ConversionXL

OCTOBER 7, 2022

To fully optimize CAC, look closely at your sales and marketing costs. Can you lower costs by removing steps to market or sell your product (e.g., If you’re not converting customers at the volume you’d like or you’re spending more to get people over the line, go back to the drawing board. They also play on emotion.

Cross-sell 22

Cross-sell Customers Referrals Drivers/motivators 22

Highspot

FEBRUARY 20, 2025

Key Takeaways Product training is essential for anyone responsible for taking a product to market. Product training techniques like gamification keep teams motivated. Product training is a structured learning process that helps team members understand, communicate, and sell a product. What is Product Training?

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Heinz Marketing

JANUARY 13, 2022

And as marketing programs become more complex, it’s far more important to create seamless cross-channel campaigns that break through siloed teams. None of these reach the bar of a true, integrated account-based go-to-market motion. An equally coordinated approach across the seller’s go-to-market teams.

B2B 137

B2B Objectives and Key Results Campaign Cross-sell 137

SaaStr

FEBRUARY 14, 2023

It’s much easier to sell something to a customer you’re already working with than it is to win them again and again. To calculate your net dollar retention, take all of your existing ARR at the beginning of the period, add on any cross-sell or upsell, subtract out any churn, and then see the ending ARR.

Profit margin 105

Profit margin Drivers/motivators Cross-sell Growth 105

Sales Hacker

APRIL 21, 2021

According to Gartner , the switch to RevOps is due to five key business drivers: Companies are disillusioned with rigid silos. Proliferation of marketing and sales technology. Customer experience becoming a critical revenue driver. We could also add a sixth business driver to the list. Unified data problems.

Finance 116

Finance Cross-sell SQL GTM 116

Sales Hacker

MAY 6, 2021

They’ll rip apart your CRM and replace your opportunity fields with their proven-and-trusted sales methodologies and scoff if you try to rehearse Sandler, Challenger, or MEDDIC selling to them. And this is exactly why you hired them! Dissecting pipeline with mid-level leaders to ensure and maintain pipeline velocity and accuracy.

B2C 120

B2C Pipeline SQL Strategize 120

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 Sales Technique Cross-sell 52

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. Drive the shift from push to pull marketing.

B2B 120

B2B GTM Cross-sell Cold Call 120

Martech

DECEMBER 26, 2023

To scale their value, suppliers must segment partners by type, understand the differing needs and interests of each partner category, and provide the marketing support services they need. This approach allows for a smooth sales process for the customer, and generates cross-sell and upsell opportunities for partners.

B2B 114

B2B Cross-sell Hospitality Healthcare 114

Heinz Marketing

AUGUST 25, 2020

When you think about how you sell and market your solutions, you might think you’re only addressing a single person – maybe it’s the one who signs on the dotted line; or the person in charge of implementation; or even the end user. Here, the decision is horizontal, and it does not go to a senior-level executive team.

B2B 128

B2B Sell E-commerce Cross-sell 128

ConversionXL

NOVEMBER 29, 2018

And optimizing for micro-conversions can undermine macro-conversions, especially if your marketing team never sees what happens after a form fill. Define your go-to-market strategy. As Wes Bush details, you have three options for a SaaS go-to-market strategy : sales led, marketing led, or product led.

Customers 119

Customers Cross-sell Referrals Networking 119

Sales Hacker

SEPTEMBER 10, 2018

As you can imagine, that’s a tough sell, especially when you’re at a startup or entering new markets. Nothing’s more demoralizing (not to mention bad for the business) than a leader motivated by goals that are antithetical to those of his or her team members. If you already have a mix of compensation plans, adjust them.

Quota 102

Quota Represent Cross-sell Drivers/motivators 102

The Lost Book of Sales

AUGUST 15, 2021

Today, I store some of them for my own personal motivation. 🌪 Book summary #1 (long): Crossing the Chasm by Geoffrey Moore Outtake: -> What is the “Chasm”? We have enough high-tech marketing history now to see where our model has gone wrong and how to fix it. If so, ask to see the go-to-market strategy.

Cross-sell 98

Cross-sell Gambling GTM Territory 98

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.

