SaaStr

JUNE 7, 2021

If a sales rep closed a deal, A customer success manager should take it over. An open question around smaller customers is how do you staff up Customer Success for them — if at all. Many founders wrestle with the question of if they can really afford customer success professionals for their smaller customers.

Customers 129

Customers Sales Service Sales Support 129

Zoho SalesIQ

MAY 5, 2021

With today’s customers able to choose from many product and service providers, product quality or brand value alone won’t keep your business running. And simply providing the best after-sales support won’t make you stand out either. So, what can you really do? The post Unveiling SalesIQ 2.0:

B2C 92

B2C B2B Customers Sales Support 92

Salesforce

DECEMBER 12, 2023

A bad experience is one of the top reasons a customer will leave a brand , and younger generations are increasingly likely to abandon ship for this very reason. That’s why fostering a customer-obsessed culture can improve an organization’s health and longevity. What you’ll learn: What is a customer-obsessed culture?

Teamwork 59

Teamwork Customers Cross-sell Strategic planning 59

Hubspot

NOVEMBER 10, 2016

According to 2016 data from Econsultancy , only 22% of businesses are satisfied with their lead to customer conversion rates. How many times has your agency generated the agreed amount of high quality leads, but still lost clients because the client's sales team didn't close those leads? 3 Sales Support Services to Offer Clients.

Sales Support 69

Sales Support Service CRM Clients 69

Sales Hacker

APRIL 19, 2022

The “Great Resignation” has charged on in 2022, leaving sales teams especially vulnerable to higher attrition rates – and sales leaders scrambling to hire top talent. Dooly, a customer information sales enablement platform, found that 51 percent of sales professionals said they’d quit if they found an opportunity with higher pay.

Commission 88

Commission Product Quota Drivers/motivators 88

Martech

MARCH 1, 2024

Customer retention is becoming more of a priority for B2B marketers lately. As buying shifts online and marketing takes on some traditional sales roles, retaining existing customers is essential for driving growth and profits. Sagefrog’s 2023 report , amazingly, listed customer retention as B2B marketers’ number two priority. (It

B2B 119

B2B Cross-sell Pharmaceutical Account management 119

Hubspot

MAY 2, 2019

Because they've mastered the art of product differentiation. While personal care might seem like a standard part of your daily routine, Billie strives to bring out the 'magic in the mundane' by making high-quality and affordable body care products. Let's demystify product differentiation. Types of Product Differentiation.

Product 66

Product Profit margin Manufacturing Sports 66

Search Engine Land

JANUARY 23, 2024

For example, sales reps don’t just sell advertising. In some instances, they also try to help advertisers report issues that require assistance from support to resolve. Helping customers is a common characteristic of the highest-performing sales reps in all organizations.

Commission 119

Commission Construction Represent Contact 119

ConversionXL

NOVEMBER 29, 2018

You may agonize over the decision to choose one path over the other, but you can save that strategic energy for figuring out how to transition more free users into paying customers. If your onboarding experience is terrible or your product uninspiring, you’re wasting time with the “freemium vs. free trial” debate. Loss aversion.

Customers 119

Customers Cross-sell Referrals Networking 119

SaaStr

DECEMBER 4, 2022

And most segment it across customer size or other segments. It doesn’t tell you much about your prospects, the future, or your most recent customers. Customers can like an old product that is no longer competitive. (“You’re never getting that copy of ACT! Customer Summit, High NPS Moment.

Cross-sell 111

Cross-sell Engineering Sales Support Promote 111

Sales Hacker

MARCH 8, 2024

Data from Crossbeam shows that ELG is the third-most cost-effective strategy behind customer referrals and inbound sales. Support on pipeline movement. Partners can facilitate warm intros to their customers so you can move stuck leads through the pipeline. Sales tactics like cold calls often have a low conversion rate.

GTM 95

GTM Growth Referrals Cross-sell 95

Martech

MAY 7, 2024

This year, we only removed 263 products from the landscape. The graph below shows interesting genAI-based solutions built for sales automation, enablement and intelligence, business/customer intelligence, data science and live chat and chatbots. And what about business/customer intelligence and data science?

