Hubspot

MARCH 7, 2018

Competitor Pricing. Upsell/Cross-Sell Rates. How are your salespeople contributing to the expansion of your business in their given territory? If sales volume is large in region A, perhaps there is a higher demand there, in which case you can focus on customizing certain products and services for that region.

Territory 101

Territory Cross-sell A/B testing Promote 101

SaaStr

SEPTEMBER 11, 2024

The PLG principles that are foundational to Lucid were defined, but what these customers needed was: An easy, fast path to user value Simple pricing and seamless expansion Widespread discoverability Lucid employs a freemium model, converting users to paid plans early on. Customers still needed simple pricing and seamless expansion.

Territory 122

Territory GTM Price Cross-sell 122

Veloxy

OCTOBER 29, 2021

This turns a sales rep who spends too much time on non-selling activity into a trusted advisor that spends the majority of their time on customer engagement. This includes tools designed to reduce the administrative burden on revenue operations and reps by automating non-selling activities. Don’t believe me? trillion of value in sales.

Sales 223

Sales Non-Profits CRM Pipeline 223

Highspot

JANUARY 23, 2025

In other words, hard skills guide what sales reps sell, and soft skills determine how they sell to prospects. These challenges compound when teams are spread across different regions and may only meet in person once or twice a year. All of these consultative selling factors contribute to stronger client relationships.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Technique 52

Martech

MAY 30, 2024

It applies price floors in real time based on historical buying patterns and inventory performance, analyzing site-specific data like the audience, geo, ad unit, device, browser, etc., This saves publishers from selling their ad inventory at lower prices and ensures better fill rates.

Cross-sell 112

Cross-sell Territory Price Launch 112

Gong.io

MAY 31, 2021

It leads your sales reps through various scenarios: how to prospect, when to sell what product or service, how to overcome common objections, what to negotiate for (and how ) to name a few. Pricing options. Best-selling author, Hal Elrod, once said: . Territories. How are territories divided up by rep?

Territory 118

Territory Objectives and Key Results Contract Price 118

Sales Hacker

MARCH 7, 2022

He has so much sales and management knowledge he could write a book on it — and, in fact, he’s written seven, including “Sales Management That Works: How to Sell in a World That Never Stops Changing.” Sales is cross-disciplinary. They’re also reliant on product, pricing, and market conditions.

Cross-sell 111

Cross-sell Territory Finance Sales 111

Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. According to Gartner, 77% of B2B buyers say their most recent purchase felt “very complex or difficult,” highlighting the importance of thorough product knowledge for anyone selling or supporting a solution.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Sales Hacker

APRIL 6, 2022

Sales teams often struggle with configuration of price quotes when dealing with complex products or services or large product catalogs. And these manual processes take sales reps away from their most important activity: selling. Whether purposefully or by accident, sales reps often deviate from pricing and discounting guidelines.

Cross-sell 109

Cross-sell Contract Price Finance 109

Sales Hacker

DECEMBER 4, 2020

That’s what selling without a sales dashboard is like. This not only takes time away from selling, it can introduce a lot of opportunities for mistakes. Sales leaders can use a dashboard to understand the game their team is playing as they sell and identify where reps may need help or extra training. What is a Sales Dashboard?

Pipeline 136

Pipeline Cross-sell CRM Sales 136

ConversionXL

OCTOBER 9, 2014

Do they buy higher priced items or are they buying in higher quantities? Knowing that Autumn & Winter can become bitterly cold in some parts of the country, you might click the keyword (in this case “Heaters”) then change your secondary dimension to Regions, to see where these searches are coming from.

Referrals 119

Referrals Real Estate Territory Cross-sell 119

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. Upselling and cross-selling. Measurable.

Strategic planning 100

Strategic planning Strategize Referrals Cross-sell 100

Hubspot

OCTOBER 16, 2017

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. It doesn’t matter how much (or how little) they sell, their take-home earnings are set. Increase cash flow.

