SaaStr

FEBRUARY 28, 2023

First, launching Stripe’s LatAm sales team, and now in the platform sales organization. It’s important to meet them where we imagine their mindset to be as well. Workshop Wednesdays are held live every Wednesday at 10 a.m. PST for those of you who want to connect with SaaS experts. Every penny is measured and overturned.

Cross-sell 84

Cross-sell Sales Cold Call Legal 84

SaaStr

NOVEMBER 1, 2022

Over 100 Indian founders were in town for a unique double header: SaaStr/Dreamforce and the launch of SaaSBOOMi US. We remain optimistic about the prospects of cross-border SaaS. Org Building Ideas for Cross-Border Companies. PP could be a strategic enabler of GTM scale up if done well. Learnings on GTM.

GTM 85

GTM Cross-sell Niche Strategize 85

SaaStr

OCTOBER 17, 2023

Sell to more existing customers. It’s one thing to bring the customer over the line and sell for the first time. Your selling team will 3x, and sales will become codified. When scaling from founder-led sales to another person selling the product, customers become more demanding. Early sellers are meeting quotas.

Cross-sell 65

Cross-sell Customers GTM A/B testing 65

ConversionXL

JUNE 2, 2022

ABM is a company-wide strategic approach to finding and converting specific accounts that add long-term value to your business, both financially and through industry standing and pulling power. Within days, they set a meeting and T-Mobile eventually became a client. Account-based marketing is a team sport. ABM makes sense.

Lead generation 94

Lead generation Strategize Campaign Profit margin 94

SBI

MARCH 8, 2018

Chris: SAVO is a game changer for our customers because instead of just focusing on solving tactical pains like helping sellers find content easier, we focus on helping organizations align the sales organization to strategic corporate initiatives and changing market conditions. Nancy: How have companies determined the ROI of your solution?

Gaming 55

Gaming Strategize Government Cross-sell 55

Jeff Shore

OCTOBER 2, 2018

My own mastermind program included: – Strategic Coach, an entrepreneurial program that I have been a part of for years. We share best practices, pose difficult challenges, and cross-promote business. – My own Sales Leadership Roundtable , a quarterly live meeting with a continual deep-dive focus on advanced sales leadership topics.

Real Estate 102

Real Estate Cross-sell Represent Strategize 102

Hubspot

APRIL 2, 2021

Supply-side platforms (SSP) where publishers sell their ad inventory. The ad exchange marketplace where advertisers and publishers buy or sell ad inventory through real-time bidding (RTB). Nobody knows exactly what the impact will look like yet," he added, "but we, in the industry, are crossing our fingers and hoping for the best.".

Objectives and Key Results 87

Objectives and Key Results Cross-sell Negotiate Campaign 87

Highspot

MARCH 13, 2024

Top Strategic Ways Your Sales Team Can Use AI Practical Tips for Integrating AI into Sales Processes Challenges That AI in Sales Face The Future of AI in Sales What is Artificial Intelligence? It will suggest opportunities when sales representatives should follow up for upselling and cross-selling. Why Do You Need AI in Sales?

Cross-sell 52

Cross-sell Sales Pipeline Follow-up 52

ConversionXL

JUNE 16, 2022

For example, if your goal is to raise brand awareness using videos, your content, channels, and key performance indicators (KPIs) will be different from a campaign for generating revenue through strategic partnerships. For example, let’s say for every new feature launch, you create a new landing page. Marketing strategy. Opportunities.

Campaign 149

Campaign Objectives and Key Results Launch Click Through Rate 149

Highspot

DECEMBER 19, 2023

Define Metrics That Matter To gauge success and identify areas for growth, track two types of metrics – operational and strategic. Strategic metrics evaluate broader impact, focusing on pipeline creation and converting qualified leads into closed business. A glossary of terms helps maintain clarity and consistency in communication.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

Sales Hacker

FEBRUARY 1, 2021

This is all good business practice and should be anticipated by selling organisations. There are many initiatives you can launch that will strengthen your retention numbers. They focus on the strategic, critical suppliers –- where the solution is high-cost or essential to their business goals. So, it’s important to understand.

Customers 75

Customers Contract Cross-sell Account management 75

Outreach

MARCH 30, 2021

Here’s an all-too-common example of what it looks like when sales and marketing aren’t working from a coordinated, complementary strategy— A B2B company is launching a new product. The launch happens, yet the sales team continues to focus much of their efforts around a legacy product. Marketing is saying, ‘We need to grow this product.

