Sales Hacker

APRIL 30, 2024

In this role he oversees all aspects of G2’s revenue generation, including global sales and customer success, enablement, partnerships, and revenue operations. 6:31 – Upwork’s challenge of the status quo in hiring contract talent. 6:31 – Upwork’s challenge of the status quo in hiring contract talent.

GTM 90

GTM Customers Contract Go To Market 90

Sales Hacker

NOVEMBER 10, 2023

Contract renewal dates. A spotlight falls on customer loyalty, an influential force on the revenue secured during contract renewals. While the obvious and important way to build and cultivate customer loyalty is to build a product that people love, the reality is that it takes time.

GTM 93

GTM Intrinsic Customers Contract 93

Sales Hacker

MARCH 28, 2023

Your ideal customer profile (ICP). Define exactly who you’re selling to, and you’ve got a solid foundation for growth. What is an ideal customer profile (ICP)? Ideal customer profile example: This template gives you an idea of the information you might include. Why is a customer profile important?

Customers 107

Customers Contract Up-sell Territory 107

Partners in Excellence

MAY 25, 2024

But that model is no longer serving customers or SaaS companies well, so we need to innovate. There are some invoices that a small number of customers don’t pay, but we will set that to the side.) SaaS has invented this metric that represents a contracted future revenues. And ARR can go up or down.

62

62

Gong.io

AUGUST 3, 2022

For SaaS and subscription businesses, customer success is a key revenue driver. Closing new contracts is important, but retaining and increasing revenue from existing accounts is crucial for maintaining and growing ARR. So, how exactly do you measure if a customer is “successful” (and what does that even mean?). Onboarding.

Customers 87

Customers Cross-sell Contract Price 87

Openview

MAY 29, 2019

For SaaS companies, the allure of the enterprise customer is pretty strong. And because enterprise customers typically stick around longer, they lower your overall churn risk. Plus, enterprise customers usually spend more—on support, seats, usage, integrations, etc. Rigorous security requirements. Integration options.

Product 93

Product Customers Sell Contract 93

SaaStr

APRIL 8, 2020

In the last year we’ve been leveling up a lot of our systems at SaaStr, and as part of that, moving from a lot of self-service and simple products to more robust ones. And one thing I’ve been shocked about is how few sales processes have kept up. Now, it’s time to overhaul how we sell it as well. Exactly how can vary.

Product 133

Product Contract Construction Negotiate 133

Veloxy

DECEMBER 28, 2023

However, if you’re considering a transition to outside sales or simply want to elevate your field selling game, you’re in the right place. and embark on this journey to master the art of field selling together! Get Your Free Ebook Key Takeaways Outside sales is the practice of selling through direct, in-person interactions.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Sales Hacker

FEBRUARY 1, 2021

While the link between retaining customers and profitability is pretty well understood, most companies still approach customer retention with piecemeal initiatives. When customers say: “ We are not getting the outcomes we expected ”. “ Too often contract cancellation (or non-renewal) comes as a surprise, but it never should.

Customers 74

Customers Contract Cross-sell Account management 74

Martech

OCTOBER 11, 2021

“Customers will know that they can rely on us when things go wrong and that could be a deciding factor in them deciding to stay with us rather than go elsewhere.” ” We were talking to Gemma Cipriani-Espineira about the reason she re-branded her support team as the department of Customer Love.

Customers 100

Customers Account management Real Estate Contract 100

Partners in Excellence

APRIL 26, 2021

We tend to take for granted that our customers know how to buy. We assume they know how to get approval, how to contract, how to issue an order. Customers need our help! We need to guide our customers and can provide that insight because we see customers going through this process every day.

Customers 114

Customers Contract Legal Negotiate 114

Iannarino

MARCH 2, 2023

But by rushing the deal to get to the pain points, you break B2B selling and buying. The good news is, by helping your buyer with problems related to making a purchase decision and implementing change, you increase your chances of solving the other problems that cause a prospective client to buy your product or service.

B2B 268

B2B Contact Clients Entertainment 268

Salesforce

JUNE 15, 2022

Wow your customers wherever they are. With Salesforce’s NFT Cloud pilot, businesses can create deeper loyalty with customers and their community while setting up secure marketplaces. Products are no longer sold just in the physical world. People can buy or earn NFTs to hold in a digital wallet or to sell or trade.

