Hubspot

FEBRUARY 24, 2025

Five years into my B2B marketing career, I noticed a pattern: The clients who said yes were the ones whom I understood not just their stated needs but their underlying motivations through conceptual selling. Table of Contents What is conceptual selling? While traditional selling asks, What do you need? Heres how it works.

Sell 46

Sell Drivers/motivators Objectives and Key Results Cross-sell 46

Sales Hacker

JANUARY 7, 2025

With a background that includes leadership roles at AWS, Microsoft, and Lenovo, Fred brings a wealth of experience in building high-performing teams and driving revenue growth. Fred Viet: It’s a big difference. So I think I’m going to start with what is the same. Fred Viet: Yeah. Partnership is a fun beast.

GTM 114

GTM Sell Customers Cold Call 114

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. Is that kind of the main difference? Ray, welcome to the podcast, man.

GTM 67

GTM X-functional Start-ups Relationship building 67

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

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 102

Legal Cross-sell Government Engineering 102

Sales Hacker

FEBRUARY 24, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. YouTube as a growth engine YouTube plays by different rules compared to other social media channels, and those who get it right unlock a compounding growth channel. Heres why: Content that’s evergreen.

B2B 78

B2B GTM Cross-sell Education 78

Sales Hacker

FEBRUARY 4, 2025

He is a seasoned, multi-stage operator, bringing over two decades of experience in investment banking advisory, public equity investing, high-growth operational and military leadership roles. 18:13 The role of cross-functional communication. 18:13 The role of cross-functional communication. 26:59 The commoditization of funding.

GTM 83

GTM Finance Cross-sell X-functional 83

Martech

DECEMBER 26, 2024

The main message for marketers is to bring everything together. 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.

Customers 126

Customers Government Healthcare Hospitality 126

Sales Hacker

JUNE 3, 2025

Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. And I went to sell advertising solutions for them and I really enjoyed, you know, matching. Rick is the former managing director of Meta Ireland. They’re in high school.

GTM 87

GTM Territory Gaming Sales 87

Salesforce

MAY 12, 2025

Companies that ace NRR are better positioned to face unexpected market challenges and sustain profitable growth. It does this by accounting for three components: Expansion revenue: Revenue gained through upselling or cross-selling to existing customers. Growth within your customer base suggests a strong product-market fit.

Cross-sell 59

Cross-sell Territory Finance Contract 59

Salesforce

MAY 13, 2025

Connections Communtity Hub schedule – June 11 Sessions will start after the main Marketing keynote (10 – 11:30 AM) Community Campfire 1 Session Title Description Time The (AI)nxiety is Real: Navigating Marketing’s New Era AI is everywhere and overwhelming. Read on for details on speakers and times. See you there!

A/B testing 99

A/B testing Manufacturing Cross-sell Networking 99

Martech

MAY 19, 2025

Its remarkable growth doesnt even include all the custom GPTs and home-grown apps marketers are building with AI tools. The growth has slowed over the years, but thats a sign of a mature market and the inevitable consolidation and M&A that comes with growing up. Both companies told me shockingly similar stories.

Cross-sell 83

Cross-sell Finance Contract CRM 83

Salesforce

FEBRUARY 17, 2025

Learning how to generate leads is just one part of the equation to increase sales success hinges on converting those leads into long-term customers and fostering relationships that drive long-term growth. That opens the door to growth, fuels innovation, and gives you the resources to better serve your customers. The S.M.A.R.T.

Territory 59

Territory Negotiate E-commerce Objectives and Key Results 59

Salesforce

MARCH 3, 2025

A Deal Desk is a cross-functional team that streamlines the closing of sales complex and non-standard deals, handling everything from quote to cash. The Deal Desk evaluates the client’s history and challenges to find opportunities for growth. Contract renewals Contract renewals provide an opportunity to renegotiate and upsell.

Legal 59

Legal Contract Finance Non-Profits 59

Sales Hacker

APRIL 15, 2025

If you missed GTM 141, check it out here: Timeless Growth Tips From a $7.4B And the founder said, well, get us lots of leads and lots of meetings and we’ll, we’ll sell to them. Like I can go bring a hundred more lookalikes if I know who we’re selling to. We can sell to large companies and small companies.

