PandaDoc

OCTOBER 3, 2023

Do you feel like your selling job is becoming harder and harder over time? As the same State of Sales 5th edition claims, salespeople, on average, sell only 28% of their working hours. So hurry up and learn how to stop wasting your time on inefficient routines and redirect your efforts to selling!

Process 52

Process Objectives and Key Results X-functional Sales 52

ConversionXL

JUNE 30, 2019

Competitor X is doing Y. We should do that, too,” or “X is the market leader, and they have Y, so we need Y.” Run a functional investigation. Ask them to use the words they would naturally use when looking for a product or service you offer. What products or services are offered and for whom? Set your goals.

UX 126

UX X-functional A/B testing User Experience 126

Lead Fuze

JULY 6, 2023

Pinpointing customers’ issues is an essential move in boosting your product or service, increasing customer gratification, and eventually aiding the development of your company. We’ll also explore practical solutions like offering multiple payment options and regular product training programs that address specific problems.

Customers 52

Customers Clients Lead generation X-functional 52

Heinz Marketing

JUNE 7, 2021

We used a sales activity study to benchmark how and where sellers are spending their time, pinpointing places where we are maybe spending a little more time on non-direct selling activities than we would like. And so, as we have evolved complex buying and selling, the model has evolved as well. It’s a common noun in B2B.

Pipeline 123

Pipeline B2B Sales Cross-sell 123

SaaStr

JULY 24, 2019

This is pretty simple, but when I look at this industry, a lot of times what I see is organizations crafting pricing packages that would enable, for example, an enterprise-wide license, where an organization pays you X amount of money, and they have unlimited seats, unlimited usage. We sell contact center software.

X-functional 56

X-functional Engineering Clients Start-ups 56

SaaStr

FEBRUARY 4, 2020

We have 1,000 employees across three locations, San Francisco, Denver, and New York, and everything in the past four years has grown by more than 10 X. And with that growth, there is something that I think is really deeply reflective of what creates high performing teams, and it may not be the thing that you’re thinking of.

Drivers/motivators 73

Drivers/motivators X-functional Trust Cross-sell 73

Heinz Marketing

FEBRUARY 24, 2020

This week’s episode is entitled “ The Importance and Power of Editing: A B2B Masterclass (in 30 Minutes!) ” and our guest is Lisa Gschwandtner , Editorial Director at Selling Power. I won’t get into the inside jokes there but Lisa Gschwandtner from Selling Power Magazine , thank you so much for joining us today.

Pipeline 62

Pipeline Sales Cross-sell Up-sell 62

SaaStr

AUGUST 7, 2020

359: The Secrets to Vertical Growth, What it Really Takes to Build a $1B SaaS Company with Matt Garratt, SVP, Managing Partner @ Salesforce Ventures, Trisha Price, Chief Product Officer @ nCino and David Schmaier, CEO & Founder @ Vlocity. Are these really product companies? There’s a lot of services.

Price 59

Price Retail X-functional Healthcare 59

SalesHandy

JUNE 29, 2021

Selling products or services to businesses and professionals can be tough. Most businesses are built and operated differently, which means each of them will have unique challenges to solve and corresponding needs from your product. Which is unlike selling to consumers, who have common needs and wants. What is B2B Sales?

B2B 98

B2B Cross-sell X-functional Follow-up 98

SaaStr

AUGUST 12, 2020

When you start growing above 50 employees, and certainly get to 100, things change, you now have teams, which means you have functional leaders. Rather than the CEO running around telling the engineers exactly what to build, you now have product managers. And, the second system is what I call the product marketing system.

Finance 111

Finance X-functional Launch Objectives and Key Results 111

SaaStr

JUNE 14, 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. SaaS companies face sustained headwinds in the attracting, cultivating, driving productivity, and retaining talent.

Strategize 58

Strategize Quota Non-Profits Price 58

Sales Hacker

MARCH 2, 2020

The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling. Agile Selling. Spin Selling. Insight Selling. Spear Selling. The Psychology of Selling. Buyer-Centered Selling. Integrity Selling for the 21st Century.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

SaaStr

MARCH 12, 2019

He provides an in-depth guide to driving revenue growth at your company and what to expect at each stage. The three stages are product-market fit, then go-to-market fit and lastly growth and moat. Awesome revenue growth on the X axis, awesome revenue retention on the Y. Thirty, 50% revenue growth.

