Hubspot

APRIL 2, 2018

Do you have any questions about the contract?". I’ve CC’d our lead engineer to speak to your concerns.”. Contract questions. Never comment on a contract or proposal over email. Do you have any questions about the contract?”. Things to Say On the Phone. “I I wanted to follow up on the proposal.”. "Do

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

Search Engine Land

JANUARY 6, 2023

in 2011, startup search engine Blekko launched a spam clock that estimated 155 million spam pages had been created since Jan. 2010: Microsoft CEO Steve Ballmer announced that Bing would become the default search engine and MSN the default homepage on HP computers. Google Confirms Layoffs Of Contract Employees. The Spam Clock.

Sports 114

Sports Gambling Manufacturing Launch 114

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. Org Building Ideas for Cross-Border Companies. The former CRO of a successful prosumer SaaS company shared how they gave away free annual licenses for all new users over and above the ones contracted. SV SaaS companies sell to other SV SaaS companies.

GTM 114

GTM Niche Cross-sell Contract 114

Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. According to Gartner, 77% of B2B buyers say their most recent purchase felt “very complex or difficult,” highlighting the importance of thorough product knowledge for anyone selling or supporting a solution.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Sales Hacker

APRIL 21, 2021

It may take days before the rep can actually send a contract for signature. The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. Creates processes to enhance cross-functional collaboration between sales, marketing, and customer success.

Finance 117

Finance Cross-sell GTM SQL 117

Martech

JUNE 27, 2023

Sell, close. Experiment with different organizational options and internal search engines. Ecommerce is perfect for selling low-margin replacement parts, financing solutions and warranties. Explain your products and services and how they solve business problems. Motivate interaction. Capture visitor data. Generate a lead.

B2B 113

B2B Customers Cross-sell Price 113

Hubspot

JANUARY 3, 2018

None of them lead with a hard sell, and each of them centers around offering value to your prospect. January is the ideal time to upgrade, renew, and cross-sell to existing customers. That way, you’re never trying to sell to them. 5 Ways to Re-Engage with Prospects After the Holidays. Reconnecting with existing clients.

Prospecting 101

Prospecting Cross-sell Clients Contract 101

Hubspot

FEBRUARY 7, 2018

Sales Engineer. How to know if this job is right for you: Being an AE is a natural next step once you’ve gotten some selling experience under your belt. It’s also harder to learn selling fundamentals when you’re operating solo or in a small team. But account managers also look for upsell and cross-sell opportunities.

Territory 101

Territory Commission Outside Sales Account management 101

Highspot

JANUARY 31, 2020

Sales excellence is defined as the consistent outperformance of key growth objectives, achieved by strategic, cross-functional initiatives. These initiatives are key inputs of your revenue engine: your training, tools, enablement, and culture. Percentage of time spent on selling activities. What Is Sales Excellence?

Growth 98

Growth Quota Sales Contract 98

Veloxy

AUGUST 31, 2023

Know your product Whereas inside sales reps need to speak intelligently about their products, outside sales reps also need to know how best to use their products, their industrial applications, and in some cases the products’ intricate engineering. Maybe you’re selling the right products to the wrong audience in the wrong market.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Search Engine Land

JUNE 14, 2023

For instance, if you’re selling high-end clothing, you should think twice before giving an affiliate agency carte blanche to work with a range of coupon sites. Question 2: How long is your minimum contract length? Agencies with short-term contracts will work with coupon and deal sites to produce quick revenue.

Contract 83

Contract Cross-sell Territory Niche 83

Martech

SEPTEMBER 24, 2021

Most ABM tool vendors offer recommendation engines that ingest and analyze customer firmographic, technographic, intent and engagement data to score target accounts, create an ICP and identify lookalike accounts. Expanded account value and revenue. And the gains are not limited to enterprise-level companies. Enhanced customer experiences.

