The Lost Book of Sales

JULY 12, 2021

Starting to cross the chasm. How does the "D-Day" strategy help companies cross the chasm? Being sales vs. market driven when crossing the chasm. Launching the invasion. High-tech innovation and marketing expertise are two cornerstones of the U.S. Chasm as the single biggest challenge. A war analogy.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Sales Hacker

FEBRUARY 7, 2018

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. HIT THE LAUNCH WINDOW. How do you know when you are in a launch window? Tell tale signs of being in the launch window.

Growth 87

Growth GTM SQL Strategic partnership 87

SaaStr

NOVEMBER 19, 2019

WebPT achieved 30% market share and transformed an entire vertical with a purpose-built solution in a tech-averse industry. From that point on, we built a product and we launched it in February of 2008 out of a back of a coffee shop with one employee. So we launched the company in February of 2008.

Closing 66

Closing Customers Niche Cross-sell 66

Gong.io

FEBRUARY 9, 2019

Cold calling isn’t about discovery – it’s about selling the meeting. In fact, the talk-to-listen ratio for successful cold calls is HIGHER than unsuccessful ones: It’s your job to sell your buyer on why they should attend the meeting. Focus on selling the meeting, not on asking a probing question your sales manager would be proud of.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

Hubspot

SEPTEMBER 11, 2012

There are always opportunities for upselling, cross-selling, and repeat sales! According to Bain and Company, repeat customers spend an average of 67% more than new customers, and are 6-12 times cheaper to sell to. 4) Get Active About Upselling and Cross-Selling. Share your recommendations in the comments.

Cross-sell 74

Cross-sell Referrals Education Up-sell 74

SaaStr

JULY 11, 2019

Join Tiago as he shares Talkdesk’s unconventional journey and what it takes to build a top-valued brand. Also, don’t miss out on discounted prices for SaaStr Annual 2020 tickets. And then I want to have some, really dig in, substantively, on going up market. That was the, was more market pull. Transcript.

Launch 104

Launch Technology Technology Up-sell 104

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? What’s good for each segment?

Price 45

Price Cross-sell Up-sell Start-ups 45

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). Launch: set the campaign live.

A/B testing 90

A/B testing Objectives and Key Results UX Retail 90