SaaStr

APRIL 6, 2025

Scorecards evolve with company maturity – What made a great hire four years ago isn’t the same today; Databricks reduced emphasis on big data selling experience as the company grew, showing how hiring criteria must adapt. “We asked our cross-functional partners to describe our team in three words,” Cuibo explains.

Growth 77

Growth Territory Teamwork Cross-sell 77

Heinz Marketing

JUNE 26, 2025

This post breaks down how leading revenue teams are cutting through the noise—triaging signals, mapping expansion paths, and building cross-functional systems to act. But that’s how you burn out your SDRs and tank your conversion rates. It includes frameworks and checklists you can put to work right now.

GTM 89

GTM Cross-sell Referrals Pipeline 89

Search Engine Land

AUGUST 20, 2024

For instance, if you’re selling software that makes it easier for banks to underwrite mortgages, content that tells banks how your product can ultimately benefit first-time home buyers is golden. Bringing in experts from cross-disciplinary industries. Going broad can be achieved by bringing other people into your content strategy.

CTR 100

CTR Cross-sell Promote Presentation 100

Martech

JULY 15, 2024

Conversion Rate: This KPI measures the percentage of potential customers who take a desired action, such as making a reservation or signing up for a newsletter. Potential for Upselling and Cross-selling: Identify customers who have the potential to spend more or utilize additional services, as targeting them can lead to increased revenue.

Customers 116

Customers Objectives and Key Results Cross-sell Follow-up 116

Search Engine Land

JULY 16, 2024

Cross-selling and upselling Loyalty programs serve as powerful tools for enhancing upsell and cross-sell initiatives through the invaluable data they collect from members. Cost savings Loyalty programs are not only a money maker, they are also a money saver.

Cross-sell 72

Cross-sell Drivers/motivators Strategize Promote 72

Sales Hacker

DECEMBER 17, 2024

Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. They’re signing the renewals, the cross-sell, up-sell. I’ve really, really enjoyed this conversation. Because you’ve got to make the buyer happy.

GTM 101

GTM Engineering Electricity X-functional 101

Sales Gravy

JUNE 19, 2025

When a customer churns, you lose all potential referrals, upsells, and cross-sells they could have generated. The Trust Equation That Changes Everything Most salespeople think selling is about convincing, but selling is about connecting. That conversation addressed David's real concerns and kept Mary's soluti.

Commission 69

Commission Cross-sell Manufacturing Pitch 69

SaaStr

APRIL 30, 2025

Look at quota attainment, activity levels (calls, emails, demos), and conversion rates. Review lead quality, conversion rates by segment, and the effectiveness of your ICP (Ideal Customer Profile). Churn and Expansion : For existing customers, analyze churn rates, upsell/cross-sell performance, and NRR (Net Revenue Retention).

Cross-sell 71

Cross-sell Pipeline Legal Contract 71

Martech

SEPTEMBER 24, 2024

The integration between SAP Sales Cloud and Gainsight Customer Success seeks to provide a seamless, continuing customer journey beyond conversion, supporting customer retention and growth. Are we looking at a future where marketing, sales and customer success merge into one revenue team?

Cross-sell 63

Cross-sell Represent Up-sell B2B 63

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. Traditional metrics (MQLs, CTRs, funnel conversion rates) measure top-of-funnel activity.

B2B 88

B2B Cross-sell Referrals Drivers/motivators 88

Search Engine Land

SEPTEMBER 6, 2024

Inside Google Ads When starting to build a campaign, you’ll use the existing knowledge about your audience to set campaign-level targeting, like what devices your customers usually convert from (using Google Analytics or another source of truth) or which countries you can sell in/ship to. SQRs are critical for market research.

Click Through Rate 87

Click Through Rate Campaign A/B testing Cross-sell 87

Martech

JUNE 11, 2025

that most B2B lead generation has been like a quick handshake rather than a conversation over coffee. When we focus on how people want to buy rather than just what we have to sell, we drive more meaningful MQLs. The concept is simple, but execution is complex because it requires cross-functional collaboration.