Growth 83

Growth Cross-sell Contract X-functional 83

Hubspot

AUGUST 8, 2019

Revenue by product or product line. Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Year-over-year growth. Cost of selling as a percentage of revenue generated. Average cross-sell and upsell rate of partner customers.

X-functional 96

X-functional Quota Cross-sell Contract 96

SaaStr

JULY 15, 2022

As a tiny startup who might be commercializing its first product, are there any general guidelines that you can stick to that would prevent the massive companies out there from crushing the baby? How, if no one’s heard of you, do you sell to big companies? So again, we could use it for any function. It never works.

Growth 95

Growth Cross-sell Start-ups X-functional 95

SaaStr

MAY 14, 2023

All were growing 15%-20% a month, so we called them “The 20%ers club” Did that growth last? Talkdesk spent two years getting its Zendesk for voice products right, and then boom, boom, went from almost nothing to six million in ARR in the last 12 months… that sounds pretty good and it’s accelerating. All of them!

Price 92

Price Start-ups Up-sell X-functional 92

SaaStr

OCTOBER 29, 2019

Learn actionable monetization tips from a Product/Growth operator turned VC. I began my career in new product development and starting in 2011 got really excited about the high growth phase of a company. What I love about SaaS as a product person is that it’s a longterm value exchange. FULL TRANSCRIPT BELOW.

Price 40

Price X-functional Cross-sell Growth 40

SaaStr

FEBRUARY 15, 2019

In Today’s Episode: * David Skok , General Partner @ Matrix Partners: Why does David believe that all good products have at least one variable pricing axis? How can founders determine which variable they should choose for their product? You know, how to find a way to upsell and cross-sell into their installed base.

Price 44

Price Cross-sell X-functional Up-sell 44

Sales Hacker

APRIL 14, 2020

She helps growth-oriented B2B, SaaS companies design, implement, and optimize their data strategies, business processes and existing tool stacks to support their customers. Reps working from home need to be willing to converse without selling. So companies going out, they bought this SaaS platform to help with X, Y, and Z.

Contract 70

Contract CRM Consult Cross-sell 70

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. Growth is never done. Do people care about this product?

UX 85

UX Cross-sell A/B testing Government 85

ConversionXL

APRIL 3, 2018

CXL Live is our flagship conference about growth and optimization. Amazon built its growth on top of these 4 pillars: Customer Centricity. Hana Abaza – Thriving on Change, Driving Growth and Lessons Learned at Shopify. Ed Fry – Customer Data Operations: Unleashing your hidden growth engine. Fastest fish wins.

A/B testing 106

A/B testing Objectives and Key Results Growth X-functional 106

PandaDoc

APRIL 12, 2022

In many cases, all aspects of the business — from product expansion to feature development — revolve around customer metrics and feedback. Customer insights can help you improve your product and get a better understanding of what features are most important to users. Example: 40 positive responses / 60 total responses X 100 = 67%).

Customers 52

Customers X-functional Promote Price 52

SaaStr

AUGUST 26, 2022

Sometimes we’re not as founders, sometimes founders sell their company because they don’t end up being deeply passionate about what it does. Yes, Zoom and Shopify and folks that were huge COVID beneficiaries had a bit of a hit, but even those have resumed their growth path. So sell your product.

Quota 79

Quota Growth Product Closing 79

SaaStr

AUGUST 15, 2020

So it’s about operational efficiencies, productivity gains, digital experiences and making sure we’ve captured those. We’ve got a lot of training to do with our sales teams to get them to start to speak in these types of terms versus feature function. But as we look at our market, it’s not all created equal.

Retail 78

Retail Start-ups Drivers/motivators Up-sell 78

Sales Hacker

APRIL 23, 2018

This is the only way to create both predictability and sustainability to the sales function. On the cross hair = hitting goal. 3) Encourage activity based selling. Measuring Effectiveness with the Compound Growth Formula. The equation is simple: I refer to this as the “Compound Growth Formula.” Creation of value.