B2B 126

B2B Pipeline Campaign Cross-sell 126

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

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. Why Should You Sell Into Startups? – Robert Conrad, Head of Engineering, Crunchbase. Now You’re Ready To Start Selling.

Sell 107

Sell Minimum Viable Product Objectives and Key Results Cross-sell 107

Sales Hacker

FEBRUARY 5, 2019

Who could avoid dreaming of those seven-figure deal sizes, 3-year contracts, and trophy logos? We have worked inside organizations that have successfully transitioned from selling into mid-market to selling into Enterprises. Another real-world example: back in the mid-90s, Oracle coined the phrase ‘packaged-based re-engineering.’

Product 68

Product Contract Cross-sell Account management 68

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. This is why sales enablement initiatives containing a formal process for cross-functional collaboration are most likely to hit expectations ( source ).

Growth 107

Growth Customers Referrals B2B 107

PandaDoc

SEPTEMBER 17, 2024

PandaDoc As an all-in-one document management solution , PandaDoc helps businesses of all sizes streamline their sales proposals, quotes, contracts, and more. Salesloft streamlines the sales funnel by integrating multiple automation and insight tools, enhancing the entire sales process from demo to contract. 5 Capterra Rating: 4.4/5

Contract 98

Contract CRM Legal Sales 98

Martech

OCTOBER 23, 2023

Google is on trial for allegedly using underhand tactics to ensure it stays the world’s leading search engine. Justice Department claims Google, which owns a 90% market share in search, paid massive sums to companies like Apple to make it the default search engine on products like the iPhone. Google is ‘using clicks in rankings’ (Sept.

Trust 89

Trust Objectives and Key Results Engineering Negotiate 89

ConversionXL

MARCH 31, 2020

LimeSpot is an AI personalization recommendation engine. Real people manning the tool 24/7 who are trained to sell products, not simply answer questions. Here’s how simple it is from the user perspective: On your side, you start by plugging in relevant upsells or cross-sells for products. Conclusion.

User Experience 110

User Experience Retail Cross-sell Sales 110

Search Engine Land

DECEMBER 28, 2023

Google antitrust trial Google spent 10 weeks on trial for allegedly using underhand tactics to ensure it stays the world’s leading search engine. In September, the search engine was taken to court by the U.S. That’s just not what we do.”

X-functional 116

X-functional Retail Launch Non-Profits 116

SaaStr

MARCH 12, 2019

And I think it comes out of the 80s and 90s and how we used to sell with shelfware. It was all about getting the contract. You can be marching around and thinking you’ve got it all worked out, you signed up 50 customers, you’ve got them on annual contracts, they’re all still paying you. Teach us to sell.

Growth 106

Growth Cross-sell Contract X-functional 106

SaaStr

AUGUST 12, 2020

Rather than the CEO running around telling the engineers exactly what to build, you now have product managers. Rather than having this erratic schedule around hitting sales targets, or hitting releases, that there’s a feeling that just quarter after quarter the company keeps shipping and selling. I learned this operating myself.

Finance 114

Finance X-functional Launch Objectives and Key Results 114

Hubspot

NOVEMBER 21, 2018

These roles vary based on the product, industry, and vertical you’re selling to. A lead gets here by clicking on an ad, social media post, or a search engine result, however these behaviors do not indicate that this lead is ready to make a purchase yet. Renewal: Your customer renews their contract or subscription.

Go To Market 101

Go To Market Process GTM Education 101

Martech

SEPTEMBER 25, 2023

Marketing must be constantly available to potential buyers when they become interested in your product — not necessarily when you want to sell it. Just as a trade show or a well-placed article in an industry magazine does not immediately sell a product, marketing does not immediately produce sales. The blog is not a marketing tactic.

A/B testing 118

A/B testing Tradeshows Finance Cross-sell 118

ConversionXL

FEBRUARY 7, 2014

What Are The Mechanics Of A Business Growth Engine? Engagement will obviously vary depending on the type of product you sell. For an eCommerce company, increasing the order size is done by Up-selling (Think extended warrantees, enhanced service, or newer models) or Cross-selling (You got the TV, how about the DVD Player?).