Click Through Rate 52

Click Through Rate Cross-sell Launch Sales 52

Hubspot

JULY 27, 2023

Finding Time to Engage in Sales While it might seem paradoxical, sales reps spend only a third of their workweek actively selling. Mostly, strategic and administrative tasks like: Participating in internal meetings. As a result, they can spend more time selling. What do they dedicate the rest of their time to?

Cross-sell 61

Cross-sell Healthcare Contact Follow-up 61

Highspot

OCTOBER 21, 2022

But there’s also a troubling trend on the rise: Salespeople often lack the tools, training, resources, and ongoing coaching they need to meet buyer demands in the field. in order to help them sell… well – covers a lot of ground. When, where, and how often will sales reps meet with coaches and/or undergo learning “refreshers”?

Quota 75

Quota Construction Sales Pitch 75

Gong.io

SEPTEMBER 21, 2022

But the thing is, simply asking, “how much did we sell this month?” If revenue is increasing (from whichever source, be it newly acquired customers or from cross-selling opportunities), you’ll have more space to invest in expansion and internal investments. Meetings booked. isn’t enough. Sales forecast volume .

Contract 62

Contract Quota Objectives and Key Results Sales 62

Sales Hacker

MAY 26, 2021

If you know that you love strategizing to increase sales but don’t want to be an account executive, sales operations may be the right place for you. Sales ops is responsible for supporting and enabling sales reps to sell efficiently and effectively. Sales operations teams bring a system of selling and structure to a sales organization.

Territory 60

Territory Objectives and Key Results Finance Cross-sell 60

Highspot

JUNE 11, 2020

Cross-functional input into go-to-market strategies. Sales’ responsibility is, of course, to sell. As a result, content doesn’t meet salespeoples’ needs or fails to impact deals. New product launches or campaigns spur growth, but these initiatives can eventually become stale as growth plateaus.

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

Lead Fuze

SEPTEMBER 30, 2023

But don’t worry – it’s more than possible with some creativity and strategic planning. They’ve already shown interest in what you have to offer, making them prime candidates for upselling or cross-selling strategies.

Lead generation 52

Lead generation Cold Call Technique Strategic planning 52

Highspot

NOVEMBER 1, 2022

Sales performance is affected by your enablement efforts, such as sales training or content management; sales productivity; your customer experience; your cross-functional alignment across sales and marketing team members; and your company culture. What Factors Affect Sales Performance. Make decisions with sales performance metrics.

Objectives and Key Results 52

Objectives and Key Results Assembly Line Cross-sell Sales 52

Gong.io

DECEMBER 15, 2022

Divide markets strategically . The importance of this can’t be overstated, especially given the time-consuming nature of sales where reps spend around two-thirds of their time on non-selling activities. . Launching a new product. or activity-based (number of deals in your pipeline, number of meetings booked, etc.).

Territory 62

Territory Cross-sell Non-Profits Pipeline 62

Sales Hacker

JUNE 19, 2019

I’m always impressed by the degree of ingenuity that leading sales teams put into their selling strategy. Transactional selling. Solution selling. Consultative selling. Provocative selling. What types of behavior can launch triggered messages? Product upsells and cross-sells. Clicking a button.

Campaign 96

Campaign Cross-sell Sales Up-sell 96

Highspot

MARCH 30, 2021

Sales performance is affected by your enablement efforts, such as sales training or content management; your customer experience; your cross-functional alignment; and your company culture. That’s because certain sales models are better suited to certain types of businesses, selling motions, or solutions. Make decisions with data.

Objectives and Key Results 69

Objectives and Key Results Assembly Line Cross-sell Sales 69

Hubspot

JUNE 8, 2021

They rely on email, phone calls, videos, and virtual meetings—instead of face-to-face interaction—to build relationships and move people through the sales funnel. Similar to SDRs, inside sales reps roles are a great launch point for a sales career. Nearly half of their time is spent selling remotely (i.e. Image Source.

Commission 76

Commission Territory Finance Inside sales 76

Veloxy

NOVEMBER 30, 2023

In-person meetings create more space to read between the lines, interpret nuances, and establish bonds that last beyond a single transaction. Unlike inside sales, which rely on digital communication, field sales involve personal meetings, presentations, and relationship-building on the ground. Get to know your customers really well.

Objectives and Key Results 279

Objectives and Key Results Territory Inside sales Cross-sell 279

Sales Hacker

JANUARY 9, 2018

Only three out of ten companies see their sales force meet or exceed revenue targets. On the flip side, some traits and behavior indicate unfitness for a sales role outright, while others can erode your chances of succeeding in the tough, stressful, and competitive world of selling. Quit selling if pressure is not your middle name.

