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

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. Don’t believe me? trillion of value in sales.

Sales 223

Sales Non-Profits CRM Pipeline 223

Gong.io

NOVEMBER 12, 2021

and cross your fingers that you sat in on the “right” calls. The goal of prospecting is to sell the meeting. Instead, focus on selling the meeting. #2 Note: The 11-14 recommendation does not hold when selling into the C-Suite. If you are selling to the C-Suite, you are going to want to watch this webinar. #7

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Martech

OCTOBER 19, 2022

All of this drives the price up. Simply put, it’s the automated buying and selling of digital advertising space. Programmatic advertising is now being used to sell ad space for CTV, digital radio and digital out of home (DOOH). It is more often a fixed-price agreement rather than an auction. billion in 2022 ( Statista ).

Retail 130

Retail CTR Networking Campaign 130

SaaStr

FEBRUARY 14, 2021

. “Dharmesh Shah of HubSpot – From Day 0 to IPO: What Went to Plan, What Most Certainly Didn’t” Hubspot announced it crossed 10,000 customers and $1B in ARR this year. Take a look back at the decision process behind selling for $8B the first time. #7. A look back at the earlier days. #6.

Cross-sell 88

Cross-sell Price Campaign Up-sell 88

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. Where Do I Stand?

Cross-sell 98

Cross-sell Objectives and Key Results Account management CRM 98

Salesforce

APRIL 29, 2022

But what happens when catastrophes converge, like when 2020’s pandemic met severe hurricanes and wildfires? This works whether you sell and deliver energy or act as the delivery system on behalf of a third-party. Or, optimize a quote based on spot-market energy prices for an industrial customer’s multi-site operations.

Technology 98

Technology Technology Customers Cross-sell 98

Salesforce

JULY 14, 2021

Digital engagement hit a tipping point in 2020, with 60% of interactions between brands and consumers happening online, according to the 4th edition of the Salesforce State of the Connected Consumer report. Upsell and cross-sell rates. Let’s say you sell industrial equipment. Sales as a digital experience.

Sales Experience 98

Sales Experience Cross-sell Sales B2B 98

Salesmate

MARCH 27, 2020

You will have the complete history of their interaction be it a price quote or be it a general inquiry or be it their purchasing pattern. Finding or creating upsell or cross-sell opportunities becomes easier with the data that is stored and processed by your chosen CRM software. And how are these data collected you might ask!

Customers 123

Customers CRM Contact Customer Relationship Management 123

SaaStr

AUGUST 7, 2020

359: The Secrets to Vertical Growth, What it Really Takes to Build a $1B SaaS Company with Matt Garratt, SVP, Managing Partner @ Salesforce Ventures, Trisha Price, Chief Product Officer @ nCino and David Schmaier, CEO & Founder @ Vlocity. Trisha Price. Trisha Price: nCino is a little bit different in its background.

Price 75

Price Retail X-functional Healthcare 75

SaaStr

OCTOBER 16, 2024

And non-tech platforms selling to SMBs or consumers, like Toast or Monday remain very strong: Over 70% of Monday.com ‘s customers are non-tech and they’re growing over 34% at a billion in ARR Shopify has re-accelerated and at ~$10B is growing 21%. Sell outside of tech. But you have to be hyper-functional. Not for Monday.

B2B 128

B2B Legal Cross-sell Growth 128

Gong.io

JUNE 25, 2021

We crunched the stats, and it turns out the “Interest CTA” is the highest performing call to action for cold emails: The Interest CTA sells the conversation, not the meeting. . Spend the time talking, trying to sell that first meeting, NOT asking probing questions and listening. Sales Stat #11: Use these words that sell.

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

Gong.io

MAY 31, 2021

It leads your sales reps through various scenarios: how to prospect, when to sell what product or service, how to overcome common objections, what to negotiate for (and how ) to name a few. Pricing options. Best-selling author, Hal Elrod, once said: . What happens if a company has franchises that cross into multiple territories?

Territory 118

Territory Objectives and Key Results Contract Price 118

Search Engine Land

FEBRUARY 18, 2023

Also on this day Bing announces refreshed Bing Webmaster Tools 2020: The new toolset promised to offer a faster, cleaner, more responsive and even more actionable set of features. Video: Rhea Drysdale on hyperlocal SEO & saving clients money 2020: From running a small business to digging deep into SEO to help clients win.

