Gong.io

DECEMBER 14, 2022

It’s time to talk about target account selling, or TAS. Target account selling is a highly personalized, targeted approach to sales that sees your sales reps focus only on the very best accounts. With that in mind, let’s examine what exactly target account selling is and how you can start executing it in your sales strategy today.

Sell 62

Sell Cold Call Contract GTM 62

Hubspot

MARCH 25, 2024

According to Dan, there are three questions to ponder about before you start considering a subscription business. First, A Refresher What we’re discussing here don’t include enterprise contracts, where you get paid millions a year by big clients. He’s now sharing battle-tested growth wisdom at Subscription Index.

Niche 58

Niche Price Contract B2B 58

SaaStr

FEBRUARY 8, 2022

Waze defines value as the deal size or amount of the contract. Since they sell ads, value also means how many recurring clients contribute to a significant chunk of their yearly revenue by assessing six-month or year-based account value. It also helps to analyze which accounts you started working with but didn’t continue.

Objectives and Key Results 93

Objectives and Key Results Pitch GTM Cold Call 93

Sales Hacker

SEPTEMBER 2, 2023

Our RevTech stacks used to be much simpler… today we have an overwhelming amount of tooling and it can be hard to keep up. AI-guided selling: Drives seller effectiveness and efficiency by delivering feedback on deal-related efforts and prescriptive guidance on what actions to take next, based on AI analysis.

GTM 80

GTM Negotiate Pipeline Contract 80

Martech

OCTOBER 11, 2021

She has had a front-row seat for the evolution of those roles during a period when B2B go-to-market has become less transactional and more focused on long-term customer engagement. ” She then moved to a London-based start-up, Decibel, to scale their client services practice. Stepping up to customer love.

Customers 102

Customers Account management Real Estate Contract 102

SaaStr

JANUARY 5, 2022

We restructured all of our messaging around our Content Cloud to create a simplified go-to-market message that says what it does, and does what it says. So far in FY2022, 62% of our total revenue came from customers with more than one Box product, up from 57% in FY2021. Go big or go home.

Growth 106

Growth Contract Up-sell Product 106

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. said Batrawy.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Salesforce

OCTOBER 12, 2021

Sign up now. It’s an evolving discussion that comes up with our customers every day. They see how all departments can drive revenue for the company; those departments can include sales, marketing, customer success, and finance. Screenshot from this Future of Selling video (1:13). Discover timely insights and useful tips.

Gaming 98

Gaming Cross-sell Sales Finance 98

InsightSquared

APRIL 14, 2021

They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. 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?

Contract 62

Contract Territory Cross-sell Pipeline 62

SaaStr

NOVEMBER 1, 2022

Many of them will get gobbled up by the large platforms. US companies follow the same model when they start in India. The US is an extremely competitive talent market. That means showing up in every quadrant of your category, hiring A players, putting yourself out there. One can’t start investing in a brand early enough.

GTM 88

GTM Cross-sell Niche Strategize 88

Gong.io

OCTOBER 27, 2021

It’ll show up here soon enough.). That’s how it ensures alignment between plans and reality, and helps everyone on your sales and go-to-market teams be their highest-performing selves. Throw up the Bat-Signal and sales ops are on their way. And you know data’s gonna back everything they do, right? Step 3: Optimization.

Quota 62

Quota Pipeline Sales Contract 62

Lead Fuze

JANUARY 1, 2022

It includes a variety of perspectives from buy-side and sell-side employees as well as personal experience, in order to provide an array of ideas. These companies usually sell to channel partners or consultants who then provide services around that product for an added value. Licensing OEM software Sellers.

Negotiate 52

Negotiate Profit margin Contract GTM 52

Lead Fuze

NOVEMBER 30, 2021

There are many different go-to-market models in SaaS. Average Selling Price (ASP). The average selling price is the value of all closed deals. The Sales Cycle Length is a measurement of how long it takes your company to close a deal, from the first meeting until the contract has been booked.

GTM 52

GTM Price Contract Sales 52

Sales Hacker

MARCH 2, 2021

An incredible sales leader, Michelle has risen up the ranks over the last 20 years. She started her sales career at an automotive dealership where she sold PT Cruisers and Jeeps, and then moved on to media sales at places like Vogue before getting into the world of SaaS. How did you get started in sales in the first place?

