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. Talk about a relationship.

Inside sales 132

Inside sales Cold Call Contract Price 132

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 103

Customers Contract Cross-sell Account management 103

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. This doesn't mean only reaching out when it's time to renew a contract. The goal is to become an indispensable partner rather than just another vendor.

Account management 111

Account management Objectives and Key Results Cross-sell Contract 111

Partners in Excellence

APRIL 18, 2013

We may measure them on retention, we may have goals for growing the business with our existing customers through cross sell, upsell, expanding our relationships. The legal department creating contracts that are unreadable or make every problem the “customer’s risk.”

Customers 123

Customers Manufacturing Cross-sell Legal 123

Martech

JANUARY 25, 2023

This is especially helpful for teams using Slack’s free plan, where older messages disappear and for important transaction-related communications between teams that need a date-stamped record, e.g., when a client cancels a contract. Previously, HubSpot supported sending notes to Slack channels via workflow, not sending from Slack to HubSpot.

Finance 110

Finance Cross-sell Contract Campaign 110

Salesforce

NOVEMBER 21, 2023

Field service can help drive revenue growth by selling to your existing customers, also called upselling or cross-selling. We’ve found that 65% of mobile workers are successfully selling to existing customers. Let’s dig into each of these best practices for upselling and cross-selling in field service.

Service 105

Service Growth Cross-sell Appointment 105

Sales Hacker

JULY 25, 2022

Everyone on your team must meet their specific goals in order for your engine to operate efficiently. Future meetings. If your reps don’t meet their quota, you have a record of their activity — which means you can dig into the numbers to figure out why they’re behind and coach them accordingly. Emails sent, outcomes.

Engineering 117

Engineering Objectives and Key Results Cross-sell Pipeline 117

Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. A solid curriculum empowers: Sales to confidently build relationships, handle objections, meet customer expectations, and close deals faster. Sample Product Training Plan: New Sales Reps.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

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 109

Cross-sell Contract Price Finance 109

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). 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. Number of meetings scheduled.

X-functional 101

X-functional Quota Cross-sell Contract 101

Hubspot

OCTOBER 19, 2017

Quota attainment, or the percentage of salespeople meeting or exceeding quota, tells you whether your quotas are too high or low. Take a look at your pay structure to see if you’re pulling the right levers to get reps to sell. Percentage of renewal (customers who are extending their contract for another month, six months, year, etc.).

Quota 101

Quota Cross-sell Contract Negotiate 101

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 136

Pipeline Cross-sell CRM Sales 136

Hubspot

APRIL 4, 2019

Recent studies show 5% of meeting attendees remember statistics and 63% remember stories. 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. Upselling and cross-selling. So, set SMART goals. Measurable.

Strategic planning 100

Strategic planning Strategize Referrals Cross-sell 100

Martech

JULY 14, 2022

It changes depending on the type of product you’re selling and the market you are pursuing. Gil Canare, VP of Global Digital Marketing at Genpact, offers a guide to how you can analyze your ABM needs and build a cohesive plan to meet them. You have to sell to them differently. They buy differently.”. Customer knowledge.

E-commerce 120

E-commerce Cross-sell Contract Up-sell 120

Salesforce

SEPTEMBER 27, 2021

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. Their contract was originally in our mid-market segment, but they outgrew our segment lines, which brought them into our enterprise team. Reimagine the selling experience.

Closing 98

Closing Contract Legal Cross-sell 98

Hubspot

DECEMBER 13, 2023

In this post, I‘ll guide you through the different types of sales calls and the purpose they serve to meet your customers’ needs. This call allows the prospect to visualize how your solution can solve their problems and meet their needs. You'll provide a brief overview of your product or service and try to gain their interest.

Objection handling 87

Objection handling Negotiate Cross-sell Contract 87

Sales Hacker

JUNE 13, 2023

Company founders do a lot of the selling in the early days. Then there’s a logistics stage covering contract details. And businesses tend to think of each stage as a meeting or call. If you sell cars, what decisions does a buyer need to make before they are ready to buy? It often comes about like this. Don’t skip steps.

Process 116

Process Cross-sell Sales Finance 116

SaaStr

SEPTEMBER 1, 2021

You set it at the beginning of the year, but we meet with the revenue organization on a bi-weekly basis, we sit down, and we look at our target list of accounts, and we keep it as a living document,” Peters says. It pays to embrace a more fluid approach: “The market is a lot more dynamic now. Changes are happening a lot faster.