Finance 88

Finance Engineering Campaign Cross-sell 88

ConversionXL

OCTOBER 16, 2022

For a company selling high-ticket products, like cars, the same purchase frequency indicates repeat business instead. Be sure to also account for product prices and customer lifespans when assessing your data. increased 57% between 2020 and 2022 and Insider Intelligence expects it to grow another 30% by 2025.

Customers 129

Customers Retail Cross-sell Follow-up 129

ConversionXL

OCTOBER 14, 2021

For example, if a significant portion of customers intend to repurchase simply because you offer the lowest prices, give less weight to brand loyalty in the final analysis. By undertaking brand tracking studies in customer associations, reBuy discovered that their primary association was ‘price value’. Image source. Brand usage.

Objectives and Key Results 157

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

Search Engine Land

MARCH 5, 2023

Read all about it in Google’s Vince Update Produces Big Brand Rankings; Google Calls It A Trust “Change” Also on this day Google to switch completely over to mobile-first indexing by September 2020 2020: Google said 70% of sites shown in search had already been switched over. There were some manual control options.

E-commerce 84

E-commerce Launch Engineering Campaign 84

Martech

MARCH 15, 2023

Two years after the Covid-19 hit, the customer split between online and offline channels was at 61% and 39% respectively versus 56% and 44% in 2020, according to Salesforce’s 5th State of the Connected Customer Report. Good experience matters to customers, often more than the products you sell or the services you provide.

Customers 105

Customers Cross-sell Technology Technology 105

Hubspot

JULY 17, 2023

In 2020, Silver Peak hired Aviso , an AI selling platform, to predict quarterly business. to enhance customer engagement and improve account-based selling. Through adoption of these tools, they were able to obtain better data for account selling. Tinuiti closed 50% more recurring revenue from cross-selling with Gong.

Cross-sell 68

Cross-sell Objectives and Key Results CRM Price 68

SaaStr

MARCH 31, 2022

So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. Panel: Colleen Kapase, VP of WW Partner & Alliances, Snowflake. Jessica Alexander: Sure, absolutely.

Cross-sell 104

Cross-sell Finance Strategize Technology 104

Search Engine Land

JANUARY 8, 2023

This was welcome news for advertisers who had been adding the same lists of negative keyword accounts manually or using a script to automate cross-account negative lists. . 2020: Bing would appear as an option in the United Kingdom only, while DuckDuckGo and Info.com will appear alongside Google in all 31 EU territories. URL network.

Referrals 83

Referrals CTR Launch Engineering 83

Martech

OCTOBER 23, 2023

During Weinberg’s cross-examination by Google, Google’s lawyer pointed out that DuckDuckGo’s market share is lower in Europe compared to the United States, even in countries where a default search engine choice screen has been introduced. Search engine users do not have a choice, says DuckDuckGo (Sept.

Trust 97

Trust Objectives and Key Results Engineering Negotiate 97

Gong.io

NOVEMBER 12, 2021

and cross your fingers that you sat in on the “right” calls. The goal of prospecting is to sell the meeting. Instead, focus on selling the meeting. #2 Note: The 11-14 recommendation does not hold when selling into the C-Suite. If you are selling to the C-Suite, you are going to want to watch this webinar. #7

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

SaaStr

JULY 15, 2020

And so obviously the people that need consumers to spend money for their revenue and then their contribution margin just had no shot of selling things, look at model T-shirts or something. People are buying and selling houses. Right now if you look on the other side, an area I know a fair amount about, look at US real estate.

X-functional 72

X-functional E-commerce Growth Retail 72

SBI

DECEMBER 28, 2020

NEWTON, MA – DECEMBER 23, 2020. Industry research indicates that the majority of marketers expect virtual events to be the norm past 2020. Additionally, there are a significant number of customers that currently only have relationships with either TechTarget or BrightTALK, providing an opportunity to cross-sell.

Closing 50

Closing Finance Contract Cross-sell 50

SaaStr

JUNE 1, 2021

One of the challenges with that, one of the requisites, in order to start charging money, is you have to come up with a price. At the time we had to make the pricing decision, we didn’t have the six MBAs yet. “OK, both of us are going to start selling this thing,” and I’m going to give you the answer here.

