The Lost Book of Sales

JULY 12, 2021

It's one of those books that you have to read if you work in sales or technology. Technology Adoption Lifecycle. 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. Example: Early adopters vs. early majority.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SalesHandy

JULY 12, 2022

If you are selling to the wrong individuals, then your sales team will most likely struggle to connect with them and their pain points. It makes use of account-based marketing, which focuses on selling to targeted accounts that align your products/services’ capabilities with the needs of the customers. Any sale is a good sale.”

Customers 59

Customers Cross-sell Represent Contract 59

SaaStr

MAY 27, 2020

So people were paying people to take their futures contracts. That means specifically they’re going to cancel contracts. The reason for that is most people have annual contracts and they haven’t come up for renewal yet. So the ability for people to store oil doesn’t exist. Why is financing hard right now?

Finance 77

Finance Government Price Contract 77

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

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 96

Cross-sell Contract Price Finance 96

SaaStr

JUNE 28, 2019

Dave Kellogg is a leading technology executive, independent board member, advisor and angel investor. In his most recent role, Dave was the CEO @ Host Analytics where he quintupled ARR, halved customer acquisition costs and increased net retention rates before selling the company to a private equity sponsor.

Price 45

Price Cross-sell Up-sell Start-ups 45

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. 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.

Finance 103

Finance GTM Cross-sell SQL 103

Hubspot

OCTOBER 2, 2023

Then find a case study from a customer who’s similar to your current prospect: They’re in the same industry, face the same issues, serve the same market, belong to the same business coalitions, are subject to the same regulations or legislation, and/or exist in the same region. Did you get a chance to review the contract?”

Objectives and Key Results 84

Objectives and Key Results Cross-sell Territory Contract 84

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

SaaStr

JULY 19, 2019

In Today’s Episode We Discuss: * How did Peter make his way into the world of enterprise SaaS with the founding and selling of 6 companies and how did InCountry come about? Why is it no longer to come into large enterprises with a small contract and expand? When is the right time to sell a startup? Do they really mean anything?

Cross-sell 52

Cross-sell Up-sell Start-ups Engineering 52

Salesforce

NOVEMBER 13, 2023

Ask an enterprise sales rep what they’re selling at the start of the enterprise sales process, and you might hear: “I don’t know yet.” ” That’s because enterprise sales is not about selling products. Enterprise sales is when you sell to large companies. The selling motion needs to be airtight.

CRM 59

CRM Sales Cross-sell Up-sell 59

Salesforce

MARCH 18, 2024

Gone are the days when you would sell time slots during primetime TV or a half-page ad in a newspaper or magazine and call it a day. These new entrants often utilize modern technology stacks, making their sales processes faster, more transparent, and cheaper than traditional media companies. New types of ads are now available.

Transportation 52

Transportation Cross-sell Territory Sales 52

SaaStr

AUGUST 19, 2020

I’ve held a bunch of technology leadership roles in startups, in rocket ships and turnarounds, including about 10 years at Google, and just over three years leading efforts at Evernote. So over the course of those 20 or so odd years in technology leadership roles. I’ve spent a bunch of my career in and out of the valley.

E-commerce 100

E-commerce Price Start-ups Growth 100

SaaStr

AUGUST 7, 2020

How do you help them do that at scalability and how do you as a software company do that for the smallest community and regional institution in the US to the largest, most sophisticated global institutions in the world on one code base, right? Absolutely information technology. And so, how do you help banks do that quicker?

Price 59

Price Retail X-functional Healthcare 59

Gong.io

JULY 21, 2021

Once you’ve moved your org beyond ‘ What is revenue operations ”, they’ll know that it’s more than hosting a few cross-functional meetings. . This team is all about creating cross-functional partnerships. Is your goal selling to more customers? Boosting annual contract values? So what does a Revenue Ops team look like?

Growth 62

Growth GTM Cross-sell Pipeline 62

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Revenue by territory. 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

Hubspot

SEPTEMBER 27, 2019

In recent years, however, sales data and technology has changed the way that sales teams think and feel — no longer does intuition sit in the driver’s seat. How much revenue is generated by each product, product line, or service that you sell. cross-selling, upselling, repeat orders, expanded contracts, etc.).

Territory 78

Territory CRM Sales Cross-sell 78

Partners in Excellence

SEPTEMBER 20, 2022

” Per the dictionary it is, “…a prediction or estimation about a future event… ” Consequently, in complex B2B selling, it becomes a prediction about a specific deal or opportunity. Probabilities based on where we are in our selling process are, 90% of the time, bad thinking. What is a “forecast?”

Pipeline 68

Pipeline Manufacturing Cross-sell Represent 68

SaaStr

MARCH 12, 2019

With the scaling of departments and teams, what has Erica seen work really well when it comes to making cross-functional teams communicate really well? I’m super interested because I’m always quite perplexed when one has those early adopters within the enterprise, but then one’s selling to maybe the CIO.

Contract 66

Contract Sports Cross-sell Start-ups 66

Hubspot

AUGUST 21, 2023

Although Lisa had some of the best graphic technology of its time, only 10,000 units were sold. Distribution: Through what mediums will you sell the product or service? Renewal (Optional): Your customer renews their contract or subscription. They are also often less motivated to sell than your own sales team would be.

Go To Market 69

Go To Market Process GTM Launch 69

Sales Hacker

JULY 8, 2020

Conga is changing the way the world works by modernizing, streamlining and automating your documents, contracts, and processes to make it easier to do business. While at Square, the business grew from $3 billion, a newly public company $3 billion market cap, to a $35 billion plus innovative leader in global financial technology.

Real Estate 114

Real Estate Strategize Launch Commission 114

Salesforce

MARCH 11, 2024

You decide to go for it… This is what account-based selling (ABS) is like. Read on to learn how to grow your business with account-based selling. What you’ll learn: What is account-based selling? Watch the demo What is account-based selling?

Sell 59

Sell Cross-sell Territory CRM 59

Salesforce

MARCH 7, 2024

Clawbacks have been widely used as part of employment contracts across many industries, particularly since the financial crash of 2008, as a means to protect a business against fraudulent activity. This provision is particularly critical for companies that sell SaaS products.

Commission 52

Commission Finance Legal Quota 52