Salesmate

FEBRUARY 11, 2020

It’s a no-brainer that sales methodologies help businesses sell better and choose better customers for life. In the Sandler sales model, the seller and buyer both will be equally invested in the selling process. Basically, the sales rep will communicate to build a relationship, not to sell a product. Up-front contracts.

Cross-sell 136

Cross-sell Contract Sales CRM 136

Martech

NOVEMBER 7, 2024

Cross-department ownership and confusion A major issue with ABM platforms is that using them effectively requires buy-in and cooperation from multiple departments, like sales and IT. The not-so-hidden high costs and long contracts ABM platforms are expensive. That said, we live in the age of the great ABM platforms for a reason.

B2B 133

B2B Contract GTM CRM 133

SaaStr

DECEMBER 27, 2020

CEO Lew Cirne, after regretting selling his first startup in the space to CA for $375m, tries again with New Relic. But New Relic has continued to scale, crossing $650,000,000 in ARR (or so) and a $4B market cap. Slow growth means a low multiple. New Relic is an icon but growth has slowed to 14% annually.

Contract 136

Contract Cross-sell Price Growth 136

SaaStr

FEBRUARY 1, 2022

This is trending to 50/50 now that Asana has crossed $400m in ARR, but still a reminder a self-serve motion combined with sales jumping on the bigger deals can scale very, very far. Asana’s biggest growth is in its $50k+ deals, but its ACV is still just $3,600 … or $300 per month. It sells to customers S, M, and Larger.

Contract 145

Contract Cross-sell Price Growth 145

Highspot

JANUARY 31, 2020

But like the great athletes of our age, modern leaders know growth doesn’t come from pure luck. Sales excellence is defined as the consistent outperformance of key growth objectives, achieved by strategic, cross-functional initiatives. Year-over-year growth. Percentage of time spent on selling activities.

Growth 98

Growth Quota Sales Contract 98

Salesmate

JULY 8, 2020

There are some obvious levers for growth in this stage of the sales pipeline. If you’re serious about applying this approach, I recommend you buy the book Sell Like Crazy , by Sabri Suby. Sell their goals. Your proposal can double as a contract. Once both of you have signed the contract, it’s time to PARTY.

Pipeline 126

Pipeline Negotiate Contract Objectives and Key Results 126

Martech

OCTOBER 19, 2023

It encompasses income generated from first-time customers, upsells, cross-sells and new product or service launches. To find it, do these calculations: Revenue = Sales amount × Average order value (or sales price) For example, you have signed 21 new contracts during the last year, with an average value of $7,500.

Product 136

Product Contract Drivers/motivators SQL 136

Martech

SEPTEMBER 12, 2024

Some interesting AI data points in the news: AI marketing assistant is the fastest-growing job in marketing with 21% projected job growth, according to a Linkee.ai Brightcove’s Brightcove AI Suite handles video content creation, audience growth and engagement.

Cross-sell 122

Cross-sell Construction Legal Contract 122

Sales Hacker

SEPTEMBER 25, 2019

So let’s look at how to drive sales in a high-growth situation, so the transition from SMB to enterprise is smoother (and faster). We’ll cover: The #1 hurdle to fast growth. 5 tips to successfully cross the chasm to mass adoption. The #1 Hurdle to Fast Growth. A one-two punch that fast-tracks adoption and growth.

Growth 77

Growth Cross-sell Contract Education 77

SaaStr

MARCH 12, 2019

He provides an in-depth guide to driving revenue growth at your company and what to expect at each stage. The three stages are product-market fit, then go-to-market fit and lastly growth and moat. Awesome revenue growth on the X axis, awesome revenue retention on the Y. Hundred percent revenue retention, 200% revenue growth.

Growth 102

Growth Cross-sell Contract X-functional 102

Salesforce

DECEMBER 4, 2023

Research firm McKinsey highlighted this as a troubling trend: Too much data and no focus has made it difficult for sales leaders to reach clear “aha” moments that drive confident decisions and sustainable growth. As a result, company growth stalls. Fortunately, there’s a clear path forward.

