Sales Hacker

APRIL 21, 2021

According to Gartner , the switch to RevOps is due to five key business drivers: Companies are disillusioned with rigid silos. Customer experience becoming a critical revenue driver. It may take days before the rep can actually send a contract for signature. We could also add a sixth business driver to the list.

Finance 114

Finance Cross-sell GTM SQL 114

Hubspot

JULY 7, 2019

By using a strategic account plan to target your top key accounts , you can align your focus to become your customer’s trusted partner, solving problems instead of selling products. This strategic account plan template will help you: Expand your understanding of your customer’s business, goals, and motivations. Key selling points.

Strategize 99

Strategize Objectives and Key Results Strategic partnership Cross-sell 99

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell.

B2B 112

B2B GTM Cross-sell Cold Call 112

Hubspot

OCTOBER 11, 2019

This is where personal selling comes into play. Personal selling is the key to a well-balanced sales organization, and, in this guide, we’re going to explain why that’s the case. Personal selling is most commonly used for business-to-business (B2B) selling, although it’s also used in retail and trade selling, too.

Sell 98

Sell Cross-sell Negotiate Up-sell 98

Sales Hacker

SEPTEMBER 11, 2020

Imagine having the opportunity to sell into a company like Lyft in 2011. The total addressable market continues to grow and is ripe for selling to, but very few startups reach unicorn status. Understanding the motivation for the founder(s) and investor(s) is very important. Why Should You Sell Into Startups? And so on.”.

Sell 104

Sell Minimum Viable Product Objectives and Key Results Cross-sell 104

Martech

JUNE 27, 2023

Motivate interaction. Sell, close. You may not be selling online end-to-end, but surely you can enable pieces of the journey, like quotes, purchase orders, contract pricing, channel partner support, order approvals, cross-sell and upsell, licensing, renewals, reactivation, winback, etc. Capture visitor data.

B2B 111

B2B Customers Cross-sell Price 111

Sales Hacker

FEBRUARY 2, 2021

This information will help you when coming up with the perfect sales pitch that will appeal to your prospect and sell the value of whatever product/ service you might offer. In this stage of the selling cycles, sales teams get to meet the client, either in person or through video conferencing apps or even email. Handling objections.

Sales 111

Sales Cross-sell Pipeline Negotiate 111

Hubspot

MARCH 15, 2019

Picture this: You work for a cloud computing company that sells a cloud photo storage platform. Customers sign a contract for a yearly subscription and they pay a monthly fee to use the photo storage service. Expansion MRR is also known as an upgrade and can also result from an upsell or cross-sell.

Contract 97

Contract Cross-sell Commission Represent 97

Gong.io

AUGUST 3, 2022

For SaaS and subscription businesses, customer success is a key revenue driver. Closing new contracts is important, but retaining and increasing revenue from existing accounts is crucial for maintaining and growing ARR. Renewal opportunities occur when a customer’s current contract comes to an end. Upsells and cross-sells .

Customers 87

Customers Cross-sell Contract Price 87

Hubspot

AUGUST 25, 2022

They’re under contract with another vendor. The goal, of course, isn’t to sell them anything, but to see how things are going and if there’s anything you can do to help. It may seem counterintuitive, but sometimes when you’re in a sales slump, it helps to focus on activities that you’re good at that aren’t directly related to selling.

Cold Call 88

Cold Call Drivers/motivators Pitch Sales 88

Hubspot

AUGUST 2, 2021

No matter what you sell, you aren’t just selling a product — you’re also selling the people behind it. Finally, meeting your customers in person is a huge motivational boost! Uncovering Opportunities for Cross-Selling or Upselling. First of all, you get to make a stronger impression with your customers.

Customers 92

Customers Cross-sell Referrals Clients 92

Salesmate

JUNE 4, 2021

A sales incentive is a reward/compensation (cash or non-cash) that’s given to a salesperson for performing up to a level, mainly for selling a particular amount of goods or services. In simple terms, sales incentives are something that motivates your team to wake up in the morning and get to work.

