Gong.io

DECEMBER 31, 2020

We will NOT miss you, 2020. Cause 2020 wasn’t a *total* wash. . Below are seven best-of-the-best tips from 2020 — all backed by data. Use ‘em to cross the finish line and sprint into 2021. . Reason for the objection: They’re bought in, but they need to figure out how to sell it internally. .

Cross-sell 96

Cross-sell Sales Meeting Up-sell 96

Sales Hacker

MARCH 2, 2020

Here they are… The 97 Best Sales Books in 2020. The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling. Agile Selling. Spin Selling. Insight Selling. Spear Selling. The Psychology of Selling. Buyer-Centered Selling.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

Hubspot

DECEMBER 2, 2019

Here, I'm going to explore why our current editorial strategy is limited, and how we can refine it for better results in 2020. Over the last several years, we've moved from the linear funnel to the looping decision journey, which has four phases -- awareness, consideration, purchase, and up-selling (or cross-selling).

Objectives and Key Results 101

Objectives and Key Results Strategize Cross-sell Click Through Rate 101

Hubspot

APRIL 21, 2020

As of January 2020, it's been estimated that a total of 1,800,000 apps are available on the Apple App Store. Consider Cross-platform and Browser Versions of the App. As of January 2020, market share between mobile operating systems were at 74.3% As of January 2020, market share between mobile operating systems were at 74.3%

Launch 101

Launch UX Networking Cross-sell 101

SaaStr

MAY 20, 2020

Old Me, 2020 : It does feel that way. In 2020, that same business will be doing $300m ARR. Old Me, 2020 : There will be other options. You will be able to sell to PE like Vista or Insight or Thoma Bravo or many others that will emerge in the coming years, or to many other SaaS companies that will IPO. Very far from today.

Cross-sell 132

Cross-sell Market share Up-sell Conversion 132

ClickFunnels

AUGUST 22, 2022

It’s something you can package, market, and sell. The global eLearning market is expected to quadruple in size from around $250 billion in 2020 to $1 trillion in 2027. Udemy, the leading online learning marketplace, saw a 425% increase in student enrollments in late March 2020 compared to the previous month. What do you think?

Cold Call 242

Cold Call Cross-sell Clients Up-sell 242

SaaStr

JULY 22, 2021

Founded in 2004, took 16 years to hit the first $500m in ARR, in 2020. But then it will add $200m in 2 years to cross $700m ARR shortly. And “950 of the partners, Avalara has no competition” Like HubSpot and other leaders that sell sophisticated, $10k+ solutions to SMEs, partners are key to implementation.

Cross-sell 133

Cross-sell GTM Commission Up-sell 133

SaaStr

NOVEMBER 6, 2023

If you’re selling software to SMB merchants and outside of tech like Shopify and Toast and Monday , things are pretty, pretty good, if in some ways still harder than before. If you’re selling sales and marketing software, like Zoominfo, it can seem a lot tougher than 12-18 months ago. With some big caveats.

Cross-sell 124

Cross-sell Price Growth Gaming 124

InsightSquared

DECEMBER 3, 2019

From the growth of the revenue operations model to the introduction of new technology solutions that enhance business leader’s abilities to make better decisions, changes are happening daily in the B2B world, and more are sure to come in 2020. Team alignment. AI Influences.

Cross-sell 62

Cross-sell Teamwork Sales Gaming 62

SaaStr

FEBRUARY 13, 2021

Its definitely at least a Cloud infrastructure and applications company for SMBs: And its also a great case study of learning how to sell and market to SMBs at scale. Million More Customers in 2020. in marketing/ads in 2020. While GoDaddy sells multiple products to its customers, it still spends a lot in acquiring them.

E-commerce 128

E-commerce Cross-sell CRM Up-sell 128

SaaStr

DECEMBER 8, 2020

— Jason BeKind Lemkin (@jasonlk) December 7, 2020. Sometimes, it makes sense to sell your company. 2020: Worth $7B today. Crossed $1B in ARR in 2020. Just get there. Blackline is worth $7 Billion pic.twitter.com/PmdU6Zf4sD. Or pack it in. Or move on to the next thing. 2013: first investment.

Cross-sell 112

Cross-sell Sell Product 112

Hubspot

MARCH 8, 2015

million B2B salespeople in existence today, " we believe one million jobs will be net displaced by 2020 ," Hoar said. Order takers are in the cross hairs, because if [a buyer] knows what they want and they''re ready to buy it, just give it to them," he said. However, not all types of B2B salespeople will be impacted equally.