Cross-sell 105

Cross-sell Pipeline Contract Sales 105

SaaStr

DECEMBER 4, 2024

Pricing is more than just a number on a contract — when used thoughtfully, it can become a strategic tool for your SaaS product that can drive product adoption, customer satisfaction, and business growth. For example, if you’re trying to drive user growth, you want the least amount of pricing friction.

Price 109

Price Growth Objectives and Key Results Cross-sell 109

SaaStr

OCTOBER 25, 2023

Fast forward to today, and last quarter they crossed an incredible $560,000,000 in ARR growing 20% on a constant currency basis. But in contrast to their bigger customers, the macro environment — or perhaps market saturation — has led to slowing growth in this segment in 2023. #2. 5 Interesting Learnings: #1.

Cross-sell 119

Cross-sell Contract Price Growth 119

Partners in Excellence

JUNE 30, 2022

Primarily, this is targeted to getting renewals when the current contract terminates. For example, if we sell a technology sales people can use, we want every sales person in the company using it. And, of course, there is cross sell. We try to find opportunities to sell other products within the same account.

Growth 71

Growth Cross-sell Strategize Account management 71

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 84

Growth Customers Referrals B2B 84

Sales Gravy

NOVEMBER 20, 2023

On this episode of the Sales Gravy Podcast, Jeb Blount and Will Frattini, Head of Enterprise Revenue & Growth at Zoominfo, take on account management and account expansion selling. Yet, account retention and expansion are essential for sustainable business growth.

Account management 96

Account management Objectives and Key Results Cross-sell Contract 96

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. Breakthrough moments and experiences can be done through: Product-led growth (PLG).

B2B 124

B2B GTM Cross-sell Cold Call 124

Sales Hacker

APRIL 6, 2022

And these manual processes take sales reps away from their most important activity: selling. Let’s take a closer look at each word: Configure: Configuration of products and services ensures that what you provide is actually available, meets the buyer’s needs and specifications, and can be delivered according to the agreed-upon contract terms.

Cross-sell 99

Cross-sell Contract Price Finance 99

Partners in Excellence

OCTOBER 25, 2016

Wrapped around this is some notion of upsell/cross sell, “Can we expand the relationship with the current customer (individuals)?” This thinking causes us to miss huge growth opportunities, and short changes the account of the value we might create with them! Most of the thinking is dominated by retention strategies.

Territory 105

Territory Account management Cross-sell Retail 105

Hubspot

APRIL 4, 2019

Business development is the practice of identifying, attracting, and acquiring new business to further your company’s revenue and growth goals. If one of your goals is for 5% of monthly revenue to come from upsells or cross-sells , make this goal specific by identifying what types of clients you’ll target. Strategic Plan.

Strategic planning 100

Strategic planning Strategize Referrals Cross-sell 100

Sales Hacker

FEBRUARY 1, 2021

Why is it that companies have a sales process they follow rigorously to win business, yet avoid the same discipline in managing those customers throughout the lifecycle of their contracts? Too often contract cancellation (or non-renewal) comes as a surprise, but it never should. Identify key stages in the lifecycle of a contract.

Customers 83

Customers Contract Cross-sell Account management 83

Martech

JULY 18, 2022

At some stage, especially if the business is seeing growth, the question arises: “Do we need some dedicated technology to automate these processes?” Companies that implement ABM experience a nearly two-fold increase in annual contract value (ACV) according to research conducted for the ABM Leadership Alliance.

B2B 115

B2B Cross-sell Contract Pipeline 115

Salesforce

SEPTEMBER 27, 2021

Recognize the upsell opportunity in an extreme growth scenario. Add to that, the company had previously signed a three-year contract with Slack for several thousand users, and five months later, it had blown past that allotment. Translation: They were prime candidates for a contract expansion. Reimagine the selling experience.

Closing 98

Closing Contract Legal Cross-sell 98

SaaStr

NOVEMBER 7, 2020

While most of us sell at a lower ACV, there are still interesting things for us all to learn re: enterprise buyers and selling. Palantir is now growing faster than in years, with 49% annual growth rate at a $1B run-rate (!). And government contracts in particular were on fire, growing 74% year-over-year. But so what?

