Sales Hacker

APRIL 6, 2022

And these manual processes take sales reps away from their most important activity: selling. If you’re selling a limited number of products or services, or have an extremely simple pricing model, a CPQ system may be beyond your needs. A better selling experience. 5 benefits of CPQ software. Scaling sales operations.

Cross-sell 108

Cross-sell Contract Price Finance 108

Sales Hacker

APRIL 21, 2021

The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. For our example, we’ll cover what a RevOps manager does on a daily basis: Makes decisions on sales and marketing strategies to drive business revenue. Revenue Accountant. Manager-level roles.

Finance 116

Finance Cross-sell GTM SQL 116

Hubspot

JUNE 8, 2021

Nearly half of their time is spent selling remotely (i.e. Keep in mind that the majority of people in this position have several years of experience since they often have to work independently and excel at time management. Account Manager. This is where account managers come in. Regional Sales Manager.

Commission 94

Commission Territory Finance Inside sales 94

Sales Hacker

DECEMBER 22, 2020

million with about 10, and today we’re sitting with 13 people, and we just crossed 2 million in revenue. Sam Jacobs: How do you think about building a revenue plan and working with the finance team to make sure that you’re setting the targets in a way that is right for the company? We can cross-sell.

Cross-sell 103

Cross-sell Clients Growth Up-sell 103

Partners in Excellence

OCTOBER 29, 2015

Financial services includes commercial banks, investment companies, insurance, hedge funds, credit card, financing and a number of other segments. Customer Solution Maturity: Geoffrey Moore, in Crossing The Chasm , popularized a version of customer maturity as outlined in the diagram below. But any of these are huge.

Manufacturing 105

Manufacturing Cross-sell Territory Finance 105

Sales Hacker

FEBRUARY 5, 2019

We have worked inside organizations that have successfully transitioned from selling into mid-market to selling into Enterprises. The Board and executive team need to understand that you can’t simply flip a switch and tell your existing reps to start selling to Enterprise customers. Post-Sales Account Management (Commercial).

Product 67

Product Contract Cross-sell Account management 67

Partners in Excellence

MAY 3, 2022

Finance will see the problem in a different way than IT and customer service. Yet when we talk about the same things to the end users, they look at us with their eyes crossed. It’s virtually impossible to sell to this scenario, because the way these differing group see the problem. But that requires us to sell differently.

Strategize 102

Strategize Territory Cross-sell Finance 102

Sales Hacker

DECEMBER 12, 2017

of the company should be the sum of their parts (organic + sales + account management + marketing), and everything should add up. How to Address Comp Plans for Selling New Products. On top of that finance and leadership is probably expecting a similar growth curve as your first product (cause why not?)

Quota 98

Quota Non-Profits Sales Start-ups 98

SaaStr

AUGUST 27, 2019

How to Design a Sales Comp Plan to Get You to $100M with Work-Bench, Movable Ink, MongoDB and Concert Finance. This panel will speak tactically to various comp design options as a way for management to determine and promote ideal behavior in their front-line teams. Sanj Sanampudi | Co-Founder & CEO @ Concert Finance.

Territory 63

Territory Contract Cross-sell Drivers/motivators 63

Hubspot

JANUARY 14, 2015

The bag of stuff that I had to sell kept getting bigger. "By By the end of my run there, search had starting taking off and I was selling a bunch of it to advertisers and agencies. Learning about business and finance first and marketing second has served me well because marketing is really about driving business. Follow @ajdun.

Healthcare 78

Healthcare Hospitality Finance Consult 78

Sales Hacker

AUGUST 25, 2023

At Outreach, we implemented Growth AE’s in 2020 that were responsible for cross sell/upsell into accounts, and the year after they started running renewals as well. Mark’s pro tip: “And why call them Growth AEs vs. Account Managers? Very simple. So that was a little hack on my end.

GTM 53

GTM Contract Cross-sell Account management 53

The Lost Book of Sales

JULY 12, 2021

Starting to cross the chasm. How does the "D-Day" strategy help companies cross the chasm? Being sales vs. market driven when crossing the chasm. Tips on whole product management. As a buying group, visionaries are easy to sell but very hard to please. What is the "Chasm"? A war analogy.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Hubspot

NOVEMBER 7, 2023

A CRM system generates an accurate sales funnel for you, which makes it easier to forecast future sales and effectively manage your team’s pipeline. You can also identify specific regions or industries to sell into and benchmark your average sales cycle. Customer segmentation. Scaling a sales process. Data enrichment and collection.

CRM 78

CRM Contact Contract Objectives and Key Results 78

Sales Hacker

APRIL 16, 2018

Kiva Kolstein : We have about 40 people on my team and my team consists of customer success, which includes account management and product specialists and sales. My parents decided to, on a whim, quit their jobs, sell their house, sell all their possessions when I was three years old and take me on an 18 month trip around the country.

Territory 44

Territory Cross-sell Up-sell Objection handling 44

SaaStr

JULY 1, 2020

Do you have time not to sell me your product? ” It’s a lot more humanization of SDR selling and being a person, talking to people, putting more effort into acquiring ultimately what their objective as a demo with a rep. Upgrades, this is the secret sauce to SaaS, recurring revenue, getting more seats, selling more products.

Process 106

Process Sales Quota Commission 106

Sales Hacker

OCTOBER 7, 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. Best-selling author of Embrace Your Edge, Hang is a global speaker on sales, leadership, and diversity & inclusion in the workplace. Anita Nielsen.

Sales 137

Sales Start-ups Up-sell Cross-sell 137

Sales Hacker

JANUARY 13, 2020

Jay has spent 30 years in the financial services industry; holding various roles in sales, direct marketing, online marketing and cross-selling strategies. Why you should offer value first when selling. The upsell approach vs. value-sell approach [7:33]. The blessing and curse of selling an amorphous product [12:51].

Cross-sell 59

Cross-sell Territory Up-sell Growth 59

SaaStr

AUGUST 20, 2020

To date the company has raised over $132M in financing from some of the best in the business including Sequoia, a16z, Index, Greylock and Kleiner Perkins to name a few. So we were really selling on the intuitiveness of the design, and in tandem with that, we were hiring these kind of rockstar designers. Do you know what I mean?

Sales 110

Sales Price Quota Start-ups 110

SaaStr

SEPTEMBER 13, 2019

In Today’s Episode We Discuss: * How Allison made her way into the world of SaaS with Gainsight from her start in finance at Bain in New York? We see support functions cropping up, CS operations functions, sometimes account management, services become important. What does a strategic plan really mean to Allison?

Engineering 13

Engineering Objectives and Key Results Strategic planning Strategize 13

Sales Hacker

DECEMBER 10, 2024

I feel like from selling flip-flops to half a billion dollar acquisition by Procore feels like a pretty damn good title for this episode. And I tried to sell Scott Wolf health insurance for the company, thinking that it was much bigger than what it was. They can influence finance. I love it. Scott Barker: [1:17] Yeah, exactly.

GTM 114

GTM Construction Up-sell Cross-sell 114

Sales Hacker

MARCH 11, 2025

And number three, we need to operate predictably and responsibly right on the finance side. Customers to sell for you, uh, or get your founders to sell your you actually also asked this question of, like, how did we know right where things were going off the rails or on the rails? Number one is we need to grow our business.

GTM 81

GTM Growth X-functional Referrals 81