GTM 62

GTM B2B Follow-up Campaign 62

ConversionXL

JUNE 16, 2022

These tactics are upselling and cross-selling (respectively). It’s hard to sell customers on something they don’t know they need. It’s not about selling additional products ( this is cross-selling ), nor is it only for selling more expensive items to happy existing customers.

Cross-sell 155

Cross-sell Sell Up-sell Technique 155

ConversionXL

JUNE 16, 2022

It’s called cross-selling; a tactic that drives 35% of sales for Amazon and helps leading SaaS companies reduce churn. In this post, we’ll show how to put it into practice by breaking down examples of cross-selling done well. What is cross-selling? Cross-selling is something you’ll be familiar with.

Cross-sell 129

Cross-sell Sell Up-sell Real Estate 129

Sales Pop!

OCTOBER 6, 2021

No matter your industry, if you’re selling any products or services online, you need to find a sound strategy that will drive your business growth, retain your existing customers, and attract new ones. Cross-selling is a technique of showing related products at all stages of the purchase process – and it’s often overlooked.

Cross-sell 244

Cross-sell Niche User Experience Technique 244

Sales Pop!

AUGUST 20, 2021

In addition to the sales team’s efforts, certain tools are also required to achieve the main goal. These can be a unique selling proposition, recommendations, business launch questions, success stories, demonstrations, and presentations. selling a different product or upgrading their current product to a new version).

Inside sales 246

Inside sales B2B CRM Price 246

Salesforce

NOVEMBER 2, 2023

That’s the beauty of effective cross-selling. What you’ll learn: What is cross-selling? See how it works What is cross-selling? Cross-selling is a sales strategy where a seller offers complementary products or services to existing customers, delivering more value while increasing revenue.

Cross-sell 69

Cross-sell Sell Quota Pitch 69

ClickFunnels

JANUARY 28, 2022

That being said, the goal of lead generation isn’t to collect as many email addresses as possible, it’s to get the contact details of your dream customers so that you could then sell them your products. The main question you should be asking yourself is this: Will these leads convert into paying customers and then into repeat customers?

Lead generation 217

Lead generation Cross-sell Profit margin Contact 217

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 144

Legal Cross-sell Government Launch 144

SaaStr

JANUARY 12, 2024

2023 wasn’t hard for everyone: First, it was mainly hard for folks that sold into “tech”, broadly speaking : Monday sells mainly outside of tech — it crushed 2023. Asana and Atlassian, competitors who sell more to tech? ZoomInfo saw it’s non-tech customers grow 20%, but overall growth slowed to 9%.

Cross-sell 126

Cross-sell Growth Up-sell Price 126

Heinz Marketing

MAY 20, 2022

While the idea of customer success as a profit center is not new, it is regaining momentum and overtaking new logo acquisition as the main strategy for B2B revenue growth. There’s also a school of thought called PLG (product-led growth) that serves as a great strategy for expansion. What does this mean? What does this mean?

Cross-sell 115

Cross-sell Customers Growth Contract 115

Salesmate

FEBRUARY 11, 2020

It’s a no-brainer that sales methodologies help businesses sell better and choose better customers for life. Sandler sales methodology advises sales reps to act as a consultant rather than a typical sales rep whose main focus is to convince the prospect. Salesmate Growth plan is perfect for you, and it will cost you $24/user/month.

Cross-sell 136

Cross-sell Sales Contract CRM 136

SaaStr

JANUARY 26, 2021

But after that, ARR growth has slowed to 12% year-over-year as its space has matured. And unlike many others in this series, Dropbox was slower to add a second core product to fuel growth after $1B. It will be interesting to see if they ignite faster growth, as additional products at Box have. ARPU growth.

Cross-sell 122

Cross-sell Price Growth Up-sell 122

SaaStr

FEBRUARY 1, 2022

This is trending to 50/50 now that Asana has crossed $400m in ARR, but still a reminder a self-serve motion combined with sales jumping on the bigger deals can scale very, very far. Asana’s biggest growth is in its $50k+ deals, but its ACV is still just $3,600 … or $300 per month. It sells to customers S, M, and Larger.

