Search Engine Land

JULY 22, 2024

Let’s pretend you sell water heaters. Reserve the following now, get contracts with partners signed and get budgets approved as soon as possible: Influencer dates for promotions and products in their hands. Politics is intense, so you can say the same thing differently depending on how the election goes with the votes.

Niche 98

Niche Retail Promote Follow-up 98

SaaStr

JULY 1, 2025

It spans marketing attribution, lead scoring, outbound sequencing, meeting booking, discovery calls, proposal generation, contract negotiation, and post-sale expansion. AEs Want to Sell, Not Admin—AI Will Handle the Rest The Hard Data : Average AE spends only 28% of their time actually selling. Sales is messier. The other 72%?

Territory 87

Territory CRM Negotiate Relationship building 87

Search Engine Land

JULY 25, 2024

But when defending our retainer or contract renewal, businesses want to know how their SEO spend will tangibly impact the bottom line. This is both an opportunity and a threat to sell to consumers by enabling them or working to remain visible as a company and build trust. That’s great. Get the newsletter search marketers rely on.

Campaign 108

Campaign Objectives and Key Results Price Finance 108

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 (!). Go Ultra-Vertical When Everyone Says Go Horizontal – The Strategic Why The Contrarian Mindset Peter’s origin story: “I never liked to follow the herd.

E-commerce 95

E-commerce Price Pharmaceutical CRM 95

Heinz Marketing

JUNE 25, 2025

Key ones include: Net Revenue Retention (NRR) Expansion Revenue (upsell/cross-sell) Customer Lifetime Value (CLV) Advocacy Rate (reviews, referrals, testimonials) Product adoption/usage Time-to-value (TTV) 2. usage, onboarding status) Strategic metrics: Quarterly (e.g., What are key metrics for measuring CLG success?

B2B 88

B2B Cross-sell Referrals Drivers/motivators 88

PandaDoc

MAY 2, 2025

Sometimes, all it takes is rethinking how you present, package, and position what youre already selling. When buyers see that committing to a larger quantity or a longer-term contract earns them a better price, theyre more likely to scale up their purchase. The good news: you dont need to overhaul your offering to see results.

Price 52

Price Drivers/motivators Legal Contract 52

PandaDoc

OCTOBER 15, 2024

Key Features: Workflow automation : set up who is on your team, what their role is, and hook integrations with your CRM, proposal management system, and contract management software. Professional services : consulting firms and other large, complex professional services with many moving parts in the contract process.

Legal 52

Legal Contract Cross-sell Finance 52

RingDNA

MARCH 26, 2025

If you live for weekend trout fishing trips you might slip it in there, but not at the expense of describing the products or services you are selling. For example, say you sell commercial property insurance. SDRs & Sales Reps: LinkedIn is the perfect playground for social selling. Forget cold calling as your only tool.

Closing 62

Closing B2B Sell Referrals 62

SaaStr

OCTOBER 23, 2024

Selling to Multiple Stakeholders If you sell into the Enterprise, you understand there are different stakeholders. So at BILL’s scale, you have to put programs into place across the company to connect employees to customers, to help you focus on all the different stakeholders vs just the contract signer.

Customers 123

Customers Networking UX Engineering 123

Hubspot

JUNE 16, 2025

Maintained a 90% client retention rate, securing $1M in contract renewals.’ Use consultative selling to position solutions — tie product benefits directly to the challenges uncovered, making the solution feel custom-made. A candidate for a business development role was asked to sell the company's software on the spot.

Objectives and Key Results 50

Objectives and Key Results Pitch Sales Follow-up 50

Highspot

JULY 3, 2025

Think deals tied to software subscriptions that require annual or multi-year contracts.) Modern B2B sales enablement is a strategic, collaborative discipline designed to equip customer-facing teams with the resources, skills, and insights needed to engage buyers effectively and drive predictable revenue growth.

B2B 52

B2B GTM Objectives and Key Results Sales 52

RingDNA

APRIL 11, 2025

More successful reps might be more strategic about when they dial prospects. But many companies that sell multiple offerings hire product specialists (i.e. salespeople that focus on selling a particular product). Simply put: how effective is a rep at selling your product?