Drivers/motivators 77

Drivers/motivators Pipeline Objectives and Key Results X-functional 77

PandaDoc

MARCH 7, 2023

This visual aid gives every member of your sales team a big-picture view of the entire selling process. And that can only mean one thing, more revenue and growth for your business. Present product or service The presentation or the pitch is showtime in any sales workflow outline. You can still always opt for simplicity, though.

Process 52

Process Objectives and Key Results Pitch Legal 52

SaaStr

MARCH 5, 2019

. “At Atlassian, openness is core to everything we do: every employee can access most information on our product Confluence; “open company, no b t” is one of our five values; it’s a rigorous set of practices we work at every day. Our products are bought, not sold. That’s a lot of growth isn’t it?

Objectives and Key Results 61

Objectives and Key Results Cross-sell Trust Product 61

SaaStr

MARCH 5, 2019

. “At Atlassian, openness is core to everything we do: every employee can access most information on our product Confluence; “open company, no b t” is one of our five values; it’s a rigorous set of practices we work at every day. Our products are bought, not sold. That’s a lot of growth isn’t it?

Objectives and Key Results 56

Objectives and Key Results Cross-sell Trust Product 56

ConversionXL

MAY 14, 2014

Realizing this was a much bigger problem we’ve yet to address, Peep took to Twitter and asked: Looking for an in-house optimizer in a big company for a blog post on selling CRO internally. On-going battles for prime real estate, page layouts, copy and imagery persist and often burden cross-functional team performance and relations.

Conversion 124

Conversion Sell E-commerce Legal 124

ConversionXL

NOVEMBER 11, 2015

To navigate the list, you can filter out tools based on function as well as for which size company it works best. ” Other Adobe products offer capabilities for marketing automation and email, media optimization, audience insights creating and delivering experiences across digital and television,and social.

Conversion 124

Conversion A/B testing UX Consult 124

SaaStr

JULY 8, 2020

Look, okay, let’s say half your business sells to eCommerce, but 20% sells to live events. Aileen Lee: But these are also super… I mean, you were talking about growth stage companies where they’ve got strong product market fit. And he’s been so much more productive and so much happier.

Pitch 65

Pitch Start-ups Up-sell Technology 65

ConversionXL

APRIL 12, 2017

Finally, day three covered all things customer success and growth. It’s not which variant collects more email addresses, it’s which variant sells more books. Typically happens at the end of the product lifecycle. Pay them upfront so they don’t try to say X to get the money. Featuring a classic game of CRO Feud.)

Growth 86

Growth X-functional A/B testing Objectives and Key Results 86

Hubspot

SEPTEMBER 11, 2018

Selling to people who can’t or won’t buy is a huge drain on your sales productivity, budget, and team. Business pain points affect a company's bottom line and must be solved in order for them to grow and function successfully. These are slight annoyances -- but aren't keeping the company from functioning. No, it is not.

X-functional 101

X-functional Cross-sell Angle Prospecting 101

Hubspot

MARCH 10, 2016

An adjective used to describe companies that sell to other businesses. An adjective used to describe companies that sell directly to consumers. Blogging is a core component of inbound marketing, as it can accomplish several initiatives simultaneously -- like website traffic growth, thought leadership, and lead generation.

Networking 78

Networking Non-Profits Engineering Follow-up 78

ConversionXL

OCTOBER 4, 2018

As it turned out , the enhanced algorithms “did not seem to justify the engineering effort needed to bring them into a production environment.”. That dual growth in scale—of data collected and accessibility to it—has solved two primary challenges of predictive analytics implementation. or “Who is likely to try product X?”

Sports 131

Sports Clients Engineering Niche 131

SaaStr

AUGUST 19, 2020

We shut down something called the Evernote market which was selling physical goods, sunset some nice products like Evernote food which had nice followings, but I felt were distracting from the larger priorities. We had way too many bugs, latency had grown to too long and crashes were a problem with the product.

E-commerce 100

E-commerce Price Start-ups Growth 100

ConversionXL

JUNE 19, 2018

Hana Abaza: Thriving on Change, Driving Growth and Lessons Learned at Shopify. Positioning: Is it really the product you have to differentiate or is it the experience? Chris Out: How to Build a Top 1% Growth Team 3 times faster than your Competition? The growth system is broken: product, marketing and sales are siloed.

A/B testing 103

A/B testing Cross-sell X-functional Growth 103