Salesforce

DECEMBER 20, 2024

Contracts expire and requirements change as companies scale thats the world we live in. Show how your expertise and technology is evolving, and they’ll reconsider you when their needs change or contract expires. However, if you don’t make time to understand them, you could be leaving revenue on the table.

B2B 59

B2B Contract Cross-sell Construction 59

Sales Hacker

OCTOBER 11, 2021

To help take some of the pressure off, companies focus on technology investments to help their sales teams increase win rates and accelerate revenue while automating a lot of the tedious, manual processes that prove to be a bottleneck in the sales cycle. But simply investing in technology isn’t enough. Improving customer experience.

Process 112

Process Cross-sell Contract Negotiate 112

Salesforce

OCTOBER 18, 2024

Use technology to streamline work, such as project management tools and automation. You can sell products without holding inventory by partnering with suppliers who ship directly to customers. Food products: Create and sell artisanal foods such as sauces, desserts, or snacks. Here are some ways to start part-time. No problem.

Minimum Viable Product 111

Minimum Viable Product Cross-sell Niche Legal 111

Martech

MAY 6, 2024

I am the first generative AI chatbot for marketing technology professionals. While the focus of lead scoring is typically on identifying and prioritizing new leads, it can also be applied to existing customers to determine their level of engagement, satisfaction, and potential for upselling or cross-selling opportunities.

Cross-sell 122

Cross-sell Customers Referrals B2B 122

PandaDoc

MARCH 25, 2025

If youre selling a cup of coffee, the options are relatively simple. Identifying upsell and cross-sell opportunities to drive continued revenue growth. When creating enterprise contracts, I have sat down for upwards of 45 minutes just double-checking the math on the many line items. Take buying a CRM, for example.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

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 97

Customers Contract Cross-sell Account management 97

Sales Hacker

SEPTEMBER 2, 2020

The best sales teams don’t just sell — they keep customers happy and drive serious upsell, cross-sell, and expansion revenue. This is where a sales rep physically meets a potential customer to discuss needs, budgets, volumes, prices, requirements, timelines, and other contract details. Data Skrive: $36k ACV and $360k ARR.

Inside sales 131

Inside sales Cold Call Contract Price 131

Sales Hacker

APRIL 6, 2022

And these manual processes take sales reps away from their most important activity: selling. Let’s take a closer look at each word: Configure: Configuration of products and services ensures that what you provide is actually available, meets the buyer’s needs and specifications, and can be delivered according to the agreed-upon contract terms.

Cross-sell 108

Cross-sell Contract Price Finance 108

Salesforce

FEBRUARY 21, 2025

To get an edge during this boom and win the fiber broadband market, you need a technology foundation that lets you address all subscriber lifecycle needs with personalized experiences and stellar service. In this guide, we explain how an agile, modular technology platform can be a springboard for success. Standardized contracts help.

Contract 52

Contract Government Price Service 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

Salesforce

NOVEMBER 21, 2023

Field service can help drive revenue growth by selling to your existing customers, also called upselling or cross-selling. We’ve found that 65% of mobile workers are successfully selling to existing customers. Let’s dig into each of these best practices for upselling and cross-selling in field service.

Service 105

Service Growth Cross-sell Appointment 105

Martech

JULY 18, 2022

At some stage, especially if the business is seeing growth, the question arises: “Do we need some dedicated technology to automate these processes?” Companies that implement ABM experience a nearly two-fold increase in annual contract value (ACV) according to research conducted for the ABM Leadership Alliance.

B2B 113

B2B Cross-sell Pipeline Contract 113

Martech

MAY 19, 2025

One contract to sign. Now, it includes the data marketers need, putting all involved in PLG’s acquire-retain-upsell/cross-sell flywheel in one application. There was one vendor to manage. One throat to choke. One counterpoint to the all-encompassing platform was point solutions.

Cross-sell 86

Cross-sell Finance Contract CRM 86

Martech

NOVEMBER 8, 2023

B2B marketing success hinges on more than just innovative strategies and cutting-edge technologies. The problem often begins when marketing strategies favor innovative tactics and technology over gaining a deep understanding of the customer base. The key takeaway?

Customers 130

Customers Construction B2B Cross-sell 130

Martech

JUNE 6, 2023

However, the highest reported investment increase across all major marketing resources by CMOs this year goes to marketing technology. 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. And to be fair, it sometimes is a smart move.

