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 93

X-functional Cross-sell Quota Contract 93

Sales Hacker

MARCH 2, 2020

The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling. Agile Selling. Spin Selling. Insight Selling. Spear Selling. The Psychology of Selling. Buyer-Centered Selling. Integrity Selling for the 21st Century.

Sales 141

Sales Objectives and Key Results Technique Non-Profits 141

Veloxy

SEPTEMBER 28, 2021

Just be sure you print and bookmark this blog post so you can take it with you wherever you go, wherever you sell. Before we look at some of the most epic and effective subject lines to ever cross a inbox, let’s categorize them into the main types. 8: I found you through (referral name) Never underestimate the power of referrals.

Objectives and Key Results 204

Objectives and Key Results Prospecting Contact Campaign 204

PandaDoc

MARCH 7, 2023

This visual aid gives every member of your sales team a big-picture view of the entire selling process. What’s more, it makes it easy to ensure you have enough personalization to show the lead that you understand their needs (and what you’re selling!). How can a business benefit from a good sales process flowchart?

Process 52

Process Objectives and Key Results Pitch Legal 52

SaaStr

MAY 14, 2023

Greenhouse followed a similar path to Talkdesk and should cross $10 million ARR later this year, up from almost nothing at the start of the year. They all started the same day and they sat next to me watched me sell for a month and then I turned them loose. What I mean is that even to sell let’s say, to a customer in London.

Price 96

Price Start-ups Up-sell X-functional 96

PandaDoc

APRIL 12, 2022

Example: 40 positive responses / 60 total responses X 100 = 67%). Software with high functionality, speed, and simplicity can be more readily adapted into a customer’s business model and can even boost their total revenue. 08 x 100 = 8%. Typically, this is done with a 0-10 scale or something similar. Making it actionable.

Customers 52

Customers X-functional Promote Price 52

ConversionXL

APRIL 3, 2018

They used humor – created a Chief Discount Officer’ – CDO – ‘humor to sell a deal’ campaign that included multple emails and direct mail. So they optimized referral process. Value = (Knowledge + Process) x Skill x Attitude. What engages and when does that sell? Functional analysis.

A/B testing 106

A/B testing Objectives and Key Results Growth X-functional 106

ConversionXL

OCTOBER 22, 2018

Selling to companies adds complexity to the Lead Source method. Thankfully, Salesforce Campaigns solve these issues brilliantly, allowing for: Cross-object reporting. This lets you determine that to close Company X, prospects touched Adwords, branded search, attended events, and interacted with Social Ad campaigns.

B2B 131

B2B Process Campaign Contact 131

SaaStr

JULY 8, 2020

Look, okay, let’s say half your business sells to eCommerce, but 20% sells to live events. Jason Lemkin: So, traditionally in normal and good times, there is a sort of very slow-paced pressure as a VC, which is to do X deals a year. Aileen Lee: Referrals. Jason Lemkin: Warm referrals, right? Aileen Lee: Yep.

Pitch 64

Pitch Start-ups Up-sell Technology 64

Hubspot

MARCH 10, 2016

An adjective used to describe companies that sell to other businesses. An adjective used to describe companies that sell directly to consumers. They also help folks receive referral traffic from other websites. A cross between a landing page and a “regular” website. We couldn’t leave “X” out of the party!

Networking 78

Networking Non-Profits Engineering Follow-up 78