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 67

Contract Cross-sell Up-sell Clients 67

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.

Gaming 95

Gaming Cross-sell Referrals CRM 95

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 101

Finance Contract Cross-sell Campaign 101

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. Sell their goals. This is how your business grows. Set the agenda.

Pipeline 126

Pipeline Negotiate Contract Objectives and Key Results 126

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 140

Contract Cross-sell Price Growth 140

Sales Hacker

OCTOBER 11, 2021

Sales teams that are stuck manually toggling between different technology solutions are taking precious hours away from actually selling. There are three major benefits your business can expect when you decide to automate the proposal process: Decrease manual tasks for sales reps to allow for more selling time. Signature execution.

Process 85

Process Cross-sell Contract Negotiate 85

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 73

Customers Contract Cross-sell Account management 73

Martech

JUNE 6, 2023

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. If you have a couple of products from one company, they’re likely already selling you on the benefit of adding a third or fourth. And to be fair, it sometimes is a smart move.

X-functional 114

X-functional Cross-sell Contract Technology 114

The 5% Institute

AUGUST 7, 2023

The role of an account manager goes beyond mere customer service – it involves nurturing client relationships, driving revenue growth, and enhancing a company’s reputation. Such relationships not only lead to client loyalty but also open doors for potential upselling and cross-selling opportunities.

Account management 52

Account management Negotiate X-functional Cross-sell 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. Target your email list.

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. Contract signing Pop some bubbly because you just closed a deal. Make signing the contract simple by using an e-signature service that allows your soon-to-be-customer to sign and upload from anywhere.

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. This involves spending 1:1 time with their people to help them strategize, brainstorm, and develop their communication and selling skills so they can grow your pipeline.

Engineering 99

Engineering Objectives and Key Results Cross-sell Pipeline 99

Veloxy

AUGUST 31, 2023

And while you can always push a product for the sake of selling it, you’ll only sell it once. They may have a written statement with the price, variants, product details, services, and other information required to complete the transaction. Maybe you’re selling the right products to the wrong audience in the wrong market.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Salesforce

APRIL 20, 2023

Policymakers are increasingly stringent toward the use of third-party data, which is information that a consumer did not specifically provide to a given business (such as cross-website tracking and data purchased from brokers). If you haven’t started already, consider phasing out third-party data in favor of first-party sources.

Legal 96

Legal Cross-sell Represent Trust 96

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.

Contract 74

Contract Cross-sell Prospecting Follow-up 74

SaaStr

OCTOBER 17, 2023

Do my customers find value in my product and service? Sell to more existing customers. It’s one thing to bring the customer over the line and sell for the first time. Your selling team will 3x, and sales will become codified. Being truly cross-functional. Will they renew?) Will they expand?)

Cross-sell 65

Cross-sell Customers GTM A/B testing 65

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

Salesforce

JUNE 2, 2022

Because it’s the greatest indicator of future sales bookings, or annual contract value (ACV). Cloud Sales are dedicated to a specific product (for example, Salesforce Service or Platform). This is our white-glove service. This is arming our sales teams with the right tools to sell and win deals. Why pipeline? Enablement.

Pipeline 98

Pipeline Engineering Growth Territory 98

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

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. They buy differently.”.

E-commerce 114

E-commerce Cross-sell Contract Up-sell 114

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 126

Sports Gambling Manufacturing Launch 126

SaaStr

DECEMBER 5, 2022

In SaaS, retention is usually driven by recurring revenue, cross-selling, and up-selling. Instead of displaying the 10-15% discount that users will receive while signing up for an annual contract, say they’ll get $15 off or two months free.”. Lever #1: Tactical retention. The fact is that bootstrapped companies are ?better

Product 52

Product Territory Price Cross-sell 52

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.

B2B 110

B2B GTM Cross-sell High impact 110

SaaStr

NOVEMBER 7, 2020

It it a service company? A $23B market cap enterprise software company — with a lot of services. While most of us sell at a lower ACV, there are still interesting things for us all to learn re: enterprise buyers and selling. And government contracts in particular were on fire, growing 74% year-over-year.

Government 70

Government Cross-sell Contract Growth 70

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. Polish your communication, sales, and relationship-building skills.

Negotiate 52

Negotiate Relationship Management Contract Clients 52

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. Uncovering Opportunities for Cross-Selling or Upselling. Testimonials and Case Studies.

Customers 91

Customers Cross-sell Referrals Clients 91

Martech

SEPTEMBER 25, 2023

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. 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.

A/B testing 118

A/B testing Tradeshows Finance Cross-sell 118

SaaStr

SEPTEMBER 1, 2021

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 80

Cross-sell Contract Pipeline Strategize 80

Hubspot

NOVEMBER 20, 2023

For example, if a contract has been sitting unsigned for too long, I can use AI tools to trigger a personalized email reminder to the specific contact or prospect to sign or reach out to me with any questions. In 2024, sales professionals expect that one of their biggest revenue streams will be from current and upgrading customers.

Cross-sell 53

Cross-sell Contract Contact Prospecting 53

SalesBlog!

OCTOBER 25, 2021

As many of you that follow my articles, and career, know that I have recently changed from high tech solutions selling to a more low tech counseling position. Years ago the funeral industry had asked for the insurance industry to help with pre-need services. Going from traditional trusts (holding monies until the need) to policies.

Cross-sell 93

Cross-sell Sales Contract Clients 93

Salesforce

JULY 14, 2021

In earlier blog posts, we explained how you can measure the return on your IT experiences , marketing experiences , and service experiences. Workflows that automate contract reviews and approvals accelerate deal cycle times. Upsell and cross-sell rates. Let’s say you sell industrial equipment.

Sales Experience 98

Sales Experience Cross-sell B2B Sales 98

Sales Hacker

FEBRUARY 2, 2021

This process involves identifying potential clients who might be interested in your product or service. Sales prospecting is to find qualified leads that are close to being ready to buy the advertised business or service. An ICP is a summary of the perfect client for a company’s product/service. Preparation. Closed-Won: =].

Sales 105

Sales Cross-sell Pipeline Negotiate 105

Salesforce

NOVEMBER 2, 2023

That’s the beauty of effective cross-selling. What you’ll learn: What is cross-selling? See how it works What is cross-selling? Cross-selling is a sales strategy where a seller offers complementary products or services to existing customers, delivering more value while increasing revenue.

Cross-sell 69

Cross-sell Sell Quota Pitch 69

Partners in Excellence

JUNE 30, 2022

Primarily, this is targeted to getting renewals when the current contract terminates. For example, if we sell a technology sales people can use, we want every sales person in the company using it. Likewise, with our service offerings, we want to expand the utilization of these in the customer. Hunters In Major Accounts?

Growth 68

Growth Cross-sell Strategize Account management 68

Sales Hacker

SEPTEMBER 25, 2019

5 tips to successfully cross the chasm to mass adoption. Then , leverage that success to sell to “early majority,” AKA pragmatists. For now, we need to move on to the 2 rules for boosting adoption and growth from day one, so you set a solid foundation for crossing the chasm. 5 Tips for Crossing the Chasm. That’s it.

Growth 73

Growth Cross-sell Contract Education 73

SBI

NOVEMBER 2, 2017

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. Nancy: What are the symptoms that indicate an organization would benefit from your solution?

Cross-sell 52

Cross-sell Finance Contract Legal 52