Heinz Marketing

MAY 16, 2022

You recommended we cover customer service, customer success today. Why did that bubble up as a topic for you? And there’s obviously a lot of areas we could talk about, a lot of areas that you have covered in your career as a CMO, as an analyst, and now as a fractional CMO. Customer experience. It touches everything. Matt : Yeah.

Pipeline 93

Pipeline Referrals X-functional Cross-sell 93

Hubspot

APRIL 4, 2023

Here, we'll cover 15+ questions that will likely come up in consulting interviews — and discuss best practices for nailing them. It's also when you really need to sell yourself and your skills. Add a positive spin by describing how you're approaching these challenges — or developing certain skills to keep up with these changes.

Consult 73

Consult Objectives and Key Results X-functional Construction 73

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

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? One of the most important conversations salespeople have with their prospects is the discovery call.

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. 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.

Drivers/motivators 75

Drivers/motivators X-functional Trust Cross-sell 75

SaaStr

JULY 24, 2019

Gillian Heltai | SVP of Client Services @ Talkdesk. I’m the Senior Vice-President of Client Services at Talkdesk, and I’m really excited to be here today; also, a little nervous. We sell contact center software. We are operating and selling mostly against companies that have been around 20, 30 plus years.

X-functional 57

X-functional Engineering Clients Start-ups 57

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

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? 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.” Paul: Hey, welcome back everybody.

Pipeline 82

Pipeline Referrals Cold Call Sales 82

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 a lot of services. There’s heavy services, at least 30 to 45% versus best-in-class that want to be less than 10%.”

Price 60

Price Retail X-functional Healthcare 60

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. Before that Dave was SVP/GM of Service Cloud @ Salesforce where he led the $500m line of business for customer service applications.

Strategize 59

Strategize Quota Non-Profits Price 59

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

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

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

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

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

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 Technique Objectives and Key Results Non-Profits 141

Hubspot

JUNE 22, 2022

Sound customer relationships are the foundation of any viable, productive business — having direct sway over how your business functions and grows. Without satisfied customers, you can't generate sustainable revenue, and you sell yourself short by losing out on referrals. Lead with an exceptional product or service.

Legal 75

Legal Relationship building X-functional Contact 75

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. Percentage of leads followed up with.

X-functional 96

X-functional Quota Cross-sell Contract 96

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

Lead Fuze

JULY 6, 2023

Pinpointing customers’ issues is an essential move in boosting your product or service, increasing customer gratification, and eventually aiding the development of your company. Qualitative research provides valuable insights into the problems customers face with products or services. It saves time and boosts efficiency.

Customers 52

Customers Clients Lead generation X-functional 52

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. It was back when you used different words for it, things like managed software or application service provider. This episode is sponsored by TaxJar. And little did we know, we were part of the SaaS movement.

X-functional 88

X-functional Strategize Retail Technology 88

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

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

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

FEBRUARY 15, 2019

How does Mark view the sale of professional services with this in mind? 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. You’re selling them a reporting module.

Price 44

Price Cross-sell X-functional Up-sell 44

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

Sales Hacker

APRIL 14, 2020

Reps working from home need to be willing to converse without selling. So companies going out, they bought this SaaS platform to help with X, Y, and Z. What’s your advice to those reps on good strategies for continuing to sell in this environment? Data integrity is more important than you thought. We’re on iTunes.

Contract 70

Contract CRM Consult Cross-sell 70

ConversionXL

JULY 20, 2019

Take a look at how transactional emails stack up against a traditional newsletter-style email: (Image Source). However, the opportunity to up-sell and cross-sell has been lost completely. Well, some email service providers make it easier by building the capability in: Vero ; Remarkety ; Customer.io.

Conversion 90

Conversion Promote X-functional Start-ups 90

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

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

PandaDoc

APRIL 12, 2022

Follow up with respondents. CSAT is typically used to measure how satisfied a customer is with a product, service, or interaction. Example: 40 positive responses / 60 total responses X 100 = 67%). CSAT is best utilized to gauge the customer’s satisfaction with a specific product, service, or process. 08 x 100 = 8%.

Customers 52

Customers X-functional Promote Price 52

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 value speed, you might up in for an Uber X. I had a cross functional team that owned pricing and packaging. First is assigning an owner.

Price 40

Price X-functional Cross-sell Growth 40

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

ConversionXL

DECEMBER 30, 2015

Take a look at how transactional emails stack up against a traditional newsletter-style email… Image Source. However, the opportunity to up-sell and cross-sell has been lost completely. Well, some email service providers make it easier by building the capability in. Plain and traditional.

Conversion 88

Conversion Promote X-functional E-commerce 88

ConversionXL

APRIL 3, 2018

No more puking up unicorns and rainbows. Positioning isn’t something marketing makes up, it’s something marketing uncovers. alexa_hubley is up and bringing tons of energy and customer marketing knowledge to the stage at #cxllive ??????????? Value = (Knowledge + Process) x Skill x Attitude. Example: wechat in China.

A/B testing 106

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

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. You can add a custom goal right in the code, and it automatically shows up on the report – you don’t need to create the goal first. We also gave the option to view only Peep’s favorite tools as well.

Conversion 124

Conversion A/B testing UX Consult 124

PandaDoc

MAY 8, 2023

Customer support is an essential aspect of any customer experience, and research bares this out: 68% of customers will pay more for products and services from companies with a strong record of good customer service. Zendesk ) 78% of customers will forgive a company for a mistake if they receive excellent service.

Service 52

Service Product Customers E-commerce 52