Martech

AUGUST 26, 2024

And smooth our selling process — their buying process — to its digital best. But B2B companies have been experimenting for decades with lower cost methods to reduce selling expense. For example, data analytics around past purchase patterns can identify “next-best-product” suggestions for optimized upsell and cross sell.

B2B 137

B2B X-functional Cross-sell B2C 137

Martech

NOVEMBER 7, 2024

Should product-led growth (PLG) be your No. ” Stouse, at least, came up with a memorable example: hotels and hospitality. He quoted a marketing executive at Four Seasons: “We sell trip insurance. The product does not sell itself.” Is it self-validation to call it product-led growth? Processing.

GTM 125

GTM Growth Product Hospitality 125

Martech

JULY 19, 2024

It is often easier to sell something when no one has it but many people need it. The bad news is that growth in a mature market becomes more focused on a few strategies, including cross-sell, upsell and competitive displacement. When you change the apps at the center of the stack, you end up making changes throughout the stack.

Cross-sell 122

Cross-sell Growth CRM Up-sell 122

Martech

SEPTEMBER 20, 2024

.” Jason’s mission is clear: Lead the company through the final stage of go-to-market maturity, platform-market fit, where integrated solutions drive customer value and position the company for long-term growth. Source: GTM Partners, 3Ps GTM Maturity Model It’s not just about selling more products. Product-market fit.

GTM 117

GTM Product Cross-sell Profit margin 117

Hubspot

SEPTEMBER 30, 2024

A solid social selling strategy falls somewhere between “nice-to-have” and “need-to-have” in the modern sales landscape. But navigating social selling isn‘t always straightforward. That’s why we here at The HubSpot Sales Blog reached out to some experts for their takes on the mistakes you need to avoid while social selling.

Sell 75

Sell Relationship building Trust Networking 75

Sales Pop!

JULY 28, 2022

You are currently on the job selling to a specific audience. On the other hand, management will do best by considering whether they are training robots or humans to sell. On the other hand, management will do best by considering whether they are training robots or humans to sell. appeared first on SalesPOP!

Sell 237

Sell Represent Negotiate Referrals 237

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

Veloxy

JANUARY 7, 2025

Presenting: Showing the value of what you sell. How to Remove Salesforce CRM Friction Learn how to remove friction points tied to Salesforce, helping your sales team sell easier and faster. Automation is key, the right tools will ensure that nothing gets missed with proper follow-ups. There's more, read today!

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

SaaStr

OCTOBER 25, 2024

For the subsequent ten years in software, we’ve optimized every little bit of how we sell it. But today, it’s different because the kinds of software we sell aren’t the same. In 2020, we transitioned from a physical selling universe to a virtual selling universe. It isn’t predictable. ’ The answer was no.

Go To Market 132

Go To Market Quota GTM Price 132

Sales Gravy

NOVEMBER 7, 2024

In this episode of The Sales Gravy Podcast, Jeb Blount sits down with Andy Matheou from RHM Staffing to dive deep into the challenges and triumphs of selling in the staffing industry. Putting in long hours and demonstrating a strong work ethic can lay the foundation for career growth.

Cold Call 101

Cold Call Clients Trust Up-sell 101

Sales Pop!

MAY 22, 2023

Setting oneself apart from traditional sales methods will generally contribute to selling better than most. Sharing laughter is the all-time best sales technique for gaining what you desire and selling to another. Use Spontaneity to Grow Networks There is always pressure on sales representatives in companies to drum up more business.

Sell 241

Sell Represent Commission Networking 241

Martech

OCTOBER 22, 2024

Growth trajectory Companies on a growth trajectory (e.g., Existing customers Take note of existing customers to identify opportunities for up-selling and cross-selling, which can be beneficial for improving lead scoring. based on funding rounds or hiring sprees) can be more likely to invest in new solutions.

Cross-sell 127

Cross-sell Lead generation GTM Territory 127

Sales Pop!

SEPTEMBER 11, 2024

Should it appear you are experiencing unstable selling, it’s wise to review what is in place and how to improve the process. Business Growth Strategies Building a company is challenging. Don’t give up – find a better way!’ The post Revise Your Approach to Improve Sales and Business Growth appeared first on SalesPOP!