Commission 101

Commission Quota X-functional Non-Profits 101

ConversionXL

OCTOBER 14, 2021

For example, if a significant portion of customers intend to repurchase simply because you offer the lowest prices, give less weight to brand loyalty in the final analysis. By undertaking brand tracking studies in customer associations, reBuy discovered that their primary association was ‘price value’. Image source. Brand usage.

Objectives and Key Results 157

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

Salesforce

DECEMBER 4, 2023

Why it’s important: ACV helps sales reps and managers identify opportunities for upselling and cross-selling that increase customer contract value and, ultimately, company revenue. If upselling or cross-selling are not possible (due to product portfolio, pricing structures, etc.),

Cross-sell 105

Cross-sell Pipeline Contract Sales 105

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Account A business, customer, lead, or prospect a company engages with to sell products or services to. Business-to-business (B2B) A model in which businesses sell products or services directly to other businesses.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

Pointclear

SEPTEMBER 24, 2015

You are trying to get the most, qualified leads, for the cheapest price. Maybe you traditionally sell to one line of business. It’s a combined effort all the way over the finish line, and on into customer up and cross-sell, along with customer education and renewal. It’s with demand.

Lead generation 95

Lead generation Cross-sell Territory Gaming 95

The Lost Book of Sales

AUGUST 15, 2021

🌪 Book summary #1 (long): Crossing the Chasm by Geoffrey Moore Outtake: -> What is the “Chasm”? The gap between these two markets, all too frequently ignored, is in fact so significant as to warrant being called a chasm, and crossing this chasm must be the primary focus of any long-term high-tech marketing plan.

Cross-sell 98

Cross-sell Gambling GTM Territory 98

Hubspot

APRIL 2, 2018

We’d already agreed on X price. If we can come down to X price, would you sign today?”. It might be because another rep is handing off the deal, there’s been a territory change, or the deal has closed and an account manager is taking over. This ensures you never sell your company or your prospect short. Negotiations.

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

SaaStr

AUGUST 7, 2020

359: The Secrets to Vertical Growth, What it Really Takes to Build a $1B SaaS Company with Matt Garratt, SVP, Managing Partner @ Salesforce Ventures, Trisha Price, Chief Product Officer @ nCino and David Schmaier, CEO & Founder @ Vlocity. Trisha Price. Trisha Price: nCino is a little bit different in its background.

Price 86

Price Retail X-functional Healthcare 86

Salesforce

APRIL 28, 2022

According to Salesforce Shopping Index data, the UK and Spain led Europe in the first quarter of 2022 with average unit retail (AUR), also known as average unit selling price, growing 7% YoY in each country. Additionally, there is speculation that consumer optimism is waning due to geopolitical instability in the region.

Retail 98

Retail Cross-sell Sales Growth 98

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. Companies in our region are good at achieving PMF and scaling to $1 million-$5 million ARR efficiently. Org Building Ideas for Cross-Border Companies. Pricing/Packaging (PP) is a key component of GTM. SV SaaS companies sell to other SV SaaS companies.

GTM 117

GTM Niche Cross-sell Contract 117

Sales Hacker

NOVEMBER 21, 2017

x/= : Customer is happy buys more of your service through renewal, upsell and cross sell. Inbound: Reactionary to an inbound request ( MQL ) from a customer who experiences a pain, such as a demo request, trial sign-up, pricing request. Sometimes first impact is delivered. USE : Solution delivers impact again and again. +/x/=

SQL 107

SQL Non-Profits Drivers/motivators Education 107

ConversionXL

JULY 7, 2019

If I had to pick one thing that would sell a product online, it’s images. If you sell stuff you don’t make, add a personal touch and recommendations—tell the customer why you personally recommend this product and how it will help them. is more appealing to many than a discount that cuts the purchase price by $10.

Conversion 105

Conversion Retail Price Cross-sell 105

Salesmate

JULY 5, 2020

In fact, it’s well on the way to overtake price and product as the main brand differentiator. For example, a business that sells computers should benefit from segmentation based on age, income, and family size. Here are the common geographic segmentation variables that businesses use: region. Price Optimization.

