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

Hubspot

OCTOBER 16, 2017

That is to say, if you want your salespeople to do X, reward them financially for doing X. If you want them to stop selling to poor fit customers, institute a clawback so they lose their commission if the customer churns or returns the product within a set window of time. Increase upsell/cross-sell rate.

Commission 91

Commission Quota X-functional Non-Profits 91

Heinz Marketing

JUNE 7, 2021

Matt: So, as we record this, we are coming up at the end of May. 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. Thanks for being part of the show.

Pipeline 126

Pipeline B2B Sales Cross-sell 126

SaaStr

FEBRUARY 4, 2020

And over that time, let’s say Amex was 150 years, Google was 9 years when I started, and Gusto was about 4 years old when I started. Keep your hands up if you use Gusto. 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.

Drivers/motivators 70

Drivers/motivators X-functional Trust Cross-sell 70

Heinz Marketing

JULY 13, 2020

” I ask Joanne why she thinks it’s coming up more often now and how has her answer changed or evolved over time? It’s time to grab your board, swim out into that sea of ideas that’s churning up all the time, and see if you can catch a wave. Joanne: Well like anything we’re doing, it starts at the top.

Pipeline 85

Pipeline Referrals Cold Call Sales 85

SaaStr

JULY 24, 2019

Hopefully, you could leave this session enabled with a handful of action items or ideas that you can take back to your organizations in order to start to move the needle on net retention. We sell contact center software. We are operating and selling mostly against companies that have been around 20, 30 plus years.

X-functional 54

X-functional Engineering Clients Start-ups 54

SaaStr

JULY 17, 2020

” So all the people who were whining, jumping up and down about the evils of short-termism and public markets, which I never really believed in anyway, maybe you’re just factually wrong. Does it not all bubble up to even the best cloud stocks? Keith Rabois: It’s unclear which stocks it bubbles up to.

E-commerce 69

E-commerce Retail Real Estate Growth 69

SaaStr

JULY 15, 2020

” So all the people who were whining, jumping up and down about the evils of short-termism and public markets, which I never really believed in any way, maybe you’re just factually wrong. Does it not all bubble up to even the best cloud stocks? Keith Rabois: It’s unclear which stocks a ball is up to.

X-functional 60

X-functional E-commerce Growth Retail 60

SaaStr

AUGUST 7, 2020

We’ve invested in over 300 companies at Salesforce Ventures and have partnered with both of you closely and it’s been amazing to see this story up close and personal over the years. ” Matt Garratt: But then when you start to grow and you start to get these customers, you see some really nice benefits.

Price 58

Price Retail X-functional Healthcare 58

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. How do they set up the process from there? * How many meetings is normal to have in this process? What are they?

Strategize 56

Strategize Quota Non-Profits Price 56

SaaStr

AUGUST 12, 2020

David Sacks, General Partner at Craft Ventures joins the New New in Ventures to discuss The Cadence and how to structure around it while building a start-up. When you start growing above 50 employees, and certainly get to 100, things change, you now have teams, which means you have functional leaders. billion dollars.

Finance 108

Finance X-functional Launch Objectives and Key Results 108

Salesforce

JANUARY 31, 2024

How to get a job in tech sales: the fundamentals Types of tech sales jobs Pros and cons of working in tech sales How to get started: best practices and tips What trends drive sales productivity today? Tech sales refers to selling technology as a product or service. Get the free report What is tech sales? Give presentations and demos.

Networking 59

Networking B2C Cross-sell Negotiate 59

ConversionXL

FEBRUARY 26, 2014

By tightening up the standards and criteria you use to find, deploy, and measure keywords, you can really begin to improve your conversion rates at every level of the funnel. In PPC, this typically means setting up Campaign location targeting by selecting specific locations to show ads or excluding specific locations. Don’t have any?

Territory 111

Territory CTR Campaign Objectives and Key Results 111

SalesHandy

JUNE 29, 2021

Selling products or services to businesses and professionals can be tough. Which is unlike selling to consumers, who have common needs and wants. The right B2B sales strategy optimizes your sales process around a few key principles, all of which allow you to make the most out of B2B selling efforts. What is B2B Sales?

