Partners in Excellence

MARCH 10, 2024

Preface: I’m departing from my normal process of introducing a new story about selling. Some with very distinguished leadership and selling careers. We started exchanging notes about some of the stories. Why Am I So Interested In Selling Why am I so interested in selling? That I would just end up failing.

Sell 131

Sell Up-sell Start-ups Growth 131

Sales Hacker

MARCH 8, 2024

If so, you know that we’ve been nerding out on ecosystem-led growth (ELG) for quite a while now. The smartest companies are embracing Ecosystem-Led Growth, or ELG. Why Ecosystem-Led Growth for GTM? Let’s break it down Why ecosystem-led growth? So this week’s breakdown on ELG has been a longtime coming. Let’s get into it.

GTM 95

GTM Growth Cross-sell Referrals 95

Salesforce

NOVEMBER 21, 2023

Field service can help drive revenue growth by selling to your existing customers, also called upselling or cross-selling. We’ve found that 65% of mobile workers are successfully selling to existing customers. Let’s dig into each of these best practices for upselling and cross-selling in field service.

Service 105

Service Growth Cross-sell Appointment 105

Partners in Excellence

DECEMBER 14, 2023

It’s interesting to see continued predictions of the death of selling. Some focus on PLG types of approaches, where the product sells itself–at least until one wants to scale that to the enterprise level. I actually never see anything about this other than within the selling community. Hmmm, what am I missing?

Sell 132

Sell Retail Promote Up-sell 132

Partners in Excellence

APRIL 16, 2024

Why I’m So Interested In Selling Sales wasn’t on my UT Dallas agenda. It all started my freshman year. Waking up to a request for a meeting in his office felt surreal. The privilege of guiding someone towards a solution, watching their eyes light up as they see the value, that’s the fuel that drives me.

Sell 124

Sell Pitch Account management Up-sell 124

Veloxy

DECEMBER 14, 2022

Back in 2018, Salesforce discovered that sales reps were only spending 34% of their time selling (707 hours a year). Salesforce just found that salespeople are only spending 28% of their time selling. That’s a stunning 125 hours of less selling time than in 2018 ! You’ll add another 300+ selling hours to each rep’s year.

Quota 246

Quota Sell CRM Contact 246

SaaStr

OCTOBER 21, 2021

Everyone today wants to start a SaaS startup. But many founders at very successful start-ups are smart and driven, but no Elon Musk. So many apps start as hacks. Many folks start something without a truly Minimum Viable Team. You have to be able to build, ship, market, and sell your product. It’s OK.

Start-ups 117

Start-ups Niche Up-sell Engineering 117

SaaStr

OCTOBER 1, 2022

Dear SaaStr: What are Some Red Flags That Signal You Shouldn’t Take a Start-up Job? Don’t join a B2B/SaaS start-up that won’t share its revenue and current growth rate with you — and its Zero Cash Date. Don’t join a B2B/SaaS start-up where you don’t believe in the CEO.

Start-ups 98

Start-ups B2C B2B Growth 98

Sales Hacker

JANUARY 12, 2024

This week, we’ll dissect two areas that sales authenticity derives from and how to embrace it to – well, sell. Reading: Kevin Wilson (VP Sales at Supermove) highly recommends the book, Sell the Way You Buy by David Priemer, for developing greater transparency and, in turn, authenticity. In short: to sell the way you buy.

Sell 92

Sell GTM Sales Up-sell 92

Veloxy

MAY 3, 2022

You need actual thought leadership and takeaways that you can readily apply to your role and your sales organization starting today. SBI Growth. Get ready to download and start using (yes, much of these sales resources are actually useful and interactive) these sales tools today. SBI Growth Advisory's KPI Dashboard.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

The 5% Institute

OCTOBER 5, 2020

Your sales growth formula (also known as a sales targeting strategy ), is one of the most important parts of your marketing and sales efforts. In this article we’ll look at what sales growth formula is, the types of targets to set up and keep track of, and how to find your ideal clients. Your Sales Growth Formula.

Growth 145

Growth Niche Sales Cold Call 145

Partners in Excellence

MARCH 22, 2024

Preface : Orrin Broberg has such a diverse and fascinating background in selling. He has worked in some of the largest organizations through starting his own companies. Whenever, I talk to Orrin, he is deeply thoughtful about all the business, strategy, leadership, growth issues that arise in our conversations. I loved it.

