Highspot

JANUARY 14, 2024

Clarify the Virtual Selling Process There may be apprehensions about information security and contract signing for customers new to online sales interactions. Competitors using these modern platforms may outpace you, potentially capturing your market share.

Quota 52

Quota Sell Sales Contract 52

SaaStr

JULY 29, 2021

Partner ecosystems are having incredible growth as brands seek to compete for differentiation and market share,” added Jason Lemkin, SaaStr’s CEO & Founder. Yes, send me the contract.” . “By leveraging strong partnerships, we are creating first-class customer experiences that exceed our customers’ expectations.”.

Promote 101

Promote Government Contract B2B 101

Martech

OCTOBER 23, 2023

Justice Department claims Google, which owns a 90% market share in search, paid massive sums to companies like Apple to make it the default search engine on products like the iPhone. 12 John Schmidtlein, lead lawyer for Google, claims the company dominates the search market due to being a superior product.

Trust 91

Trust Objectives and Key Results Engineering Negotiate 91

SBI

DECEMBER 28, 2020

It’s a very powerful combination that will enhance our customers’ abilities to use our purchase intent data to grow their revenues and increase their market share.” It allows us to increase our original content, grow our opt-in audience of registered members and add a material amount of proprietary first-party purchase intent data.

Closing 50

Closing Finance Contract Cross-sell 50

Salesforce

OCTOBER 12, 2021

They see how all departments can drive revenue for the company; those departments can include sales, marketing, customer success, and finance. The CRO leverages cross-functional knowledge to create a complete view of the customer lifecycle from bringing in new leads to closing deals to renewing customer contracts.

Gaming 98

Gaming Cross-sell Sales Finance 98

SaaStr

FEBRUARY 16, 2021

Churn-and-burn contracts. If you hire reps from companies that dominate their market (80%+ market share), they usually lack the toolkit to compete with other vendors. You have to make sure your reps are saying the right things. Especially if you aren’t training them well. Hiring folks that can’t do competitive sales.

Quota 77

Quota Commission Sales Contract 77

Hubspot

OCTOBER 16, 2017

Increase average contract length. You can pay: when the customer signs the contract. If you’re a subscription business, it can still disrupt your cash flow; after all, if you give a rep commission on the entire contract when you get the first check, you’re paying in advance of the customer’s subsequent payments.

Commission 91

Commission Quota X-functional Non-Profits 91

Lead Fuze

JANUARY 1, 2022

OEM licenses are larger than direct to end-user contracts because the licensee is usually pushing out software to their entire customer base or a large portion of it. One OEM contract can give thousands or tens of thousands access to licensors software. Licensing OEM software Sellers. New OEM Software Structure. Exclusivity.

Negotiate 52

Negotiate Profit margin Contract GTM 52

Search Engine Land

DECEMBER 28, 2023

Microsoft Microsoft’s Performance Max launched in open beta in July, with select marketers able to access its full inventory and serve ads across its network. The new Bing failed to take any market share from Google after six months. Microsoft introduced AI-generated headlines and descriptions for ad campaigns in August.

Retail 133

Retail X-functional Launch Non-Profits 133

Search Engine Land

JANUARY 7, 2023

2014: Ad network Chitika released a new tool that provided a user percentage or traffic market-share breakdown of PC operating system and search usage on a state-by-state basis. Apparently In Limbo, As Contract Running Out. Summly was acquired by Yahoo in March 2013 for an estimated $30 million. Where’s AP In Google News?

Engineering 107

Engineering Non-Profits Electricity Networking 107

Sales Hacker

AUGUST 7, 2020

They also have well-developed workflows for lead-processing and drafting and revising of contracts. They will often sell to as many customers as possible to quickly capture market share, rather than spending time on pre-sale activities. Start-ups often develop informal workflows from “scratch.”

Start-ups 78

Start-ups Non-Profits Territory Sales 78

Salesforce

JULY 19, 2021

One of the first things we did was banish contracts. When we make a big leap of faith in the customer, sometimes multiple billions of dollars of risk, we believe that they’ll invest back in us by choosing us and helping our market share grow. We’ve been at this for a long time now.

Market share 98

Market share Networking Technology Technology 98

Hubspot

JUNE 3, 2016

We'll order airline tickets over the network, make restaurant reservations, and negotiate sales contracts. 6) "There's no chance that the iPhone is going to get any significant market share. He argued the iPhone might end up with "2% or 3%" of the market share, but no more. that market share figure jumps to 40%.