Growth 182

Growth Referrals Sales Drivers/motivators 182

Hubspot

JANUARY 8, 2025

Youre selling something to someone who just wouldnt budge. If I just described a familiar struggle one you might know all too well Im here to share a solution that might be the answer to your prayers: Gap selling. Truthfully, gap selling takes patience, practice, and persistence to master.

Intrinsic 79

Intrinsic Sell Objectives and Key Results Technique 79

Iannarino

AUGUST 1, 2021

But in more cases than not, you’ll still need to sell. When what you sell is simple enough that the client can buy without any help, you don’t need salespeople; you just need effective marketing. Neither the new lead nor the old one will benefit from a salesperson who is not prepared to do the work of selling.

Intrinsic 343

Intrinsic Clients Contact Contract 343

SaaStr

DECEMBER 4, 2024

Pricing is more than just a number on a contract — when used thoughtfully, it can become a strategic tool for your SaaS product that can drive product adoption, customer satisfaction, and business growth. For example, if you’re trying to drive user growth, you want the least amount of pricing friction.

Price 113

Price Growth Objectives and Key Results Cross-sell 113

Sales Pop!

JUNE 19, 2024

Mindful Selling No one knows what a prospective client may want unless we ask, and the asking evolves into a growing Q&A session upfront. In contrast, it is best if you allow the prospect to speak 60% of the time and you only take up 40% of the allotted time. Worse, it harms career growth and the company’s bottom line.

Sell 173

Sell Appointment Account management Represent 173

Salesforce

AUGUST 6, 2024

After years of steady sales and profit growth, the 2,300-employee company has hit a rough patch. Sell more, and faster, with AI With interested buyers lined up, now it’s up to the sales team to close deals. Learn how your sales reps can automate their processes with AI Second, AI speeds up data analysis.

Real Estate 128

Real Estate Non-Profits Click Through Rate CRM 128

Martech

NOVEMBER 27, 2024

ecommerce sales were up 9.6% Here’s the breakdown for top-selling and high-growth categories ahead of Black Friday. 1-24, up 11.4% billion, up 13.4% billion, up 16.8% billion, up 7.2% billion, up 10.1% The numbers back this up. For the first 24 days of November, U.S. year-over-year.

Sports 130

Sports Retail Start-ups Up-sell 130

SaaStr

JANUARY 8, 2025

Asana, strong in B2B2B and selling to tech, was perhaps hit hardest, with growth slowing to 10%. Monday.com by contrast, selling mainly outside of tech, saw growth remain strong at 34%. SaaS that sells to B2B companies, and SaaS that sells to the Rest of the World. It’s been a tale of two worlds.

Non-Profits 120

Non-Profits Contract B2B Growth 120

Partners in Excellence

NOVEMBER 5, 2024

If selling reduction in admin time/tasks represents a few percent of their overall expenses, they may have bigger fish to fry. That doesn’t mean our solutions aren’t important or that we should give up, we have to focus on the people the solution impacts the most, getting their support to invest in those solutions.

Represent 125

Represent Up-sell High impact Gaming 125

Partners in Excellence

JANUARY 6, 2025

Most of our selling activities are driven by our customers. We end up waiting for them to be ready to talk to us. And, somehow, organizations seem to meet their growth goals, we have to change! Afterword: The foundation for this is our Business Focused Selling program. We have to stop waiting for our customers!

Customers 134

Customers Pitch Represent Up-sell 134

Sales Hacker

OCTOBER 15, 2024

Cliff Simon is the CRO of Carabiner Group, a part of SBI Growth, an advisor, and fractional executive for several high-growth start-ups, where he utilizes his expertise in all things GTM and RevOps. Discussed in this Episode: The power of community-led growth in driving customer acquisition and revenue.

GTM 108

GTM Growth E-commerce Pipeline 108

Sales Hacker

DECEMBER 10, 2024

His path to Levelset was serendipitous he had tried to sell Wolf health insurance, thinking the company was much larger than it actually was. With no background in software sales, he had to quickly pick up the ropes of B2B selling, making numerous mistakes along the way. “0 to 1’s really hard.

GTM 104

GTM Construction Quota Growth 104

SaaStr

NOVEMBER 6, 2024

Revenue growth is up 21% overall, and subscription growth is up 33% — at almost $5 Billion in ARR. It’s driven Atlassian stock up +28% after the results: Is SaaS back? 500 $1M+ Customers Atlassian is going more and more enterprise, which has become key to maintaining growth. Let’s dig in.