Sell 103

Sell Minimum Viable Product Objectives and Key Results Cross-sell 103

Highspot

MARCH 7, 2025

They help unite your go-to-market (GTM) teams, streamline processes, and tackle tool sprawl. What is a Revenue Operations Framework A RevOps framework is your playbook for turning sales, marketing, and customer success into a cohesive, revenue-generating machine. Ensures cross-team alignment on revenue goals. The result?

Growth 52

Growth GTM Objectives and Key Results CRM 52

ConversionXL

NOVEMBER 4, 2021

The best way to think about it: product marketing is strategy. Product marketers work to understand the market and what motivates customers. They choose the market segments to target. They design an effective go-to-market plan along with the required positioning and messaging.

Product 127

Product E-commerce Strategize B2B 127

InsightSquared

JULY 1, 2021

And there’s no better driver of great decisions than information and education. . Revenue operations is a methodology that drives cross-functional collaboration in order to close gaps in the customer experience and maximize revenue for the business. Guided Selling. Cross-Selling. Go-To-Market Strategy.

Cross-sell 62

Cross-sell Contract Objectives and Key Results Quota 62

Openview

APRIL 11, 2018

So much of what they do, particularly fundraising, is selling. But if you scale this function with intention, a sales org will enrich your company’s existing culture, help you build better product, and sell it too. . Recognition – Another thing we’re exploring is how we externally motivate our sales people. They’re resilient.

Product 82

Product Negotiate Quota Cross-sell 82

Hubspot

JUNE 8, 2021

Nearly half of their time is spent selling remotely (i.e. Their main goal is to help customers increase the ROI on a purchase, so they'll often connect with a salesperson if an opportunity to cross-sell or upsell arises. You're self-motivated and enjoy having a goal to reach. using Zoom, Skype, email, and CRM).

Commission 94

Commission Territory Finance Inside sales 94

Salesforce

SEPTEMBER 19, 2023

Become a more empathetic leader Understand the motivations of your team and help them through difficult times. Trait 2: Data-obsessed CROs own the go-to-market strategy. Should we enter new revenue models, like selling subscriptions? Discover how on Trailhead, the free learning platform from Salesforce.

Gaming 59

Gaming Cross-sell Price Customer Relationship Management 59

SBI

MARCH 8, 2018

SAVO enables: Sales Transformation – We accelerate large sales transformations like M&A, changing sales coverage, or implementing a new sales methodology like Challenger to get sellers back to selling quickly. Nancy: What are the top 5 things your solution allows salespeople to do better, or faster than they can today? Diagram #1).

Gaming 55

Gaming Strategize Government Cross-sell 55

SaaStr

AUGUST 27, 2019

This will include diving into the pros and cons of the various comp design models, including MBOs, detailed incentive structures and flat commission rate payouts, as well as the nuance between using comp design as a motivational factor but not as a substitute for good management. Why don’t we actually go down the line?

Territory 62

Territory Cross-sell Contract Drivers/motivators 62

Gong.io

AUGUST 10, 2020

Which selling skills should account managers focus on building? Selling skills matter just as much for account management, just in a more subtle way. The account management function is a critical driver of long-term retention. Selling Skills and Account Management. At the end of that contract, you’ve got to sell it again.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

ConversionXL

JUNE 30, 2019

Companies do it for a wide variety of reasons—SEO, branding, go-to-market strategy, pricing, etc.—and Most likely, they’ll only remember one—your main selling point. Reliable lifts come from knowing your customer and tailoring the value proposition to match that customer’s motivations in a way that no other website will.

UX 126

UX X-functional A/B testing User Experience 126

Highspot

APRIL 2, 2020

Modern sales ops professionals play a vital role in the success of a sales organization by staying ahead of problems and enabling the sales team to focus on selling. Planning and strategizing go-to-market plans. Automating any possible selling or non-selling tasks. Motivate the team to increase efficiency.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

Openview

NOVEMBER 20, 2017

Having been in sales for thirty-eight years, I know there’s a lot on the line, and a lot of things that can go wrong if you don’t know what you’re doing. Often, it’s not until the end of the process that companies ask a candidate to demonstrate their ability to sell something. Do the screen and then jump right into the role play.

