Sales Hacker

MAY 7, 2025

The importance of cross-functional stream teams for accelerating GTM initiatives. 26:30 Advice for startups: identifying your ICP and fixing pipeline fundamentals. We identify cross-functional streams of work that have dependencies cross-functionally that we need to get done. And we build what we call stream teams.

GTM 80

GTM Engineering Customers Cross-sell 80

Hubspot

FEBRUARY 21, 2012

And rightfully so -- it's our responsibility to make sure the business has a pipeline fat with juicy, qualified leads. Consider these tactics to help you leverage your already cranking inbound marketing efforts to drive referrals and sell more to your existing customers. Use Your Product Pages to Cross Sell.

Referrals 72

Referrals Customers Cross-sell Lead generation 72

Heinz Marketing

NOVEMBER 30, 2021

How do you sell if you don’t know who you’re selling to? Indisputably the first foundational step in building a predictable and profitable pipeline is validating the perfect-fit company that your organization serves and solves for. What type of accounts do we not sell to? Most referrals. Qualitative Analysis.

Customers 122

Customers Objectives and Key Results Cross-sell CRM 122

Hubspot

APRIL 4, 2019

If one of your goals is for 5% of monthly revenue to come from upsells or cross-sells , make this goal specific by identifying what types of clients you’ll target. In this case, your sales team must achieve that 5% upsell/cross-sell number by the end of the quarter. Pipeline value. Upselling and cross-selling.

Strategic planning 100

Strategic planning Strategize Referrals Cross-sell 100

Salesforce

DECEMBER 4, 2023

Here’s an example: Joy’s Toys, a toy manufacturer, is focused on growth but doesn’t have a clear target KPI for lead generation that incentivizes reps to keep their pipelines full. Historically, sales KPIs have focused on things like new leads in the pipeline, number of closed deals per quarter, and individual quotas.

Cross-sell 105

Cross-sell Pipeline Contract Sales 105

Partners in Excellence

AUGUST 25, 2014

But we probably won’t achieve all the growth we need to achieve by relying on upgrades and cross sell to our current customers. How can we leverage referrals from our current customers within the account? We have to find new customers and new opportunities, so we have to have a prospecting plan within the account?

Territory 121

Territory Cross-sell Account management Strategize 121

Sales Hacker

MAY 7, 2025

The importance of cross-functional stream teams for accelerating GTM initiatives. 26:30 Advice for startups: identifying your ICP and fixing pipeline fundamentals. We identify cross-functional streams of work that have dependencies cross-functionally that we need to get done. And we build what we call stream teams.

GTM 67

GTM Engineering Customers Cross-sell 67

Partners in Excellence

MAY 1, 2012

In an ideal world, we would be blessed with never-ending qualified opportunities in our pipelines. As much as we try to increase our win rates, as much as we try to cross sell to increase our average transaction size, most of the time there’s a great gap–we don’t have enough opportunities to pursue to make our number.

Prospecting 110

Prospecting Cold Call Referrals Pipeline 110

Heinz Marketing

SEPTEMBER 29, 2022

Some metrics you can track here are Customer Lifetime Value (CLV), Marketing Influenced Adoption, Pipeline from referrals and repeat clients, Retention Rate, Churn Rate, Renewal Rate, Net Promoter Score (NPS), Repeat Purchase Ratio, Attach Rate by Product for cross-selling, and many more. Advantages of Bow Tie Funnel.

Profit margin 128

Profit margin Cross-sell Drivers/motivators Referrals 128

Salesmate

NOVEMBER 25, 2020

So, it is extremely important to fill your sales pipeline with qualified leads and then nurture them for successful closure. Do not hesitate to ask referrals from friends, family, and satisfied customers. Once you get the referral, use social media channels to connect with the potential prospect. – Richard Branson.

B2B 111

B2B Cross-sell Referrals Networking 111

Salesforce

JUNE 17, 2025

And for all you scale-ready sales leaders: Easily expand your partner ecosystem with Partner Cloud’s centralized management of enablement, pipelines, and comp planning. Onboard fast, sell faster See how Sales Cloud speeds up the sales cycle with data and AI, making you more efficient at every step.