Legal 112

Legal Growth Pitch Technology 112

Partners in Excellence

AUGUST 12, 2021

That improved productivity data is always accompanied by cost of selling data. We are optimizing to our own objectives, ignoring how the customers want to be engaged and their preferred buying process. For years, we’ve seen profound changes on the way customers want to buy. We get more done with the same resources.

Sell 123

Sell Sales Up-sell Sales Support 123

Partners in Excellence

MAY 30, 2023

We may have “invented” a customer buying process that aligns with our desired process–Defining Problems, Identifying Alternatives, Identifying Needs, Assessing Alternatives, Choosing A Vendor. It hasn’t changed since I started selling, despite all the data showing us customers don’t buy that way.

Objection handling 111

Objection handling Quota Entertainment Up-sell 111

SaaStr

MARCH 26, 2024

Trust is a big deal with customer support. One SaaStr fan asked what role company employees play with AI and providing accuracy to customers. “95% 95% of the folks I talk to don’t understand the product themselves,” Jason says. As a founder, you need to be more involved in functional areas like sales support and success.

Price 94

Price X-functional Growth B2B 94

Partners in Excellence

NOVEMBER 2, 2021

We know customers spend more of their buying journey finding information in digital and other channels. Engagement with sales people represent the smallest part of their time investment. ” So much of our thinking is around automation, digital interactions, and fragmented sales interactions. .”

Represent 111

Represent Sales Support Sell Customers 111

Salesforce

FEBRUARY 13, 2024

Ideally, reps would spend more time with prospects and customers, but unless they have sales support to handle the 72% of non-direct-selling work, that face time won’t happen. Learn how sales support can help free your sellers up to focus on relationships, turning your sales team into a closing powerhouse.

Sales Support 59

Sales Support CRM Represent Strategize 59

Partners in Excellence

AUGUST 16, 2023

The Selling Process focuses on the “why and what” of how we engage customers in helping them navigate their buying process. A Sales Methodology focuses on “how” we execute our Selling Process. Among them are: Who are our target customers, our ICP? At the risk of oversimplifying the difference.

Process 94

Process Sell Sales B2C 94

Martech

JANUARY 10, 2024

GE Healthcare was an extremely high-technology product — all the marketers had an extremely technical background. I wanted to get as close as possible to the customer. Q: What aspects of product development carried over to the customer? Laughs] Q: Would you say it’s still about customer value today?

Electrical Engineering 101

Electrical Engineering Healthcare Electricity Technology 101

Tibor Shanto

SEPTEMBER 23, 2021

In essence he delivers the building blocks of Sales Enablement. Mike shares the 12 building blocks, tied together with systems thinking and communication management, sitting on a base of (optional) sales support services. Sales enablement supports the sales force, but it all starts with the buyer in mind, with Buyer Acumen.

GTM 167

GTM Sales Consult Quota 167

SaaStr

JANUARY 30, 2023

Deel overcame these challenges by taking care of these four things: Finding a product focus When Deel got accepted by Y Combinator in 2019, everyone loved the idea but hated the product. Deel scaled the sales team from two to 250 account executives, but issues with productivity and enablement of the account executives cropped up.

Cross-sell 91

Cross-sell Account management Clients Growth 91

SaaStr

AUGUST 6, 2022

And some of its most successful product expansion has come from acquisitions. Ask yourselves these questions today: Would your customers’ business grind to a halt without your app? Are you an application a core group of customers adds to their “app stack” almost by default? Your customers will eventually churn.

UX 111

UX Niche Start-ups Sales Support 111

The 5% Institute

JUNE 19, 2023

In this article, we will explore the nuances of sales and selling, their unique characteristics, and how they contribute to the overall growth of an organization. What is Sales? Sales can be defined as the activity of exchanging products or services for monetary value. What is Selling?

Sell 52

Sell Objectives and Key Results Technique Customer Relationship Management 52

Sales Hacker

AUGUST 22, 2018

In this article, we’re going to break down the key things you need to know before you start your customer success job search. This article will break down: The fundamental skills required for a Customer Success job. What is Customer Success and What Does a CSM do? That’s where Customer Success comes in.

Customers 52

Customers Strategize Start-ups Service 52

PandaDoc

MARCH 26, 2024

In the world of sales, salespeople are engaging with potential clients to guide them from the top of the sales pipeline, when they first discover a product or a service (level 1) to the bottom of it, the post-purchase stage (the final level). What is a sales pipeline?