Referrals 59

Referrals Contract Cross-sell Sales 59

Gong.io

JANUARY 5, 2019

I’m going to show you the top 10 sales methodologies out there today, tell you how to choose the right one, and explain how to successfully roll it out across your sales organization. First, let’s start with a list of the top 10 sales methodologies, and how to sort out which one is right for you. Solution Selling Methodology.

Pitch 131

Pitch Sales Up-sell Contract 131

SaaStr

MARCH 31, 2022

So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. Rico Mallozzi: So marketplaces are fundamentally changing, go to market motions for a lot of enterprise technology companies.

Cross-sell 79

Cross-sell Finance Strategize Technology 79

Gong.io

MARCH 17, 2020

To start, we wanted to see how winning and losing deals compare in terms of numbers of buyers involved in the deal (i.e., It’s like a kiss of death for deals: You can see that most deals start the same way, with one point of contact. Truth #2 – Sales TEAMS sell more. Team selling is exactly what it sounds like.

Sell 79

Sell Objectives and Key Results Sports Technique 79

SalesHandy

MAY 4, 2020

At this time, the most important thing for businesses like yours is to keep communicating with prospective customers and bring up their confidence. It would be easy to mess up your prospects with potential customers if you don’t get this right. Avoid “selling” aggressively, practice empathy. Source: Hubspot. Best, Jacob.

Pipeline 81

Pipeline Campaign Price Up-sell 81

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Go To Market 69

Go To Market Process GTM Launch 69

Hubspot

JULY 25, 2023

At the very least, you’ll stay up-to-date on trends in sales. New technology lets salespeople find prospects that fit their target audience, research their company and industry, and start a conversation. Following Up With Leads Once you have a qualified lead, the real work begins. It has reduced our follow-up time by 50%.”

Pipeline 60

Pipeline Sales Objectives and Key Results CRM 60

SalesHandy

JULY 12, 2022

is a common misconception amongst many salespeople and marketers believing they should serve everyone. If you are selling to the wrong individuals, then your sales team will most likely struggle to connect with them and their pain points. Finding and attracting new customers is a costly process from the start to the end.

Customers 59

Customers Cross-sell Represent Contract 59

criteria for success

APRIL 1, 2020

You may be finding it difficult to work from home, or you might have seen your pipeline dry up. Here’s a summary of the challenges we’re hearing from salespeople and some best practices for selling through uncertainty. Selling Through Uncertainty. For example, let’s say you sell analytics software. Social Selling.

Sell 97

Sell Prospecting Up-sell Territory 97

Sales Hacker

SEPTEMBER 11, 2020

Imagine having the opportunity to sell into a company like Lyft in 2011. Imagine growing with them on their journey to becoming a publicly-traded company with an $11+ billion market cap. The total addressable market continues to grow and is ripe for selling to, but very few startups reach unicorn status. And so on.”.

Sell 78

Sell Minimum Viable Product Objectives and Key Results Cross-sell 78

Sales Hacker

MAY 27, 2019

How to assess your go to market strategy. With Conga, you can simplify documents, automate contracts, and execute e-signatures so you can focus on accelerating sales cycles and closing business faster. We’re taking traditional communications up into the cloud. You’re selling yourself, your ideas.

Product 60

Product Objectives and Key Results Up-sell Contract 60

Hubspot

SEPTEMBER 12, 2018

But what is a sales pipeline and why is it so instrumental to selling success? If your forecast anticipates you’re going to miss your quota, you should double down on selling activities. The answer depends on your product, prospect base, and marketing resources. Proposal sent: The buyer reviews your proposal or contract.

Pipeline 101

Pipeline Negotiate Objectives and Key Results Sales 101

SaaStr

MAY 8, 2020

Listen to the start of the episode for a promo code to our upcoming events! But I do want to start today with a bit about you. Harry Stebbings: I do want to dive in straight though because it’s such a pressing and interesting environment right now, and I want to start on the lifeblood of any business, which is the sales.

