Sales Hacker

MAY 6, 2021

They’ll rip apart your CRM and replace your opportunity fields with their proven-and-trusted sales methodologies and scoff if you try to rehearse Sandler, Challenger, or MEDDIC selling to them. And this is exactly why you hired them! Dissecting pipeline with mid-level leaders to ensure and maintain pipeline velocity and accuracy.

B2C 121

B2C Pipeline SQL Strategize 121

SaaStr

FEBRUARY 26, 2021

Terminus reorganized its org structure to move new business, retention and account management under the CRO. They moved dedicated resources to grow their customer marketing and created a new account management team that previously did not exist. Always have more to sell. Play the long game with customers.

Cross-sell 80

Cross-sell Account management Growth Campaign 80

SaaStr

JULY 7, 2023

Cilingir and CMO of Insider, Merve Nazlioglu, share ten game-changing customer marketing tactics to get to 140% NRR —. The game-changing practice? So what’s the game-changing tactic? A basketball game with branded jerseys and water bottles. That’s huge! a feat Insider has achieved.

Referrals 97

Referrals Gaming Non-Profits Campaign 97

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. So the easiest way to look at it is to say, “We can sell more. We can cross-sell. We were profitable in our first month. We scaled in our first year to 446,000 and had about five people. Where is that plan?

Cross-sell 103

Cross-sell Clients Growth Up-sell 103

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

SBI

AUGUST 17, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? So those are the metrics we advise customers to measure.

Sell 58

Sell Cross-sell Account management CRM 58

Hubspot

JULY 18, 2017

There aren’t many other fields where the game reinvents itself so often," she said. We cross the line into a sort of scorched earth marketing mentality where we forget the reason consumers were drawn to that channel to begin with -- and we beat the living daylights out of it. That’s because we f**k everything up," I told her.

Cross-sell 78

Cross-sell Gaming Start-ups Launch 78

InsightSquared

FEBRUARY 27, 2018

Such data is arguably even more powerful in the world of account management where cross-selling or upselling is the name of the game.

CRM 61

CRM Cross-sell Pipeline Account management 61

SalesLoft

MAY 31, 2016

Sales pods are collections of cross-functional roles, each dependently intertwined to achieve a specific and scalable goal within a sales organization. To reach that end goal, should your sales pods be cross-functional? Or the goal could be attainment-focused based on customer percentage, such as selling into 30% of 100 key accounts.

Strategize 52

Strategize Teamwork Cross-sell Objectives and Key Results 52

Highspot

JUNE 22, 2021

Mastering new skills in sales is challenging, even for top sellers — to say nothing of the core selling techniques that reps need to be successful. With so much to learn and little time to learn it, how can salespeople ensure they are always at the top of their game? Sell the Problem, Not the Solution.

Technique 82

Technique Negotiate Cross-sell Sales 82

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. an AE probably can’t close 200 deals a month, and prospecting vs closing is a zero sum game) to get to an individual target then add them all up. How to Address Comp Plans for Selling New Products.

Non-Profits 98

Non-Profits Quota Sales Drivers/motivators 98

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 Up-sell Start-ups Cross-sell 137

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

Salesforce

JANUARY 31, 2024

Tech sales refers to selling technology as a product or service. As an illustration, I used to sell appointment-scheduling software — a single-function solution for easier meeting set-up. Hardware like laptops, televisions, and gaming systems can be sold both B2B and B2C to fulfill various needs. Give presentations and demos.

Networking 59

Networking Cross-sell B2C Negotiate 59

Sales Hacker

OCTOBER 21, 2019

My advisor said the idea was great but that it wouldn’t work unless I learned how to sell. However, my plans changed once I discovered the unique challenges of selling. I’d have to say it’s either SNAP Selling or More Sales Less Time. . SNAP Selling focuses on how to deal with today’s overwhelmed buyers. Fail Fast!”

Sales 98

Sales Up-sell Start-ups Cross-sell 98

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

SalesLoft

AUGUST 10, 2023

In fact, reps only spend about 28% of their time day-to-day actually selling! Tasks like updating a field after each buyer engagement are handled by our CRM sync, ensuring that all your reps’ time is focused on selling and generating pipeline. Take a step back and put yourself in your sellers’ shoes — or better yet, ask them directly.

Pipeline 52

Pipeline Cross-sell A/B testing Contract 52

SaaStr

AUGUST 27, 2019

I think that we would probably all agree that there is no one more motivated than the founder in the founder led sales stage to get sales, cross the line, and when it comes to comp design, there’s really no big comp design to be had if the founder’s the one closing the deals. We can talk about all the accounting stuff.

Territory 60

Territory Cross-sell Contract Drivers/motivators 60

Heinz Marketing

NOVEMBER 5, 2018

Marketing isn’t talking to the customer nearly enough by default as sales and account management is. It’ll be nice to be able to sleep in after the game Friday night. And then we’re literally doing the playbook of crossing the chasm, so Geoffrey Moore. is another. So you know, I love that kind of focus.

Pipeline 72

Pipeline UX B2B Sales 72

SaaStr

AUGUST 15, 2020

Jay Snyder: I think the thing we’re doing Nick, to be able to force that is we’re getting a little bit more intelligent around account management. Bernadette Nixon: And so there are different things we need to do to bring to the table in crossing that chasm for our market. That’s incredible value.

Retail 105

Retail Start-ups Drivers/motivators Up-sell 105

SaaStr

MAY 28, 2019

We gave our community members a name and that really changed the game for us. And then everything happened from there and we really rallied around them at the center of everything we did and that’s what definitely changed the game. They want to hear from each other to sell the brand. Derek Anderson : Erica, how about you?

Product 90

Product Start-ups B2C Growth 90

SBI

OCTOBER 28, 2019

New features in the Revegy account planning platform help leading companies drive revenue. With Whitespace+, users are provided increased clarity within key accounts, which makes cross-selling and up-selling easier by showing product penetration, competitors in play and future potential. Account Planning.

Cross-sell 20

Cross-sell Contact Strategize Relationship Management 20

SBI

JUNE 12, 2019

Zilliant Deal Manager automates the ‘Deal Desk’ and creates collaboration between pricing and sales to ensure the best prices on every deal. Zilliant Sales IQ provides predictive analytics and sales guidance that identifies cross-sell, upsell and customer retention strategies for every customer account.

Price 20

Price Cross-sell B2B Strategize 20

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. I love it. Martin Roth: [1:15] Or at least a podcast episode. There was a handful.

GTM 114

GTM Construction Up-sell Cross-sell 114

Sales Hacker

MARCH 11, 2025

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? Um, and so the name of the game became, how could you drive that program? Preaching that gospel. Scott Barker: I like that. I like that.

GTM 81

GTM Growth X-functional Referrals 81