Pipeline 114

Pipeline B2B Cross-sell Education 114

Highspot

JANUARY 23, 2025

In other words, hard skills guide what sales reps sell, and soft skills determine how they sell to prospects. Leaders can also track real-time progress through data analysis, guiding reps to build the confidence they need to handle challenging conversations and negotiations. Below are the top 10 skills to nurture: 1.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Technique 52

RingDNA

MARCH 31, 2025

To stay ahead, sales ops leaders must embrace new technology, rethink traditional processes, and focus on data quality, automation, and cross-team alignment. Analyze sales conversations in real-time to improve coaching and objection handling. Here’s what’s changing in sales operations and what teams need to know to succeed.

Government 62

Government Cross-sell Objectives and Key Results CRM 62

Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. According to Gartner, 77% of B2B buyers say their most recent purchase felt “very complex or difficult,” highlighting the importance of thorough product knowledge for anyone selling or supporting a solution.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Hubspot

JULY 22, 2024

I'm always saying, “Sound, well-structured business email templates are central to effective sales communication, initiating productive sales conversations, and sustaining relationships with prospects and customers.” They're typically sent following initial conversations, meetings, or proposals (shocking, I know.)

Clients 78

Clients Referrals Prospecting Sales 78

Salesforce

NOVEMBER 25, 2024

This included Agentforce Campaigns , sending multichannel journeys with email and SMS, and advanced personalization features like Cross-Object Merge fields. Agentforce, Cross-Object Merge Fields, and SMS require Data Cloud as a prerequisite. Cross-Object Merge Fields. If you want to send SMS messages, you’ll need SMS credits.

Cross-sell 64

Cross-sell Customers Territory Campaign 64

PandaDoc

OCTOBER 15, 2024

Luke Duggan, Group General Manager, Kiss Print Solutions We’ve only been using PandaDoc for a couple of months but in that time we have seen a 50% increase in sales conversions. Efficient cross-team communication: having multiple teams in your deal desk allows for streamlined communication between departments. Reduce error.

Legal 52

Legal Contract Cross-sell 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. What’s more, AI-powered platforms provide agents with real-time insights into a customer’s history with the brand, prompting more meaningful and wide-ranging conversations.

Service 69

Service Customers Cross-sell Contact 69

RingDNA

JULY 1, 2025

A sales playbook contains all the best practices, sequences and conversational techniques that reps need to follow to be successful. It covers sequences for: Connecting with hot inbound leads Cold outbound Nurture Upsell/Cross-sell Don’t miss your chance to steal our most popular sequences, and tailor them to fit your own playbook.

Cross-sell 62

Cross-sell Inside sales Sales Follow-up 62

Salesforce

JUNE 17, 2025

Onboard fast, sell faster See how Sales Cloud speeds up the sales cycle with data and AI, making you more efficient at every step. Ensure Einstein Activity Capture and Einstein Conversation are also enabled. This is just the tip of the productivity iceberg. Dig in below for the best features of our latest releases.

Sell 83

Sell Territory E-commerce Sales 83

Salesforce

NOVEMBER 19, 2024

Watch the loss column grow, and prepare for an uncomfortable conversation with company leadership. Your business will have to set firm red lines that cannot be crossed, no matter how badly the sales team wants to close a deal. This can be risky, but it can make sense if a business plans to rely on upselling and cross-selling.

Price 52

Price Profit margin Territory Cross-sell 52

Search Engine Land

AUGUST 7, 2024

The role of branded search defense While there are a lot of factors that go into the organic ranking of products on Amazon, we can oversimplify it to say that conversions for a specific keyword phrase over time is what has the greatest impact on organic ranking. A copycat brand ended up with the No.

Campaign 95

Campaign Cross-sell Launch Up-sell 95

Highspot

JULY 7, 2025

Key Takeaways Executing 1:1 and 1:few account-based selling strategies geared toward high-value target accounts is how leading enterprise sales teams drive sustainable revenue growth. Guide: What Good Client Engagement Looks Like Download free guide What is account-based selling?

Sell 52

Sell GTM Objectives and Key Results Cross-sell 52

Martech

SEPTEMBER 16, 2024

Improve the conversion rate of leads to opportunities by 15%. Achieve a 30% attendee-to-lead conversion rate at events. Increase cross-sell and upsell revenue by 25%. Demand generation Role: Drive awareness and interest through targeted campaigns. Sample goals: Increase lead generation by 25% each quarter.

