Hubspot

OCTOBER 16, 2017

Sales compensation is one of the trickiest aspects of the sales organization to get right. How to create a good sales comp plan. Sales comp plan types. Sales contests and SPIFs. How sales compensation should work. A sales compensation plan operates from a basic principle: Money drives behavior.

Commission 101

Commission Quota X-functional Non-Profits 101

Veloxy

MAY 24, 2023

Mastering sales velocity is essentail for driving revenue growth in today’s competitive business landscape. Sales velocity measures the SPEED at which deals move through your sales pipeline, resulting in shorter sales cycles, higher conversion rates, and increased revenue generation. Need help with Sales Velocity?

Objectives and Key Results 130

Objectives and Key Results Pipeline Pharmaceutical Sales 130

Miller Heiman Group

MARCH 13, 2019

While many organizations reported increased adoption of a sales enablement function in recent years, several still struggle to use it effectively to achieve their goals. According to CSO Insights’ 4th Annual Sales Enablement Study , 61 percent of organizations have a sales enablement function. Of those, only 34.4

Objectives and Key Results 107

Objectives and Key Results Quota Technology Technology 107

SaaStr

MAY 20, 2020

Then: – Assume overall Cloud spend doubles in 5 years (maybe more) – Assume your Market Share grows 5x in 5 ys – Assume you figure out how to 3x your ACV. You will be able to do a secondary sale of some of your shares if you continue to do well. Forward TAM: Today x 2 x 5 x 3 (30x). — Jason ?BeKind?

Cross-sell 129

Cross-sell Market share Up-sell Conversion 129

Hubspot

OCTOBER 24, 2022

The same is true in sales. As a sales leader, part of staying agile is recognizing the trends unfolding around you and pushing your team ahead of the curve. HubSpot's 2022 Sales Strategy & Trends Report takes a closer look at these trends and how sales leaders can leverage them. Sales in 2022 is no different.

Cross-sell 66

Cross-sell Drivers/motivators CRM Sales 66

Hubspot

AUGUST 22, 2022

We surveyed over 1,000 sales professionals around the globe to find out the top sales trends of 2022, and one thing is certain – the pandemic made a lasting impact on the relationship between salespeople and their prospects. If you’re looking for a specific insight, you can skip ahead to these sections: The Top Sales Trends.

Cross-sell 69

Cross-sell B2C Sales CRM 69

SaaStr

MAY 19, 2019

” So even in SMB sales in smaller markets, if you take dominant market share — you can get to $500m+ in ARR! But yes, the core market is mature — but at $640m+ ARR. They have a sales-assisted SMB sales process, which isn’t easy to make efficient. As It Crosses $650m in ARR.

Non-Profits 108

Non-Profits Cross-sell Price Up-sell 108

Hubspot

SEPTEMBER 11, 2012

You closed a sale! Who’s to say that customer’s sales cycle is over? 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. Congratulations!

Cross-sell 78

Cross-sell Referrals Education Up-sell 78

Highspot

MAY 15, 2020

Now, more than ever, sales and marketing share common goals — customer acquisition and retention — and must be working in true partnership to sustain their businesses. Doing so requires sales enablement — a must-have function and technology for every business navigating today’s uncertain economic landscape.

Cross-sell 98

Cross-sell Territory Technology Technology 98

ConversionXL

OCTOBER 14, 2021

You might find that, on average, your CSAT score is lowest at the handoff point between sales and service. Market share. Market share is a good measure of your brand position relative to your competitors, as it’s a zero-sum game. Or are you concerned more with customer retention and cross-sell opportunities?

Objectives and Key Results 157

Objectives and Key Results A/B testing Growth Market share 157

SaaStr

NOVEMBER 30, 2023

Go-to-Market matters because sales and marketing spend remain the biggest proportion of SaaS spend, so honing in on that spend to build an engine and drive growth is paramount. Because founder-led sales worked really well for most of the early stages, but you eventually start running out of juice around $15M ARR.

Go To Market 107

Go To Market GTM Cross-sell Growth 107

Salesforce

APRIL 28, 2022

According to the Salesforce Shopping Index, global same-site sales were down 3% year-over-year (YoY) in the first quarter of 2022. This marks the first time in the Index’s history that digital sales fell. This leveling off was inevitable given that global digital sales soared 57% in 2020 and 16% in 2021. What drove the decline?