Quota 62

Quota Sales Pipeline Contact 62

Hubspot

FEBRUARY 24, 2025

Five years into my B2B marketing career, I noticed a pattern: The clients who said yes were the ones whom I understood not just their stated needs but their underlying motivations through conceptual selling. Table of Contents What is conceptual selling? While traditional selling asks, What do you need? Heres how it works.

Sell 46

Sell Drivers/motivators Objectives and Key Results Cross-sell 46

Salesforce

NOVEMBER 15, 2024

They identify potential customers, present product or service offerings, negotiate contracts, and ensure customer satisfaction. Channel Sales: Channel Sales involves selling products or services through third-party partners or intermediaries rather than directly to end customers.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

PandaDoc

APRIL 28, 2025

CPQ offers an opportunity to develop strategic pricing for your business that is now super easy to implement, reducing manual errors and giving time back to your reps to focus on revenue-generating activities. “CPQ has transformed our quoting process.

Price 52

Price CRM Customer Relationship Management Sales 52

PandaDoc

JUNE 2, 2025

Using this information, reps can plan ahead, anticipate obstacles, and try to push deals forward in a more strategic way. Elongated deals are common, with sales cycles that may last for months before the contracts are finally signed. High-cost contracts and long sales cycles. Value selling. SPIN selling.

Objectives and Key Results 52

Objectives and Key Results Sales Legal Finance 52

Salesforce

SEPTEMBER 10, 2024

With AI and data analytics, agents can enhance customer satisfaction while contributing to sales through personalized recommendations, upselling, and cross-selling. Boost sales with proactive service, upselling, and cross-selling To revamp your contact centers, you should transform service agents into trusted customer advisors.

Service 69

Service Customers Cross-sell Contact 69

PandaDoc

MARCH 25, 2025

Big-budget enterprise sales teams arent out-selling you because they have deeper pocketstheyre winning because they have better systems. Your team spends days manually creating proposals, tracking contracts, and managing documents while large enterprises use automated systems that zoom through these tasks in minutes. The result?

E-commerce 52

E-commerce Contract Legal Sales 52

PandaDoc

MARCH 25, 2025

If youre selling a cup of coffee, the options are relatively simple. Identifying upsell and cross-sell opportunities to drive continued revenue growth. When creating enterprise contracts, I have sat down for upwards of 45 minutes just double-checking the math on the many line items. Take buying a CRM, for example.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Hubspot

APRIL 23, 2025

That was the first time I really understood what a joint venture is a strategic partnership where two businesses combine strengths while staying independent. Every joint venture is built on a contract that spells out how things work. They sell my pastries, I promote their coffee beans, and suddenly, were both growing.

X-functional 57

X-functional Manufacturing Non-Profits Government 57

PandaDoc

JUNE 16, 2025

See why businesses rely on PandaDoc to build better proposals, quotes, and contracts. Tiered commission rates encourage reps to sell more by raising their commission as revenue is earned. Drawbacks of OTE Even though OTE offers a number of strategic benefits, it also comes with a handful of challenges that need to be properly managed.

Commission 52

Commission Quota Represent Sales 52

SaaStr

JULY 9, 2025

Employee/early investor liquidity without going public → Strategic acquirers stepped up. The 11% IPO rate isn’t just market forces—it’s also contract design. No more “IPO for growth capital” pressure → Public markets got expensive. Compliance costs + reporting requirements → Secondary markets emerged.

B2B 108

B2B Strategize Contract Growth 108

Sales Hacker

JUNE 24, 2025

Steven Farnsworth: And the number of people who come up really excited about Gaiia, but are in year three of a 15 year contract, or a 10 year contract is shocking. Uh, our first two strategic, you know, senior AE hires and building that playbook, kind of coaching them on my, you know, how did founder lead sales? We just made.

GTM 69

GTM Legal Contract Go To Market 69

Hubspot

JANUARY 3, 2025

In the months leading up to the launch of my business, I joined a startup accelerator and got a contract for a new investment fund through that. build and sell a product or a lifestyle or legacy business). Place the feedback on your website, social posts, and other marketing materials to sell your credibility and land more business.

Networking 36

Networking Finance Non-Profits Referrals 36

Hubspot

MARCH 26, 2025

Revenue enablement focuses on selling, marketing, and customer success alignment with seamless communication at each touchpoint in the Customer Life Cycle with consistent messaging across. According to arrows.to , however, the average contract value for the platform is more than $90,000. Simple drag-and-drop editor for customization.

