Partners in Excellence

OCTOBER 26, 2016

Geoffrey Moore’s work in Crossing The Chasm gives us one model to look at at how customer maturity impacts our success in engaging customers. Having the “Flagship/Lighthouse” accounts as references, eases our ability to access the early majority. They provide the platform to launch into the Early Majority.

Customers 98

Customers Minimum Viable Product Cross-sell Launch 98

Hubspot

JUNE 8, 2021

Similar to SDRs, inside sales reps roles are a great launch point for a sales career. 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.

Commission 94

Commission Territory Finance Inside sales 94

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

Highspot

NOVEMBER 6, 2020

Together, sales enablement and sales engagement help scale your sales processes to ensure that every rep, from your SDRs to your account managers, know exactly how to maximize every customer interaction across the buyer’s journey. Contacts : These features ensure reps can make smart decisions regarding account-based selling.

Cross-sell 72

Cross-sell Sales Launch Prospecting 72

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. Just launched a product? How to Address Comp Plans for Selling New Products. First, the goals should all be linearly aligned and cumulative. SPIFs vs Contests. Having a slow quarter?

Non-Profits 98

Non-Profits Quota Sales Drivers/motivators 98

Hubspot

JULY 18, 2017

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. So instead of pummeling buyers with ads or email, smart marketers started to create useful content designed help the consumer rather than sell them.

Cross-sell 78

Cross-sell Gaming Start-ups Launch 78

Partners in Excellence

JANUARY 31, 2018

Account Based Marketing/Selling is all the rage today. But having played in this space for more than a few years, a lot of what I see is deja-vu all over again, echoing concepts from the 80’s, 90’s, even before (look at some of the original books on account based selling and when they were published.

Sell 73

Sell Territory Cross-sell Strategize 73

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. There are many ways to approach sales, but the most common methods can be summarized as transactional selling, solution selling, consultative selling, and provocative selling.

Technique 82

Technique Negotiate Cross-sell Sales 82

ConversionXL

AUGUST 2, 2017

With the buyer’s journey becoming digital, partners are increasingly offering a mix of services that cross cloud platforms and apps. HotJar is planning on launching their Agency Partner Program in the future, and they are already doing their homework. How can I help them sell something that I don’t understand how it even works?”.

Strategic partnership 84

Strategic partnership Objectives and Key Results Cross-sell Strategize 84

ConversionXL

AUGUST 2, 2017

With the buyer’s journey becoming digital, partners are increasingly offering a mix of services that cross cloud platforms and apps. HotJar is planning on launching their Agency Partner Program in the future, and they are already doing their homework. How can I help them sell something that I don’t understand how it even works?”.

Strategic partnership 77

Strategic partnership Objectives and Key Results Cross-sell Strategize 77

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. Launching the invasion. They sometimes even seek them out even before a formal marketing program has been launched.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

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

SaaStr

MAY 14, 2023

Algolia went from zero to seven figures in revenue in 12 months, and the launch of their search as a service product, and grew pricing from $19 a month to $100,000, which sounds amazing. Greenhouse followed a similar path to Talkdesk and should cross $10 million ARR later this year, up from almost nothing at the start of the year.

Price 107

Price Start-ups Up-sell X-functional 107

SBI

SEPTEMBER 4, 2012

New business, to be clear, refers to revenue generated by: Identifying and selling into new accounts, i.e. companies that you haven’t done business with before. Penetrating deeper and broader into existing client accounts, i.e. selling across different departments within a current client’s organization. Simplified.”

Cross-sell 40

Cross-sell Drivers/motivators Appointment Consult 40

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

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

Salesforce

APRIL 20, 2023

Web app API diagram This project might be considered a success because it was launched on time, on budget, and has the correct functionality – but does it solve for business agility? The four LoBs operated in their silos resulting in a broken customer experience and a missed opportunity to cross-sell and upsell the customer.

Transportation 52

Transportation E-commerce Represent Start-ups 52

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. Pre-created visualizations.

Cross-sell 20

Cross-sell Contact Strategize Relationship Management 20

SaaStr

MAY 28, 2019

And then through our partners and our ecosystem, through folks that we know and through our account managers, then we also identify evangelists within organizations. They want to hear from each other to sell the brand. And then people can apply for it and we can review and people that are not even known to us or to our partners.

Product 90

Product Start-ups B2C Growth 90

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

ConversionXL

NOVEMBER 11, 2015

Account managers can tier customers. High-value accounts are rumored to get more attention, the rest are purported to get little to none. For cross device testing, you can emulate a range of mobile environments across Android, Windows and iOS. You can launch new tests with a point-and-click visual editor.

Conversion 124

Conversion A/B testing UX Consult 124

SaaStr

AUGUST 20, 2020

As for Kyle, prior to Figma he spent over 5 years at Dropbox achieving some incredible milestones including launching and scaling the Austin, Texas office from 3 to 80 people and being responsible for growing Dropbox’s leading partner ecosystem. Before Figma, Kyle spent close to 3 years as an Account Executive at ADP.

Sales 105

Sales Price Quota Start-ups 105

Sales Hacker

MARCH 11, 2025

And we launched the Wednesday weekly report that hit the customer inboxes that summarized all that we did for them. Ellen Turchilla, you know, she challenged me and said, in addition to this executive level, you know, advisory board, I want to launch these regional user groups that she called rugs. And so we said, okay, well, this.

GTM 81

GTM Growth X-functional Referrals 81