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 82

Trust Objectives and Key Results Engineering Negotiate 82

Hubspot

OCTOBER 16, 2017

If you want them to stop selling to poor fit customers, institute a clawback so they lose their commission if the customer churns or returns the product within a set window of time. Increase average contract length. Increase upsell/cross-sell rate. This structure is relatively rare in selling organizations.

Commission 91

Commission Quota X-functional Non-Profits 91

Highspot

DECEMBER 5, 2023

Nurture and Crossell / Upsell Selling does not end with deal closure or hitting quarterly targets. These could range from increasing revenue to expanding market share or improving customer retention. Who are you selling to? Close: Finalize the sale and sign contracts. What are your goals?

Process 52

Process Real Estate Objectives and Key Results Negotiate 52

Gong.io

JUNE 8, 2022

It helps you qualify buyers so the right ones end up in your sales funnel. Unqualified leads pop up time and again, derailing forecasts and draining precious resources. Because nothing grabs a buyer’s attention faster than talking about what they could lose (market share, deal size, annual contract values, etc.).

Process 62

Process Objectives and Key Results Quota Sales 62

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. Low CLV and high churn rates indicate that you are selling to the wrong people.

Customers 59

Customers Cross-sell Represent Contract 59

SaaStr

NOVEMBER 26, 2019

I grew up with a love of science and math. I was in a different school every year growing up, a different elementary school. ” I took a lot of finance classes because that seemed to be the thing to do, what everyone was doing, even though I ended up hating those classes. I went to math camp every summer, voluntarily.

Inside sales 88

Inside sales Sales Up-sell Pipeline 88

Hubspot

OCTOBER 28, 2019

When DVD players first hit the market in the late 90s, they could cost you up to $1,000. Companies that employ price skimming tactics do so to recoup investments early and sell as many products as possible at the highest price point the product is likely to see. Price skimming is typically employed for new technologies.

Price 40

Price Profit margin B2B Entertainment 40

SBI

MARCH 4, 2015

Continual care PLUS scheduled tune-ups. Many sales enablement updates (aka tune-ups) happen only when new products are released. 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. Here’s how!

Sales 54

Sales Contract Engineering Launch 54

Hubspot

OCTOBER 3, 2013

This post originally appeared on Up & to the Right , a new section on the HubSpot inbound marketing blog. This has huge (and very bad) implications for marketers, who will no longer get valuable keyword data from searches. The full video is embedded below, and it’s a must-view for all marketers.).

Engineering 73

Engineering Commission Referrals Contract 73

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

Sales Hacker

JANUARY 13, 2021

It includes factual information, personal experience, and interviews from successful professionals on both the buy-side and the sell-side of enterprise OEM software licensing to ensure a broad mix of experience and ideas. Enterprise software companies rarely resell agreements because they are focused on selling their software.

GTM 74

GTM Negotiate Profit margin Contract 74

SaaStr

AUGUST 16, 2023

And their stock is up 34% Year-to-Date, and it trades at a health $12.6 While I don’t love the different types of “Adjusted EBITA” Toast uses, this chart still demonstrates just how much more efficient the business is than a year ago: Free cash flow is also up to $39 last quarter, compared to minus (30) a year ago.

Contract 84

Contract Up-sell Market share Growth 84

Search Engine Land

NOVEMBER 17, 2022

Case in point: looking at an ecommerce brand that literally sells bacon online, I compared September 2022 vs. September 2009 website traffic by device and found that: . In 2009, mobile made up less than 1% and desktop made up 99%. In 2022, mobile makes up 49% and desktop makes up 46% (total visitor growth increased by 504%).

CTR 109

CTR Campaign Engineering Contract 109

Spiro Technologies

DECEMBER 2, 2022

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving, and selling products, and of course, having fun along the way. Paul Dietz: It’s a funny little corner of the business, we like to say our products sell your products. Transcript. It’s like a strong password.

Closing 52

Closing Retail Manufacturing Up-sell 52

SaaStr

JUNE 2, 2021

Announcer: Up today, the secrets to doing freemium and sales-driven sales at the same time with Mixmax CEO, Olof Mathé. And you’re always up against an incumbent or competitor that has more market share. Whatever part of SAS you’re in, it’s crowded, and there’s an incumbent you’re up against.

Sales 98

Sales Up-sell Price Start-ups 98

SaaStr

JUNE 7, 2019

I was selling audio equipment to recording studios and professional rigs. Amit Bendov: So let’s say now that I do some math and it’ll cost … this thing will need to sell for like a couple thousand dollars. Amit Bendov: You’ve got to sell. With buyers, you need to sell a product that solves a problem.

Price 52

Price Contract Up-sell Product 52

SaaStr

NOVEMBER 19, 2019

WebPT achieved 30% market share and transformed an entire vertical with a purpose-built solution in a tech-averse industry. I worked my way up through management, became a clinic director at one of the largest sport medicine practices in the country. I started in the marketing department. I had penal responsibilities.

Closing 67

Closing Customers Niche Cross-sell 67

Openview

APRIL 3, 2018

I recently caught up with a sales rep for a Fortune 500 company that has rolled out an overly complex comp plan with a complicated series of multipliers and significant number of SPIFFs (Sales Performance Incentives. Between your data and your team you should be able to come up with a few hypotheses. and exceptions.

Commission 72

Commission Account management Quota Sales 72

Gong.io

FEBRUARY 9, 2019

If they do, I’m willing to bet that your respect for them jumps up a notch. SECOND, you control the conversation when you state your name and your company’s name up front. If you use LinkedIn to look up account information, do the same thing for the person you’re contacting. It’s your time to sell the meeting.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

SaaStr

AUGUST 19, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about how to scale faster. And we now got to this point of one to $2 million in ARR across about 50 to 60 contracts. So the new sales leader is trying to figure out, can we go further up market? And maybe I could come up with a general idea.

Niche 89

Niche Follow-up Start-ups Growth 89

ConversionXL

NOVEMBER 17, 2022

By making predictions based on what buyers want, Amazon makes shopping easier (people don’t have to go searching for products), allowing them to sell more. And from existing customer behavior and interactions with your customer service team, you can predict popular products and make upsell and cross-sell recommendations to increase retention.

A/B testing 106

A/B testing UX Objectives and Key Results Non-Profits 106

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. If you can make it for less, you can sell it for less. You can’t wake up overnight and get that. Low-cost production.

Hospitality 122

Hospitality Non-Profits Networking Electricity 122

Sales Hacker

FEBRUARY 7, 2018

How the numbers add up. In 2015 Randy had kept pace with the growth in the market. Competitors were increasing their market share and Randy was falling behind. FIND PRODUCT MARKET FIT. For example: Added regional teams to increase coverage a nd decrease dependence on your local market.

Growth 86

Growth GTM SQL Strategic partnership 86

SaaStr

JULY 29, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about how to scale faster. If we want to queue up the conversation, we did a blog post on SaaStr last week, about how everyone from Salesloft, to Zendesk, to Salesforce, Workday said they’re really seeing no slow down. Jason Lemkin: Okay. Times are good.

Price 91

Price Product Start-ups Niche 91

The Lost Book of Sales

JULY 12, 2021

If you enjoy what you read and would like to receive a very occasional, hand-crafted update from me into your inbox, feel free to sign up below. Basics: Markets and segmentation. As the kids like to say: What’s up with that? High-tech innovation and marketing expertise are two cornerstones of the U.S.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

JUNE 28, 2019

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. Is it best to start at enterprise and work down to SMB or does SMB and work up to enterprise work best?

Price 45

Price Cross-sell Up-sell Start-ups 45