Drivers/motivators 105

Drivers/motivators Objectives and Key Results Teamwork Sales 105

Sales Hacker

MARCH 19, 2020

If your company is struggling to sell into one industry but is closing at a massive clip in another industry, you can bet that trend will continue. Higher average contract values. They’re organic revenue drivers. Unfortunately, in many cases, these trends are hard — if not impossible — for a human to spot and keep up with. .

Growth 104

Growth Customers Referrals B2B 104

SaaStr

FEBRUARY 14, 2024

Being able to give them the tools that provide them the right insight on their customers, the right, drivers for, how they manage their time efficiently and effectively understanding opportunities within their install base. They tap back into sales for upsells and cross-sells. . “Not just focused, but hyper-focused.

Customers 119

Customers Cross-sell Drivers/motivators Gaming 119

PandaDoc

AUGUST 22, 2024

SaaS sales is the art of selling software-as-a-service (SaaS), focused on methods to obtain new customers while retaining/upselling existing ones. What makes selling SaaS products different from other types of sales? What does SaaS sales stand for?

Contract 52

Contract Cross-sell Legal Drivers/motivators 52

InsightSquared

JULY 1, 2021

And there’s no better driver of great decisions than information and education. . Revenue operations is a methodology that drives cross-functional collaboration in order to close gaps in the customer experience and maximize revenue for the business. Guided Selling. The average dollar value of an annual contract.

Cross-sell 62

Cross-sell Contract Objectives and Key Results Quota 62

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. Best-selling author, Hal Elrod, once said: . Contracting. Contracting Process. Best-in-class sales playbooks include: . Forecasting.

Territory 118

Territory Objectives and Key Results Contract Price 118

Hubspot

OCTOBER 2, 2023

For instance, you might write, “Canteen, a B2B company that also sells to large-scale furniture stores, saw a 5% decrease in delivery issues after they started using our QA technology … ” The buyer will be far more swayed by a specific example than a broad claim that seems too good to be true. Did you get a chance to review the contract?”

Objectives and Key Results 85

Objectives and Key Results Cross-sell Territory Contract 85

Veloxy

AUGUST 31, 2023

The sales goals will motivate you to gather more quality data and knowledge as you strive to hit these seemingly impossible numbers. And while you can always push a product for the sake of selling it, you’ll only sell it once. A lot of sales reps end up competing on who sold the most or what product is selling faster.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Heinz Marketing

SEPTEMBER 16, 2022

You go back and forth for weeks until the deal goes cold, motivation is lost, and eventually the deal dies. Procurement , also known as: vendor management, supplier management, or even sometimes supply-chain management, are the folks who need to ensure that all the i’s are dotted and t’s are crossed. Yikes, paperwork!

Legal 105

Legal Cross-sell Government Contract 105

Smarter With Gartner

JULY 2, 2021

Is this something we could be successful at selling? For most technology product ideas, there are not many other companies (if any) with the skills, resources and motivation to copy the idea and release it first. In most cases, the answer is “no,” and the product team goes back to the ideation phase. Step 2: Examine the market.

Product 82

Product Minimum Viable Product Drivers/motivators Technology 82

SaaStr

AUGUST 27, 2019

This will include diving into the pros and cons of the various comp design models, including MBOs, detailed incentive structures and flat commission rate payouts, as well as the nuance between using comp design as a motivational factor but not as a substitute for good management. So let’s have our panelists flip their cards now.

Territory 61

Territory Contract Cross-sell Drivers/motivators 61

Sales Hacker

APRIL 21, 2022

In the early days, most SaaS companies sell to other startups for a number of reasons. It’s simply easier to create a SaaS product for smaller companies.That’s why most SaaS companies focus on selling to other startups in the early stages of the company lifecycle. We started by selling to other startups, mainly YC companies.

Cross-sell 103

Cross-sell Legal Contract Price 103

Hubspot

NOVEMBER 21, 2018

These roles vary based on the product, industry, and vertical you’re selling to. It’s critical to learn who these people are, what motivates them, and what their problems are, as they will be the ones to put your product on the map. Renewal: Your customer renews their contract or subscription. Choose a sales strategy.

