Sales Pop!

NOVEMBER 30, 2024

As we march towards the end of 2024 and another selling year, we work to close deals and position ourselves for a strong start to 2025. While focusing on these two selling success factors, we need to also consider a broader and more all-encompassing topic – our markets. And how well can you sell and serve remotely?

Transportation

Hubspot

SEPTEMBER 12, 2024

Car buyers 30 years ago might have shown up at the dealership wanting a truck, a sedan, or something as vague as a “good family car,” and the salesperson’s job was to help steer them in the right direction based on their needs. That process has changed dramatically. A 2024 HubSpot Blog Survey of 422 B2B professionals in the U.S.

B2B

SaaStr

MAY 5, 2025

Dear SaaStr: Why Do Enterprise Customers Insist on Pilots? I know your sales team probably hates pilots, because in a sense, it means they have to sell the deal twice. Because so many enterprise customers won’t buy from new start-ups without a pilot. But the thing is, net net it might be less work.

Customers

Martech

SEPTEMBER 12, 2024

And there’s this, from The Wall Street Journal’s article on AI spending: Now, here are this week’s AI-powered releases: Yext’s Yext Social is an AI-powered social media management solution that manages local customer engagement at scale globally. Oracle Cloud CX enhances personalization and improves upsell and cross-sell conversions.

Cross-sell

PandaDoc

MARCH 27, 2025

If youre looking to increase revenue without acquiring new customers, cross-selling is one of the best ways you can do that. Its all about offering complementary products or services so you can maximize every transactionall while improving the customer experience. What is cross-selling in sales? Lets dive in.

Cross-sell

Veloxy

JULY 23, 2025

These days, over half of customers tend to prefer self-service tools for simple tasks rather than speaking with representatives, according to Document360. Indeed, many representatives are likely to be spending more time typing to customers rather than talking to them these days.

Product

Hubspot

AUGUST 26, 2024

I identified a key stakeholder with purchasing authority, reached out with a simple yet elegant email pitch, and they responded asking me for a contract they could sign right away. I woke up to my alarm clock shattering that fantasy. How to Use AI for Sales Follow-Ups 1.

Follow-up

Search Engine Land

JULY 22, 2024

Your email campaigns apply to all holiday customers, so there is less design work, split testing and fewer deadlines. With fewer days until free shipping and time to publish, now is the time to line up the lists. Line those up sooner in the season. Business email address Sign me up! Processing.

Niche

SaaStr

MARCH 23, 2025

I really liked this one and wanted to write up a few more learnings. Technical customers report that tasks that previously took weeks are now completed in hours. We initially built our sales approach around certain customer segments, but the AI landscape shifted so rapidly we had to pivot multiple times in the first few months.”

GTM

RingDNA

JUNE 15, 2025

Author Robert Louis Stevenson once stated that “everyone lives by selling something.” ” No matter the products or services you’re selling, sell them better and you’re likely to live better. When formulating an ideal sales strategy, what you are selling matters less than to whom you are selling.

B2C

Salesforce

SEPTEMBER 10, 2024

Over the years, you’ve put a lot of money into your customer service centers. And that was a smart move, because white-glove customer service – for both B2B and B2C – is essential for consumer goods (CG) brands who want to build long-term, loyal relationships with customers. Customer service and profitability go hand in hand.

Service

SaaStr

APRIL 30, 2025

Tools like Gong can provide insights into call quality, follow-ups, and adherence to best practices. Customer Segmentation and Targeting : Are you focusing on the right customer segments? Review lead quality, conversion rates by segment, and the effectiveness of your ICP (Ideal Customer Profile). If so, why?

Cross-sell

Search Engine Land

JULY 25, 2024

But if you fail to support brands or examine how your core customers’ needs evolve, you will likely jeopardize your medium to longer-term performance. Retention of the existing customer base should be prioritized. Business email address Sign me up! They speak with customers and potential buyers often. That’s great.

Campaign

PandaDoc

OCTOBER 15, 2024

Deal desks can incorporate large teams of relevant stakeholders within sales, finance, product marketing, product management, legal, customer success, and more as needed. Missed follow ups, lost sales opportunities, time lost to manual processes , and more can be costing you revenue without even realizing it.

Legal

Salesforce

NOVEMBER 25, 2024

At Connections ’24 we announced that customers in the AMER region could access many of the features we were building out in Marketing Cloud Growth and Advanced Editions. In the Winter ’25 release, we are expanding new functionality in Account Engagement to all customers on Growth, Plus, Advanced, and Premium.

Cross-sell

SaaStr

NOVEMBER 27, 2024

You’re going up against companies like Gusto who already handle payroll extremely well. How to Make Onboarding Work for SMBs While in some cases, selling to SMBs is easier than Enterprise in many ways, one way in which it’s fundamentally harder is onboarding. It’s a fallacy. What’s worked is going deep on the product experience.

Appointment

Hubspot

JULY 10, 2024

Not to mention how much tap-to-pay transactions have sped up my coffee runs. These processors make it easy for businesses of all sizes to accept payments from customers globally and in person, making them a critical component for anyone who sells goods or services. Customer initiates payment. This can also happen online.

Process

RingDNA

APRIL 11, 2025

What it Measures: The total number of sales emails that individual reps send out each day Value: It’s important for reps to keep up a regular cadence of calls and emails with prospects. Some common call dispositions might include busy, no answer, hang-up or appointment set.

Quota

SaaStr

AUGUST 1, 2025

Start with a Narrow ICP (Ideal Customer Profile ): Focus on a specific customer segment where you can deliver the most value. For example, when we built EchoSign, we initially targeted SMBs who needed a simple, fast way to get contracts signed. Talk to Customers Relentlessly: You can’t find product-market fit in a vacuum.

