Martech

JUNE 9, 2025

This shift — from license delivery to operational integration — marks a fundamental evolution in how SaaS companies must think, sell and support. Operational governance : Building playbooks and policy layers for consistent usage and quality assurance. It’s a business imperative for SaaS vendors who want to build sustainable growth.

Strategic partnership

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

PandaDoc

MARCH 25, 2025

If youre selling a cup of coffee, the options are relatively simple. Identifying upsell and cross-sell opportunities to drive continued revenue growth. Customer advocacy efforts, such as case studies and referrals, to further support business growth. The sales process varies greatly depending on the purchase.

Objectives and Key Results

PandaDoc

MAY 12, 2025

Selling additional products or services usually sounds like a good thing, but thats only true when every extra sale contributes to your overall bottom line. Marginal revenue can help by showing exactly how much additional income your business brings in from selling one more unit. Why does MR function this way when used in theory?

Price

PandaDoc

JULY 23, 2025

A good CRM strategy ensures that the entire system supports growth, retention, and a better customer experience. Over time, this unified approach can contribute to better business growth and profitability. Cross-functional alignment strategy In many organizations, customer data lives in silos. Let’s hop in. Who needs it and why?

CRM

Highspot

JULY 9, 2025

Manufacturing sales teams face long deal cycles with cross-functional buying committees who have complex product requirements. In manufacturing, where proprietary specs, buyer conversations, and sensitive customer data are involved, data governance is non-negotiable. Of course, all of this hinges on trust. Siemens is a prime example.

Manufacturing

Sales Hacker

MARCH 25, 2025

Which skills will matter most in an agent-first world (hint: think like a GM or growth hacker). Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. How enterprise teams are already deploying autonomous agents in production.

GTM

Highspot

APRIL 10, 2025

As noted in the Journal of Personal Selling & Sales Management (2020) : “While some might suggest that many of the constituent elements of sales enablementi.e. Youll learn to align goals across departments while you drive business growth. With these skills, youll be ready to make an impact from day one.

Objectives and Key Results

Highspot

APRIL 9, 2025

In theory, leading a banking and lending sales team should be simple: set the strategy, support your team, and drive growth. From governance and personalization to coaching and measurement, banking sales leaders face no shortage of choices. Centralize and govern your content. In reality, its much more complicated.

Relationship Management

Salesforce

FEBRUARY 21, 2025

It also qualifies for many government subsidies for expanding broadband. To accelerate its expansion, Eurofiber needed a solution that would facilitate organic growth as well as acquisitions. Loyalty programs can also create cross-sell and upsell opportunities. But the business is challenging. Evolve your loyalty program.

Contract

Martech

DECEMBER 26, 2024

Expect more sophisticated in-store media networks that allow for cross-channel campaigns, with personalized offers appearing on digital screens as a customer walks through a store, said Megan Harbold, VP strategy and growth for omnichannel marketing platform Skai. However, entire platforms have become suspect to certain audiences.

Customers

SaaStr

JUNE 25, 2025

Company Snapshot: Founded : January 2014 (11 years) Current ARR : $1.09B+ (Q1 FY2025) Growth Rate : 39% YoY ARR growth, 47% revenue growth NPS Score : 80 (exceptionally high for enterprise software) Net Revenue Retention : 133% (as of Jan 2024) Customers : 2,246 customers with $100K+ ARR contracts IPO : April 2024 on NYSE (RBRK) at $5.6B

Legal

Salesforce

OCTOBER 18, 2024

Consider if your business has the potential for growth by using artificial intelligence (AI) tools and analytics to make data-driven decisions. Track key performance indicators (KPIs) to measure the effectiveness of growth strategies. Food products: Create and sell artisanal foods such as sauces, desserts, or snacks. No problem.

Minimum Viable Product

Martech

MARCH 14, 2025

Your deep understanding of customer behavior, cross-functional perspective and ability to demonstrate tangible business impact make you a key player in this effort. Show how improved data governance builds customer trust : Transparent and secure data handling increases consumer confidence. Email: Business email address Sign me up!

Customers

Hubspot

FEBRUARY 12, 2025

Use Microsoft Azure, HubSpot , Google Cloud, and AWS for speeding up deployment, scaling growth, and unlocking actionable insights. This functionality of the tool became our unique selling point (USP) and users started outputting personalized content. Google NLP. Elasticsearch. That was back in early 2023. And, users appreciated it!

Minimum Viable Product

Martech

APRIL 22, 2025

Together, we provided actionable insights on evolving ABM strategies based on data governance, precision targeting, collaboration and measuring success. Clear accountability and governance practices are essential, ensuring that marketing and sales teams are aligned on capturing, validating and managing data.

Cross-sell

Highspot

MARCH 31, 2025

Heres how top insurance firms are improving content governance by over 60% while helping agents personalize with confidence and stay compliant. These personalized interactions build trust, improve conversion rates, and create natural opportunities to cross-sell. Move too quickly, and compliance risks multiply.

Government

Martech

MARCH 10, 2022

E-commerce has been on the rise for years but has had explosive growth during the pandemic. What was already a high-growth industry has catapulted into hyper-speed as the world adapted to changing regulations, societal norms and customer needs. We will continue to see large upticks in e-commerce growth worldwide in two to three years.

E-commerce

Sales Hacker

FEBRUARY 7, 2018

In this blueprint, we provide insight into where growth comes from and how to structure your sales approach to capture that growth. Traditional Sales Growth vs SaaS Sales Growth. Historically, growth of a sales team was based on the revenue starting with $0M on day 1 of the year. SaaS Growth Rate.