B2B 78

B2B Cross-sell Consult Negotiate 78

SaaStr

DECEMBER 19, 2019

Especially as they gear up to cross $1 billion in ARR in 2020. If you have something great in SaaS, never sell ??. HubSpot sells to what it calls mid-market customers. Many SaaS companies have grown their ACV by selling more products to their base, but HubSpot seems to have experienced something different.

Cross-sell 145

Cross-sell Price Growth Up-sell 145

Outreach

JANUARY 21, 2020

Career Advice from the Pros: Starting a Sales Career in 2020? 10 Sales Trends & Predictions for the Future of Sales in 2020 by Max Altschuler. Get a preview of what 2020 will be like in the world of sales, brought to you by the most influential cross-sectional community in the field. Do This by Max Altschuler.

Sales 76

Sales Cross-sell Prospecting Technology 76

Heinz Marketing

FEBRUARY 4, 2021

12 months ago at the beginning of 2020, in late January of 2020, we definitely had some different ideas of what we might be facing for the year. If I would’ve sat here 12 months ago, this time 2020 and said, “I’m going to describe for you the seven key areas of growth and success for marketers in 2020.”

Negotiate 140

Negotiate Cross-sell Prospecting Up-sell 140

SaaStr

NOVEMBER 17, 2023

So one thing that has exploded in SaaS in the past decade is the role of Private Equity buying both public SaaS companies (to take them private, “fix” some metrics, and IPO or sell them again), and generally later-stage private SaaS companies. They are generally looking for good but not great deals.

Cross-sell 127

Cross-sell Price Growth Closing 127

Sales Hacker

NOVEMBER 23, 2020

Sell as a team. Coordinate with cross-functional teams. If you’ve got a room full of reps trying to close those final deals and executives juggling end-of-year priorities, you need to ensure you’re delivering maximum value without taking too much time away from selling activities. Gain executive support.

Closing 128

Closing Cross-sell Contact CRM 128

SaaStr

OCTOBER 29, 2020

So Zendesk has become the latest SaaS leader to cross $1B in ARR. And Zendesk crossed $1B in ARR, growing 24%. $1b — Jason BeKind Lemkin (@jasonlk) October 29, 2020. — Jason BeKind Lemkin (@jasonlk) October 29, 2020. Strive for at least 110% net revenue retention if you sell to a mix of SMBs and Enterprise.

Cross-sell 107

Cross-sell Growth Sell Closing 107

Heinz Marketing

MARCH 25, 2020

A buyer’s experience with your brand spans from their first touchpoint with marketing all the way through to customer success, renewals, and up-sells; and it doesn’t end with just a single individual from a single company. A severe lack of cross-functional coordination. Growing disagreement over target accounts.

Growth 65

Growth Cross-sell Territory Engineering 65

Martech

FEBRUARY 7, 2022

Bringing together the measurement capabilities of these companies will aim at establishing a new standard for cross-platform measurement, or a “total view” at scale. billion in 2020-21. TVSquared provides measurement for brands, agencies, publishers and broadcasters on six continents. However, since the 2015-2016 broadcast season, U.S.

Cross-sell 98

Cross-sell Represent Up-sell Closing 98

SaaStr

JANUARY 16, 2021

Love email mktg at scale – Sr AE: Make real $$ selling to CMOs – Head Digital Events: love ‘em now? So after a crazy 2020 — including being the first major SaaS event to be cancelled due to Covid in March — SaaStr is stronger than ever. Our podcast is up, we’ve crossed 1.2m This isn’t selling a SaaS product.

Cross-sell 111

Cross-sell Up-sell Start-ups Follow-up 111

SaaStr

JANUARY 23, 2021

And third, sell them more products. — SaaStr (@saastr) May 14, 2020. As It Crosses $1B in ARR. That’s the next phase of growth for market-leader Cloudflare. What a journey so far for one of our very favorite Cloud companies at SaaStr!! PODCAST @Cloudflare COO @zatlyn. Spotify: [link]. iTunes: [link] ….

Cross-sell 126

Cross-sell Growth Up-sell Start-ups 126

Veloxy

OCTOBER 29, 2021

This turns a sales rep who spends too much time on non-selling activity into a trusted advisor that spends the majority of their time on customer engagement. This includes tools designed to reduce the administrative burden on revenue operations and reps by automating non-selling activities. How is AI Changing Sales?

Sales 223

Sales Non-Profits CRM Pipeline 223

Martech

JUNE 23, 2022

Instead, game publishers create and sell inventory for advertisers after the game is released. Cross-promotions in-game and on other channels. When the company launched their first owned portal for a beverage in 2020, gaming was an integral part of the strategy, and continues to be. Processing.Please wait.

