Hubspot

MARCH 7, 2018

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. Upsell/Cross-Sell Rates.

Territory 101

Territory Cross-sell A/B testing Promote 101

SaaStr

MAY 20, 2025

Keys to HubSpot’s Success: The “Hub” Strategy : HubSpot mastered the land-and-expand model, starting with Marketing Hub and strategically expanding to Sales Hub, Service Hub, CMS Hub, Operations Hub, Commerce Hub, and Content Hub. Its not either / or. Or at least, it doesnt have to be.

Customers 109

Customers Non-Profits Education Cross-sell 109

Martech

JUNE 24, 2025

Retail media is entering a new phase — one where it’s not just a performance channel but a strategic pillar of marketing. This is a logical strategic extension for RMNs. Brands are increasingly embracing these opportunities to: Sell products. Think shoppable videos on Walmart.com or product-focused reels inside Target’s app.

Retail 71

Retail Campaign Strategize Cross-sell 71

Partners in Excellence

OCTOBER 25, 2016

Wrapped around this is some notion of upsell/cross sell, “Can we expand the relationship with the current customer (individuals)?” This mindset isn’t different from the hunter assigned a geographic or industry oriented territory. Our goal in every territory is to maximize our penetration of the territory.

Territory 96

Territory Account management Cross-sell Retail 96

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. Once you’ve got a great team in place it’s time to think about how you can be strategic with those team members. Territory Development.

Territory 98

Territory Cross-sell Quota Networking 98

Highspot

JULY 7, 2025

Key Takeaways Executing 1:1 and 1:few account-based selling strategies geared toward high-value target accounts is how leading enterprise sales teams drive sustainable revenue growth. Guide: What Good Client Engagement Looks Like Download free guide What is account-based selling?

Sell 52

Sell GTM Objectives and Key Results Cross-sell 52

Veloxy

MAY 3, 2022

Helps your sales team spend more time on the selling activities that produce revenue. Helps perfect your sales process in order to sell more. In addition to helping sales team’s accelerate sales, Veloxy also helps optimize sales enablement by maximizing selling efficiency. Helps perfect your sales process in order to sell more.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Salesforce

MAY 12, 2025

Perhaps that’s why more are taking long-term strategic views a stance that resonates throughout their organizations. It does this by accounting for three components: Expansion revenue: Revenue gained through upselling or cross-selling to existing customers.

Cross-sell 59

Cross-sell Territory Finance Contract 59

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

JUNE 23, 2022

Swiftcurrent Lake in the Many Glacier region at Glacier National Park. It was new territory for us.”. We see Redpoint as strategic business partner — not a software vendor, not a data vendor, but a true strategic business partner of ours,” said Heltzel. Image provided by Xanterra. Finding the golden ticket — er, record.

Territory 105

Territory Customers Hospitality Cross-sell 105

Salesforce

OCTOBER 29, 2024

Like other sales approaches, the goal of door-to-door sales is to establish a relationship with a customer, upsell , cross-sell, and close more deals. You also need to convey excitement about the product or service you’re selling and help prospects understand its benefits in a way that feels personal to them.

Objectives and Key Results 52

Objectives and Key Results Territory E-commerce Pitch 52

Martech

FEBRUARY 13, 2024

You’ve explored the crucial link between your martech stack and strategic goals in “ The CMO’s guide to aligning martech and business strategy ,” understanding why syncing these elements boosts efficiency, customer value and growth. In ecommerce, cart abandonment rates and repeat purchase ratios could be more relevant.

Objectives and Key Results 110

Objectives and Key Results Cross-sell Strategize Retail 110

Partners in Excellence

JULY 8, 2013

The way customers buy is changing, the complexities of our own products and solutions, the broad range of people involved in the customer buying process mandates a different approach to selling and careful reconsideration of how we define the role of account and territory managers.

Territory 113

Territory Account management Cross-sell Sales 113

Partners in Excellence

FEBRUARY 16, 2012

It’s supposed to help them better manage their opportunities, territories, and time. But managing our deals, pipelines and territories are much more complex. Do I have upsell, cross sell opportunities? They enable us to manage our time, maximize our impact, free us up to think, plan, strategize, and execute.

CRM 105

CRM Territory Cross-sell Sports 105

Hubspot

FEBRUARY 7, 2018

How to know if this job is right for you: Being an AE is a natural next step once you’ve gotten some selling experience under your belt. You’ll be moving around constantly: Around the city, region, state, country, or even world. It’s also harder to learn selling fundamentals when you’re operating solo or in a small team.

Territory 101

Territory Commission Outside Sales Account management 101

Partners in Excellence

MAY 3, 2022

They worry about how the problem impacts their ability to achieve their strategic goals. To some it may be a hassle factor in their day to day performance of their jobs, to others it’s a strategic opportunity or threat. Yet when we talk about the same things to the end users, they look at us with their eyes crossed.

Strategize 102

Strategize Territory Cross-sell Finance 102

Partners in Excellence

OCTOBER 20, 2011

For those of you with broad territories and dozens to hundreds of customers, this metric is probably of secondary importance. In capital equipment, software, or major services agreements, it may be possible to attain 100% wallet share, becoming major strategic vendors or partners to the customer.

Territory 101

Territory Cross-sell Negotiate Account management 101

Salesforce

OCTOBER 4, 2024

What started as a manageable headache is now causing your organization to leak revenue — especially as you add more products, territories, and go-to-market strategies into the mix. But as your customers, head count, and company continued to scale, so too did your mishmash of tools and spreadsheets, disorganized documents, and scrambled data.

