Sales Hacker

SEPTEMBER 2, 2020

The best sales teams don’t just sell — they keep customers happy and drive serious upsell, cross-sell, and expansion revenue. This is where a sales rep physically meets a potential customer to discuss needs, budgets, volumes, prices, requirements, timelines, and other contract details. ACV and $17M ARR.

Inside sales 114

Inside sales Cold Call Contract Price 114

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 104

Finance GTM Cross-sell SQL 104

Martech

JUNE 27, 2023

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. Motivate interaction. Capture visitor data.

B2B 94

B2B Customers Cross-sell Price 94

SBI

NOVEMBER 2, 2017

For example, Model N provides solutions for Finance and Product teams to maximize revenues by designing more effective pricing and discount programs, and analytical solutions to develop new product launch strategies that maximize sales in a global market.

Cross-sell 52

Cross-sell Finance Contract Legal 52

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

Sales Hacker

JUNE 13, 2023

Company founders do a lot of the selling in the early days. They hire marketers to take over marketing, designers to take over design, finance people to take over the numbers. Then there’s a logistics stage covering contract details. If you sell cars, what decisions does a buyer need to make before they are ready to buy?

Process 91

Process Cross-sell Sales Finance 91

SaaStr

DECEMBER 5, 2023

You don’t want to end up in The Valley of Death, where you can’t get the big dollar contracts. You have to expand your focus on how you sell and make it strategic to the C-suite. When you get to the phase of wanting to sell to Enterprise, it often breaks down at Enterprise needs. The warning — You have to be patient.

GTM 74

GTM Cross-sell Government Legal 74

Salesforce

SEPTEMBER 19, 2023

Get AI-driven insights that help you boost revenue Sell smarter with a revenue intelligence platform built into Sales Cloud. Revenue intelligence is a data-driven way to sell. It uses AI and automation to create visibility across the revenue lifecycle — from marketing to sales to finance — and generate insights you can act on.

Pipeline 59

Pipeline Cross-sell Finance Electricity 59

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. For perspective, this is the buyer-driven outgrowth of what was integrated marketing.

B2B 102

B2B GTM Cross-sell Cold Call 102

PandaDoc

JUNE 1, 2023

CPQ allows you to create compelling offers that lead to a fast and reliable conclusion of a contract. Up-selling and cross-selling — most CPQ software allows you to easily tailor sales offers to your customers with a few clicks. You optimize your processes, working more efficiently and thus more profitably.

E-commerce 52

E-commerce Profit margin Legal Price 52

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! Mark’s pro tip: “And why call them Growth AEs vs. Account Managers?

GTM 52

GTM Contract Cross-sell Account management 52

Martech

SEPTEMBER 25, 2023

Finance departments have widely adopted this “leaked” funding approach in start-ups and established companies. Marketing must be constantly available to potential buyers when they become interested in your product — not necessarily when you want to sell it. I just don’t know which half.” direct marketing, sales calls and web visits).

A/B testing 110

A/B testing Tradeshows Finance Cross-sell 110

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 63

Territory Objectives and Key Results Finance Cross-sell 63

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. TechTarget has secured committed financing in the form of a bridge loan from JPMorgan Chase Bank, N.A. We are excited to join forces with TechTarget.

Closing 50

Closing Finance Contract Cross-sell 50

Sales Hacker

DECEMBER 4, 2020

That’s what selling without a sales dashboard is like. This not only takes time away from selling, it can introduce a lot of opportunities for mistakes. Sales leaders can use a dashboard to understand the game their team is playing as they sell and identify where reps may need help or extra training. What is a Sales Dashboard?

Pipeline 129

Pipeline Cross-sell CRM Sales 129

Salesforce

OCTOBER 12, 2021

They see how all departments can drive revenue for the company; those departments can include sales, marketing, customer success, and finance. The CRO leverages cross-functional knowledge to create a complete view of the customer lifecycle from bringing in new leads to closing deals to renewing customer contracts.

Gaming 98

Gaming Cross-sell Sales Finance 98

InsightSquared

DECEMBER 6, 2017

They tackle much of the heavy lifting in Salesforce.com (or other CRM systems) and continuously optimize processes to make lives easier for sales reps and managers, giving them more time to focus on what they do best – sell. Cross-functional projects are always taking place, most frequently with marketing, finance, and IT.

Objectives and Key Results 72

Objectives and Key Results Finance CRM Cross-sell 72

Highspot

DECEMBER 5, 2023

Nurture and Crossell / Upsell Selling does not end with deal closure or hitting quarterly targets. Who are you selling to? Some example sales methodologies include: Consultative Selling Consultative selling is all about becoming a trusted advisor to your customers. Close: Finalize the sale and sign contracts.

Process 52

Process Real Estate Objectives and Key Results Negotiate 52

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. Think in terms of ‘deal dials’: price per user, payment terms, contract length, number of users.

Product 63

Product Contract Cross-sell Account management 63

SaaStr

AUGUST 12, 2020

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. The first system is what I call the sales finance system. So, the first system is a sales finance system, so let’s start with sales.

