Veloxy

JUNE 21, 2022

Before the pandemic, Salesforce found that most customers were demanding a team selling approach to satisfying their needs. Fast forward to today’s post-pandemic business world, and our research shows that sales teams are starting to put the customer experience first—and team (or collaborative) selling is an integral part of that sales plan.

Sell 189

Sell Inside sales Sports Cross-sell 189

SaaStr

NOVEMBER 6, 2023

If you’re selling software to SMB merchants and outside of tech like Shopify and Toast and Monday , things are pretty, pretty good, if in some ways still harder than before. If you’re selling sales and marketing software, like Zoominfo, it can seem a lot tougher than 12-18 months ago. So where does this all net out?

Cross-sell 123

Cross-sell Price Growth Gaming 123

Partners in Excellence

MARCH 26, 2024

It’s a solution that addresses the way buying is changing, integrating digital and personal selling. But what really interested me were Bill’s perspectives on where buying and selling is headed and how we must change our engagement strategies to work with buyers more impactfully.

Sell 137

Sell Cross-sell Finance B2C 137

Salesforce

APRIL 2, 2025

These insights offer an opportunity for sales teams to tailor their outreach and identify upsell and cross-sell opportunities. Back to top ) A beginner’s guide to implementing product-led sales Your company has an idea for a game-changing product or service. Fantastic that’s an essential first step.

Product 86

Product Territory Sales Price 86

ConversionXL

MAY 3, 2017

To combat rising competition and prices, you need to get savvy about your ad targeting and delivery. Your goal is to serve them with relevant offers where you cross-sell and upsell related products. Upselling and Cross-selling ( Image Source ). Your goal is to cross-sell and upsell relevant products.

Customers 133

Customers E-commerce Cross-sell Represent 133

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

Sales Hacker

DECEMBER 4, 2020

Imagine watching a basketball game without a scoreboard. Now imagine playing in that game. That’s what selling without a sales dashboard is like. This not only takes time away from selling, it can introduce a lot of opportunities for mistakes. Average Sales Price: The average value of a deal that closed in the system.

Pipeline 136

Pipeline Cross-sell CRM Sales 136

SaaStr

MARCH 9, 2022

Some ideas Clayton shared included playing around with your pricing tiers and subscriptions, offering premium services, expanding into adjacent products, trying out transaction-based pricing, monetizing multiple sides of the market, and offering a white-label option for your product. Evidence of Crossing the Chasm.

Cross-sell 104

Cross-sell GTM Price Growth 104

SaaStr

DECEMBER 3, 2021

There really aren’t many variables these days, really just price and how much you raising/selling. It’s not a game for me, at least. And having another real offer, from as good of an investor, also quickly ends games and shrinks timelines. Some VCs will leave room to counter, say another 10% in pricing, sometimes more.

Negotiate 116

Negotiate Cross-sell Price Legal 116

SaaStr

APRIL 19, 2024

If you want to build amazing stuff, you can reverse engineer it to figure out the rules of the game you need to play and optimize for those rules. Then, someone would sell it for you for $50 to $400. If you’re selling 50M shampoo and growing 20%, you’re adding 10M per year. So, what does it take to get to a $100M outcome?

Engineering 120

Engineering Price Cross-sell Up-sell 120

ConversionXL

OCTOBER 31, 2018

This flexible definition can yield endless debate about what constitutes an individual unit for sale or whether an offer is a bundle versus a “cross-sell” or an “add-on.” Cross-sells. Product bundles versus bundle pricing. Pricing opacity. If you sell 20 products, you have to market 20 products.

Product 107

Product Non-Profits Price Cross-sell 107

Gong.io

NOVEMBER 12, 2021

and cross your fingers that you sat in on the “right” calls. The goal of prospecting is to sell the meeting. Instead, focus on selling the meeting. #2 Note: The 11-14 recommendation does not hold when selling into the C-Suite. If you are selling to the C-Suite, you are going to want to watch this webinar. #7

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

SBI

NOVEMBER 6, 2018

game chang·er. a potential game changer that could revitalize the entire US aerospace industry”. The Smart Selling Tools community knows about our weekly Executive Interview Series. Each interview is an opportunity to learn about different solutions and what way they’re changing the game for sellers. Pretty cool, right?