Sell 52

Sell Territory E-commerce Sales 52

Sales Hacker

JUNE 26, 2020

There was a stark disconnect between one end of our pipeline and the other. As we concentrated on increasing our reach, we considered metrics such as branded, organic, and referral traffic volume, as well as page views, unique visitors, social reach, and engagement rate. It was inhibiting our business and its growth. Consideration.

Referrals 131

Referrals CTR CRM Cross-sell 131

The 5% Institute

OCTOBER 13, 2019

Strategy selling, also known as strategic selling; is the step by step system you put together to serve more qualified clients and win more sales. What Is Strategy Selling? Strategy Selling #1 – Prior To Contact. Both plans are crucial when building out your strategy selling foundation. Lead Generation.

Sell 98

Sell Cross-sell Lead generation Referrals 98

Salesforce

JUNE 14, 2023

Let’s face it: Hard sells and flashy demos can be effective ways to close. Not only will this help you build trust, which makes it easier to sell , but it will open the door to long-term relationships that can lead to upsells and cross-sells. But not always.

Gaming 95

Gaming Cross-sell Referrals CRM 95

Veloxy

MAY 24, 2023

It’s the most important metric to a Chief Pipeline Officer. 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. What is it? It helps you gauge the potential revenue associated with each opportunity.

Objectives and Key Results 130

Objectives and Key Results Pipeline Pharmaceutical Sales 130

Gong.io

AUGUST 30, 2021

This reflects a new and highly effective approach to prospecting: selling the conversation, not the meeting. The t’s need some crossing. Here’s a follow up example for you to steal get inspired : Follow Up #6: Referral Play. Asking for referrals is one of the most powerful ways to build pipeline. Closed-won.

Follow-up 107

Follow-up Referrals Cross-sell Gaming 107

SaaStr

JANUARY 31, 2022

Adding C-level engagements and cross-departmental selling will lengthen your sales cycle but it will provide you with customers who stick and an increased average transaction size. Pipelining candidates. I actively diversify my network via meetups, introductions, and asking for referrals. Cross-team resolution of issues.

Cross-sell 98

Cross-sell Territory Quota Networking 98

Partners in Excellence

MAY 28, 2014

I wrote the Not So New Principles of Sales , where I identified the second not so new principle as: “Selling is about exchanges in value between people. The concept of value is tossed around a lot in any conversation about selling, but everyone has a different context or meaning for value. No related posts.

Cross-sell 120

Cross-sell Sales Construction Referrals 120

Sales Hacker

SEPTEMBER 27, 2024

Why partnerships lead to pipeline in outbound Quick summary: It builds trust at scale: Ecosystem-led approaches are built on the principle of operationalizing trust through partnerships. Greater resonance, greater pipeline generation. The goal is unified action toward shared pipeline goals. Let’s get into it.

GTM 107

GTM Strategize Launch Pipeline 107

Score More Sales

JULY 20, 2011

Consider finding someone to occasionally talk your sales process, your sales flow, your pipeline and your sales plan through with someone who can help you make the right moves. Good selling, Richard Sakanashi. . Next post: Social Selling and Brand Building Dogs and Winners From a Cross-Country Drive. Social Selling.

Cross-sell 91

Cross-sell Consult Niche Clients 91

Salesmate

DECEMBER 8, 2020

Besides, there are even possibilities of repeat business and high-quality referrals that can acquaint you with lucrative opportunities. Yes, you’ll find many hurdles on the path while selling to enterprises, but a firm determination and constant hard work can lead you to success. Selling to a large enterprise is a different game.

Sell 103

Sell Cold Call Negotiate Cross-sell 103

Sales Hacker

OCTOBER 30, 2018

Amy Appleyard is an experienced, strategic sales leader with demonstrated success in overseeing cross-functional teams to improve the customer experience, drive sales and increase retention in both Distribution as well as SaaS-based sales organizations. Joanne Black is one of the leading authorities in referral selling.

Inside sales 111

Inside sales Sales Cross-sell Cold Call 111

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 referral requests.

X-functional 101

X-functional Quota Cross-sell Contract 101

Sales Hacker

SEPTEMBER 2, 2020

The best sales teams don’t just sell — they keep customers happy and drive serious upsell, cross-sell, and expansion revenue. If you sell at a price point north of $50,000 per year, field sales is the perfect go-to-market sales motion for you. Now 50% of their customers are from inbound and referrals.