Negotiate 53

Negotiate Contract Networking Market share 53

Highspot

DECEMBER 5, 2023

These could range from increasing revenue to expanding market share or improving customer retention. Close: Finalize the sale and sign contracts. Real Estate Sales Real estate sales processes involve understanding client needs and guiding them through property selection in specific geographic markets.

Process 52

Process Real Estate Objectives and Key Results Negotiate 52

Pointclear

MAY 15, 2012

It’s a simple formula that jump-starts a discussion with sales management and helps C-Level types understand that this magic of marketing is more science than magic when it comes to lead generation. Quota dollars / average sales price / buying percentage (45%) ii / close ratio (your market share) = inquiries needed to make quota.

Quota 66

Quota Contract Pipeline Follow-up 66

Gong.io

AUGUST 15, 2022

Analyzing customer churn can provide you with some much-needed insight into essential business metrics, allowing you to identify issues that lead to clients leaving early or not renewing contracts. . Some important indicators for SaaS companies would be low NDR (net dollar retention) or GRR (gross retention rates).

Non-Profits 62

Non-Profits Clients Education Start-ups 62

SalesHandy

JULY 12, 2022

Here are a few criteria you can use to identify your best customers: Most loyal customers (ones that have stayed with you the longest) Most profitable deals Customers that have brought in the most amount of referrals Customers with the most upsells/cross-sells Most satisfied customers Customers with the most number of contract renewals.

Customers 59

Customers Cross-sell Represent Contract 59

Gong.io

JUNE 8, 2022

Because nothing grabs a buyer’s attention faster than talking about what they could lose (market share, deal size, annual contract values, etc.). Here’s what this discovery-oriented sales process uncovers about each one: Metrics : This focuses on the economic impact of your solution.

Process 62

Process Objectives and Key Results Quota Sales 62

SBI

MARCH 4, 2015

It’s not unreasonable or uncommon for people to use new products as the trigger to re-think their sales and marketing process, handoffs, and KPIs. Budgets are suddenly open to re-tooling and even organizational responsibilities are reshaped, all in support of the new product’s promise for revenue, market share and higher margins.

Sales 54

Sales Contract Engineering Launch 54

PandaDoc

MAY 13, 2024

At the bottom, closers will handle objections and get customers to sign contracts. Tactics There are many differences when it comes to sales vs marketing tactics too. Sales teams might also use document workflow software, such as PandaDoc, to provide seamless contract and invoice generation.

Contract 52

Contract Legal A/B testing Teamwork 52

Hubspot

OCTOBER 3, 2013

Worse, because Google has 80% of the search market in the United States, and even greater market share in other parts of the world, marketers can''t just stop dealing with Google. The full video is embedded below, and it’s a must-view for all marketers.). “However, this is not the case, nor is it planned.

Engineering 73

Engineering Commission Referrals Contract 73

Hubspot

OCTOBER 28, 2019

This immediately boosts both revenue and profit, which the company can utilize to expand marketing and distribution, as well as cover R&D costs. When price skimming is their tactic, companies know that their market share will be small to start. Doesn’t make sense: contracting, consulting, and professional services.

Price 40

Price Profit margin B2B Entertainment 40

SaaStr

APRIL 10, 2024

Seat Contraction and Churn Remains Elevated DropBox is still seeing elevated levels of customers reducing seat count and elevated churn. #4. Getting this timing and shift right is tough, but critical, as you cross 10%+ market share in your first core product and market. The post 5 Interesting Learnings from DropBox at $2.5

Drivers/motivators 89

Drivers/motivators Price Contract Growth 89

SBI

MARCH 25, 2014

Here’s a scenario to chew on: Fred learns that a customer he’s worked with for several years, who has repeatedly given him good reviews, has just signed a contract with a rival company to implement a project his company could have done. Connect with Michael via Twitter @TopSalesDog. But there’s more to the story than that.

Healthcare 53

Healthcare Drivers/motivators Entertainment Education 53

Martech

JULY 3, 2023

Making marketing an afterthought When marketing is done incorrectly, you can severely injure your brand. When a brand is complacent about marketing, the energy needed to engage customers diminishes. As experiential muscles atrophy, you can see a loss of market share. What to do instead… It was a good attempt.