Growth

SaaStr

MAY 19, 2021

This is a super-helpful breakdown for anyone selling to customers both smaller and larger. So those seem like good yardsticks to shoot for if you sell to SMBs of all shapes and sizes and are somewhat like Monday. But once you cross 10 seats, you should start to see the benefits of account growth and 120% NRR like Monday. #2.

Legal

SaaStr

NOVEMBER 7, 2020

While most of us sell at a lower ACV, there are still interesting things for us all to learn re: enterprise buyers and selling. Palantir is now growing faster than in years, with 49% annual growth rate at a $1B run-rate (!). And government contracts in particular were on fire, growing 74% year-over-year. But so what?

Government

Sales Hacker

APRIL 16, 2020

As a result, all selling approaches that focus on selling a product or taking an order will fail. Sales enablement is a cross-functional discipline for driving your desired sales results. Then invite them to the first sales enablement advisory board, which should serve as a key element of your governance model.

Growth

SaaStr

FEBRUARY 25, 2020

Sales tax is governed at the state level, not the federal level, so instead of dealing with one set of convoluted tax laws (hi, IRS.GOV), you get to deal with sales tax laws in some or all of the 46 US states with a sales tax. . The first step to sales tax compliance is knowing if what you sell is even taxable. There are a few reasons.

Technology

Sales Hacker

APRIL 6, 2022

And these manual processes take sales reps away from their most important activity: selling. If you’re selling a limited number of products or services, or have an extremely simple pricing model, a CPQ system may be beyond your needs. A better selling experience. 5 benefits of CPQ software. month to 3.42

Cross-sell

Martech

APRIL 12, 2023

As a growth-focused business, MetLife saw a significant opportunity to expand the pet insurance division. Bringing cross-functional teams together Agile marketing, which has its roots in software development , is a way for marketers to respond rapidly to the changing needs of customers and drive successful business outcomes.

Cross-sell

Sales Hacker

JANUARY 5, 2023

For instance: How do you define a duplicate lead if you sell to separate accounts who are part of the same franchise ? Scenario 1: You sell ERP (Enterprise Resource Planning) software to Fortune 100 companies. Scenario 2: You sell POS (Point of Sale) systems to individual franchises. Avoiding cross-object duplication.

Objectives and Key Results

criteria for success

OCTOBER 14, 2021

Although you wouldn't know it from looking at their growth today, this client wasn't always a top performer! When we came along, they weren’t identifying best practices for selling, weren’t collaborating, and weren’t holding themselves accountable to one another! How did we begin to engage this client?

Drivers/motivators

Highspot

MAY 3, 2024

Whether your revenue targets are at risk, you’re trying to turbocharge growth, or you’re looking to improve your bottom line, revenue enablement is for you. It works to enable each channel and stage of the sales cycle that drives revenue growth, including marketing, customer success, account management, and more.

Cross-sell

ConversionXL

JUNE 26, 2017

Websites selling different things are different and even if they sell the same products, their target audience might be different. Morgan Brown : Building a Growth Organization. Organize growth into a cross-functional team. Build your team – make sure they are focused on driving growth through testing.

UX

SalesHandy

JUNE 29, 2021

Selling products or services to businesses and professionals can be tough. Which is unlike selling to consumers, who have common needs and wants. Having a sales process in place that caters to every businesses’ needs can be crucial to hitting revenue goals consistently, and driving growth. What is B2B Sales?

B2B

Sales Hacker

SEPTEMBER 2, 2020

The best sales teams don’t just sell — they keep customers happy and drive serious upsell, cross-sell, and expansion revenue. Let’s dive into 28 world-class examples of how real companies use these different sales motions to drive revenue growth. Inside sales. Low-touch sales. No-touch sales.

Inside sales

ConversionXL

OCTOBER 21, 2014

Watching the growth of digital analytics over the last several years has been both exciting and disturbing. This mindset, or something like it, is necessary to help key players within a business understand how data science & conversion rate optimization play a role to business growth. Measuring Actual Customer Activity.

Campaign

ConversionXL

AUGUST 12, 2020

As Chang Chen, Head of Growth & Marketing at Otter.ai Imagine that replicated as a real-world experience–a potential customer walks into your shop and asks the sales assistant if you sell XYZ, and the member of staff just says “nope” and walks off. The CoE team is a layer that cuts across all growth teams. Image source ).

Customers

Highspot

MARCH 9, 2022

But with growing expectations for exceptional performance and explosive growth, sales managers are joining this exclusive club as well. But they rarely break new ground or make pivotal changes that achieve explosive growth. Focus on big picture success, like sustainable business growth. Why Is Sales Leadership Important?

Intrinsic

SaaStr

JULY 17, 2020

Then on the other hand or on top of that, the government’s obviously subsidizing a lot of people who are suffering and so they don’t feel-. And so obviously the people that need consumers to spend money for their revenue and then their contribution margin just had no shot of selling things. That’s a fair caveat.

E-commerce

Miller Heiman Group

FEBRUARY 26, 2019

The resulting subjectivity reinforces the status quo rather than drives growth and achievement. A top-down approach focuses on setting sales targets based on the company’s anticipated growth and allocating that number across teams and individuals. Unfortunately, a lot of quota setting activity suffers from a lack of rigor. Conclusion.

Territory

PandaDoc

APRIL 3, 2023

Benefits of sales training for sales teams and their managers Sales training is beneficial for all members of a sales force, and investing in it can have many benefits and aid in establishing a culture of growth and support. Improve sales team productivity Simplify the sales doc process and free your teams time back in their day to sell more.

Technique