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.

Inside sales 131

Inside sales Cold Call Contract Price 131

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. Read all about it in Blekko Launches Spam Clock To Keep Pressure On Google. Google My Business launches new performance reporting. StrategiQ launches Spark, an SEO deployment platform.

Sports 114

Sports Gambling Manufacturing Launch 114

SaaStr

NOVEMBER 1, 2022

Over 100 Indian founders were in town for a unique double header: SaaStr/Dreamforce and the launch of SaaSBOOMi US. We remain optimistic about the prospects of cross-border SaaS. Org Building Ideas for Cross-Border Companies. SV SaaS companies sell to other SV SaaS companies. Silicon Valley has a deep talent bench.

GTM 114

GTM Niche Cross-sell Contract 114

Martech

JUNE 6, 2023

Customer data, AI, marketing automation and analytics are must-haves for any martech stack and several companies are now looking to sell them all at once. If you have a couple of products from one company, they’re likely already selling you on the benefit of adding a third or fourth. And to be fair, it sometimes is a smart move.

X-functional 109

X-functional Cross-sell Contract Up-sell 109

Hubspot

FEBRUARY 21, 2025

Desperate for a solution, I turned to target account selling a method Ive since refined into a system thats helped me land six SaaS clients in under four months. Table of Contents What is target account selling? How does target account selling work? What is target account selling? How does target account selling work?

Clients 36

Clients Sell Cross-sell Objectives and Key Results 36

Salesforce

JUNE 14, 2023

Let’s face it: Hard sells and flashy demos can be effective ways to close. Not only will this help you build trust, which makes it easier to sell , but it will open the door to long-term relationships that can lead to upsells and cross-sells. But not always. No such team in your organization?

Gaming 95

Gaming Cross-sell Referrals CRM 95

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 114

Finance Cross-sell GTM SQL 114

Sales Hacker

FEBRUARY 7, 2018

HIT THE LAUNCH WINDOW. How do you know when you are in a launch window? Tell tale signs of being in the launch window. Add new products/services to uplift the price, and create upsell/cross-sell opportunities. However, as these companies quadruple their sales teams they scale failure.

Growth 100

Growth GTM SQL Strategic partnership 100

Salesforce

JULY 14, 2021

Workflows that automate contract reviews and approvals accelerate deal cycle times. Upsell and cross-sell rates. Depending on what you sell, the experience can help the customer buy or learn about new products with little or no involvement from your sales team. Let’s say you sell industrial equipment.

Sales Experience 98

Sales Experience Cross-sell Sales B2B 98

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

Sales Hacker

JUNE 3, 2021

When launching JustReachOut, I created an enticing landing page with product information that helped promote it and convince people to prepay to use it. automobile parts to repair cars), to sell to their customers (e.g. retail stores selling children’s toys), or they’re using a service (e.g. accounting or legal services).

B2C 103

B2C CRM B2B E-commerce 103

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. So, you’re going to have this cross-functional opportunity at all these events for those kinds of interactions. billion dollars.

Finance 114

Finance X-functional Launch Objectives and Key Results 114

Veloxy

AUGUST 31, 2023

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. Maybe you’re selling the right products to the wrong audience in the wrong market. However, salespeople tend to miss the bigger picture.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

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 104

Growth Customers Referrals B2B 104

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

InsightSquared

NOVEMBER 19, 2018

Every minute spent creating a report is a minute taken away from selling. Ideally, it’s a solution procurement and launch plan. Hopefully, this is a practice that is already in place, but if not, set up an internal cross-functional SWAT team for larger opportunities. Don’t put the sales team through pipeline update “fire drills.”

Pipeline 78

Pipeline Cross-sell Cold Call Territory 78

Partners in Excellence

MARCH 2, 2016

They provide the customer with their best price, crossing their fingers, hoping to win. It may mean a failed product launch, adversely impacting the perception/competitiveness of their company in the markets. Customers simply aren’t renewing their contracts. When the contract expires, the customer doesn’t renew it.

Cross-sell 71

Cross-sell Contract Price Commission 71

Gong.io

SEPTEMBER 21, 2022

But the thing is, simply asking, “how much did we sell this month?” If revenue is increasing (from whichever source, be it newly acquired customers or from cross-selling opportunities), you’ll have more space to invest in expansion and internal investments. This is a helpful metric as it standardizes various contracts.

Contract 62

Contract Quota Objectives and Key Results Sales 62

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

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

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 69

Territory Objectives and Key Results Finance Cross-sell 69

SaaStr

MAY 27, 2020

Maybe you want to launch a business. So people were paying people to take their futures contracts. Executives at companies are told, engage with startups, launch new initiatives, be first to market. Why aren’t you launching collaborative this or that? That means specifically they’re going to cancel contracts.

Finance 105

Finance Government Price Contract 105

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

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”). Developing and launching a new product is risky.

Product 82

Product Minimum Viable Product Drivers/motivators Technology 82

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

PandaDoc

AUGUST 16, 2021

In an ever-growing contract and proposal software market, and a future that’s more digitized than we could have ever anticipated it would be, new tools and solutions are getting launched almost every year. As per G2, “PandaDoc is ideal for anyone that needs to send multiple contracts within a single deal.

Price 52

Price Contract Proposal Writing Clients 52

Sales Hacker

MARCH 2, 2021

Outreach has been a longtime sponsor of this podcast and they just launched a new way to learn. That’s when I felt really bad selling people that, even though they were signing up for it themselves. I left print media because it was an industry that was contracting. But obviously, the media world was contracting.

Referrals 66

Referrals Contract Cross-sell Sales 66

Gong.io

JULY 21, 2021

Once you’ve moved your org beyond ‘ What is revenue operations ”, they’ll know that it’s more than hosting a few cross-functional meetings. . This team is all about creating cross-functional partnerships. Is your goal selling to more customers? Boosting annual contract values? So what does a Revenue Ops team look like?

Growth 62

Growth GTM Cross-sell Pipeline 62

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

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 122

Real Estate Strategize Launch Commission 122

SaaStr

AUGUST 15, 2020

I mean, we can talk a lot about this, but that’s a little bit about where we’re headed on that, but it’s definitely a change in selling process, and then it’s definitely a change in the journey. If you go back to when we started Shopify, Tobi didn’t want to build a software platform, he wanted to sell snowboards.

Retail 105

Retail Start-ups Drivers/motivators Up-sell 105

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. This guide can be used for startups, B2B businesses, and virtually any new venture you plan on launching. Create Alignment Alignment is essential when preparing to launch a new product or service.

Go To Market 69

Go To Market Process GTM Launch 69

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 23, 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. Every sales org feels the pressure to close deals faster. Outreach has your back.

Contract 57

Contract Cross-sell Growth Campaign 57

SBI

FEBRUARY 25, 2020

Your company: is launching a new product/service offering. acquired a company and wants to ramp up cross-sell opportunities. Renewal rates are certainly important, but a customer advocate is worth multiples of their annual contract value. has identified a new segment ripe for growth. A CAP can harness that potential.

Customers 49

Customers Cross-sell B2B Strategize 49

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. Launching the invasion. They sometimes even seek them out even before a formal marketing program has been launched. Chasm as the single biggest challenge.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

JUNE 1, 2021

. “OK, both of us are going to start selling this thing,” and I’m going to give you the answer here. “Brian, we’re going to go start selling this thing.” ” “Yep, we’re going to start selling this thing.” ” We didn’t do any annual contracts.

Up-sell 113

Up-sell Price Start-ups Cross-sell 113