Sell 73

Sell Retail Cold Call Commission 73

SaaStr

JULY 26, 2022

There is often just 1 stakeholder to sell to. Often easier to get started here with less capital and/or if bootstrapped. Now that makes things hard enough as you scale, but even worse, in SaaS, churn is often masked by high growth when you have early product-market fit. And then 3% a month churn cuts your growth in half.

Growth 142

Growth Start-ups Up-sell Strategize 142

Cerebral Selling

DECEMBER 2, 2022

And if you want to build an organization optimized for rapid growth, that culture needs to be visible, repeatable, and pervasive. In an article for TechCrunch he talked about the importance of culture with respect to growth stating: “I used to think corporate culture didn’t matter. Culture Eats Adversity for Breakfast.

Growth 130

Growth Teamwork Sales Meeting 130

SaaStr

FEBRUARY 6, 2024

Answers from the CEOs of Twilio, Veeva, Amplitude, HubSpot, Gainsight and More I wanted though to do a deep dive on just one piece — a few thoughts how to sell that second product. Too many sort of think it will sell itself with the same team, motions, etc. So they’ll really just sell what’s easiest.

Product 86

Product Sell Quota Launch 86

The 5% Institute

NOVEMBER 8, 2022

Sales as a beginner can be daunting at times, which is why we’ve created this list of selling tips for beginners. In this article, we’ll be looking at eight selling tips for beginners to help you win more sales and serve more people, in a consultative and non-pushy way. Selling Tips For Beginners – 8 x To Win More Sales.

Sell 137

Sell Up-sell Presentation Clients 137

Veloxy

JANUARY 2, 2024

As a sales leader, your efforts directly impact the company’s stability and growth. While you may want your sales team to focus on selling, they also spend much time on administrative tasks. In doing so, you can give your reps more time to sell while helping them reach more qualified leads.

Product 246

Product Territory Objectives and Key Results Sales 246

SaaStr

FEBRUARY 9, 2024

In this latest episode of CRO Confidential , Sam Blond, Partner at Founders Fund and former CRO at Brex, sits down with the CRO of Zapier, Giancarlo Lionetti (GC), to chat about Product-Led Growth (PLG) and Go-To-Market (GTM). In a product-led growth strategy, the product serves as the focal point of your company’s marketing and strategies.

Go To Market 102

Go To Market Growth GTM Product 102

SaaStr

JANUARY 24, 2023

In this session of SaaStr Workshop Wednesdays, the Managing Director & Head of Growth Equity at OMERS Growth Equity, Mark Shulgan, shares advice for focusing on the fundamentals and keeping profitability at the forefront. Sign up for free. SaaStr Workshop Wednesdays are LIVE every Wednesday.

Growth 89

Growth Up-sell Start-ups Price 89

Partners in Excellence

AUGUST 22, 2023

After rigorous research and discussion with many expert colleagues, I’ve discovered the universal secret to Selling Success. It turns out the singular secret to selling success is “Build more pipeline!” The secret to selling success is simply more pipeline! What’s up?”

Sell 114

Sell Pipeline Prospecting Up-sell 114

Search Engine Land

JUNE 29, 2023

Over the past six years building Eyeful Media, I’ve leaned into my network and colleagues, specifically those with agency experience, to navigate our growth successfully. Go-Go growth. Many of the most critical growth opportunities that we were able to capitalize on were gathered from the feedback of our clients and employees.

Growth 93

Growth Non-Profits Clients Consult 93

Partners in Excellence

NOVEMBER 3, 2022

It seems that selling jobs, at all levels, are viewed as “temp” jobs. ” We spend months onboarding them, we spend months coaching them up their learning and experience curve, then just as they start hitting their stride, they are off to a new job. Their growth rates are consistently among the best.

Sell 124

Sell Growth Engineering Account management 124

Sales Hacker

NOVEMBER 14, 2023

He was one of the first few reps hired at Yammer to sell into the Fortune 500, responsible for closing some of their largest, 7-figure contracts. Prior to Klaviyo, Sean served in enterprise sales roles at Localytics, Yammer (acquired by Microsoft for $1.2B) and SuccessFactors (IPO & acquisition by SAP for $3.4B).

GTM 92

GTM Growth Referrals Contract 92

Salesforce

MAY 25, 2023

You can help your marketing team by getting your die-hard customers to spread the word about your offerings — sparking product-led growth. What is product-led growth? The product’s benefits, capabilities, and performance do much of the selling and persuading. Watch & learn What is product-led growth?

Growth 98

Growth Product Customers B2B 98

A Sales Guy

DECEMBER 7, 2020

We’ve just launched the Gap Selling Certification program and I couldn’t be any more excited. Now anyone with the Gap Selling acumen and charisma can build their own Gap Selling Training Business. As readers of this blog and of Gap Selling, you know how powerful the Gap Selling methodology is.