Gaming 50

Gaming CRM Cross-sell Sales 50

SBI

MAY 2, 2018

We call it Sales Tech Game Changers. Nancy: What are the top 3 ways your solution changes the game for a sales organization? Our AI software delivers real-time sales and pricing guidance for all sales channels – direct, inside, eCommerce and more. This week I interview Jared Aho , Sr.

Gaming 55

Gaming Cross-sell Profit margin Price 55

Salesmate

DECEMBER 8, 2020

Yes, you’ll find many hurdles on the path while selling to enterprises, but a firm determination and constant hard work can lead you to success. A different and long pathway while selling to enterprises. Selling to a large enterprise is a different game. It is essential to know the rule of the game to win it.

Sell 103

Sell Cold Call Negotiate Cross-sell 103

Sales Hacker

MARCH 8, 2024

GTMnow is the media extension of GTMfund – sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350+ of the best in the game executive operators who have been there, done that at the world’s fastest growing SaaS companies. Why Ecosystem-Led Growth for GTM? 4 huge benefits: Cost-effectiveness.

GTM 121

GTM Growth Referrals Cross-sell 121

Salesforce

SEPTEMBER 19, 2023

CROs work to connect different revenue-related functions, from marketing to sales, customer success, pricing, and revenue operations ( RevOps ). They drive pricing and product structure, and they set the buyer journey. Should we enter new revenue models, like selling subscriptions? The fuel for these decisions is data.

Gaming 59

Gaming Cross-sell Price Customer Relationship Management 59

SBI

MARCH 8, 2018

We call it Sales Tech Game Changers. Nancy: What are the top 3 ways your solution changes the game for a sales organization? Operational Changes – We help make operational changes to the selling process and ecosystem such as consolidating content systems, rationalizing the sales stake, and driving better CRM adoption.

Gaming 55

Gaming Strategize Government Cross-sell 55

SaaStr

JULY 23, 2019

There really aren’t many variables these days, really just price and how much you raising / selling. It’s not a game for me, at least. And having another real offer, from as good of an investor, also quickly ends games and shrinks timelines. Some VCs will leave room to counter, say another 10% in pricing, sometimes more.

Negotiate 100

Negotiate Cross-sell Price Legal 100

SaaStr

MARCH 22, 2023

At VMware, they priced based on physical CPUs customers chose — a hugely transactional service that constrained growth. Instead of selling products, they were selling aspirational concepts and business value. The best way to build a country maturity model is to go back to Crossing The Chasm. It wasn’t thoughtful.

Growth 103

Growth Cross-sell GTM Up-sell 103

Pointclear

SEPTEMBER 24, 2015

Lead generation is at its core a numbers game. You are trying to get the most, qualified leads, for the cheapest price. Maybe you traditionally sell to one line of business. It’s a combined effort all the way over the finish line, and on into customer up and cross-sell, along with customer education and renewal.

Lead generation 95

Lead generation Cross-sell Territory Gaming 95

ConversionXL

NOVEMBER 29, 2018

Despite the benefits, getting unpaid users to become paid users—”crossing the penny gap”—is hard. The penny gap is the transition point from unpaid to paid customer, and both freemium and free-trial options must convince users to cross it. Cross-sells. The formidable penny gap. – Josh Kopelman , First Round Capital.

Customers 119

Customers Cross-sell Referrals Networking 119

SaaStr

JULY 13, 2023

It took Monday a long time to cross 100% NRR from SMBs, and they have to have multiple offerings to get there. #2. NRR is the NorthStar metric in SaaS, but we all agreed it can be gamed, to some extent. Price raises can increase NRR, without adding value. Monday has been very rigorous about its market spend since Day 1.

Cross-sell 97

Cross-sell Contract Gaming Up-sell 97

Highspot

OCTOBER 14, 2024

If they spend more time on administrative tasks than selling, it’s a sign that responsibilities, technology, and processes may need a closer look. You might also notice that reps spend a lot of time on manual data entry, transferring information between systems rather than focusing on selling.