Cross-sell 81

Cross-sell Clients Up-sell Technology 81

SBI

OCTOBER 28, 2019

With Whitespace+, users are provided increased clarity within key accounts, which makes cross-selling and up-selling easier by showing product penetration, competitors in play and future potential. Join us for “From Vendor to Strategic Partner: Uncovering Insights to Generate Customer Value” webinar. Industry News.

Cross-sell 20

Cross-sell Contact Strategize Relationship Management 20

ConversionXL

OCTOBER 26, 2022

The New York Times named this urge to buy something the “TikTok Feta Effect,” after a viral recipe for baked feta pasta resulted in the cheese selling out nationwide in the U.S. By listening to the TikTok community, we meet users where they want to be met, and it’s not in the funnel.

Customers 115

Customers Entertainment E-commerce Objectives and Key Results 115

Partners in Excellence

MARCH 2, 2016

They provide the customer with their best price, crossing their fingers, hoping to win. Since, inevitably, all the alternative will meet their requirements, the only differentiator becomes the vendor offering the lowest price. Unfortunately, that’s where the majority of sales people compete. Only the best alternative will win.

Cross-sell 51

Cross-sell Contract Price Commission 51

SaaStr

SEPTEMBER 4, 2020

Prior to the pandemic, you had to plan and orchestrate and sell change. Simple stands for stop internal meetings, plan lots of external ones. And the idea is that on Wednesdays, if we take meetings, they’re going to be external, customer-facing meetings. So while it may be hard, cross some things off the list.

E-commerce 63

E-commerce Cross-sell Start-ups Up-sell 63

SaaStr

DECEMBER 3, 2020

How does this change when selling to SMBs vs enterprise? * And upon meeting the team, I was just blown away by the people. I want to meet Joe.” ” But we also get people going on SMB leads regardless of the segment that they’re there to sell, just so they can get some at bats under their belt as well.

Sales 69

Sales Cross-sell Start-ups Growth 69

Spiro Technologies

APRIL 12, 2023

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving, and selling products, and of course, having fun along the way. And we service both OEM folks as well as larger distributors who ultimately then sell to OEMs. And when we sell new licenses software, we just turn them on.

E-commerce 52

E-commerce Manufacturing Education Cross-sell 52

Spiro Technologies

APRIL 12, 2023

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving, and selling products, and of course, having fun along the way. And we service both OEM folks as well as larger distributors who ultimately then sell to OEMs. And when we sell new licenses software, we just turn them on.

E-commerce 52

E-commerce Manufacturing Customers Education 52

SBI

SEPTEMBER 4, 2012

New business, to be clear, refers to revenue generated by: Identifying and selling into new accounts, i.e. companies that you haven’t done business with before. Penetrating deeper and broader into existing client accounts, i.e. selling across different departments within a current client’s organization. Get the meeting.

Cross-sell 40

Cross-sell Drivers/motivators Appointment Consult 40

SaaStr

MARCH 15, 2024

Last week, they launched a product called Vimeo Central, a complete suite for using video in collaboration and employee engagement. They sell a lot into internal video, which is employee engagement. The whole thing about PLG is that it is challenging because it’s highly cross-organizational. There is a lot, yet more to do.

GTM 89

GTM Cross-sell Start-ups Growth 89

SaaStr

AUGUST 12, 2020

Rather than having this erratic schedule around hitting sales targets, or hitting releases, that there’s a feeling that just quarter after quarter the company keeps shipping and selling. So, the absolute biggest project that we could ever do would be 10 engineers for 10 weeks, and that would be for the absolute most strategic priority.

Finance 110

Finance X-functional Launch Objectives and Key Results 110

SaaStr

JUNE 10, 2020

We launched a podcast this week and really it’s around open for business. You need to be prepared to launch this. Launch it to our customers, launch it to the sales team, launch it to prospects.” And I’ve gone through and crossed out a few things. And then of course your employees.

Launch 70

Launch Start-ups Drivers/motivators Pipeline 70

SaaStr

JULY 3, 2020

Rather than having this erratic schedule around hitting sales targets, or hitting releases, that there’s a feeling that just quarter after quarter the company keeps shipping and selling. We had to learn how to do sales and sales marketing and compete in heads up battles against other companies selling similar products.

Finance 75

Finance Launch Objectives and Key Results Cross-sell 75