Go To Market 66

Go To Market Objectives and Key Results A/B testing Territory 66

SaaStr

FEBRUARY 7, 2025

In the latest episode of SaaStr’s CRO Confidential Series, our host Sam Blond sits down with Ron Gabrisko, CRO of Databricks , to unpack the journey from $1M in ARR to crossing $3B ARR at the end of January 2025. These early conversations helped shape Databricks product, pricing, and go-to-market strategy. Talk to users.

Technical Sales 70

Technical Sales Inside sales Cross-sell Account management 70

Highspot

NOVEMBER 24, 2024

It’s typically a cross-functional initiative between sales and marketing. At its core, sales training teaches sales reps how to sell, imparting essential skills and techniques for engaging customers. On the flip side, sales enablement provides the tools to sell better. What Does Sales Enablement Training Include?

Pitch 52

Pitch Technique Sales Cross-sell 52

Partners in Excellence

JULY 3, 2025

Fortunately, those conversations are usually conducted in English or a language I have at least passing fluency. There’s a “Strine” version at the bottom But the fact that we are able to bridge these language gaps, we can have deep conversations and are able to connect in impactful ways. Afterword: And just for fun.

Teamwork 100

Teamwork Clients Cross-sell Pitch 100

Salesforce

JULY 3, 2025

Here are just a few benefits, and the more you grow, the more these do too Saves you time: Automation takes over time-consuming admin tasks, so your team can focus on selling. Whether it’s tracking deal progress, managing customer support, or collaborating , your CRM crosses over every team, helping you stay together.

Technique 52

Technique CRM E-commerce Click Through Rate 52

Salesforce

OCTOBER 29, 2024

This practice also applies to canvassing — hanging physical flyers or starting conversations with people on the street to gather information. Like other sales approaches, the goal of door-to-door sales is to establish a relationship with a customer, upsell , cross-sell, and close more deals.

Objectives and Key Results 52

Objectives and Key Results Territory E-commerce Pitch 52

Sales Hacker

MAY 7, 2025

The importance of cross-functional stream teams for accelerating GTM initiatives. No fluffjust real strategies, candid conversations, and proven results. We identify cross-functional streams of work that have dependencies cross-functionally that we need to get done. My career accelerated when I helped other people.

GTM 83

GTM Engineering Customers Cross-sell 83

Highspot

JULY 3, 2025

Enablement focusing on content management Through marketing and sales team collaboration, B2B sales enablement teams can turn their attention to: Content marketing: Developing detailed assets that can be leveraged for account-based selling, ad-hoc prospect and customer engagement, and content management.

B2B 52

B2B GTM Objectives and Key Results Sales 52

Highspot

JUNE 19, 2025

Uncover new upsell and cross-sell opportunities Staying engaged with customers as their business evolves helps you understand their changing needs. McKinsey research found three-quarters of shoppers now expect consistent interactions across all departments, not siloed conversations or disjointed experiences. Did you know?

GTM 52

GTM Customers Cross-sell Contract 52

Highspot

JULY 2, 2025

Rather, it’s defined by the ability to execute—consistently, cross-functionally, at scale, and in a way that delivers exceptional experiences to increasingly demanding buyers. Recent Salesforce research found sales reps spend up to 70% of their time on non-selling activities. Yet, this is exactly where many GTM teams fall short.

GTM 52

GTM Cross-sell Pitch Go To Market 52

ClickFunnels

JULY 8, 2025

abandoned carts or opt-in triggers) Cross-sell flows that activate when conditions are met For example, when someone completes your fitness course, an automated sequence can introduce them to your supplement line three days later. With a unified funnel platform, you don’t have to jump between five analytics dashboards.

E-commerce 130

E-commerce A/B testing Cross-sell Launch 130

Salesforce

NOVEMBER 18, 2024

Financial services firms are bullish on artificial intelligence (AI), and the conversation is shifting from the benefits of an AI strategy to how to implement and realize those benefits while maintaining regulatory compliance and customer trust. Back to top. Check out our in-person event opportunities in large cities across the globe.

Service 52

Service Non-Profits Territory Trust 52

Heinz Marketing

MAY 15, 2025

Knowing who you’re selling toand how they make buying decisionsis key to building effective campaigns, aligning sales and marketing, and accelerating pipeline. Use this data to build a documented, cross-functional ICP definition. They focus on business goals, cross-functional collaboration, and professional outcomes.

Drivers/motivators 80

Drivers/motivators B2C Cross-sell B2B 80