Sell 126

Sell Entertainment Launch Consult 126

Lead Fuze

DECEMBER 15, 2023

Your chosen method could be as unique as you are – focusing on growth investing or income investing depending upon your risk tolerance and retirement goals. They’re all about long-term wealth growth with flexibility in methods tailored to your risk tolerance and goals.

Growth 52

Growth Real Estate Objectives and Key Results Finance 52

Martech

MARCH 10, 2022

E-commerce has been on the rise for years but has had explosive growth during the pandemic. Traditional B2B demand gen models are becoming outdated as privacy regulations are more stringent and fewer people are willing to give up their personal information. Inbound marketing is about building value and trust, NOT about selling.?. ?Content

E-commerce 109

E-commerce Growth Cross-sell Objectives and Key Results 109

Heinz Marketing

JANUARY 7, 2022

Content marketing has defined the last two decades, but there’s a go-to-market strategy that’s been capturing lots of attention — product-led growth. As a growth strategy, product-led growth removes the traditional sales cycle and, instead, lets the product sell itself. What percentage of users make it past onboarding?

Growth 112

Growth Product Intrinsic Referrals 112

Veloxy

NOVEMBER 30, 2023

Grab a warm coffee or tea and let’s get started! This includes having up-to-date info about what they’re selling and being equipped with technology that aids their sales pitches. This allows them to focus more on selling and less on administrative tasks. Here’s a quick checklist to get you started.

Objectives and Key Results 279

Objectives and Key Results Territory Inside sales Cross-sell 279

SaaStr

NOVEMBER 22, 2021

At the heart of product-led growth is the user. And in this podcast, Olivia Nottebohm, CRO of Notion ($10B valuation), will delve into the more complex aspects of product-led growth, and why they’re essential for building a successful business that will thrive for years to come. So growth is a really important topic.

Growth 110

Growth Product B2C Consult 110

Sales Hacker

DECEMBER 20, 2022

Join us for a playful conversation about a wild guy who took a wild ride to become wildly successful at selling tickets. If you missed episode 224, check it out here: Building Meaningful Connections with Co-Selling with Alex Buckles. He gets up at 5 am every morning, which is insanity. It was impossible for me to get started.

Growth 76

Growth Up-sell Start-ups Follow-up 76

SaaStr

MARCH 22, 2023

Scaling Early-Stage to Hyper-Growth Companies With Ed Lenta, SVP and GM of Databricks Back in the early 2000s, people didn’t entirely accept that a virtual machine could be as good as a physical one. Is there a recipe or formula that will predict the success of a pre-growth, high-potential company? It was inevitable.

Growth 79

Growth Cross-sell GTM Up-sell 79

Lead Fuze

JULY 22, 2021

Learn From the Experts: Noah Kagan and Gael Breton Shares 18 Growth Hacking Techniques for Your New Product Launch Marketing Plan. You can catch up on current events, listen to some awesome tips, or (my favorite) learn some growth hacking techniques you can apply in your business. If you sell services directly on your website.

Technique 98

Technique Growth Launch Pitch 98

Sales Hacker

AUGUST 7, 2020

Should you take the risk of applying to a fast-growing startup, or slowly work your way up at a more established enterprise company? I have been an early employee at a very successful start-up (and several not-so-successful ones), and I’ve also been in Sales and Management at large, enterprise corporations.

Start-ups 78

Start-ups Non-Profits Territory Sales 78

SaaStr

APRIL 17, 2024

The Journey of Selling Your Startup Harry was the co-founder and CEO of Periscope Data, which raised a seed round before finding customers, yet didn’t run out of money before becoming an overnight success 3-4 years later. During those rapid growth years, someone would reach out every once in a while and ask if Harry would consider selling.

Sell 63

Sell Negotiate Up-sell Price 63

ConversionXL

JUNE 16, 2022

These tactics are upselling and cross-selling (respectively). It’s hard to sell customers on something they don’t know they need. It’s not about selling additional products ( this is cross-selling ), nor is it only for selling more expensive items to happy existing customers.

Cross-sell 155

Cross-sell Sell Up-sell Technique 155

Search Engine Land

JUNE 28, 2023

Buying links is considered spam, consequently reducing your brand’s trust and credibility, and possibly putting you up as a manual penalty case from Google. Use a tool like SparkToro as a starting point to do your own research, and then build from there. You’re now selling to a warm audience, not cold.

Growth 99

Growth Niche Trust Pitch 99