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 134

Contract Cross-sell Price Growth 134

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

OCTOBER 17, 2023

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. When scaling from founder-led sales to another person selling the product, customers become more demanding. Being truly cross-functional.

Cross-sell 65

Cross-sell Customers GTM A/B testing 65

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 109

X-functional Cross-sell Contract Technology 109

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. For enterprise sales, onboarding includes: Setting up and executing training sessions with different user groups (i.e. At the start of quarter three, $1.49m of this revenue is renewed.

Customers 87

Customers Cross-sell Contract Price 87

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

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 93

Commission Contract Cross-sell Sales 93

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

Salesforce

JULY 28, 2022

Elyse Archer , founder and CEO of She Sells, said this should start with the customer need: “What can you change in your processes, systems, and delivery to serve them best now?” Additionally, simple tweaks to payment options and contract terms go a long way to addressing customers’ budgetary concerns. Speed up rep success.

Cross-sell 98

Cross-sell GTM Quota Contract 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. Start learning +200 points Module Sales Pipeline Basics What are the stages of a sales pipeline? This is when you start to go in for a sale. Now you can move the deal toward order fulfillment.

Pipeline 59

Pipeline Objectives and Key Results Contract Cross-sell 59

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 73

GTM Cross-sell Government Legal 73

Veloxy

AUGUST 31, 2023

And while you can always push a product for the sake of selling it, you’ll only sell it once. A lot of sales reps end up competing on who sold the most or what product is selling faster. 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

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. Building an AE dashboard.

Engineering 99

Engineering Objectives and Key Results Cross-sell Pipeline 99

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 Monday a long time to cross 100% NRR from SMBs, and they have to have multiple offerings to get there. #2. Long-term contracts can boost NRR, without adding long term value. #6. It took going multi-product.

Cross-sell 70

Cross-sell Contract Gaming Up-sell 70

SaaStr

DECEMBER 27, 2020

CEO Lew Cirne, after regretting selling his first startup in the space to CA for $375m, tries again with New Relic. But New Relic has continued to scale, crossing $650,000,000 in ARR (or so) and a $4B market cap. That’s up from 70% 5 quarters ago — a big change. 10x the sign-ups with new Free tier.

Contract 116

Contract Cross-sell Price Growth 116

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 105

E-commerce Cross-sell Contract Up-sell 105

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. Target your email list.

Technique 98

Technique Cold Call Contract Cross-sell 98

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 120

Sports Gambling Manufacturing Launch 120

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). Brush up on data privacy laws in the U.S. Brush up on data privacy laws in the U.S. While some U.S.

Legal 96

Legal Cross-sell Represent Trust 96

Martech

JULY 18, 2022

Companies that implement ABM experience a nearly two-fold increase in annual contract value (ACV) according to research conducted for the ABM Leadership Alliance. ABM isn’t just about acquiring new target accounts, it’s about retaining and growing target accounts through cross-sell, upsell and advocacy programs.

B2B 86

B2B Cross-sell Contract Pipeline 86

Hubspot

NOVEMBER 20, 2023

But where should you start implementing AI in your specific account executive role? Get started with HubSpot’s Predictive Lead Scoring Software At HubSpot, my sales colleagues use lead-scoring tools like HubSpot’s Predictive Lead Scoring Software to ensure they're focusing time on the contacts that are most likely to yield ROI.

Cross-sell 51

Cross-sell Contract Contact Prospecting 51

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

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

Veloxy

APRIL 11, 2023

Whether you like them or not, you may have noticed how they can speed up various tasks, from content generation to planning and researching. It helps eCommerce companies personalize communications, upsell/cross-sell, and reduce cart abandonment rate. Let it be a moment when they ask prospects to sign a contract.

Pipeline 130

Pipeline Sales CRM Price 130

Salesforce

JUNE 2, 2022

Because it’s the greatest indicator of future sales bookings, or annual contract value (ACV). Tip 1: The sales organization needs to have a very high level of discipline and rigor when it comes to inputting and keeping this data up to date. Sales managers need to review every opportunity so the data rolls up correctly in the platform.

Pipeline 98

Pipeline Engineering Growth Territory 98

SalesLoft

JUNE 28, 2022

This article offers a sneak peek of just a few tips from Sean and Amanda Georgoff’s upcoming account-based selling course at the Sales Impact Academy. Sign up now! Maybe legal didn’t get back to your customer’s contract edits fast enough. With a team approach to account-based selling, it never has to happen again.

Sell 52

Sell Cross-sell Legal Finance 52

Salesmate

MAY 13, 2021

The most significant error is not setting up your workflow automation to reach out to potential clients. They followed up with their leads in multiple ways. Following up with client is crucial. It is essential to follow up with people. It is essential to be able to follow up with potential customers.

CRM 97

CRM Contract Referrals Follow-up 97

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. Org Building Ideas for Cross-Border Companies. US companies follow the same model when they start in India. PP could be a strategic enabler of GTM scale up if done well. That’s too tactical.

GTM 83

GTM Cross-sell Niche Strategize 83

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. Are they constantly printing out reports to pin up on a wall? Creating that connection is invaluable.

Customers 90

Customers Cross-sell Referrals Clients 90

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. Contact our representatives now to start your demo.

E-commerce 52

E-commerce Profit margin Legal Price 52

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

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

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. Then , leverage that success to sell to “early majority,” AKA pragmatists.

Growth 73

Growth Cross-sell Contract Education 73

Gong.io

MAY 31, 2021

It leads your sales reps through various scenarios: how to prospect, when to sell what product or service, how to overcome common objections, what to negotiate for (and how ) to name a few. Round up your corporate-approved, top-notch sales decks. Best-selling author, Hal Elrod, once said: . Contracting. Process: Trust it.

Territory 118

Territory Objectives and Key Results Contract Price 118

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. Start by measuring the same things at consistent intervals.

A/B testing 111

A/B testing Tradeshows Finance Cross-sell 111

Salesforce

NOVEMBER 2, 2023

That’s the beauty of effective cross-selling. It increases the customer’s overall satisfaction, while driving up sales. What you’ll learn: What is cross-selling? See how it works What is cross-selling? What’s the difference between cross-selling and upselling?

Cross-sell 69

Cross-sell Sell Quota Pitch 69

SalesLoft

AUGUST 10, 2023

In fact, reps only spend about 28% of their time day-to-day actually selling! That new way starts with your sales workflow. Our AI-powered workflow engine, Rhythm , prioritizes actions based on buyer behavior, account data, and revenue outcomes with pipeline generation activities integrated from the very start. Low on pipeline?

Pipeline 52

Pipeline Cross-sell A/B testing Contract 52