GTM 98

GTM Territory Finance E-commerce 98

Martech

FEBRUARY 7, 2024

Because AI is unexplored territory and, in the wrong hands, can damage a company’s brand, people will need to know how to maintain ethical boundaries. This year, it will be important to broaden people’s job skills so that they can work with AI — not be replaced by it. I was recently at a restaurant where a robot brought out my food.

X-functional 123

X-functional Cross-sell Territory Retail 123

Sales Hacker

JULY 25, 2022

How to pivot, strategize, and coach. This involves spending 1:1 time with their people to help them strategize, brainstorm, and develop their communication and selling skills so they can grow your pipeline. Accounts by region. Where you stand in relation to business goals. Where your problem areas lie. New accounts.

Engineering 114

Engineering Objectives and Key Results Cross-sell Pipeline 114

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. PP could be a strategic enabler of GTM scale up if done well. Picking early customers is very strategic.

GTM 117

GTM Niche Cross-sell Contract 117

SalesLoft

MAY 31, 2016

When a sales organization first looks to scale, the first strategic move is to sales development. Sales pods are collections of cross-functional roles, each dependently intertwined to achieve a specific and scalable goal within a sales organization. To reach that end goal, should your sales pods be cross-functional? Industries?

Strategize 52

Strategize Teamwork Cross-sell Objectives and Key Results 52

Partners in Excellence

JANUARY 31, 2018

Account Based Marketing/Selling is all the rage today. But having played in this space for more than a few years, a lot of what I see is deja-vu all over again, echoing concepts from the 80’s, 90’s, even before (look at some of the original books on account based selling and when they were published.

Sell 69

Sell Territory Cross-sell Strategize 69

SaaStr

JANUARY 25, 2021

Prior to the pandemic, many companies knew which vertical channels were doing well, but COVID caused a change in territory planning overnight. Secure the deal through the use of all available resources such as executive relationships or board relationships in order to provide the most cross-functional attention possible.

Cross-sell 95

Cross-sell GTM Sales Territory 95

Salesforce

SEPTEMBER 21, 2021

Berumen believes that many customers would actually prefer to be able to buy enterprise products and solutions completely online, but that has proven to be an elusive feature in B2B selling. Accenture is not new to offering its clients strategic guidance about navigating an increasingly complex sales environment.

B2B 96

B2B Territory Manufacturing Sales 96

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. Creates processes to enhance cross-functional collaboration between sales, marketing, and customer success.

Finance 114

Finance Cross-sell SQL GTM 114

Highspot

JULY 9, 2025

Manufacturing sales teams face long deal cycles with cross-functional buying committees who have complex product requirements. Give your teams one place to find what they need Every sales rep spends way too much time searching for the most up-to-date tech specs, pricing, or region or industry-specific content.

40

40

Sales Hacker

MAY 26, 2021

If you know that you love strategizing to increase sales but don’t want to be an account executive, sales operations may be the right place for you. Sales ops is responsible for supporting and enabling sales reps to sell efficiently and effectively. Sales operations teams bring a system of selling and structure to a sales organization.

Territory 69

Territory Objectives and Key Results Finance Cross-sell 69

Pointclear

SEPTEMBER 24, 2015

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. Certainly not, because it isn’t a solution, it’s a philosophy, a strategic approach.

Lead generation 95

Lead generation Cross-sell Territory Gaming 95

Veloxy

AUGUST 31, 2023

And while you can always push a product for the sake of selling it, you’ll only sell it once. A lot of sales reps end up competing on who sold the most or what product is selling faster. Maybe you’re selling the right products to the wrong audience in the wrong market. However, salespeople tend to miss the bigger picture.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Sales Hacker

APRIL 6, 2022

And these manual processes take sales reps away from their most important activity: selling. If you’re selling a limited number of products or services, or have an extremely simple pricing model, a CPQ system may be beyond your needs. A better selling experience. 5 benefits of CPQ software. Scaling sales operations.

Cross-sell 107

Cross-sell Contract Price Finance 107

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

JUNE 8, 2021

Nearly half of their time is spent selling remotely (i.e. Their main goal is to help customers increase the ROI on a purchase, so they'll often connect with a salesperson if an opportunity to cross-sell or upsell arises. Regional Sales Manager. using Zoom, Skype, email, and CRM). Image Source. VP of Sales.

Commission 94

Commission Territory Finance Inside sales 94

ConversionXL

OCTOBER 14, 2021

To give context, compare market share changes with objective measures such as changes in total industry spending and company revenue, and strategic changes. Or are you concerned more with customer retention and cross-sell opportunities? Are you looking to boost your reach and generate leads? Optimize and repeat.

Objectives and Key Results 157

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

ConversionXL

MAY 14, 2014

Realizing this was a much bigger problem we’ve yet to address, Peep took to Twitter and asked: Looking for an in-house optimizer in a big company for a blog post on selling CRO internally. On-going battles for prime real estate, page layouts, copy and imagery persist and often burden cross-functional team performance and relations.

Conversion 124

Conversion Sell E-commerce Legal 124

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

Miller Heiman Group

AUGUST 24, 2019

Our book, Sales Enablement—A Master Framework to Engage, Equip and Empower a World-Class Sales Force , defines a sales enablement charter as a “guide for turning random sales enablement efforts into a formal, scalable and strategic enablement discipline that has a definable, positive impact on your business.” Define your enablement customers.

Objectives and Key Results 77

Objectives and Key Results Cross-sell Territory Government 77