Price 53

Price Sales CRM GTM 53

Sales Hacker

MARCH 25, 2025

You know, staying in an industry, nailing a couple of use cases and being very successful, maybe they get like 10 customers, each paying them, you know, multi million ACV contracts. You know, low millions of dollars, that’s still a huge win for the companies, but it’s also a great, you know, high margin contract for the startups.

GTM 67

GTM X-functional Start-ups Relationship building 67

Sales Hacker

JUNE 17, 2025

And then they’re going to expend who they sell to, so what stakeholders they kind of sell to, and they’re gonna eventually kind of fork out of that workflow. So you know, Procore, we started selling to the general contractor. We [00:09:00] called out, we wanted to sell to owners. They build data centers.

GTM 84

GTM Customers Construction X-functional 84

SaaStr

APRIL 28, 2025

The SaaStr AI is already one release away from being able to automatically send contracts for simple sponsorship deals rather than just connecting prospects with sales reps. These superhuman sellers will focus entirely on relationship building, complex negotiation, and strategic guidance while their AI handles everything else.

Negotiate 97

Negotiate Contract E-commerce Price 97

SaaStr

MAY 13, 2025

Selling 90% out-of-the-box is great, but that 10% custom work can quickly spiral out of control if youre not careful. For example, you could charge a one-time fee for custom integrations or even better, bake it into the contract as a higher annual price. strategic value, roadmap alignment, potential for reuse).

Customers 78

Customers Niche Price Contract 78

Partners in Excellence

MAY 29, 2025

These are the companies that sell the basic materials, components, parts that go into the products we buy (these can be physical products or software products). We look at design-ins, integrations, strategic dependencies, and building trust on an ongoing basis. This is what I call the embedded product companies.

Real Estate 78

Real Estate Healthcare GTM Construction 78

SaaStr

JUNE 19, 2025

ARR data cloud leader is adapting to AI disruption, the evolution of technical sales, and what it really takes to build strategic partnerships that scale. The days of relationship-only selling are over in AI-adjacent markets. Success isn’t measured by contract value, but by use case creation. How many did you win?

Strategic partnership 107

Strategic partnership Meeting SQL Technical Sales 107

SaaStr

DECEMBER 4, 2024

Pricing is more than just a number on a contract — when used thoughtfully, it can become a strategic tool for your SaaS product that can drive product adoption, customer satisfaction, and business growth. At Splunk, they were selling a bunch of products that included an Enterprise platform and add-on sales.

Price 113

Price Growth Objectives and Key Results Cross-sell 113

Sales Hacker

JUNE 27, 2025

If you’re selling AI-powered software, lead with impact: show time savings, cost reduction, or revenue lift. Backed by AI and trusted across the industry, the platform is helping teams build stronger projects, with less risk and clearer contracts. AI may be growing faster than any prior tech cycle, but monetization is murky.

GTM 91

GTM Legal Trust B2C 91

SaaStr

JUNE 4, 2025

Your sales reps are drowning in tasks that have nothing to do with selling: Data entry and CRM hygiene Proposal generation and customization Meeting scheduling and follow-up coordination Lead qualification and research Activity logging and reporting Contract management and renewal tracking All necessary. All time-consuming. The result?

CRM 102

CRM Follow-up Pipeline Territory 102

Sales Hacker

APRIL 1, 2025

Let’s sell the holistic story. Traditionally, sellers will sell and then they’ll hand it to services, be it a partner or your own internal services, and then they hand it to their C to the CSMs. And, um, you know, the best sellers do a lot of active listening, um, do a lot of consultative selling.

GTM 62

GTM Up-sell Start-ups Gaming 62

Salesforce

OCTOBER 18, 2024

You can sell products without holding inventory by partnering with suppliers who ship directly to customers. Service-based businesses Instead of selling physical products, service-based businesses offer customers value by providing expertise, skills, or labor. Be strategic in hiring by defining clear roles and expectations.

Minimum Viable Product 111

Minimum Viable Product Cross-sell Niche Legal 111

Salesforce

MAY 12, 2025

Perhaps that’s why more are taking long-term strategic views a stance that resonates throughout their organizations. It does this by accounting for three components: Expansion revenue: Revenue gained through upselling or cross-selling to existing customers. X 100 = 110% ( Back to top ) What is a good NRR?

Cross-sell 59

Cross-sell Territory Finance Contract 59