Cross-sell 74

Cross-sell Contract Start-ups Up-sell 74

Sales Hacker

JULY 22, 2019

With Conga, you can simplify documents, automate contracts, and execute e-signatures so you can focus on accelerating sales cycles and closing business faster. Look at your tool stack and start optimizing around your pipeline. And when is that kind of right time to start to looking at it? How does that lead flow look?

Growth 56

Growth Pipeline Contract Start-ups 56

Sales Hacker

DECEMBER 2, 2019

Fresh out of college, Mary started out in accounting, but it didn’t take long before she began a 20-year sales career that led her through Monster.com, HubSpot, and several others. Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes ,all right in your CRM. Outreach has your back.

Strategize 52

Strategize Contract Strategic planning Drivers/motivators 52

Sales Hacker

JUNE 17, 2019

Persuasion Starts By Establishing Buy-In Early On [11:49]. With Conga, you can simplify documents, automate contracts, and execute e-signatures so you can focus on accelerating sales cycles and closing business faster. Persuasion Starts By Establishing Buy-In Early On. And on Stitcher. Show Agenda and Timestamps. Sam Jacobs:?

Contract 63

Contract Drivers/motivators Sales Price 63

SalesLoft

OCTOBER 21, 2016

From the OG, Account Based Marketing, to the new front man Account Based Sales Development , the lift in annual contract values alone is proof that the targeted approach to customer acquisition is working.As So what’s the hold up? It takes a village, and it starts at the first touch, going all the way to upsell/cross-sell.

Cross-sell 52

Cross-sell GTM Referrals Contract 52

Sales Hacker

AUGUST 23, 2018

And no matter how much it’s drummed up about, I don’t believe there are any shortcuts to accelerating your sales funnel. There’s a general tendency among most frontline sales teams to sell to enterprises and become the next Salesforce. Starting off with SMB sales can be an advantage. Be hyper-focused in your sales approach.

B2B 56

B2B Cross-sell Negotiate Pitch 56

SalesLoft

JANUARY 19, 2017

At this time I was tasked with developing & executing sales account strategy and managing the training of all go-to-market teams. Reps have a tendency to make excuses for the prospects they spend time trying to convert and less time being highly exclusive with whom to sell to. 3) Adopt a top-down and bottom-up approach.

Cross-sell 52

Cross-sell Sales Contract Prospecting 52

Heinz Marketing

MARCH 29, 2021

A lot of that was in-person or semi in-person rituals, whether it was the weekly stand up or people in a large inside sales floor, or you meet up with a manager a “x” number of times per month for lunch or whatever. I got reps that are used to going to someone’s office with a box of samples. I need more output from you.

Pipeline 122

Pipeline Sales Gaming Up-sell 122

Lead Fuze

JANUARY 1, 2022

In an effort to make a little extra money, I signed up some commission-only outsource sales team agents. As it turns out, there are a lot of outside services that can be contracted to do your marketing. Finding a product/market fit. Businesses need to change their offerings based on what they know about the market.

Commission 52

Commission Territory Sales Objectives and Key Results 52

SalesLoft

JUNE 20, 2019

While most of us know Pete for his work building the MSP community, but did you know he started a talent search engine that sold to Monster? Topics include: Do you have to have a deep belief in what you’re selling in order to be successful? Jeremey: I always start out with the same question. Hint: AEs aren’t for sale on Amazon).

Territory 63

Territory Sales Construction Manufacturing 63

SBI

FEBRUARY 9, 2021

Without that buyer’s confidence, you lose—to a competitor (who go the buyer to that confident state before you) or status quo. Status Quo Bias On average over 60 percent of B2B evaluations end up with no decision: status quo. Either way, it’s still a loss. A pesky human attribute the psychologists call status quo bias.

Customers 46

Customers B2B Contract Quota 46

Sales Hacker

SEPTEMBER 16, 2021

Technical selling of SaaS, on-premise software, and hardware solutions has relied on sales proofs of concept (POCs) that require pre-sales professionals to lead, manage, and drive to a ‘technical win” outcome so that account executives can close the deal. This element of up-leveling our team’s performance delivered more wins.”.

Objectives and Key Results 75

Objectives and Key Results Technical Sales Engineering Sales 75