Retail 98

Retail Cross-sell Sales Growth 98

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. What is marginal revenue?

Price 52

Price Manufacturing Cross-sell Up-sell 52

Salesforce

OCTOBER 12, 2021

Businesses are realizing that to stay agile, strategic, and most importantly, sustainable, they need a CRO who can fold marketing, sales, and customer success into one seamless revenue machine. “In Get the Sales in 60 Seconds newsletter for the latest and greatest sales content. Discover timely insights and useful tips.

Gaming 98

Gaming Cross-sell Sales Finance 98

CloserIQ

MARCH 29, 2019

Sales and marketing…. Ask any sales rep, and they’ll be happy to make it all-too-clear that they are completely, 100 percent distinct from their marketing counterparts. And ask any marketer, and they’ll give you ‘the look’ if you even think about suggesting that there’s some sort of overlap between the two departments.

Cross-sell 63

Cross-sell Sales Campaign Technique 63

Closer's Coffee

JUNE 19, 2019

How to Choose the Right Sales Manager for Your Company. The sales manager is arguably the most critical person in the company. Hiring a leader for a sales organization is a decision that is more critical for a company. Many organizations “promote” their best seller to a sales management position. Sales Goals.

Non-Profits 74

Non-Profits Cross-sell Territory Drivers/motivators 74

Hubspot

APRIL 1, 2019

What makes a good sales presentation? Hate the thought of doing sales presentations ? But the best reps have sales presentations down pat, even if it’s not their favorite activity. But the best reps have sales presentations down pat, even if it’s not their favorite activity. Sales Presentation Techniques.

Presentation 100

Presentation Technique Closing Sales 100

Heinz Marketing

APRIL 8, 2019

It’s another episode of Sales Pipeline Radio , ( live every Thursday at 11:30 a.m. It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We cover a wide range of topics, with a focus on sales development and inside sales priorities.

Pipeline 73

Pipeline Cross-sell Sales Up-sell 73

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. The Winning By Design Blueprint Series provides practical advice for every part of a SaaS sales organization. Traditional Sales Growth vs SaaS Sales Growth. FIND PRODUCT MARKET FIT.

Growth 99

Growth GTM SQL Strategic partnership 99

Sales Hacker

SEPTEMBER 4, 2018

Lose an existing one, your company’s sales potential drops. Sales and Customer Success. Marketing and Customer Success. Customer Success and Sales. Inspire new sales (upsell, cross-sell). Upsells and cross-sells can also be driven by a variety of roles and at moments throughout the cycle.

Customers 68

Customers Cross-sell Referrals Growth 68

Hubspot

JULY 22, 2020

The growth platform is a mix of HubSpot's CRM, marketing, and sales tools, specifically designed to maximize growth. Cross-Selling and Upselling: The Ultimate Guide. They can work towards increasing your market share and drive revenue. Have a specialization as a selling point.

Referrals 101

Referrals Cross-sell Price Clients 101

Score More Sales

DECEMBER 16, 2011

Sales Tips and Strategies to Grow Revenues. They cannot do simple reports to determine the cost of a closed deal this year as compared to last year, and they often don’t know what is fully in the pipeline of each of their sales reps. A social CRM strategy should benefit marketing, customer service, sales and e-commerce.

CRM 69

CRM Objectives and Key Results E-commerce Cross-sell 69

ConversionXL

MARCH 20, 2019

Some companies sell relevant software but not explicitly for ABM. Deliver tailored marketing and sales messaging to those people. As Steve Watt details in his course on account-based marketing , a pilot program is an essential starting point for account-based marketing. Sales enablement. Image source ).

Real Estate 117

Real Estate Contact Campaign B2B 117

Gong.io

AUGUST 24, 2022

If you’ve worked more than one month in sales, you know that the new quarter starts the minute after the last one ends. And most sales teams consistently measure throughout the quarter how their performance is tracking to their goals. We call this process sales forecasting. What is a sales forecast? .

Territory 62

Territory Pipeline Finance Sales 62

Salesforce

OCTOBER 18, 2023

You can’t sell something to someone you don’t know exists yet, and they can’t buy anything from a company they’ve never heard of. Demand generation marketing (or “demand gen,” for short) means finding, learning about, and winning over potential customers. What are the key objectives of demand generation marketing?

