Hubspot

OCTOBER 23, 2017

Either they’re a good fit for your product or service and you can move forward with the relationship, or it’s time to part ways. Do you sell to their industry? Are you evaluating any other similar products or services? From $100 million to $1 billion, we sold a shift in technology. What’s the company size?

Sales 101

Sales X-functional Contact Prospecting 101

SaaStr

FEBRUARY 4, 2020

So I spent five years in nonprofits and public service and 15 years at American Express and Google and the last four years have been at 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. No big deal. Trust gets shaken.

Drivers/motivators 75

Drivers/motivators X-functional Trust Cross-sell 75

SaaStr

AUGUST 7, 2020

There’s a lot of services. There’s heavy services, at least 30 to 45% versus best-in-class that want to be less than 10%.” It’s hard not to walk downtown through [inaudible 00:01:05] it to see what’s happening in healthcare all over the place, in financial services. Matt Garratt: Thank you.

Price 60

Price Retail X-functional Healthcare 60

Heinz Marketing

JULY 13, 2020

Companies are really realizing they have to do more than just give lip service to referrals, to say to their sales team, “I’ll just go ask for referrals.” But if social selling really was a be all end all, this is when it would prove itself. You can’t hide behind technology.

Pipeline 82

Pipeline Referrals Cold Call Sales 82

SaaStr

JULY 17, 2020

There are some companies that are technology companies that have to do work with them and do target them but that’s not the meat and potatoes of most companies. And so obviously the people that need consumers to spend money for their revenue and then their contribution margin just had no shot of selling things.

E-commerce 74

E-commerce Retail Real Estate Growth 74

Salesforce

JANUARY 31, 2024

Tech sales refers to selling technology as a product or service. Tech sellers typically offer technological solutions to customers’ problems in the form of software, hardware, or information technology (IT) services. When I moved from a dance career to sales, I had zero experience selling a product.

Networking 59

Networking B2C Cross-sell Negotiate 59

SaaStr

JUNE 14, 2019

241: Dave Kellogg is a leading technology executive, independent board member, advisor and angel investor. 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.

Strategize 59

Strategize Quota Non-Profits Price 59

SaaStr

JULY 15, 2020

There are some companies that are technology companies that have to do work with them and do target them but that’s not the meat and potatoes of most companies. There is in another tale two cities is most of the people that were most affected by the March and April shutdowns were not the people that buy and sell houses.

X-functional 63

X-functional E-commerce Growth Retail 63

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

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. Year-over-year growth. Revenue by territory.

X-functional 96

X-functional Quota Cross-sell Contract 96

SaaStr

APRIL 24, 2020

Is digital transformation a technology challenge or a behavioral challenge? * It was back when you used different words for it, things like managed software or application service provider. And going through the process of selling boxed software in stores to selling online delivery of the application, it’s crazy.

X-functional 88

X-functional Strategize Retail Technology 88

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

SaaStr

AUGUST 15, 2020

There is a big set of trends happening right now, which is with the downturn and I tweeted this a while back like at the beginning of the downturn that like every customer is scrutinizing, do they really need this technology or not? That doesn’t mean to say, you’re going to do away with the functions. Jay Snyder: Yeah.

Retail 80

Retail Start-ups Drivers/motivators Up-sell 80

ConversionXL

JUNE 26, 2017

Websites selling different things are different and even if they sell the same products, their target audience might be different. Organize growth into a cross-functional team. Interview customers and tell their success story (with or without your product/service) – How are they successful?

UX 85

UX Cross-sell A/B testing Government 85

PandaDoc

MARCH 7, 2023

This visual aid gives every member of your sales team a big-picture view of the entire selling process. Despite how rapidly technology and lifestyles are changing, the main steps remain the same. You can even contact the new lead with a drafted action plan of how the potential client can use your service and benefits.

Process 52

Process Objectives and Key Results Pitch Legal 52

Sales Hacker

APRIL 14, 2020

Reps working from home need to be willing to converse without selling. The second issue that I see is the implementation of a certain technology, but very, very low adoption. So companies going out, they bought this SaaS platform to help with X, Y, and Z. I’m not calling to sell you anything. We’re on iTunes.

Contract 70

Contract CRM Consult Cross-sell 70

SaaStr

MAY 14, 2023

Algolia went from zero to seven figures in revenue in 12 months, and the launch of their search as a service product, and grew pricing from $19 a month to $100,000, which sounds amazing. 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.

Price 96

Price Start-ups Up-sell X-functional 96

ConversionXL

NOVEMBER 11, 2015

To navigate the list, you can filter out tools based on function as well as for which size company it works best. The services offered post-sale are not necessarily well-regarded and in the worst case may be considered “nickel and dime” – though that may be changing. Free often wins versus buying a competing product.

Conversion 124

Conversion A/B testing UX Consult 124

ConversionXL

APRIL 12, 2017

It’s not which variant collects more email addresses, it’s which variant sells more books. Pay them upfront so they don’t try to say X to get the money. Crappy or outdated technology. If the copy won’t sell them, what will? Copy either sells or it doesn’t. Jared Spool: Is Design Metrically Opposed? Image Credit.

Growth 86

Growth X-functional A/B testing Objectives and Key Results 86

Hubspot

MARCH 10, 2016

APIs are a series of rules in computer programming, which allow an application to extract information from a service and use that information either in their own application or in data analyses. An adjective used to describe companies that sell to other businesses. Here a list of nine great sources to get you started.). 6) Blogging.

Networking 78

Networking Non-Profits Engineering Follow-up 78

Heinz Marketing

FEBRUARY 21, 2022

The power of 3 key selling strategies: virtual product tours, ROI validation and customer case studies. How ScienceLogic aims to get the right personalized outcome engagements to targets by building components cross-functionally. People don’t want to talk to seven different vendors and technology providers.

Pipeline 99

Pipeline B2B Inside sales Trust 99

ConversionXL

OCTOBER 4, 2018

How many neglected data points do you have in Google Analytics, Google Ads, MailChimp, Marchex, Stripe, and similar services?). According to research from Dresner Advisory Services , about 23%, a figure essentially unchanged from the prior year. which customers will buy one or more products for a cross-sell or upsell.

Sports 131

Sports Clients Engineering Niche 131

SaaStr

AUGUST 19, 2020

I’ve held a bunch of technology leadership roles in startups, in rocket ships and turnarounds, including about 10 years at Google, and just over three years leading efforts at Evernote. So over the course of those 20 or so odd years in technology leadership roles. I’ve spent a bunch of my career in and out of the valley.

E-commerce 104

E-commerce Price Start-ups Growth 104

ConversionXL

JUNE 19, 2018

It’s not about technology, but customer centricity + agility, data drivenness. Craig Sullivan: Tools and Techniques for Optimising Cross-device Experiences. Cross-sell/up-sell. Focus on upsells, cross-sells and personalization when the conversion rate is already very high. Zoom in into the problems.

A/B testing 103

A/B testing Cross-sell X-functional Growth 103