Gaming 126

Gaming E-commerce Cross-sell Sports 126

Sales Hacker

AUGUST 3, 2022

As brands continue to move into an age of cross-platform promotion, what could the proliferation of social media mean for the future of e-commerce? Never fear — I’ll navigate you through the rise of social e-commerce and divulge the best-kept social selling tactics for a campaign that targets a new active audience. With over 4.62

E-commerce 86

E-commerce Sell Cross-sell Campaign 86

Martech

MAY 10, 2022

Another road to trust comes out of how brands that sell products manage everything else. In 2020, 80% of customers said that the experience the company provides is as import as the product or services. In 2020, 80% of customers said that the experience the company provides is as import as the product or services. Communication.

Trust 98

Trust Customers Cross-sell Service 98

SaaStr

JULY 17, 2024

If you’re a Limited Partner giving money to VCs, what’s a better idea: sticking it in NASDAQ where you can sell it tomorrow or give it to a bunch of VCs that take 14 years to give you your money back? Can you sell your company for $50M if everyone can make money? Databricks just said they crossed $2.4B in revenue, growing 60%.

Cross-sell 123

Cross-sell Growth Up-sell B2B 123

SaaStr

JUNE 16, 2021

And it sells to the same classic customer base most of us do. This is fairly unusual to not see customer count growing at least at half the rate of ARR growth: ” As of December 31, 2019 and 2020 and the three months ended March 31, 2021, we had 1,945, 1,997 and 1,984 customers, respectively.” As It Crosses $1B in ARR.

Cross-sell 119

Cross-sell Legal Growth Service 119

SaaStr

OCTOBER 8, 2020

1) Most startups, in order to go into “scale-up” mode will need a second product, a “second act” The SaaS companies crossing $1b ARR all seem to have a second product. 5) Suites vs. best-of-breed in 2020 … or is it really just multiple products? Outside of B2C, you probably need one. A lot harder.

Launch 105

Launch Product CRM Cross-sell 105

Martech

OCTOBER 21, 2021

But this digital transformation in customer relationships had been underway many years prior to 2020. Why cross-channel customer journey orchestration is important. During the pandemic, in-person events and meetings went virtual, and customer interactions became much more dependent on digital communications.

Cross-sell 124

Cross-sell Sports Prospecting B2B 124

SaaStr

JANUARY 25, 2021

Key Considerations from 2020: Look at the data. 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. For those selling into the enterprise, channel strategies are very important.

Cross-sell 88

Cross-sell GTM Territory Sales 88

SalesProInsider

JANUARY 14, 2021

Nik has tackled tight rope walks across gaps throughout the world, from the Grand Canyon to being high above Times Square to crossing a volcano in Nicaragua in 2020. It’s amazing how he slowly and surefootedly crosses the gaps. What Does It Mean to “Sell to the Gap”? What on Earth does this have to do with selling?

Drivers/motivators 93

Drivers/motivators Prospecting Cross-sell Sell 93

SaaStr

JULY 8, 2022

You can see before 2020, our views were fairly modest: So what are the very top most viewed, most popular videos of all time? Bottom Up vs. Top Down Selling in the Enterprise with ThoughtSpot CEO Sudheesh Nair. The post SaaStr’s YouTube Crosses 5,000,000 Views. We’re all watching more YouTube now! 148,000+ views.

Cross-sell 111

Cross-sell Niche Growth Engineering 111

Hubspot

JANUARY 25, 2021

2020, after all, saw creative teams around the world removed (often without warning) from their offices, and scattered to home offices and kitchen tables. The findings of this report were gathered by surveying 437 unique respondents, from a range of industries, niches and countries, in December 2020. The Key Findings.

Cross-sell 99

Cross-sell Niche Drivers/motivators Clients 99

SaaStr

SEPTEMBER 8, 2020

You may not have that magical sales person, but as a founder, you simply have to sell. You don’t have to be the World’s Best Salesperson to sell as a founder, you just have to try to sell. SaaS roles are getting more and more cross-functional, and the involved teams have to be aligned for sustained growth.

Growth 120

Growth Hospitality Cross-sell Territory 120

SalesPop

MARCH 19, 2021

As of January 2020, everything looked good—but shortly thereafter Covid-19 came along and crashed the potential revenue from airlines. While this category basically means new customer acquisition, it also needs to include cross-selling and up-selling to existing accounts. Account Planning Basics.

Cross-sell 98

Cross-sell Objectives and Key Results Account management CRM 98

InsightSquared

OCTOBER 2, 2020

You wanted to see cross-functionally—broad and deep. Those questions (and more) are exactly what we are answering with the first all-in-one Revenue Intelligence Platform , featuring Activity Capture, Guided Selling, Interactive Reports, AI Forecasting, Dashboards—and now Conversational Intelligence. . Why Revenue Intelligence?

Cross-sell 100

Cross-sell Negotiate Meeting Closing 100