Customers 98

Customers Intrinsic Contract Represent 98

Salesforce

SEPTEMBER 26, 2023

You’ve done your customer research, made prospecting calls, and connected with a potential buyer. Sail to close in record time Use our Sales Engagement tool to jump on hot leads fast with ready-to-go email templates, AI-generated customer insights, and recommendations for next deal actions. If so, you have a lead worth following up on.

Contract 119

Contract Negotiate Follow-up Contact 119

SaaStr

OCTOBER 17, 2023

Customer success is all about outcomes. What does NRR have to do with customer success? PST — Former VP of Customer Success and current founder and Managing Partner at Success Venture Partners, John Gleeson, shares his lessons learned scaling customer success from $1M to $300M in ARR. Get more new customers.

Cross-sell 63

Cross-sell Customers GTM A/B testing 63

Partners in Excellence

MAY 10, 2024

When I was selling mainframe computers (back around the time when the wheel was invented), I could only offer a subscription payment. Customer could choose to sign contracts for several years, but they couldn’t purchase them outright. The customer could upgrade, and the monthly fee would be adjusted for that upgrade.

Service 62

Service GTM Contract Price 62

SaaStr

FEBRUARY 28, 2021

Recently, I caught up with two great entrepreneurs/CEOs, both doing a few million in ARR and growing quickly. On the one hand, their largest customers were very important and creating six-figure deals. The first showed me his customer list, ranked by revenue. Around customer success? Doing well. Around CPQ?

Product 115

Product Contract Price Sales 115

InsightSquared

MAY 7, 2019

At the highest level, SaaS companies look at sales expense, headcount, sales productivity and SaaS metrics like: The cost of new customer acquisition (CAC). Customer lifetime value (CLV). Customer churn or retention rates. One of the key ones is the average length of sales cycles for your company’s products and services.

Product 102

Product Territory Contract Sales 102

Veloxy

NOVEMBER 15, 2022

Account based selling is a B2B concept that has gained a lot of interest in recent times, but implementing it can feel rather daunting. Studies show that at least 94% of B2B teams have adopted account based selling in a bid to deliver improved buying experiences that lead to increased conversions and loyalty. It doesn’t have to.

Sell 246

Sell Objectives and Key Results SQL B2B 246

Partners in Excellence

SEPTEMBER 14, 2023

Time Available For Selling is a critical issue for everyone in sales. But before I go into a further discussion about time available for selling, let me first define how I look at time available for selling. Sellers have responsibilities outside just engaging customers. There is a certain amount of administrative work.

Sell 146

Sell CRM Technique Territory 146

SaaStr

DECEMBER 5, 2022

Paddle’s Senior Product Manager, Allissa Chan, and Chief Strategy Officer, Patrick Campbell, share their experience of scaling a bootstrapped startup. Hooking in new customers is exciting, but customer retention is where your business will make money. Lever #1: Tactical retention. The fact is that bootstrapped companies are ?better

Product 52

Product Territory Price Cross-sell 52

PandaDoc

APRIL 8, 2024

Their cross-functional expertise enables them to create proposals tailored to customers’ needs. A deal desk identifies upsell and cross-sell opportunities for existing customers by analyzing past deals and current contracts, and tracking renewal dates.

Negotiate 52

Negotiate Cross-sell Contract Legal 52

Sales Hacker

DECEMBER 20, 2018

To consistently perform, sales leaders need to master the science of sales productivity. What is Sales Productivity? Sales productivity is all about maximizing time spent on the most critical sales rep activities (prospecting, client meetings, networking) and minimizing the resources needed to accomplish them (i.e.

Product 96

Product Tradeshows CRM Appointment 96

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. For many newer customers, this might be their first time getting to spend time with you — especially as conferences have moved online. Why plan a customer visit? 5 Potential Goals of Your Customer Visit.