Up-sell 117

Up-sell Price Start-ups Cross-sell 117

Hubspot

FEBRUARY 5, 2020

In a world where options are seemingly endless and products are increasingly becoming copied or commoditized, what you stand for is just as important as what you sell. We followed a similar playbook for a number of years — everything except hiding pricing. Content Strategy Part 2: POV.

UX 101

UX Referrals Growth Follow-up 101

SaaStr

OCTOBER 29, 2019

Join us at SaaStr Annual 2020. We’re going to talk about matching price to value, and I’m going to share some lessons from my time as both an operator and an investor. This is an interesting study that was done by the folks from Price Intelligently. The next camp, we price it artificially low. Hi, everybody.

Price 41

Price X-functional Cross-sell Drivers/motivators 41

Hubspot

DECEMBER 22, 2020

For example, the restaurant POS software, Toast, is bidding on "phone systems for restaurants" but they don't sell phone systems! Udemy - Best Selling Online Courses. Transactional: Demo, free trial, buy, pricing. They're broad match bidding on terms containing "restaurant.". Let's examine another example of a keyword trap.

Gambling 101

Gambling CTR Education Campaign 101

Sales Hacker

SEPTEMBER 4, 2018

Here are some eye-opening facts: Customer experience will topple the product itself and its price tag as the key brand differentiator by 2020, according to a Walker study. Inspire new sales (upsell, cross-sell). Upsells and cross-sells can also be driven by a variety of roles and at moments throughout the cycle.

Customers 63

Customers Cross-sell Referrals Growth 63

SaaStr

MAY 27, 2020

We woke up February 2020 with a shock to the system and no idea what it would mean for our business. If you look at this graph, it simply plots out how many people filed in the weeks before 2016, 2017, 2018, 2019, 2020. Anyone who studied economics will know when supply greatly exceeds demand, prices drop. FULL TRANSCRIPT BELOW.

Finance 98

Finance Government Price Contract 98

SaaStr

MARCH 12, 2019

Join us for SaaStr Annual 2020. And I think it comes out of the 80s and 90s and how we used to sell with shelfware. Pricing doesn’t really matter at this stage. Pricing is around commitment. Pricing and demand gen matter a ton to get LTV:CAC work. FULL TRANSCRIPT BELOW. SaaStr, good morning. We sold software.

Growth 102

Growth Cross-sell Contract X-functional 102

Gong.io

SEPTEMBER 29, 2022

And at the end of the day, you’re selling to a person. 37% of sales organizations reported using AI in 2020, a 76% increase from 2018. Reps are still spending a huge amount of their time on the following tasks: Sales AI can free up valuable time for reps to focus on selling. Identify upselling and cross-selling opportunities.

Cross-sell 62

Cross-sell Assembly Line Sales Follow-up 62

Highspot

JANUARY 19, 2022

This includes teaching them how to best engage with prospects, build relationships with customers, close deals, upsell and cross-sell, and much more. The material often deals with topics like relationship building, consultative selling , technology, remote communication with management, and more. or a 353% ROI.

Technique 92

Technique Negotiate Pitch Inside sales 92

PandaDoc

OCTOBER 12, 2020

It’s simple – if you know who you are selling to, there is a higher chance that you can offer them the solution that they really need. This can yield much better results than trying to sell to a broad audience. Target with personalized offers, upsell and cross-sell opportunities. Source: TopContent.

Customers 59

Customers Cross-sell B2C Sales 59

Search Engine Land

FEBRUARY 6, 2023

Google Posts being rejected because of non-compliance with image guidelines 2020: It seemed like maybe Google didn’t want users to use stock photos. Google adds Siri Shortcuts to its iOS apps 2020: Users could take actions within the corresponding Google app through Siri by saying trigger phrases, such as “search with Google.”

E-commerce 77

E-commerce Government Engineering Angle 77

SaaStr

JULY 29, 2022

So you’re really asking how do you get a business going, like selling to restaurants that not only is hard to penetrate but has a hardware component. So maybe it was a crummy time to sell as they were coming up on 20 million US dollars in revenue. Jason Lemkin: Well, look. All I can tell you is, it’s certainly challenging.

Price 110

Price Product Start-ups Niche 110