Contract 145

Contract Cross-sell Price Up-sell 145

Salesmate

JULY 8, 2020

There are some obvious levers for growth in this stage of the sales pipeline. If you’re serious about applying this approach, I recommend you buy the book Sell Like Crazy , by Sabri Suby. With email marketing, the two main levers to prompt action are logic and emotion. Sell their goals. Set the agenda.

Pipeline 126

Pipeline Negotiate Objectives and Key Results Contract 126

SaaStr

JANUARY 12, 2021

We last checked in at Xero when it crossed $650m in ARR. and (y) a complex sales process with sales reps selling to very small businesses not paying all that much. has since grown substantially to $200m ARR , but they got all the way to $500m+ ARR selling mainly in Australia+NZ. So nail a niche!! isn’t everything.

Non-Profits 113

Non-Profits Cross-sell Niche Growth 113

Cerebral Selling

MARCH 4, 2024

The Massive Impact of Great Sales Leadership I started my career as a research scientist before spending nearly two decades in sales leadership roles across four high-growth tech startups and five years as a Vice President at Salesforce. The result was a more powerful, human, and high-conviction way of selling.

Cross-sell 130

Cross-sell Sales Referrals Launch 130

SaaStr

NOVEMBER 30, 2023

General Partner Doug Pepper and General Partner and Head of Analytics at ICONIQ Growth, Christine Edmonds, share the art and science of scaling GTM at this year’s SaaStr Annual. According to ICONIQ’s data, many successful companies hit a growth plateau at around $15M ARR. So, you have to be thoughtful about who you’re looking for.

Go To Market 109

Go To Market GTM Cross-sell Growth 109

SaaStr

MARCH 1, 2022

Perhaps because it combines strong growth with significant free cash flow. 30% New Customer Growth Fueling 37% Revenue Growth. 5%+ pricing increases help fuel growth. Even though Atlassian today is selling almost entirely Cloud-based products, it started off as products you installed on your own servers.

Cross-sell 105

Cross-sell Price Growth Up-sell 105

Sales Hacker

AUGUST 3, 2022

As brands continue to move into an age of cross-platform promotion, what could the proliferation of social media mean for the future of e-commerce? Never fear — I’ll navigate you through the rise of social e-commerce and divulge the best-kept social selling tactics for a campaign that targets a new active audience. With over 4.62

E-commerce 104

E-commerce Sell Cross-sell Campaign 104

SaaStr

JUNE 19, 2024

Monday.com sells mainly to folks outside of tech — and because of that, it’s on fire. Falling from 115% NRR to 102% in less than 24 months cuts growth by -13% a year alone. That’s selling to tech — in many cases — today. In 2021, selling to “tech” was the hottest segment of all.

Non-Profits 95

Non-Profits Cross-sell Growth Up-sell 95

Sales Hacker

FEBRUARY 24, 2021

Collaboration results in the development of products and services that make life easy for the people, driving the market, and indirectly leading to economic growth. How to help convince a CFO to buy what you’re selling. Think you have what it takes to sell to a CFO ? Let’s learn the eight ways to convince your CFO to buy in.

Sell 117

Sell Pitch Cross-sell Finance 117

SaaStr

MAY 10, 2021

Shopify sells roughly 75% SMB / 25% enterprise, and while it hasn’t always disclosed its NRR (many SMB leaders don’t), what disclosure there has been in the past was around 100%. And when it packaged both together more and more closely, NRR crossed 100%, probably to 110%. Overall customer growth is 29%.

Cross-sell 102

Cross-sell Launch Growth Up-sell 102

SaaStr

FEBRUARY 25, 2020

The first step to sales tax compliance is knowing if what you sell is even taxable. For example, you can establish “economic nexus” in a state simply by crossing a dollar threshold of sales in a state, or by making a small number of sales (usually around 200) in a state per year. Understand your sales tax responsibilities.

Technology 79

Technology Technology Growth Cross-sell 79