that option you very much focused on UX and making sure your product is easy to use, easy to adopt. Missed the session?

E-commerce 58

E-commerce Start-ups Technology Technology 58

Search Engine Land

JUNE 14, 2023

For instance, if you’re selling high-end clothing, you should think twice before giving an affiliate agency carte blanche to work with a range of coupon sites. Question 2: How long is your minimum contract length? Agencies with short-term contracts will work with coupon and deal sites to produce quick revenue.

Contract 93

Contract Cross-sell Territory Niche 93

Hubspot

OCTOBER 2, 2023

Don’t be surprised when these promotional emails get zero responses. The sales equivalent is the rep who contacts her customers two or three times per year: When they're hoping to upsell or cross-sell them. Did you get a chance to review the contract?” Can I clarify any of them?” “Did

Objectives and Key Results 84

Objectives and Key Results Cross-sell Territory Contract 84

Sales Hacker

APRIL 21, 2021

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. Creates processes to enhance cross-functional collaboration between sales, marketing, and customer success.

Finance 103

Finance GTM Cross-sell SQL 103

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 optimize your processes, working more efficiently and thus more profitably.

E-commerce 52

E-commerce Profit margin Legal Price 52

Salesmate

JUNE 4, 2021

A sales incentive is a reward/compensation (cash or non-cash) that’s given to a salesperson for performing up to a level, mainly for selling a particular amount of goods or services. For example, let’s say you are selling a “product.” Let’s say your company sells a SaaS product that rolls out new features now and then.

Drivers/motivators 105

Drivers/motivators Objectives and Key Results Teamwork Non-Profits 105

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Net Promoter Score (NPS). 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 94

X-functional Quota Cross-sell Contract 94

Salesforce

APRIL 29, 2022

Address every customer need and expectation, from sharing seasonal rate changes to energy efficiency promotions to outage maps and safety communications. Address every customer need and expectation, from sharing seasonal rate changes to energy efficiency promotions to outage maps and safety communications. Adapt for the future.

Technology 98

Technology Technology Customers Cross-sell 98

Salesmate

MAY 13, 2021

They help their clients analyze their data, bring everything on one platform, and help their promotions. They will get signatures and contracts all done over the internet. Once the client agrees on a deal: A workflow automation sequence will have contract templates with the pertinent information. Image Source ). Image Source ).

CRM 97

CRM Contract Referrals Follow-up 97

PandaDoc

MAY 24, 2023

Acting as a liaison between the sales team, the marketing teams, the presales department, and even delivery units, they purvey the required training, marketing collateral , software tools, channels, and process improvement ideas to those who sell. Let’s take a look at some of them in greater detail.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Appointment Legal 52

Sales Hacker

APRIL 21, 2022

In the early days, most SaaS companies sell to other startups for a number of reasons. It’s simply easier to create a SaaS product for smaller companies.That’s why most SaaS companies focus on selling to other startups in the early stages of the company lifecycle. We started by selling to other startups, mainly YC companies.

Legal 88

Legal Cross-sell Contract Price 88

SaaStr

AUGUST 27, 2019

This panel will speak tactically to various comp design options as a way for management to determine and promote ideal behavior in their front-line teams. I’ll start because I’m living this right now, and where we’re contract value. Either work or not work. Sanj Sanampudi: Great. So Michaela? Have we got our cards?

Territory 52

Territory Contract Cross-sell Drivers/motivators 52

Hubspot

AUGUST 21, 2023

Distribution: Through what mediums will you sell the product or service? Platforms like Dealfront allow you to pull from four layers of data, enabling you to target your ideal customer, track visitor behavior, reach out to leads, and promote your company with the help of B2B display advertising. Now, let’s get started.

Go To Market 69

Go To Market Process GTM Launch 69

PandaDoc

MARCH 7, 2023

This visual aid gives every member of your sales team a big-picture view of the entire selling process. In any event, you can always help ease the friction of pre-pitching by offering a gift, promotion, or free trial. An effective outreach process will also promote the garnering of customer-qualified leads via referrals.

Process 52

Process Objectives and Key Results Pitch Legal 52

Hubspot

FEBRUARY 7, 2018

Not only is there a clear promotion path, you don’t need much experience. The vast majority of candidates are ready to be promoted after approximately six to 18 months in a sales development role. How to know if this job is right for you: Being an AE is a natural next step once you’ve gotten some selling experience under your belt.

Territory 92

Territory Commission Outside Sales Account management 92

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

SaaStr

MARCH 12, 2019

And I think it comes out of the 80s and 90s and how we used to sell with shelfware. It was all about getting the contract. You can be marching around and thinking you’ve got it all worked out, you signed up 50 customers, you’ve got them on annual contracts, they’re all still paying you. Teach us to sell.

Growth 83

Growth Cross-sell Contract X-functional 83

Hubspot

SEPTEMBER 27, 2019

How much revenue is generated by each product, product line, or service that you sell. cross-selling, upselling, repeat orders, expanded contracts, etc.). Net Promoter Score® (NPS). Cost of Selling as a Percentage of Revenue Generated. Revenue per Sale. How much revenue is generated by every sale you make.

Territory 78

Territory CRM Sales Cross-sell 78

Sales Hacker

DECEMBER 23, 2019

Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes,all right in your CRM. Create custom contracts in a click, sign them digitally, and automatically pull data back into your opportunities. Every sales org feels the pressure to close deals faster. Outreach has your back.

Contract 53

Contract Cross-sell Growth Campaign 53

SaaStr

JULY 30, 2020

Why do founders have to sell the product themselves at the start? Then at TalentBin, realized very early on, “Oh, wow, got to figure out how to sell this stuff, or else the company is going to go out of business.” We would sell to anything that would move, right? When is the right time to hire their first sales reps?

Cross-sell 78

Cross-sell Up-sell Start-ups Sell 78

PandaDoc

APRIL 11, 2023

A survey by Google claimed that 85% of respondents consider better product knowledge an important factor in promoting positive buying decisions. Brand Knowing all the nuances of the brand you’re selling is extremely important for sales efficiency. For example: How mature is the company? that the devices require and/or support.

Education 52

Education Product Customers Sales 52