Cross-sell 116

Cross-sell Price Growth Up-sell 116

SaaStr

NOVEMBER 13, 2024

54% Growth in $50k+ Customers Like Shopify, Klaviyo is firmly SMB overall. But its bigger customers are key to fueling growth, as they are at Shopify, too. Today, it’s steadily driving its margins up, now up to 14% non-GAAP operating margins. Just not as quickly as overall revenue growth. #4. SMB Weaker.

Cross-sell 120

Cross-sell Growth Price Up-sell 120

SaaStr

MARCH 5, 2025

With decades of experience as both a founder and investor, David brings a unique perspective to the often-misunderstood process of selling a company. He joined SaaStr Workshop Wednesday LIVE to do a deep dive with Jason Lemkin on his 10 Point Checklist when you sell your startup.

Sell 77

Sell Negotiate Healthcare Drivers/motivators 77

Sales Hacker

APRIL 25, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Some growth lessons expire. From that, hes learned that the best growth strategies arent new. This edition breaks down 8 timeless principles every founder, CRO, and sales leader can use to build durable growth.

Growth 68

Growth GTM Cross-sell Negotiate 68

Veloxy

DECEMBER 21, 2021

One of the most popular sales resolutions for 2022 will be a commitment to reduce non-selling activity. Did you know that most salespeople spend over 60% of their time not selling. How much more could one of your reps sell with an additional 300+ selling hours a year? How Does Salesforce Automation Development Work?

Tradeshows 348

Tradeshows Contract Sales Contact 348

Highspot

MAY 21, 2025

As AI use and evolution ramp up, this is mission-critical. Organizations need operational excellence to sustain business growth. And, ultimately, it helps your sellers win more prospects, paving the way for predictable revenue growth. This empowers leaders and sellers to create scalable, impactful change in the selling process.

Growth 52

Growth Process Quota Sales 52

SaaStr

DECEMBER 11, 2024

And its stock it up a stunning +90% this year. A combination of: Growth re-accelerating. Combine that with 116% NRR (next point), and you hit +20% growth. But it can sell more to those that want to reach them. It now sells 3 products, leading to 126% NRR from its top customers. #5. Billion (!) — or 20x ARR.

Profit margin 109

Profit margin Growth Networking Up-sell 109

criteria for success

MAY 4, 2025

Well, the success of any business is dependent on sales growth. And sales growth is the result of a well-developed sales strategy. What is your process for following up with leads? Selling How should you run sales meetings with buyers? How should you follow up after these meetings? Where do you find them?

Growth 52

Growth Sales Quota Follow-up 52

Sales Gravy

OCTOBER 24, 2024

Breaking Up with Prospects: One challenge for sellers is recognizing when to disengage from prospects who show little progress. Find strategies for professionally and respectfully "breaking up" with prospects to avoid wasting time on deals that are unlikely to close.

Pipeline 98

Pipeline Launch Sales Up-sell 98

SaaStr

JANUARY 8, 2025

In the latest episode of our SaaStr CRO Confidential podcast, host Sam Blond sat down with Lindsey Scrase, COO of Checkr (and former CRO), to discuss her tactics for driving growth at the background screening unicorn. So within her first year, Lindsay identified these core areas that helped accelerate Checkr’s growth.

Objectives and Key Results 117

Objectives and Key Results Growth Engineering Quota 117

Closing Bigger

NOVEMBER 3, 2024

Its AI-powered tagging system enables sales teams to track key moments—such as objections, follow-ups, or commitments—without needing to manually review recordings. The post Excerpt from AI Keynote, “Amplifying Your MSP Growth with AI,” presented at ChannelNext West.

Presentation 52

Presentation Growth CRM Meeting 52

Heinz Marketing

AUGUST 13, 2024

Embracing customer-led growth gives us more options for how and when we use highly-targeted, precise tactics to drive more revenue. Tighten up that ICP. Building your processes to be repeated from the start will set you up to hit the gas faster if you see promising results. Resist the urge.

Campaign 111

Campaign Launch Start-ups Growth 111

Partners in Excellence

NOVEMBER 18, 2024

While there as been a certain amount of hand wringing and “how to we fix this” in the selling community, and with me and many of my peers, I can imagine the majority of sellers quietly cheering!!! They want to buy digitally, so make sure you serve up the right stuff. It makes the job of selling so simple!

Customers 127

Customers Sports Up-sell Start-ups 127