Government 89

Government Cross-sell Contract Growth 89

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Year-over-year growth. Cost of selling as a percentage of revenue generated. You can’t control how much this salesperson sells -- but you can tell her to increase her daily email output.

X-functional 101

X-functional Quota Cross-sell Contract 101

Salesforce

NOVEMBER 25, 2024

At Connections ’24 we announced that customers in the AMER region could access many of the features we were building out in Marketing Cloud Growth and Advanced Editions. This included Agentforce Campaigns , sending multichannel journeys with email and SMS, and advanced personalization features like Cross-Object Merge fields.

Cross-sell 64

Cross-sell Customers Territory Campaign 64

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. Let’s dive into 28 world-class examples of how real companies use these different sales motions to drive revenue growth. That kind of contract size almost always requires an in-person meeting!

Inside sales 118

Inside sales Cold Call Contract Price 118

Hubspot

MARCH 15, 2019

Not only can you look at revenue trends over time, but you can also compare MRR to the monthly sign up rate for your product or service, monthly account growth rate, and customer retention. Picture this: You work for a cloud computing company that sells a cloud photo storage platform. So, what does MRR look like in practice?

Contract 97

Contract Cross-sell Commission Represent 97

SaaStr

MARCH 27, 2023

I find this is very helpful in curbing sales rep behavior that crosses the line into too aggressive. Once cash flow is better established, pay more deals when the contract is e-signed. Can you control some of this with a strong CPQ and/or a strong contract approval process? It doesn’t stop it, but it helps curb it.

Commission 119

Commission Contract Cross-sell Sales 119

SaaStr

NOVEMBER 1, 2022

SaaS has never been bigger, and growth is secular. We remain optimistic about the prospects of cross-border SaaS. In 2022, companies are rapidly fixing economics, sometimes even at the expense of growth. Org Building Ideas for Cross-Border Companies. SV SaaS companies sell to other SV SaaS companies.

GTM 117

GTM Niche Cross-sell Contract 117

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. Challenge #1: Starting with Product-Led Growth and Deciding If It’s Worth It If you start with PLG and want to move your customer base and prospects to Enterprise deals, you might ask yourself: Should I go for it?

GTM 105

GTM Cross-sell Government Legal 105

Gong.io

JULY 21, 2021

GTM leaders are demanding reliable and predictable growth. tell them it’s the centralized umbrella under which three critical, customer-facing teams and their data work together to create reliable and predictable growth. They both support revenue growth BUT their focus is different. Is your goal selling to more customers?

Growth 62

Growth GTM Cross-sell Pipeline 62

Gong.io

AUGUST 3, 2022

Closing new contracts is important, but retaining and increasing revenue from existing accounts is crucial for maintaining and growing ARR. For product-led growth teams, onboarding sequences are generally automated. Customer success KPIs for measuring retention and growth. Defining customer success and measurements . Onboarding.

Customers 87

Customers Cross-sell Contract Price 87

Hubspot

AUGUST 2, 2022

SaaS selling — and SaaS revenue — are distinctly different from traditional sales and require a new approach to maximize their potential. SaaS businesses should also make a concerted effort to establish reliable contracts, identify and convert new customers, and increase monthly revenue generation through both upselling and cross-selling.

Contract 74

Contract Cross-sell Up-sell Clients 74

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. We told you.).

Finance 109

Finance GTM Cross-sell SQL 109

Martech

SEPTEMBER 24, 2021

Many factors go into choosing targeted accounts, including the account’s history with a business, and whether the account is growing or in a growth-oriented market. Firmographic data: Provides quantitative business information, including vertical market, company size and number of locations, number of employees, annual revenue and growth.

B2B 133

B2B Pipeline Campaign Cross-sell 133

Salesforce

SEPTEMBER 10, 2024

With AI and data analytics, agents can enhance customer satisfaction while contributing to sales through personalized recommendations, upselling, and cross-selling. This is essential for companies to improve their overall profitability and achieve sustainable growth. the growth over those that don’t.

Service 69

Service Customers Cross-sell Contact 69