Inside sales 130

Inside sales Cold Call Contract Price 130

Salesmate

DECEMBER 28, 2020

CRM helps you create sales pipelines to identify hot leads and cold leads, and align them according to their priority. There are a number of ways you can generate leads for your business, be it through your network, through social media, referrals, events, webinars, marketing campaigns, sales campaigns, or simply from your own website.

CRM 119

CRM Relationship Management Clients Pipeline 119

Salesforce

FEBRUARY 17, 2025

What you’ll learn: Why increasing your sales matters Strategies for increasing your sales Advanced techniques to increase sales Maintaining sales growth Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast. The S.M.A.R.T.

Territory 59

Territory Negotiate E-commerce Objectives and Key Results 59

Sales Hacker

SEPTEMBER 4, 2018

Where Sales often focuses on the (hopefully) one-time process of moving an entity through the sales pipeline , Customer Success focuses on a cyclical relationship with the customer. 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

ConversionXL

OCTOBER 22, 2018

To get marketing a seat at the table and prove that it can drive revenue and pipeline, we’ve become borderline obsessed with numbers. Otherwise, you’re just looking at top-of-funnel traffic and conversions—not how those channels intersect to generate pipeline and revenue. What is attribution? Campaign Influence reporting.

B2B 131

B2B Process Campaign Contact 131

Hubspot

FEBRUARY 24, 2021

If you’re selling to businesses, you also want to keep track of which contacts and deals are linked to which organizations. That might include trade shows, referrals, forms on your website, webinar attendees, etc. Deal stages are organized into pipelines. Create deal stages in your CRM pipeline for each one.

CRM 91

CRM Contact SQL Cross-sell 91

Salesforce

FEBRUARY 1, 2024

How to tailor your sales process to the buyer’s journey Buyer journey example Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast. Remember: Selling a solution rather than a product can help set you apart from competitors.

Sports 111

Sports Cross-sell Pitch Represent 111

Salesmate

MAY 15, 2020

Start a simple yet beneficial loyalty or a referral program and take the help of CRM for automating your marketing efforts. We will suggest providing an add-on to the same so that it can help your upsell or cross-sell strategy too. Take this opportunity to upsell or cross-sell your product or service to them too.

Customers 122

Customers CRM Contact Cross-sell 122

Outreach

APRIL 25, 2019

Over the years, businesses have used many selling techniques to reframe their sales process and improve performance. What works well for one company might seriously constrict another’s pipeline and profit. Solution Selling. To build a custom solution, practitioners of this technique rarely sell off-the-shelf products.

Technique 55

Technique B2B Sell Cross-sell 55

Hubspot

APRIL 1, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Budgets were inflated and inbound leads were plentiful, which created a distorted view of what it’s like to sell. You don’t need new leads to upsells or cross-selling to your existing customers.

Cross-sell 80

Cross-sell CRM Referrals Up-sell 80

Sales Hacker

AUGUST 2, 2019

Tech marketers had to nurture leads 12+ months before they hit the sales pipeline. Think relationship selling, sales prospecting, and lead nurturing all rolled into one. If it used to take you 20 calls to find one prospect, how much more would you sell if it only took you 10 calls?

Contact 77

Contact Referrals Appointment Cross-sell 77

SalesLoft

SEPTEMBER 19, 2022

Sales Funnel vs. Sales Pipeline. Meanwhile, the sales pipeline represents your team’s sales process, defining and tracking how deals progress. . The difference is a matter of perspective: The sales funnel is based on the buyer’s perspective whereas the pipeline is from the rep’s perspective. Sales Funnel Example.

Referrals 52

Referrals Pipeline Sales Represent 52

Hubspot

NOVEMBER 16, 2023

The Age of Intelligence Selling is more challenging than ever. In old-school selling methods, the more sales reps you hire, the more revenue you drive. HubSpot’s new sales formula powered by AI, called Sales Hub, puts the customer at the center of the selling process and makes customer connection a crucial part of the purchase journey.

GTM 78

GTM Cross-sell Trust CRM 78

Hubspot

JULY 25, 2019

In contrast, sales teams sell your product or service to customers and work to convert leads into customers. BDRs must qualify leads , or pinpoint ideal prospects, to determine who to sell to. Pipeline value. Use referrals. Upsell and cross-sell. Qualify Leads. Changes in revenue. Lead conversion rate.

Pitch 100

Pitch Networking Cross-sell Prospecting 100