Territory 72

Territory Healthcare Sales Retail 72

Sales Hacker

AUGUST 23, 2018

There’s a general tendency among most frontline sales teams to sell to enterprises and become the next Salesforce. The other advantages of selling to SMBs is that over time businesses can gain experience in developing enterprise-grade software while beefing up their go-to-market strategy for SMBs.

B2B 71

B2B Cross-sell Negotiate Up-sell 71

InsightSquared

OCTOBER 23, 2019

For Sales Ops, it is helpful to have a handful of guiding principles, which can be in place from year to year and do not change based on the size of the company, the go-to-market strategy or who we have on our team. Easy to Sell For (ETSF). We must strive to make our companies Easy to Sell For (ETSF).

Cross-sell 59

Cross-sell Sales Up-sell Trust 59

Sales Hacker

APRIL 21, 2022

SaaS companies tend to follow a typical path, and it almost always leads to moving up-market and enterprise sales. In the early days, most SaaS companies sell to other startups for a number of reasons. But as SaaS startups mature, they usually start moving up-market. We started by selling to other startups, mainly YC companies.

Cross-sell 103

Cross-sell Legal Contract Price 103

Sales Hacker

SEPTEMBER 21, 2020

In some ways, it’s kind of like selling deals — you have playbooks and guides on how to win, but at each step of a deal, you have to ask the right questions and pick a next move that’s specific to that deal. It’s basically some defined section of your Go-to-Market — it could be owning a specific geography, a market segment (e.g.,

Drivers/motivators 92

Drivers/motivators Start-ups Growth Promote 92

Highspot

DECEMBER 18, 2019

The sales kickoff, or SKO, is your go-to-market team’s annual strategy meeting. Done right, a great SKO provides cross-team visibility into major business initiatives for the coming year, motivates the team, and creates momentum. Mixing in fun will keep your teams refreshed and ready to return to selling renewed.

Cross-sell 52

Cross-sell Presentation Follow-up Drivers/motivators 52

SaaStr

JULY 17, 2020

But that’s more the exception than the rull of the go to market for many companies. And because the driver or the impetus for this economic turmoil wasn’t really lack of consumer confidence or lack of consumer resources, it’s not clear that consumers don’t have the money to spend. Jason Lemkin: Yeah.

E-commerce 93

E-commerce Retail Real Estate X-functional 93

Sales Hacker

SEPTEMBER 23, 2019

We hear his best practices on developing a sales team, measuring rep productivity, why companies should lead with their product first, and what the sales team’s responsibility is inside of a product-led go-to-market strategy. He went to Holy Cross. What You’ll Learn. Outreach has your back. He’s a father of two.

Product 61

Product Pipeline Engineering Cross-sell 61

Sales Hacker

DECEMBER 2, 2019

Motivations of an individual contributor vs. a manager. Our second sponsor is Outreach , the leading sales engagement platform that enables sales reps to humanize their communications at scale, from automating the soul-sucking manual work that eats up selling time to providing action-oriented tips on what communications are working best.

Strategize 54

Strategize Contract Strategic planning Drivers/motivators 54

Sales Hacker

AUGUST 25, 2023

We’ll continue on our mission to provide real stories/strategies/insights from the best go-to-market operators on the planet, spanning sales, marketing, customer success, operations/enablement, product and hiring. Now that we’ve officially combined The Sales Hacker newsletter with The GTM Newsletter, we’re almost 60K strong!

GTM 53

GTM Contract Cross-sell Account management 53

Highspot

MAY 30, 2024

Start by creating buyer personas and segmenting them into groups based on motivation, preferences, and purchasing patterns. Enhance cross-department communication: Meet regularly to discuss strategies and challenges, share insights, and coordinate revenue-generating activities across the buyer journey.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Education Objection handling 52

Highspot

JUNE 6, 2023

Establishing shared goals begins with defining common objectives and expected results to foster cross-team collaboration and understanding. Objectives may include increasing conversion rates, generating more marketing and sales-qualified leads, or improving customer retention.

Closing 52

Closing Product Objectives and Key Results Quota 52