Highspot

MARCH 9, 2022

Set inspirational SMART goals and spark intrinsic motivation in their sales reps to achieve those goals. Expect sales reps to follow the game plan, dotting every “i” and crossing every “t” along the way. It takes a particular set of skills and traits to energize your team and get them to follow you.

Intrinsic 95

Intrinsic Technique Cross-sell Sales 95

Hubspot

JANUARY 29, 2018

Discuss Price Last. Always Follow Up. Car shoppers can easily find True Market Value, competitive sticker prices, and national inventory online. That means consumer choice has become less about which dealership offers the best price and more about which salesperson they like best. Listen Twice as Much as You Talk.

Cross-sell 93

Cross-sell Drivers/motivators Intrinsic Price 93

The Lost Book of Sales

FEBRUARY 1, 2021

Charlie himself achieved a stable 15-20% compound returns with his partner Warren Buffett at Berkshire Hathaway, and he definitely is an authority to look up to if you're interested in a sound investment philosophy. Additionally, in the greater picture there is a mind-boggling lack of cross-disciplinarity in academia.

Intrinsic 105

Intrinsic Price Construction Government 105

SaaStr

JUNE 1, 2021

As part of the run up to 2021 SaaStr Annual in the SF Bay Area Sep 27-29 , we’re taking a look back at some of our favorite classic sessions. (And We have someone that…how many Twitter followers do you have? We’re going to mix it up a little bit. This is the revenue growth for HubSpot leading up to the IPO.

Up-sell 83

Up-sell Price Start-ups Cross-sell 83

SaaStr

AUGUST 27, 2019

Jessica Lin: Next up we have Michaela Lairs, senior director of finance at Movable Ink, a digital marketing platform, and also a veteran of top enterprise startups in New York City. Michaela Lehr: So mine says to learn ballpark contract value and figure out the pricing that the market can bear. So next up an early sales team.

Territory 51

Territory Contract Cross-sell Drivers/motivators 51

Heinz Marketing

JULY 30, 2018

The lessons from Led Zeppelin, the stairway to heaven in B2B marketing should define all the different stages of them is you go from awareness and the next step is acquisition, the next step is adoption, the next step is cross sale, and then finally sitting on top is advocacy. I just made that up. Ichiro, kinda up here in Seattle.

Pipeline 41

Pipeline Mechanical Engineering Cross-sell B2C 41