B2B 98

B2B Cross-sell X-functional Follow-up 98

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. There are only about 10–15 books in each discipline, so you can easily read up on the books you’re likely to need or want. The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Cost of selling as a percentage of revenue generated. You can’t control how much this salesperson sells -- but you can tell her to increase her daily email output. Number of meetings scheduled.

X-functional 95

X-functional Quota Cross-sell Contract 95

Highspot

MAY 20, 2022

No matter how your strategy changes – whether that’s selling something new, deploying a new methodology, or entering a new region – sales playbooks ensure that reps know what to do, and how to do it effectively. As reps begin to sell the product, they can access the sales play to understand which actions they should take and why.

Territory 52

Territory X-functional Cross-sell Sales 52

Veloxy

SEPTEMBER 28, 2021

You spend 13 hours a week sending 180 emails to prospects, leads, and customers, and all you can drum up is 2 responses. Just be sure you print and bookmark this blog post so you can take it with you wherever you go, wherever you sell. There’s a saying here; start the conversation now so you can get the conversion later.

Objectives and Key Results 204

Objectives and Key Results Prospecting Contact Campaign 204

SaaStr

APRIL 24, 2020

Listen to the start of the episode for a promo code to our upcoming events! They are coming up on $10m ARR but aren’t there quite yet, so a lot like a lot of you, or where you’ll be soon enough. It started back in 2003, when I joined Omniture, which was an analytics company founded here in Utah. Loving our podcast content?

X-functional 85

X-functional Strategize Retail Technology 85

SaaStr

MAY 14, 2023

As we gear up for SaaStr Europa 2023 in London on 6-7 June and SaaStr Annual 2023 in the SF Bay Area on 6-7 September , we wanted to take a look back at some of our most iconic speakers and sessions from over the year, that we can still learn from today. OK, so straight up. Next up, we’ve got Nicolas Dessaigne.

Price 89

Price Start-ups Up-sell X-functional 89

SaaStr

AUGUST 15, 2020

I actually just got off the boat, Nick, and scurried up to make sure that I was ready to go for the presentation. Nick Mehta: I got to say pretty good internet up there on the Italian Alps, so I’m impressed. So, you teed it up really well. One, it starts high up in the sales process, right? Jay Snyder: Yeah.

Retail 75

Retail Start-ups Drivers/motivators Up-sell 75

Sales Hacker

APRIL 14, 2020

Reps working from home need to be willing to converse without selling. Talk to us about your business and how you started — give us an overview. Jessica Wilkeyson: The first way you know is how frequently those teams are meeting together and working together and sharing insights and learning across the organization.

Contract 70

Contract CRM Consult Cross-sell 70

Sales Hacker

APRIL 23, 2018

He convinced them to give the other route a try and Gary started a switchback-based approach to hiking the Y. This is the only way to create both predictability and sustainability to the sales function. You can’t close an opportunity if you haven’t started it first. The up/down axis is a rep’s progress to goal.

Drivers/motivators 77

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

SaaStr

JULY 15, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about scaling from $1M to $10M. Jason Lemkin: Well, let’s break it up. How, if no one’s heard of you, do you sell to big companies? Jason Lemkin: Yeah, maybe let’s break it up into two points. It starts to get complicated.

Growth 91

Growth Cross-sell Start-ups X-functional 91

Heinz Marketing

JANUARY 25, 2021

I ask Jason why is this function so interesting? Read and/or listen to the full show below: Matt: Want to welcome everyone to another episode of Sales Pipeline Radio, I hope you can hear me fine, we’re a warming up the new mic here, but the excited to have you all join us. So, let’s start there. This and a lot more!

Pipeline 88

Pipeline Sales X-functional B2B 88

SaaStr

OCTOBER 29, 2019

Let’s get started. I began my career in new product development and starting in 2011 got really excited about the high growth phase of a company. I was on the product team and saw this opportunity for us to work more cross functionally across the company and focus heavily on retention and monetization.