Go To Market 101

Go To Market Process GTM Education 101

Gong.io

AUGUST 10, 2020

Which selling skills should account managers focus on building? Selling skills matter just as much for account management, just in a more subtle way. The account management function is a critical driver of long-term retention. Selling Skills and Account Management. At the end of that contract, you’ve got to sell it again.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

SaaStr

OCTOBER 17, 2023

Sell to more existing customers. It’s one thing to bring the customer over the line and sell for the first time. Your selling team will 3x, and sales will become codified. When scaling from founder-led sales to another person selling the product, customers become more demanding. Being truly cross-functional.

Cross-sell 70

Cross-sell Customers GTM A/B testing 70

Partners in Excellence

MARCH 2, 2016

They provide the customer with their best price, crossing their fingers, hoping to win. Customers simply aren’t renewing their contracts. When the contract expires, the customer doesn’t renew it. Just think about this issue from pure selfish motivations–getting PO’s.

Cross-sell 70

Cross-sell Contract Price Commission 70

Hubspot

DECEMBER 7, 2023

Take advantage of team selling. Our latest sales survey found that 82% of sales pros say building relationships and connecting with people is the most important part of selling. Reconnect, check in on their needs and explore opportunities for upselling or cross-selling. It almost sounds cliche, but people buy from people.

Quota 85

Quota B2C Strategize Transportation 85

Sales Hacker

AUGUST 23, 2018

There’s a general tendency among most frontline sales teams to sell to enterprises and become the next Salesforce. The other advantages of selling to SMBs is that over time businesses can gain experience in developing enterprise-grade software while beefing up their go-to-market strategy for SMBs. 2) Not Asking The Hard Questions.

B2B 71

B2B Cross-sell Negotiate Up-sell 71

Highspot

APRIL 2, 2020

Modern sales ops professionals play a vital role in the success of a sales organization by staying ahead of problems and enabling the sales team to focus on selling. Automating any possible selling or non-selling tasks. Contract lifecycle management. Motivate the team to increase efficiency.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

SaaStr

AUGUST 15, 2020

And the good news at New Relic is we can do all three, but only if we align to the business drivers and keep in mind just how dynamic those are. And it’s particularly poignant for us right now because we’ve made our bread and butter selling to the tech visionaries, the early adopters and now increasingly that early majority.

Retail 107

Retail Start-ups Drivers/motivators Up-sell 107

SalesLoft

JUNE 28, 2022

This article offers a sneak peek of just a few tips from Sean and Amanda Georgoff’s upcoming account-based selling course at the Sales Impact Academy. Maybe legal didn’t get back to your customer’s contract edits fast enough. With a team approach to account-based selling, it never has to happen again. Sign up now!

Sell 52

Sell Cross-sell Legal Finance 52

ConversionXL

JUNE 2, 2022

When leads cross over the MQL threshold, the platform alerts reps with a summary of that activity, and a series of insights to power up their next sales outreach. This bold account-based marketing tactic helped land GumGum a contract with T-Mobile, and a fair bit of social media exposure at the same time.

Launch 100

Launch Campaign Pipeline Growth 100

Sales Hacker

DECEMBER 2, 2019

Motivations of an individual contributor vs. a manager. Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes ,all right in your CRM. Create custom contracts in a click, sign them digitally, and automatically pull data back into your opportunities. What You’ll Learn.

Strategize 55

Strategize Contract Strategic planning Drivers/motivators 55

Salesforce

JANUARY 11, 2024

In B2B (business-to-business) sales, one business sells goods or services to another. Common traits of B2B sales High-cost and/or recurring contract pricing. B2B sales is when a business sells a product or service to another business. B2C sales is when a business sells a product or service directly to a consumer.

B2B 59

B2B B2C Manufacturing Government 59

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. Oh, and remember that 92% of the lifetime value comes after they commit and sign the contract! That’s from my boy Jacko at Winning by Design.”

GTM 53

GTM Contract Cross-sell Account management 53

Hubspot

JULY 27, 2023

Gartner’s Sales Practice VP Analyst, Doug Bushée , goes even further by calling redundancies “a motivational nightmare for sellers.” Moreover, 79% of salespeople using automation say they can now dedicate more time to actively selling. This reduces human error and saves time that employees can spend on selling.

Sales 68

Sales CRM Cross-sell Pipeline 68