Pipeline 52

Pipeline Contract CRM Customer Relationship Management 52

Accent Technologies

SEPTEMBER 30, 2023

Remember the time when understanding your company's product portfolio felt like prepping for a big exam? This isn't just about answering customer queries. It's about understanding your business, your products, and even your brand's voice. Picture this: A sales rep is asked a complex question about a product feature.

B2B 52

B2B Sales Technology Technology 52

Partners in Excellence

MARCH 30, 2023

We’ve seen a shift in customer buying behaviors over the years. Sales used to be the primary purveyors if information about products, solutions, market changes, trends. Customers couldn’t easily get that information (perhaps trade shows/publications and conferences), so sellers provided that function for buyers.

Drivers/motivators 68

Drivers/motivators Education Sales Support Start-ups 68

Salesmate

JULY 9, 2020

Your sales pipeline covers every stage of the customer acquisition process from leads to after-sales support to repeat business. To be successful in sales, you need to track specific sales pipeline metrics. Sales Cycle Length. How long does it take you to close a sale? Let’s get started.

Pipeline 121

Pipeline Contract Sales Territory 121

Hubspot

MARCH 8, 2023

Employment of securities, commodities, and financial services sales agents is projected to grow 10% from 2021 to 2031 — faster than the average for all occupations. While the position is in high demand, this type of salesperson has to have extensive technical knowledge to sell a product or service B2B to prospective customers.

Pharmaceutical 71

Pharmaceutical Manufacturing Transportation Finance 71

Highspot

JANUARY 22, 2024

Having a well-defined go-to-market (GTM) strategy is crucial for the success of any product or service. A successful GTM strategy involves a series of coordinated steps aimed at bringing a new product to market effectively. Establishes a unique value proposition that resonates with target customers.

Go To Market 52

Go To Market GTM Promote Technique 52

Highspot

JANUARY 22, 2024

Having a well-defined go-to-market (GTM) strategy is crucial for the success of any product or service. A successful GTM strategy involves a series of coordinated steps aimed at bringing a new product to market effectively. Establishes a unique value proposition that resonates with target customers.

Go To Market 52

Go To Market GTM Promote Technique 52

SaaStr

OCTOBER 3, 2022

What is the product strategy? Single-product or multi-product? How close are you to the customers? Imagine a coverage model, from end to end, for the full customer life cycle: from demand generation to sales to post-sales. Sales Cycle. Post Sales. Execution is not just a sales process.

GTM 86

GTM Strategize Government Inside sales 86

Hubspot

MARCH 16, 2012

And if you're a customer using the HubSpot software , your HubSpot dashboard will create this graph for you automatically using either a custom goal that you can set, the last month, the month 12 months ago, or a 3-month average as the goal you track against. You should also consider your sales cycle in this calculation.

Sales Support 56

Sales Support CRM Sales Closing 56

Sales Pop!

OCTOBER 18, 2021

About 73% of salespeople use software to increase their productivity, according to the Linkedin survey. For instance, training platforms that offer courses in various sales training topics might empower salespeople and boost their performance. What Is a Sales Setup? LeadFuze will then create a list of matching leads.

Prospecting 97

Prospecting Price CRM Lead generation 97

Sales Pop!

NOVEMBER 19, 2021

We had long instituted technology that would keep the company productive no matter where in the world employees were located. That data is used to service the customer from any point in the organization, and the customer doesn’t care if that point is customer success, sales, support, accounts receivable or anywhere else.

CRM 98

CRM Manufacturing Government Technology 98

Sales Hacker

SEPTEMBER 23, 2021

A channel partner is a company that sells products and services for a technology manufacturer or vendor. Channel partners basically onboard other people to sell your product for you. But by far, the option that could potentially bring you in the most sales is resellers and sales channel partners. Systems integrator (SI).

Commission 102

Commission Manufacturing Negotiate Contract 102

PandaDoc

MAY 9, 2024

Number of opportunities Sales velocity opportunities do not equal the total number of leads. Opportunities are those prospects that have been qualified by your sales team. Qualified leads meet criteria such as having the budget or buying authority for your product or service. Why is this?

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52