Objectives and Key Results 111

Objectives and Key Results Customers Drivers/motivators Lead generation 111

PandaDoc

SEPTEMBER 19, 2023

Let’s say you’re the head of sales in a small company that recently launched a product. Your task as a sales manager is to market it. But appealing to large audiences doesn’t help your business to reach sales goals, or generate and convert enough leads. The answer is “by implementing a vertical marketing strategy.”

Niche 52

Niche Cross-sell Price Referrals 52

Miller Heiman Group

JULY 18, 2019

On the surface, your sales organization looks like it’s doing everything your shareholders or board expects: Your revenue attainment is up, and more salespeople are exceeding their goal than you’ve seen in the last five years. Assess Your Sales Performance. Are your win rates or quota attainment rates what you forecasted them to be?

Sales 55

Sales Cross-sell Quota Negotiate 55

SBI

MAY 2, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. Director of Product & Corporate Marketing for Zilliant. Nancy: What are the top 3 ways your solution changes the game for a sales organization?

Gaming 55

Gaming Cross-sell Profit margin Price 55

Hubspot

OCTOBER 12, 2017

By performing a competitor analysis, you'll be able to: Identify gaps in the market. Uncover market trends. Market and sell more effectively. Let's use an example: Stitch Fix and Fabletics are both subscription-based services that sell clothes on a monthly basis and serve a similar target audience. Scaling down?

Cross-sell 101

Cross-sell Follow-up Promote Price 101

The 5% Institute

JULY 4, 2023

In the competitive world of business, sales attainment plays a crucial role in determining the success of a company. Achieving and exceeding sales targets is a priority for organizations looking to grow and thrive. It is a measure of how well a company performs in terms of meeting or surpassing its sales objectives.

Objectives and Key Results 52

Objectives and Key Results Technique Drivers/motivators Customer Relationship Management 52

Gong.io

DECEMBER 15, 2022

The value of sales territories isn’t lost on most sales leaders (and if it is, we’ll clarify that shortly). The problem is making your sales territory planning fair without swallowing up your time. . What is sales territory mapping, and why is it important? Divide markets strategically . Create fair territories.

Territory 62

Territory Cross-sell Sales Non-Profits 62

Highspot

FEBRUARY 14, 2024

A comprehensive sales and marketing plan sets up organizations for long-term growth and success. In this guide, we’ll dig into the differences between sales and marketing plans, how to create your plan, and templates to get the ball rolling. What is a Sales and Marketing Plan?

Objectives and Key Results 52

Objectives and Key Results Cross-sell Click Through Rate Sales 52

Highspot

FEBRUARY 14, 2024

A comprehensive sales and marketing plan sets up organizations for long-term growth and success. In this guide, we’ll dig into the differences between sales and marketing plans, how to create your plan, and templates to get the ball rolling. What is a Sales and Marketing Plan?

Objectives and Key Results 52

Objectives and Key Results Cross-sell Click Through Rate Sales 52

Gong.io

DECEMBER 14, 2022

It’s not hard to set sales objectives. Any sales leader can ask their team to increase sales by 50% or cut customer churn in half. . What’s difficult is setting achievable, effective sales goals that have a genuine impact on your company’s long-term strategy. . What different sales objectives look like .

Objectives and Key Results 62

Objectives and Key Results Quota Cold Call Profit margin 62

Highspot

FEBRUARY 25, 2024

Sales operations teams frequently encounter hurdles such as juggling too many tasks, outdated procedures, insufficient data management, and communication breakdowns. When sales performance starts slipping, it’s a call to action for a sales operations strategy makeover. As a result, data silos emerge.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Sales Strategize 52

ConversionXL

JUNE 16, 2022

A marketing playbook helps you achieve brand consistency across channels and campaigns. In this article, we’ll explain how to create a marketing playbook to align your teams and boost your sales opportunities. A marketing playbook gets everyone on the same page. Marketing funnel. How to create a marketing playbook.

Campaign 149

Campaign Objectives and Key Results Launch Click Through Rate 149

Hubspot

MAY 3, 2013

But it turns out a lot of people, including sales reps in stores that were selling Intel-based computers, still had no idea what Turbo Boost did. We didn’t do it in-your-face, but the story was, ''Here’s Intel putting all of this marketing money into this and nobody knows what it is.'' I kind of crossed my fingers on that.”

Angle 78

Angle Cross-sell Up-sell Technology 78