Product

Salesforce

OCTOBER 22, 2024

Pioneered in the 1990s by Jack Napoli, the MEDDIC framework transforms teams into sales powerhouses by delving deep into the elements of the customer buying experience. And by the end, you’ll know more about your customer than you have before. Learn more What is the MEDDIC sales process? Let’s start with what MEDDIC means.

E-commerce

SaaStr

JULY 1, 2025

It spans marketing attribution, lead scoring, outbound sequencing, meeting booking, discovery calls, proposal generation, contract negotiation, and post-sale expansion. Early movers who consolidate now will have cleaner data and faster cycles when the technology catches up. The AI advantage compounds—there’s no catching up later.

Territory

Hubspot

JUNE 16, 2025

The job market is crammed with candidates all claiming to be “results-driven” and “customer-focused.” Marcus Standish , business development lead at Professional Services Automation platform at Scoro , explains, “If a candidate has worked in an entrepreneurial environment, customer success, or account management, that’s a plus.”

Objectives and Key Results

Highspot

JUNE 19, 2025

Key takeaways Highly engaged customers tend to stay loyal to companies, spend more on their products and services, and become brand advocates. Sales, marketing, and customer support must collaborate and coordinate to deliver personalized, seamless experiences that foster trust. What is customer engagement?

GTM

PandaDoc

MAY 2, 2025

Sometimes, all it takes is rethinking how you present, package, and position what youre already selling. Start with tiered and volume-based pricing that encourages bigger buys Tiered and volume-based pricing models work because they align your customers financial interests with your revenue goals. And the data backs it up.

Price

Hubspot

APRIL 30, 2025

According to data from Lantern , effective use of buying signals can create 10-20% more sales opportunities and reduce a companys customer acquisition cost (CAC) by up to 30%. When a prospect brings up money or budget without being prompted, its a huge signal. or Is there a discount if we sign a two-year contract?

Contract

Hubspot

NOVEMBER 22, 2024

The fact that the tool made me think about my offer's key selling points when I tested it was a big win. In the context of using AI in sales , this means helping customers do their own research before interacting with a sales rep from your organization. Re-target churned customers. Even as an AI skeptic, I was impressed.

Lead generation

SaaStr

JANUARY 8, 2025

Asana, strong in B2B2B and selling to tech, was perhaps hit hardest, with growth slowing to 10%. Monday.com by contrast, selling mainly outside of tech, saw growth remain strong at 34%. SaaS that sells to B2B companies, and SaaS that sells to the Rest of the World. 150,000 Total Customers. 150,000 Total Customers.

Non-Profits

Heinz Marketing

JUNE 25, 2025

Customer-Led Growth (CLG) requires a new lens for measurement. Traditional funnel metrics like MQLs or pipeline velocity don’t tell the full story of how your best customers drive long-term growth through retention, expansion, and advocacy. What are the KPIs for each stage of the customer journey?

B2B

SaaStr

JULY 5, 2025

Veeva founder CEO Peter Gassner came to SaaStr to share just how they got to the first $100m ARR selling enterprise vertical SaaS … while raising only $3 million (!). market cap – up from $2.4B Because if they’re worthwhile, the customer will pay for them. net income, 111.5% That’s all you need.”

E-commerce

Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. A solid curriculum empowers: Sales to confidently build relationships, handle objections, meet customer expectations, and close deals faster. Customer support to address customer queries and ensure adoption.

Product

PandaDoc

JULY 7, 2025

It includes robust sales tools that integrate with marketing automation, customer service features, and content management. Pipeline management Customizable pipelines with visual dashboards, multiple pipeline support, and activity-based selling. Custom workflow automation through a visual builder.

CRM

Salesforce

JULY 3, 2025

They take care of the repetitive, time-consuming tasks that slow you down, so you can focus on what matters most — connecting with customers, closing deals, and growing your business. Sales automation works like your personal assistant, handling the repetitive tasks that eat up your time. What we’ll cover: What is sales automation?

Technique

PandaDoc

JULY 23, 2025

Customer relationship management (CRM) software is a popular choice for many businesses. These platforms help to build a historical record of customer engagement and interactions over time by managing correspondence, keeping track of specific buyers and stakeholders, and even assisting with quote generation and marketing campaigns.

CRM

Salesforce

NOVEMBER 15, 2024

On the other hand, SDRs who aren’t having career conversations may seek opportunities elsewhere within organizations that can provide them with the next step up the career ladder or who offer a well-defined career progression plan. Sign up now Thanks, you’re subscribed!

Tradeshows

Hubspot

JANUARY 14, 2025

Theyre someone who takes initiative, inspires their fellow salespeople, and drives revenue growth through an innovative approach to prospecting and selling. And, just as I mentioned, thats exactly where sales champions shine theyre not just deal-closers but dynamic professionals who go far beyond the basics of selling.

Negotiate

PandaDoc

APRIL 28, 2025

Manual quoting processes can be slow and prone to errors, leading to lost opportunities and frustrated customers. This technology integrates with product catalogs, pricing databases, and customer relationship management (CRM) systems to produce detailed and accurate quotes swiftly. How does sales quote automation work?

Price

PandaDoc

JUNE 2, 2025

Fortunately, sales teams dont need to invent a decision criteria that aligns with an established buying process or an ideal customer profile. Decision criteria Especially for multi-faceted solutions like SaaS software or custom components, a prospects needs can quickly become overshadowed by the number of features that are available.

Objectives and Key Results