SaaStr

JULY 20, 2022

You’ve identified a persona to sell to and a problem you solve for buyers. Lacking these models for repeatability, these new sales leaders and hires struggle to hit quota. As scaling occurs, the question of expanding beyond your initial selling borders will naturally come up. Mistake #4: Messing up geographical expansion.

Cross-sell 103

Cross-sell GTM Finance Growth 103

SaaStr

JANUARY 30, 2023

Deel solved this by scaling the revenue operations team in conjunction to support sales, design quotas, and go-to-market strategies, and leverage data to identify the best strategies. To tap into this revenue potential, Deel grew the account management team so managers could reach out to clients, share products, upsell, and cross-sell.

Cross-sell 109

Cross-sell Account management Clients Growth 109

Hubspot

JUNE 8, 2021

This process means SDRs typically aren't held to traditional quotas but to the number of calls they make or qualified leads they gather. Nearly half of their time is spent selling remotely (i.e. In 2021, the average base salary for an account manager. using Zoom, Skype, email, and CRM). The rejection and rewards can be big.

Commission 94

Commission Territory Finance Inside sales 94

Heinz Marketing

SEPTEMBER 13, 2021

I remember I did one of the very first Salesforce LinkedIn Lives about this very topic of hybrid selling, sort of April of 2020, talking about sort of what we thought was going to happen. And a lot of that had to do with…many selling organizations were very successful, selling either inside only, or outside only, or a hybrid of the two.

Pipeline 122

Pipeline Sales Technology Technology 122

Sales Hacker

NOVEMBER 16, 2021

It offers time-saving alerts, workflow tools, and a cross-platform reporting dashboard. Cross-channel customer service communication. Tip: For businesses selling physical products, don’t forget about automating your order management as well as your customer service. Zendesk Sell. Reply and address cross-channel messages.

Lead generation 127

Lead generation Price Campaign Cross-sell 127

Partners in Excellence

JULY 27, 2021

Not just exceeding our quotas, but what if we reassessed what we do, how we do it, and realized that we really should be doing much better? upsell, cross sell to current customers). We could actually sell more! Afterword: This was originally published on July 14, 2021. We’ve met our goals! I am republishing them.

Cross-sell 71

Cross-sell Quota Closing Gaming 71

Highspot

OCTOBER 21, 2022

Some head-spinning facts about this disconnect include: As of 2020, companies had an average quota attainment rate of below 30%. in order to help them sell… well – covers a lot of ground. A few stats to review: Companies with best-in-class sales enablement programs have 38% higher quota achievement than the industry average.

Quota 75

Quota Construction Sales Pitch 75

Sales Hacker

JANUARY 19, 2021

Best practices for asynchronous selling [15:38]. Projected trends for 2021 [27:18]. Guided selling with Revenue Grid allows you to guide reps step by step through every deal, reducing guesswork and increasing consistency, so your teams have the best odds with every opportunity in the pipeline. Who influenced Jacco [32:31].

Cross-sell 75

Cross-sell Up-sell Objectives and Key Results Start-ups 75

Sales Hacker

OCTOBER 7, 2021

It has little to do with the work itself, and more to do with the societal pressure, norms, and bias that exist in 2021. You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anita Nielsen is a best-selling author and sales performance coach. Anything less is failure.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

Salesforce

SEPTEMBER 19, 2023

To a sales leader, growth is narrow: Hit quota. Should we enter new revenue models, like selling subscriptions? How can we target the right customers at the right time (and on the right channel) for upsells and cross-sells? What does a chief revenue officer do? Here are the fundamental responsibilities of a CRO.

Gaming 59

Gaming Cross-sell Price Customer Relationship Management 59

Eliminate Your Competition

JULY 18, 2022

Salespeople are under immense pressure to hit their quotas and secure new business deals. AI can help salespeople to meet their quotas by providing them with real-time feedback on their performance. As a result, salespeople can spend less time on administrative work and more time selling.

Appointment 59

Appointment Quota Cross-sell Technology 59

Highspot

FEBRUARY 15, 2022

You can’t just say, “We need to sell more products” or, “Let’s make more money this quarter.” If your company has never done social media selling and your customers don’t bother with Instagram, you shouldn’t set a goal to generate 100 new clients via Instagram selling.

Cold Call 59

Cold Call Cross-sell Objectives and Key Results Sales 59

SaaStr

AUGUST 26, 2022

Sometimes we’re not as founders, sometimes founders sell their company because they don’t end up being deeply passionate about what it does. So sell your product. For a long time, until this boom, until the 2019-2021 boom, crossover funds would be very careful. It’s like recruiting for a VP today. Maverick.

Quota 98

Quota Growth Product Closing 98

Lead Fuze

DECEMBER 31, 2021

If you believe its simple, I have a bridge in San Francisco to sell you. Marketing needs to be closely aligned with both sales operations and selling so that every part of a deal can work. In 2021, buyers will be communicating with companies via mobile more than ever before. Pay is not the only thing that motivates employees.

Process 52

Process Sales Prospecting Cross-sell 52

SaaStr

JULY 8, 2020

Look, okay, let’s say half your business sells to eCommerce, but 20% sells to live events. But I do think … we’re investors in a company called Homebase that basically sells SaaS for small-medium size businesses to do hourly work management. What if nobody can get on a plane until summer of 2021 the earliest?”

Pitch 84

Pitch Start-ups Up-sell Technology 84

SaaStr

NOVEMBER 28, 2021

Harry : If you think about the first sales hires, often founders do, say they’ve built the playbook and they’re at a million in ARR, say whatever, some number they go, “Should I hire ahead of sales who brings in the team around them and cross that team? How to Set Quotas, Enterprise Sales Cadences and Founder Dependency .

Quota 97

Quota Sales Trust Start-ups 97

Sales Hacker

DECEMBER 10, 2024

Martin Roth is the former CRO of Levelset, where he led the company from its first dollar in ARR to a $500 million acquisition by Procore in 2021. Scott Barker: [0:27] Martin is the former longtime CRO at Levelset, from its very first dollar in ARR to later being acquired by Procore for half a billion dollars in 2021. I love it.

GTM 116

GTM Construction Up-sell Cross-sell 116

Highspot

JANUARY 31, 2025

A 2023 survey revealed that only 20% of American consumers trust financial institutions , down from 28% in 2021. With data-driven insights, you can identify new pipelines, expand AUM, or uncover new ways to cross-sell. A 95% jump in quota attainment, 74% higher win rates, and 36% bigger deal sizes. The outcome?

Clients 52

Clients GTM Quota Cross-sell 52