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 69

Cross-sell Customers GTM A/B testing 69

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 138

Contract Cross-sell Price Growth 138

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 Up-sell 114

PandaDoc

MAY 9, 2024

Let’s look at the elements that make up the sales velocity definition. You may find out that you need to speed up the pace of deals for SMBs, while a longer sales cycle is optimal for enterprises. A low sales velocity can even indicate that you need more salespeople to speed up the flow of your pipeline.

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

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 78

GTM Cross-sell Government Legal 78

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

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

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

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 112

E-commerce Cross-sell Contract Up-sell 112

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 101

Commission Contract Cross-sell Sales 101

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 74

Customers Contract Cross-sell Account management 74

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 74

Cross-sell Contract Gaming Up-sell 74

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

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

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

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

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 122

Contract Cross-sell Price Growth 122

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

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 92

Customers Cross-sell Referrals Clients 92

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 57

Cross-sell Contract Contact Prospecting 57

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

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

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 92

B2B Cross-sell Contract Pipeline 92

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

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 123

Sports Gambling Manufacturing Launch 123

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

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 117

A/B testing Tradeshows Finance Cross-sell 117

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 90

GTM Cross-sell Niche Strategize 90

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

JULY 14, 2021

Workflows that automate contract reviews and approvals accelerate deal cycle times. Your salespeople can stop saying “let me get back to you,” and start having upfront conversations. Upsell and cross-sell rates. Let’s say you sell industrial equipment. 8 Digital sales ROX metrics. Check it out.

Sales Experience 98

Sales Experience Cross-sell B2B Sales 98

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

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. The Model N solution has three characteristics that make it ideal for enterprises: End-to-end. Robust and interoperable.

Cross-sell 52

Cross-sell Finance Contract Legal 52

Sales Hacker

FEBRUARY 2, 2021

A sales cycle is a term used to describe the sales process steps, beginning when a sales rep identifies a potential customer to follow up after closing the sale. Companies start prospecting by formulating an Ideal Customer Profile. Cross-selling and up-selling are sometimes used during this stage.

Sales 105

Sales Cross-sell Pipeline Negotiate 105

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 85

Quota Strategize B2C Transportation 85

PandaDoc

APRIL 21, 2023

KAM elements such as upselling and cross-selling will also help you earn more from clients. You may then follow up on these referrals with an outbound prospecting strategy to secure additional accounts. How to identify key accounts The key account management process always starts with recognizing and prioritizing key accounts.

Account management 52

Account management Objectives and Key Results Strategize Legal 52

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 124

Retail X-functional Launch Non-Profits 124

Hubspot

AUGUST 25, 2022

You pick up the phone and no one is answering your calls. During your best month, were you closing deals that started with warm or cold leads? They’re under contract with another vendor. Follow up with customers. Give them a quick call or send a follow-up email to check in. Take a look at those numbers again.

Cold Call 83

Cold Call Drivers/motivators Pitch Cross-sell 83