Price 40

Price X-functional Cross-sell Growth 40

PandaDoc

MARCH 7, 2023

Salespeople quickly adapt to consumer needs and switch up tactics whenever necessary. Sales workflows provide flexible and adaptable roadmaps that can be continually improved to keep up with evolving consumer needs and preferences. This visual aid gives every member of your sales team a big-picture view of the entire selling process.

Process 52

Process Objectives and Key Results Pitch Legal 52

SaaStr

FEBRUARY 15, 2019

What does Amanda mean when she says that successful pricing is broken up into 3 separate product features? You know, how to find a way to upsell and cross-sell into their installed base. The first thing you realize with this is how do we sell something more to them? You’re selling them a reporting module.

Price 43

Price Cross-sell X-functional Up-sell 43

ConversionXL

JUNE 26, 2017

Elite Camp 2017 had an enviable line-up of heavy hitters and rock stars. Websites selling different things are different and even if they sell the same products, their target audience might be different. So we want to come up with a bunch of radically different ideas & test them. Websites are contextual.

UX 85

UX Cross-sell A/B testing Government 85

SaaStr

MARCH 12, 2019

What are you doing up so early? What’s the failure rate for a Series A start up? What’s the failure rate of a Series C start up? We are screwing up the scale. Okay so start off quizzing the chart, take a sip of your coffee, 9:00am. SaaStr, good morning. Get right into it. Growth and milk.

Growth 82

Growth Cross-sell Contract X-functional 82

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. He also used real data to back everything up, rather than getting into an opinionated p **g match with anyone who wanted to throw up any barriers.

Conversion 124

Conversion Sell E-commerce Legal 124

SaaStr

AUGUST 26, 2022

Open it up if I can help in any way, or I can make it up, but anyone got a question they’ve got to start? Sometimes we’re not as founders, sometimes founders sell their company because they don’t end up being deeply passionate about what it does. So sell your product.

Quota 77

Quota Growth Product Closing 77

SaaStr

JULY 8, 2020

And not only is Aileen one of the investors that many of us all look up to-. Now you open up TechCrunch or StrictlyVC or anything, you’ll see a dozen firms a week literally sometimes. I used it in kind of my breakfast pre warm-up, the crazy times we’re in. Jason Lemkin | Founder @ SaaStr. Aileen Lee: Oh, God.

Pitch 63

Pitch Start-ups Up-sell Technology 63

Heinz Marketing

DECEMBER 30, 2019

This week’s episode is entitled “ How to Start 2020 the WRONG Way ” and I banter with our MC and friend, Paul Roberts. Football does come up, but we also talk about 2020. Intercom creates more opportunities for you by booking meetings and collecting data from leads automatically. Deals don’t wait.

Pipeline 55

Pipeline Objectives and Key Results Sales Start-ups 55

SaaStr

MARCH 5, 2019

The entire company was told about us selling our chat products Stride and Hipchat to our largest competitor in the space, Slack, four days before the news went out. An online commerce experience that helps customers get started in minutes. Crossed a billion in revenue. But it can be risky. Our products are bought, not sold.

Objectives and Key Results 59

Objectives and Key Results Cross-sell Trust Product 59

SaaStr

MARCH 5, 2019

The entire company was told about us selling our chat products Stride and Hipchat to our largest competitor in the space, Slack, four days before the news went out. An online commerce experience that helps customers get started in minutes. Crossed a billion in revenue. But it can be risky. Our products are bought, not sold.

Objectives and Key Results 54

Objectives and Key Results Cross-sell Trust Product 54

PandaDoc

MAY 8, 2023

Note: If you’re using Zendesk Sell, be sure to check out the PandaDoc x Zendesk Sell integration for even faster document creation. Like most chatbots, Intercom allows users to link FAQs and relevant support documents to customers, set up pre-contact support flows, and help to prepare customers before live chat support arrives.

Service 52

Service Product Customers E-commerce 52