Teamwork 52

Teamwork Objectives and Key Results Cross-sell Follow-up 52

Veloxy

AUGUST 23, 2023

Discover how these powerful tools can help you stay ahead of the game, improve customer engagement, and maximize your revenue potential. The right tool in the hands of sales representatives can be a game-changer. In today’s competitive sales environment, having access to cutting-edge training and coaching tools can be a game-changer.

E-commerce 130

E-commerce Represent CRM Customer Relationship Management 130

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

Salesforce

FEBRUARY 1, 2024

Decision stage By now, buyers understand their problem, have done their research, and are ready to make a purchase — but they haven’t crossed the finish line yet. Remember: Selling a solution rather than a product can help set you apart from competitors. You’re not just selling. The seller’s job?

Sports 111

Sports Cross-sell Pitch Represent 111

Salesforce

MAY 5, 2022

And not being able to watch their favorite shows, play online games, or talk to family and friends leads to irate customers. Agents can also get a boost with upselling or cross-sell opportunities. But with only 44% using it for direct customer support, there’s a big opportunity to improve the customer experience.

Appointment 97

Appointment Customers Cross-sell Retail 97

Sales Hacker

DECEMBER 17, 2024

They’re signing the renewals, the cross-sell, up-sell. The game we’re playing is to make more features findable. I remember one year, the Super Bowl was perennially the biggest day of the year because you’d get more traffic, so you’d sell more ads. They’re signing the check.

GTM 99

GTM Engineering Electricity X-functional 99

Hubspot

DECEMBER 28, 2017

What is relationship selling? Relationship selling is essential if you have a high average selling price (ASP),” explains VidScale COO Adam Rizika. What is transactional and relationship selling? Relationship selling, on the other hand, is effort- and research-intensive. Relationship selling examples.

Sell 101

Sell Cross-sell Negotiate Technique 101

Veloxy

AUGUST 31, 2023

And while you can always push a product for the sake of selling it, you’ll only sell it once. They may have a written statement with the price, variants, product details, services, and other information required to complete the transaction. Maybe you’re selling the right products to the wrong audience in the wrong market.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Gong.io

JUNE 15, 2018

Selling is a zero-sum game. While you’re popping a champagne bottle because you know how to sell against the competition, your competitor is downing cheap whiskey to mourn their loss. To do that, you have to understand the first principle of competitive selling: Different strategies win in different competitive scenarios.

Sell 78

Sell Cross-sell Education Gaming 78

ConversionXL

OCTOBER 16, 2022

Data-driven strategies focused on ROI over revenue win the customer acquisition game. For a company selling high-ticket products, like cars, the same purchase frequency indicates repeat business instead. Be sure to also account for product prices and customer lifespans when assessing your data.

Customers 129

Customers Retail Cross-sell Follow-up 129

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. Org Building Ideas for Cross-Border Companies. Pricing/Packaging (PP) is a key component of GTM. Most of the CMOs we spoke to emphasized how their developer relationship team was a game changer in driving customer love. Silicon Valley has a deep talent bench.

GTM 117

GTM Niche Cross-sell Contract 117

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Account A business, customer, lead, or prospect a company engages with to sell products or services to. Business-to-business (B2B) A model in which businesses sell products or services directly to other businesses.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

ConversionXL

OCTOBER 14, 2021

For example, if a significant portion of customers intend to repurchase simply because you offer the lowest prices, give less weight to brand loyalty in the final analysis. Market share is a good measure of your brand position relative to your competitors, as it’s a zero-sum game. Image source. Brand usage. Market share. Take Tesla.

Objectives and Key Results 157

Objectives and Key Results A/B testing Growth Market share 157

SaaStr

JULY 5, 2024

GTM Mistake #1: A VP of Sales That Can’t Sell or Demo the Product Mistake number one has always been an issue, and it’s the number one reason startups struggle in today’s world. They hire a VP of Sales who doesn’t want to sell or learn the product. Sales is hard, and you have to hire folks who want to play the game for 48 minutes.

GTM 83

GTM Cross-sell X-functional Pipeline 83