Finance 111

Finance X-functional Launch Objectives and Key Results 111

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? While selling to startups is an evergreen opportunity, it’s important to understand the risks as well.

Sell 83

Sell Minimum Viable Product Objectives and Key Results Cross-sell 83

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. Sanj Sanampudi | Co-Founder & CEO @ Concert Finance. First step, we have who has worked with a number of SAAS companies in New York City as a CFO, and is now CEO of Concert Finance, a sales commission platform.

Territory 54

Territory Contract Cross-sell Drivers/motivators 54

Hubspot

NOVEMBER 7, 2023

You can also identify specific regions or industries to sell into and benchmark your average sales cycle. For example, you can use workflows to ensure Deals are enhanced with information from associated Companies and Contacts and even Tickets (for cross-sells or upsells). Customer segmentation. Scaling a sales process.

CRM 77

CRM Contact Contract Objectives and Key Results 77

SaaStr

MARCH 31, 2022

So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. Panel: Colleen Kapase, VP of WW Partner & Alliances, Snowflake. Jessica Alexander: Sure, absolutely.

Cross-sell 77

Cross-sell Finance Strategize Technology 77

Outreach

AUGUST 6, 2019

Companies see an increase in ACV (Annual Contract Value), LTV (customer Lifetime Value), and opportunity rate (the number of opportunities generated from a given number of accounts). See more here. Why Should I Be Doing ABS? When executed effectively, ABS impacts revenue and profitability dramatically.

Launch 40

Launch Cross-sell Finance Contract 40

Lead Fuze

AUGUST 6, 2021

By collecting and cross-referencing in sales data analysis, it’s possible to build highly-personalized value propositions tailored to the specific needs of each customer segment. If you want to increase revenue fast, start by reaching out to customers to cross-sell and up-sell products you think could also meet their needs.

Objectives and Key Results 64

Objectives and Key Results Click Through Rate Cross-sell CTR 64

Sales Hacker

DECEMBER 2, 2019

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. I understand accounting and finance. Outreach has your back. I can do this.

Strategize 52

Strategize Contract Strategic planning Drivers/motivators 52

SaaStr

MAY 27, 2020

So people were paying people to take their futures contracts. Why is financing hard right now? It’s very difficult to get financed. The problem in private markets is private markets don’t adjust their pricing because it takes time until financing’s actually happen. So the market hates uncertainty.

Finance 79

Finance Government Price Contract 79

SBI

AUGUST 30, 2018

Upsells & Cross-Sells: Strikedeck keeps tabs on customer satisfaction, and identifies customers that are ideal candidates for upsell and cross-sell efforts in real-time, which increases revenue potential from each account. Share these company-wide to show what your Sales and CS team are achieving using Strikedeck.

Trust 38

Trust Cross-sell Customers Referrals 38

Lead Fuze

JUNE 27, 2023

Rules around transferability of ownership: Cover what happens if a member wants to leave or sell their part in the future. Once you have everything set up properly, open a bank account under your newly formed company name to keep personal finances separate from company expenses and maintain clear records for tax time.

Legal 52

Legal Technique Campaign Objectives and Key Results 52

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. One of the most important lessons about crossing the chasm is that the task ultimately requires achieving an unusual degree of company unity during the crossing period.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Partners in Excellence

MARCH 8, 2015

It may be deceitful pricing or contracting processes. ” It may be high pressure selling techniques. A lot of the reluctance has been just bad selling. We sometimes, both on the buying and selling side, exaggerate our own importance in a decision or in our companies. It may be “bait and switch techniques.”

Cross-sell 93

Cross-sell Technique Entertainment Finance 93

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

SaaStr

NOVEMBER 19, 2019

Nancy Ham : I had to cross idea number one off my list of rationalizing marketing. I was a CFO, so I went down the hall to finance to meet my people in finance. In enterprise software, it’s all about contracts, long term contracts. How can you sell more product? Don’t just sell them software.

Closing 68

Closing Customers Niche Cross-sell 68

SBI

SEPTEMBER 11, 2012

Get ideas for how you need to evolve the way you do business across your organization including marketing, sales, finance, and customer service. Join us to hear how small businesses to large enterprise customers are saving time and money, doing more cross selling, and succeeding with the simple addition of Data.com.

CRM 48

CRM Cross-sell Contact Finance 48

Sales Hacker

JULY 8, 2020

Conga is changing the way the world works by modernizing, streamlining and automating your documents, contracts, and processes to make it easier to do business. Again, there are plenty of people out there who can help you buy and sell real estate. Businesses run on documents. Great company, Conga. That makes it a really cool challenge.

Real Estate 119

Real Estate Strategize Launch Commission 119

SaaStr

JULY 29, 2022

So you’re really asking how do you get a business going, like selling to restaurants that not only is hard to penetrate but has a hardware component. I think it is possible to get some revenue-based financing here, for sure, both from SVB and others, and also new emerging vendors from Pipe and on, you can get some.

Price 84

Price Product Start-ups Niche 84