Customers 101

Customers Objectives and Key Results CRM Territory 101

PandaDoc

AUGUST 18, 2022

These sales tools serve as visual aids that compare your company’s service, product, pricing, and features (among other things) to your competitors. The bottom line is if your company sells — and what business doesn’t sell in one way or another? This could include unique features, pricing advantages, customer service, etc.

Closing 96

Closing Objectives and Key Results Sales Pitch 96

Sales Hacker

FEBRUARY 7, 2018

There are three clear tell-tale signs; INCREASE IN PRICE – Instead of $24,000 in ARR you start winning clients at $48,000 ARR. For example: Added regional teams to increase coverage a nd decrease dependence on your local market. Add new products/services to uplift the price, and create upsell/cross-sell opportunities.

Growth 101

Growth GTM SQL Strategic partnership 101

Hubspot

SEPTEMBER 27, 2019

How much revenue is generated by each product, product line, or service that you sell. cross-selling, upselling, repeat orders, expanded contracts, etc.). Revenue by Territory. How much revenue your sales team is generating by territory. Cost of Selling as a Percentage of Revenue Generated. Revenue per Sale.

Territory 99

Territory CRM Sales Cross-sell 99

Hubspot

OCTOBER 2, 2023

Then find a case study from a customer who’s similar to your current prospect: They’re in the same industry, face the same issues, serve the same market, belong to the same business coalitions, are subject to the same regulations or legislation, and/or exist in the same region.

Objectives and Key Results 85

Objectives and Key Results Cross-sell Territory Contract 85

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

Veloxy

AUGUST 31, 2023

And while you can always push a product for the sake of selling it, you’ll only sell it once. They may have a written statement with the price, variants, product details, services, and other information required to complete the transaction. Maybe you’re selling the right products to the wrong audience in the wrong market.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

SaaStr

DECEMBER 5, 2022

In SaaS, retention is usually driven by recurring revenue, cross-selling, and up-selling. Experiment with different plans and position the pricing as whole numbers. Pricing is another vital lever in your business. But how do companies constantly reevaluate their pricing? Lever #6: Price localization.

Product 52

Product Territory Price Cross-sell 52

Closer's Coffee

JUNE 19, 2019

Typical expectancies are set for team performance, territory enlargement, and retention. In a cross-section of industries, the primary job of sales manager positions encompass: Recruiting Salespeople. In some situations, you’ll find that an ability to sell or close deals is vital for a strong sales team. Coaching and Teaching.

Non-Profits 74

Non-Profits Cross-sell Territory Drivers/motivators 74

Hubspot

SEPTEMBER 3, 2020

Alongside mobile-friendliness, it’s worth your while to test your website’s cross-cross browser compatibility. One of the best methods to improve your credibility is to be clear and honest about the product or service you're selling. Another credibility tip: Have a pricing page, also linked on the homepage. Image Source.

User Experience 101

User Experience UX Price Cross-sell 101

Sales Hacker

NOVEMBER 25, 2019

Understand HOW to tactically sell against specific competitors. Understanding how to sell tactically. An effective battlecard is loaded with tactics on how to sell — it is NOT a feature-by-feature comparison. RELATED: The Power of Social Selling (+ 7 Rules for Storytelling in Sales). Today’s buyer is educated.

Objection handling 89

Objection handling GTM Cross-sell Sales 89

Hubspot

JULY 17, 2023

In 2020, Silver Peak hired Aviso , an AI selling platform, to predict quarterly business. to enhance customer engagement and improve account-based selling. Through adoption of these tools, they were able to obtain better data for account selling. Tinuiti closed 50% more recurring revenue from cross-selling with Gong.

Cross-sell 68

Cross-sell Objectives and Key Results CRM Price 68

Hubspot

NOVEMBER 24, 2014

Understanding someone’s shopping habits and particularly what someone most recently purchased from you can be especially powerful for retailers looking to cross-sell their customers. For example, someone looking at your pricing pages is more likely closer to a purchase than someone who only downloaded a whitepaper.

Cross-sell 78

Cross-sell Territory Referrals Retail 78