E-commerce 93

E-commerce Cross-sell Up-sell Growth 93

Sales Hacker

MAY 26, 2021

Sales ops is responsible for supporting and enabling sales reps to sell efficiently and effectively. Sales operations teams bring a system of selling and structure to a sales organization. The focus is on things like reporting, territory management and later stage tasks such as contract negotiations and finance approvals.

Territory 72

Territory Objectives and Key Results Finance Cross-sell 72

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 67

Cross-sell Customers GTM A/B testing 67

Sales Hacker

MARCH 25, 2025

You know, staying in an industry, nailing a couple of use cases and being very successful, maybe they get like 10 customers, each paying them, you know, multi million ACV contracts. You know, low millions of dollars, that’s still a huge win for the companies, but it’s also a great, you know, high margin contract for the startups.

GTM 70

GTM X-functional Start-ups Relationship building 70

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

SaaStr

MAY 14, 2023

Nicolas has a PhD in computer science, search engine background, text mining, worked in search for a long time. 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. An engineering team and the sales team was me with a laptop.

Price 107

Price Start-ups Up-sell X-functional 107

SBI

DECEMBER 28, 2020

Additionally, there are a significant number of customers that currently only have relationships with either TechTarget or BrightTALK, providing an opportunity to cross-sell. The post TechTarget Announces Closing of BrightTALK Acquisition first appeared on Smart Selling Tools. We are excited to join forces with TechTarget.

Closing 50

Closing Finance Contract Cross-sell 50

ConversionXL

NOVEMBER 17, 2022

By making predictions based on what buyers want, Amazon makes shopping easier (people don’t have to go searching for products), allowing them to sell more. And from existing customer behavior and interactions with your customer service team, you can predict popular products and make upsell and cross-sell recommendations to increase retention.

A/B testing 106

A/B testing UX Objectives and Key Results Non-Profits 106

Smarter With Gartner

JULY 2, 2021

Is this something we could be successful at selling? The two biggest challenges in this step are: Determining the specific financial benefits that the product will provide; for example, “dollars saved on contract labor” (contrasted with a more generic benefit like “reduced cost”).

Product 82

Product Minimum Viable Product Drivers/motivators Technology 82

Sales Hacker

SEPTEMBER 23, 2019

How experience as a sales engineer can play into your role as a sales leader. He’s a recognized speaker on the topic of new selling models within the SaaS space, which is what we’ll be talking about, and acquiring top talent to make it happen. He went to Holy Cross. What You’ll Learn. Kevin’s rep productivity model.

Product 63

Product Pipeline Engineering Cross-sell 63

SaaStr

AUGUST 27, 2019

I’ll start because I’m living this right now, and where we’re contract value. Michaela Lehr: So mine says to learn ballpark contract value and figure out the pricing that the market can bear. Either work or not work. Sanj Sanampudi: Great. You’re doing something that is brand new. So Michaela?

Territory 60

Territory Contract Cross-sell Drivers/motivators 60

Search Engine Land

FEBRUARY 3, 2023

Upload pictures of your building’s facade, the inside of your office, your team, the products you sell, the services you offer, etc. Edit products Google has been emphasizing more on showing local businesses that sell products. Google gathers information from a variety of sources: Third-party sources they have contracted with.

Appointment 97

Appointment Represent Cross-sell Service 97

SalesLoft

JANUARY 19, 2017

Reps have a tendency to make excuses for the prospects they spend time trying to convert and less time being highly exclusive with whom to sell to. We’re not talking about 3 or 4 criteria either – do not make the “we can sell to everyone” mistake. Cross-departmental alignment has long been organizational-nirvana.

Cross-sell 52

Cross-sell Sales Contract Prospecting 52