Customers 92

Customers Cross-sell Referrals Clients 92

SaaStr

MAY 27, 2021

Q: Dear SaaStr: How Do I Convince My Customers with Monthly plans to Upgrade to Annual Plans? Large customers only pay via invoices, especially for any deal of any material size (>$10k a year). The smaller the customer, the more important micro-cash management is. You can’t change the way your customers want to buy.

Contract 66

Contract Customers Commission Price 66

Partners in Excellence

NOVEMBER 7, 2023

Ever since I started selling–you know back in the old days when phones were still attached to cords–I’ve been taught, “Buyers have a structured buying process.” ” I’d see all sorts of block diagrams, showing how the buying process always, coincidentally, aligned with the customer buying process.

B2B 144

B2B Up-sell Contract Start-ups 144

Partners in Excellence

JUNE 6, 2018

A friend forwarded me an article entitled, “Giving People More Time To Sell Is BS.” The article started with a statement to the effect of “ill informed pundits quoting data that sales people spend only 10-30% of their time F2F with customers.” Customers don’t want to spend time with sales people.

Up-sell 52

Up-sell Sell CRM Cold Call 52

Hubspot

OCTOBER 3, 2022

When I first sat down with David Stafford , Dropbox's Head of Customer Solutions, to discuss BATNA, he admitted what I'd also been thinking. I'd also spent the morning reading up on BATNA, so I could relate. Here, we'll discuss why BATNA is an invaluable part of the selling process. But I never knew it as BATNA.

Negotiate 66

Negotiate Customers Contract Non-Profits 66

Smarter With Gartner

JULY 2, 2021

Hi-tech product planning is a high-stakes effort that requires decisions to be made in the face of uncertainty — it’s important to know if customers will embrace the new offering or not. Product marketers must adjust their messaging in a downturn and support new strategies in a recovery from a disruptive crisis.

Product 82

Product Minimum Viable Product Drivers/motivators Technology 82

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

PandaDoc

MAY 16, 2024

Key takeaways Indirect sales consists of selling products and services through intermediaries. Indirect sales consist of selling products and services via partner companies, a type of sales collaboration. In direct sales , you, the producer, sell your goods and services directly to the consumer.

Retail 52

Retail Manufacturing Profit margin Commission 52

SaaStr

FEBRUARY 22, 2024

Customer success reps are defended, even if their top customers churn without there even having been a conversation. Everyone is worried they be called toxic, or things will blow up, if they’re critical of almost everyone today. That yes, we have to sell even harder. It’s probably true, to a large extent.

Contract 99

Contract Quota Up-sell Meeting 99

SalesLoft

APRIL 25, 2024

In this three-part series, you’ll learn how a Salesloft AE lands multiple mega deals — from prospecting to selling to power, to delighting them as customers — so you can replicate his success. The customer is on board. The contract is signed. What is that like with the customer after the contract is signed?

Commission 52

Commission Contract Legal Strategize 52

SalesHandy

JULY 12, 2022

“Everyone is not your customer.” — Seth Godin. Most businesses spend a considerable amount of resources on acquiring and converting customers hoping they remain profitable for years to come. Generating revenue requires building a successful marketing and sales strategy while keeping customers at the forefront.

Customers 59

Customers Cross-sell Represent Contract 59

Hubspot

DECEMBER 13, 2023

These are important to understand of course, but salespeople aren't always going to call just to pitch to a potential customer — the job encompasses so much more. In this post, I‘ll guide you through the different types of sales calls and the purpose they serve to meet your customers’ needs.

Objection handling 72

Objection handling Negotiate Cross-sell Contract 72

SaaStr

DECEMBER 4, 2023

Churn increase due to greater scrutiny of costs Contract values declining More stakeholders involved in decision-making Capchase combined the study with their data set of thousands of SaaS companies and looked at what the best companies do to overcome these hurdles. It could be price, product composition, or payment terms.

Contract 86

Contract Price Healthcare Commission 86

SaaStr

NOVEMBER 8, 2023

You have to lead the team, live up to the values, hit quotas and targets, and make money. This is a common mistake founders make — getting a new Head of X when you get to a certain point in business, missing a sales number, the product isn’t what you want, there’s too much churn, etc. Almost everyone grew up in the company.

X-functional 94

X-functional Contract Growth Quota 94