Go To Market 112

Go To Market GTM Strategize Growth 112

SaaStr

NOVEMBER 26, 2019

We ended up capturing 92% of this health care market share within the state of Michigan. We ended up creating a healthcare app that connected all the substance abuse manage care agencies with their providers, and their payers, and the state system. It was truly the time of my life. I mean, who wants to sell old stuff?

Inside sales 86

Inside sales Sales Up-sell Pipeline 86

Sales Hacker

JANUARY 13, 2021

OEM licenses are significantly larger deal sizes than direct to end-user contracts because the licensee is usually pushing out the software to their entire customer base or a large portion of their customer base. One OEM contract can give thousands or tens of thousands of end-users access to the licensor’s software. Exclusivity.

GTM 74

GTM Negotiate Profit margin Contract 74

Cience

JANUARY 10, 2020

We aren’t the cheapest in the market which means that companies want to do their research before working with us. Something that involves a large capital expenditure and contract trends more heavily towards occurring through a desktop from our experience.”. Marketers weren’t eager to share their conversion rates with us.

B2B 54

B2B B2C Retail Clients 54

Cience

JANUARY 10, 2020

We aren’t the cheapest in the market which means that companies want to do their research before working with us. Something that involves a large capital expenditure and contract trends more heavily towards occurring through a desktop from our experience.”. Marketers weren’t eager to share their conversion rates with us.

B2B 52

B2B B2C Retail Clients 52

SaaStr

AUGUST 16, 2023

So Toast has significant market share, but it hasn’t tapped it out yet at $1.1 Customers are SMBs But Still Sign 1-3 Year Contracts. Restaurants are one of the largest segments of our economy, enabling Toast to still grow “logo” count at an impressive rate after $1B in ARR. is likely around 750,000.

Contract 82

Contract Up-sell Market share Growth 82

Search Engine Land

NOVEMBER 17, 2022

As mobile internet usage has grown over the past 10+ years, so has it increased from the perspective of search market share. Sorry tablet, but with your market share contraction since 2019, you get rolled in with desktop in my opinion). Get the daily newsletter search marketers rely on. Performance.

CTR 118

CTR Campaign Engineering Contract 118

SBI

MARCH 25, 2014

Here’s a scenario to chew on: Fred learns that a customer he’s worked with for several years, who has repeatedly given him good reviews, has just signed a contract with a rival company to implement a project his company could have done. Connect with Michael via Twitter @TopSalesDog. But there’s more to the story than that.

Healthcare 20

Healthcare Drivers/motivators Entertainment Education 20

SaaStr

JUNE 7, 2019

We weren’t optimizing for prices, we’re in uncharted water, we’re creating a new category, and for us it was like market share and creating a new space as quickly as we can. And if you do a three year contract, that kind of tends to hide the problem away. We don’t do a lot of multi year contracts.

Price 51

Price Contract Up-sell Product 51

Search Engine Land

JANUARY 24, 2023

Competition also keeps prices down and helps to ensure that no one search engine has too much market share or power. By creating a more competitive market, search marketers can benefit from better search options and more competitive pricing. This means Microsoft is driving higher quality leads than Google.

Campaign 98

Campaign B2B Networking Price 98

Spiro Technologies

DECEMBER 2, 2022

Which is how we’re managing through the change at retail, by increasing our market share because everybody is under pressure. Everybody is under pressure, and we’re just widening our market share. Adam Honig: Some guy it was when he saw the sign on the building for another guy’s when he had a signed contract.

Closing 52

Closing Retail Manufacturing Up-sell 52

SaaStr

JUNE 2, 2021

And you’re always up against an incumbent or competitor that has more market share. And I can’t make out a single logo, which of course is purposeful, just to show how crowded marketing tech is. And why do they do that? Well, hybrid matters because SaaS today, is so mature. And that’s the meat of this.

Sales 98

Sales Up-sell Price Start-ups 98

ConversionXL

APRIL 24, 2019

A mid-season trade for a player in the final year of a contract provides a short-term roster boost. But it delivers year after year of new talent—talent that’s under contract for years to come. Takeaway : The positive impact of market share compounds—especially for software adoption. Network effects.

Hospitality 122

Hospitality Non-Profits Networking Electricity 122