Hubspot

JULY 22, 2020

Invest in upping the branded content on your social media and website. Adjust your pricing model if needed. Do your prices accurately reflect the quality of your service offerings? Make sure the price matches the effort, especially if you've experienced an increase in clientele. If not, it might be time to adjust them.

Referrals 100

Referrals Cross-sell Price Clients 100

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. Starting to cross the chasm. How does the "D-Day" strategy help companies cross the chasm? Table of Contents. What's happening?

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

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

Highspot

DECEMBER 5, 2023

Nurture and Crossell / Upsell Selling does not end with deal closure or hitting quarterly targets. It involves understanding your team’s unique strengths and the specific needs of your market. These could range from increasing revenue to expanding market share or improving customer retention. Who are you selling to?

Process 52

Process Real Estate Objectives and Key Results Negotiate 52

Gong.io

DECEMBER 14, 2022

A great sales objective doesn’t just give your team direction or motivate them to sell more — it also improves a portion of your sales funnel and keeps the company moving forward. . By the end of this article, you’ll understand the following: Why good sales objectives are vital . You just have to follow five steps.

Objectives and Key Results 62

Objectives and Key Results Quota Profit margin Cold Call 62

Closer's Coffee

JUNE 19, 2019

On the other hand, hire an incompetent, non-progressive thinker, and you end up with turnovers, lost accounts, a poor reputation, and declining market share within your industry. In a cross-section of industries, the primary job of sales manager positions encompass: Recruiting Salespeople. Coaching and Teaching.

Non-Profits 74

Non-Profits Cross-sell Territory Drivers/motivators 74

ConversionXL

MARCH 20, 2019

Choosing the right account-based marketing software can be a messy process. Some companies sell relevant software but not explicitly for ABM. Demandbase is generally regarded as the industry leader—with an equivalent price tag. Demandbase’s costs place it in the 96th percentile for “Marketing Account Management” software.

Real Estate 117

Real Estate Campaign B2B Contact 117

ConversionXL

JUNE 16, 2022

If a social media follower clicks through a casual post to see a formal sales piece, their experience changes, as does their impression of Visme as a brand. So, how can marketers align every department for a consistent customer experience? How to create a marketing playbook. How market share and revenue have grown.

Campaign 149

Campaign Objectives and Key Results Launch Click Through Rate 149

Sales Hacker

SEPTEMBER 4, 2018

Here are some eye-opening facts: Customer experience will topple the product itself and its price tag as the key brand differentiator by 2020, according to a Walker study. Inspire new sales (upsell, cross-sell). Upsells and cross-sells can also be driven by a variety of roles and at moments throughout the cycle.

Customers 56

Customers Cross-sell Referrals Growth 56

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 upsell/cross-sell rate. It doesn’t matter how much (or how little) they sell, their take-home earnings are set. Increase cash flow.

Commission 91

Commission Quota X-functional Non-Profits 91

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. Not entering the data correctly: An untrained sales manager gets a lead (SQL) and following a discovery call disqualifies it.

Growth 87

Growth GTM SQL Strategic partnership 87

Hubspot

FEBRUARY 20, 2019

In 2018, the advertising duopoly of Google and Facebook seemed to dominate the market once again, owning 37% and 20% of the pie, respectively , while Amazon owned a measly 7%. You should also make sure these products are in stock and priced competitively. For example, “stainless steel hand mixer” indicates you sell hand mixers.

Cross-sell 52

Cross-sell Campaign Electricity Click Through Rate 52

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 82

Price Product Start-ups Niche 82

ConversionXL

JUNE 19, 2019

The various stages are defined below: Introduction stage: when the product first comes to market. Growth stage: when it grabs market share (getting the consumers to prefer the brand). Maturity stage: hold your dominant place in the market. Apple increasing iPhone prices). We sell success. Create an angle.

A/B testing 90

A/B testing Objectives and Key Results UX Retail 90

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

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. What can founders do to their pricing model to extract as much value from each customer? Common go-to-market myths and lessons.

Price 45

Price Cross-sell Up-sell Start-ups 45

Salesmate

OCTOBER 15, 2020

Even JK Rowling faced rejections, but she didn’t give up. It controlled 70% of the market share for the computer mainframe industry. However, everything changed in the 1990s with new evolving trends and competition surging in the market. IBM lost approximately $16 billion, and its market share plummeted to 26%.

Cold Call 59

Cold Call Appointment Negotiate Non-Profits 59

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. There are only about 10–15 books in each discipline, so you can easily read up on the books you’re likely to need or want. The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

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

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’m sure we can tighten that up a little bit.

Closing 66

Closing Customers Niche Cross-sell 66

Sales Hacker

NOVEMBER 14, 2019

Selling has changed more in the last 10 years than it has in the previous 100 years, and this is especially true in B2B markets. . At the forefront of this change is what we at Engagio call, Account-Based Everything (ABE), some people know it as Account-Based Sales Development (ABSD), and others call it Account-Based Marketing (ABM).

Technology 58

Technology Technology Cross-sell Referrals 58

SaaStr

AUGUST 19, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about how to scale faster. So the new sales leader is trying to figure out, can we go further up market? But look, if you already got to a million in ARR with your 50 or 20 customers, whatever it is, there’s no way you have 100% market share, is there?

Niche 80

Niche Follow-up Start-ups Growth 80

Hubspot

OCTOBER 12, 2017

By performing a competitor analysis, you'll be able to: Identify gaps in the market. Uncover market trends. Market and sell more effectively. Let's use an example: Stitch Fix and Fabletics are both subscription-based services that sell clothes on a monthly basis and serve a similar target audience. Scaling down?

Cross-sell 101

Cross-sell Follow-up Promote Price 101