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 92

Commission Quota X-functional Non-Profits 92

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

You won’t know until you figure out what your competitors are up to. How does the user experience on my website stack up to the competition? How does your site's user experience stack up to the competition? Competitor X is doing Y. We should do that, too,” or “X is the market leader, and they have Y, so we need Y.”

UX 126

UX X-functional A/B testing User Experience 126

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 122

Pipeline B2B Sales Cross-sell 122

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. Why should your brand be on TikTok?

Customers 115

Customers Entertainment E-commerce Objectives and Key Results 115

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. Her other book is appropriately called Pick up the Damn Phone.

Pipeline 82

Pipeline Referrals Cold Call Sales 82

SaaStr

FEBRUARY 4, 2020

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. They cross referenced a bunch to come up with the teams that performed the highest, were not the smartest people in the room.

Drivers/motivators 75

Drivers/motivators X-functional Trust Cross-sell 75

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 74

E-commerce Retail Real Estate Growth 74

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 57

X-functional Engineering Clients Start-ups 57

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 63

X-functional E-commerce Growth Retail 63

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 59

Strategize Quota Non-Profits Price 59

Lead Fuze

JULY 1, 2023

Finally, you’ll gain insights on cross-checking territory assignments, compensation incentive programs, capacity staffing and understanding different types of quotes serving different functions. Case Study: Adjusting Quota Based on Performance Imagine this: Jonathan sells fewer products but at higher value points.

Quota 52

Quota Growth Territory Commission 52

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. There’s amazing highs, but there’s low lows, too, and you have to do everything. Trisha Price: Yes. Do you have customers?

Price 60

Price Retail X-functional Healthcare 60

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. I learned this operating myself.

Finance 113

Finance X-functional Launch Objectives and Key Results 113

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 Objectives and Key Results Technique Non-Profits 141

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

Salesforce

JANUARY 31, 2024

Tech sales refers to selling technology as a product or service. As an illustration, I used to sell appointment-scheduling software — a single-function solution for easier meeting set-up. The key is meeting the customers where they want to engage — and that may mean using multiple channels. •

Networking 59

Networking B2C Cross-sell Negotiate 59

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 96

X-functional Quota Cross-sell Contract 96

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.

Territory 111

Territory CTR Campaign Objectives and Key Results 111

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. You can read up on how to identify spam mail here. And share it with your sales colleagues.

Objectives and Key Results 204

Objectives and Key Results Prospecting Contact Campaign 204

SaaStr

APRIL 24, 2020

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. Number one is they didn’t really have an enterprise software selling group when they bought Omniture, so that route to market was something they were very interested in creating. And the stock popped.

X-functional 88

X-functional Strategize Retail Technology 88

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 96

Price Start-ups Up-sell X-functional 96

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 80

Retail Start-ups Drivers/motivators Up-sell 80

Sales Hacker

APRIL 14, 2020

Reps working from home need to be willing to converse without selling. 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. So companies going out, they bought this SaaS platform to help with X, Y, and Z.

Contract 70

Contract CRM Consult Cross-sell 70

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

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. Jason Lemkin: Hey everybody.

Growth 98

Growth Cross-sell Start-ups X-functional 98

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 44

Price Cross-sell X-functional Up-sell 44

Sales Hacker

APRIL 23, 2018

This is the only way to create both predictability and sustainability to the sales function. The up/down axis is a rep’s progress to goal. On the cross hair = hitting goal. Most leaders and salespeople take an “Up vs. Down” mentality, a view where all that matters is being ahead of goal rather than behind goal.

Drivers/motivators 78

Drivers/motivators Pipeline Objectives and Key Results X-functional 78

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

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. Awesome revenue growth on the X axis, awesome revenue retention on the Y. The game has changed but we haven’t caught up.

Growth 83

Growth Cross-sell Contract X-functional 83

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. I mean, why is that function so interesting to you?

Pipeline 85

Pipeline Sales X-functional B2B 85

SaaStr

OCTOBER 29, 2019

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. If you are a price sensitive customer, you need to get from A to B, but you’re willing to walk a few blocks to go meet your driver. First is assigning an owner.

Price 40

Price X-functional Cross-sell Growth 40

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 81

Quota Growth Product Closing 81

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 67

Pitch Start-ups Up-sell Technology 67

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. Crossed a billion in revenue. And we tried to make up a metric. And two thoughts I came up with. But it can be risky. It seemed crazy. Based on our history.

Objectives and Key Results 62

Objectives and Key Results Cross-sell Trust Product 62