X-functional 117

X-functional Cross-sell Contract Up-sell 117

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 130

E-commerce Cross-sell Contract Up-sell 130

SaaStr

SEPTEMBER 1, 2021

Technology has reached such a level that now marketers have insight into buyer’s intent. 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 107

Cross-sell Contract Pipeline Strategize 107

Salesforce

MARCH 3, 2025

How Deal Desk works Advantages of implementing a Deal Desk Challenges and disadvantages of Deal Desks Impact of technology on Deal Desk efficiency Best practices for optimizing your Deal Desk Deal desk FAQs What is a Deal Desk in sales? This includes everything from securing approvals and ensuring every contract is compliant.

Legal 59

Legal Contract Finance Non-Profits 59

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 122

B2B GTM Cross-sell Cold Call 122

Martech

JUNE 27, 2023

Sell, close. You may not be selling online end-to-end, but surely you can enable pieces of the journey, like quotes, purchase orders, contract pricing, channel partner support, order approvals, cross-sell and upsell, licensing, renewals, reactivation, winback, etc. Motivate interaction. Capture visitor data.

B2B 122

B2B Customers Cross-sell Price 122

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Account A business, customer, lead, or prospect a company engages with to sell products or services to. Annual contract value (ACV) The average annual revenue generated per customer contract.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. According to Gartner, 77% of B2B buyers say their most recent purchase felt “very complex or difficult,” highlighting the importance of thorough product knowledge for anyone selling or supporting a solution.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Veloxy

AUGUST 31, 2023

And while you can always push a product for the sake of selling it, you’ll only sell it once. Embrace sales technology and analytics Sales technology is among the biggest facilitators that help managers solve the biggest problems that come with outside sales. However, salespeople tend to miss the bigger picture.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Martech

SEPTEMBER 24, 2021

But rapid advances in the sophistication and accessibility of relevant data – and in technologies that enable ABM – are now fueling widespread interest and adoption of this approach. 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 133

B2B Pipeline Campaign Cross-sell 133

Sales Hacker

APRIL 21, 2021

Proliferation of marketing and sales technology. 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. An emerging need to support multiple GTM plans across segments and regions.

Finance 115

Finance Cross-sell SQL GTM 115

Veloxy

APRIL 11, 2023

It helps eCommerce companies personalize communications, upsell/cross-sell, and reduce cart abandonment rate. Let’s look at what these technologies offer to businesses. Let it be a moment when they ask prospects to sign a contract. Note that training and retraining programs should follow new trends and technologies too.

Pipeline 130

Pipeline Sales CRM Price 130

Partners in Excellence

MARCH 8, 2015

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 sometimes, both on the buying and selling side, exaggerate our own importance in a decision or in our companies. It may be “bait and switch techniques.”

Technique 114

Technique Cross-sell Entertainment Up-sell 114

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). 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. Average contract value (ACV).

X-functional 101

X-functional Quota Cross-sell Contract 101

Salesmate

MAY 13, 2021

38% of companies surveyed reported that they were already running almost completely on SaaS technologies. 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. billion dollars by 2021.

CRM 97

CRM Contract Referrals Follow-up 97

Highspot

JANUARY 31, 2020

Sales excellence is defined as the consistent outperformance of key growth objectives, achieved by strategic, cross-functional initiatives. Percentage of time spent on selling activities. Sales technology. Invest Wisely in New Sales Technology. How do you achieve sales excellence? What Is Sales Excellence? Time to ramp.

Growth 98

Growth Quota Sales Contract 98

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. Section 6: Buying Process and Selling Points. Key selling points. Cross-sell & upsell opportunities. Outline the vital numbers.

Strategize 99

Strategize Objectives and Key Results Strategic partnership Cross-sell 99

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

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). Can upgrading your technology help with CPRA compliance (and more)?

Legal 96

Legal Cross-sell Represent Trust 96

InsightSquared

JULY 1, 2021

Revenue operations is a methodology that drives cross-functional collaboration in order to close gaps in the customer experience and maximize revenue for the business. A revenue intelligence platform is an all-encompassing technology application made to assist your team in improving reporting, analysis, and much more. Guided Selling.

Cross-sell 62

Cross-sell Contract Objectives and Key Results Quota 62

Hubspot

OCTOBER 2, 2023

For instance, you might write, “Canteen, a B2B company that also sells to large-scale furniture stores, saw a 5% decrease in delivery issues after they started using our QA technology … ” The buyer will be far more swayed by a specific example than a broad claim that seems too good to be true. The “Remember Me?”

Objectives and Key Results 85

Objectives and Key Results Cross-sell Territory Contract 85

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.

Cross-sell 102

Cross-sell Legal Contract Price 102

Sales Hacker

MARCH 19, 2020

We’re reaching a tipping point in the capabilities and availability of predictive technology in B2B sales and marketing. If your company is struggling to sell into one industry but is closing at a massive clip in another industry, you can bet that trend will continue. Higher average contract values. More customers .

Growth 101

Growth Customers Referrals B2B 101