Cross-sell 107

Cross-sell Contract Pipeline Strategize 107

Hubspot

APRIL 2, 2018

Do you have any questions about the contract?". Great to meet you [prospect]! Use it to coordinate meetings, set up calls, and confirm next steps -- but don’t use it to advance an opportunity. Contract questions. Never comment on a contract or proposal over email. Never comment on a contract or proposal over email.

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

SaaStr

MARCH 22, 2023

They asked themselves, “what if we moved to some motion of licensing contracts?” Instead of selling products, they were selling aspirational concepts and business value. Take Your Company Global If you haven’t read Crossing The Chasm by Geoffrey Moore, you should, especially if you want to take your company global.

Growth 103

Growth Cross-sell GTM Up-sell 103

Salesforce

FEBRUARY 21, 2025

Youll get higher returns on marketing dollars and quicker time to contracts. Automate the contracting and approval process. Standardized contracts help. Take control of all aspects of contract administration. The quote and contract process can be a bottleneck. Rely on more accurate forecasting. Be flexible.

Contract 52

Contract Government Price Service 52

Partners in Excellence

JULY 19, 2013

If we don’t understand their budgeting and funding process, so much of the time, we’re just crossing our fingers and hoping. We know we have to produce a compelling business case—a business justified proposal that meets all the ROI or other hurdles a customer might have. How do they do contracting?

Customers 106

Customers Cross-sell Contract Price 106

Hubspot

AUGUST 2, 2021

Now that the world is opening back up, it’s time to get out there and meet your customers face-to-face. Planning the perfect customer visit will ensure that you meet your goals and that your customer meeting will be successful. No matter what you sell, you aren’t just selling a product — you’re also selling the people behind it.

Customers 92

Customers Cross-sell Referrals Clients 92

Hubspot

OCTOBER 16, 2017

If you want them to stop selling to poor fit customers, institute a clawback so they lose their commission if the customer churns or returns the product within a set window of time. Increase average contract length. Increase upsell/cross-sell rate. This structure is relatively rare in selling organizations.

Commission 101

Commission Quota X-functional Non-Profits 101

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Account A business, customer, lead, or prospect a company engages with to sell products or services to. Annual contract value (ACV) The average annual revenue generated per customer contract.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

Sales Hacker

SEPTEMBER 25, 2019

5 tips to successfully cross the chasm to mass adoption. Then , leverage that success to sell to “early majority,” AKA pragmatists. For now, we need to move on to the 2 rules for boosting adoption and growth from day one, so you set a solid foundation for crossing the chasm. 5 Tips for Crossing the Chasm. That’s it.

Growth 88

Growth Cross-sell Contract Education 88

Veloxy

AUGUST 31, 2023

From long-lasting client relationships to face-to-face meetings , field reps can make all the difference in innovation by continually supporting customer needs. If you’ve been meeting quota attainment for the past few months in a row, then you’re clearly underplaying your real potential.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

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

SaaStr

SEPTEMBER 11, 2024

It also required them to: Negotiate their first Enterprise customer contract Undergo deep security reviews Once you land your first Enterprise customer, it might be time to build that first sales team. They had to invest a lot upfront to make sure they were ready to meet the needs of a global user. Let’s look at Lucid’s timeline.

Territory 122

Territory GTM Price Cross-sell 122

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. Closed-Won: =].

Sales 113

Sales Cross-sell Pipeline Negotiate 113

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 93

Gaming Cross-sell Referrals CRM 93

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

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. Half of the meeting is spent validating data across three different team reports. Manager, Revenue Operations.

Finance 117

Finance Cross-sell GTM SQL 117

Hubspot

MARCH 15, 2019

Let's say you're preparing for a meeting with your VP of Sales and you need to provide an update on your sales team's achievements. Picture this: You work for a cloud computing company that sells a cloud photo storage platform. 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

Hubspot

DECEMBER 28, 2017

What is relationship selling? Relationship selling is essential if you have a high average selling price (ASP),” explains VidScale COO Adam Rizika. What is transactional and relationship selling? Relationship selling, on the other hand, is effort- and research-intensive. Relationship selling examples.

Sell 101

Sell Cross-sell Negotiate Technique 101

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 117

GTM Niche Cross-sell Contract 117

Veloxy

APRIL 11, 2023

It helps eCommerce companies personalize communications, upsell/cross-sell, and reduce cart abandonment rate. Let it be a moment when they ask prospects to sign a contract. This platform includes a huge selection of features, such as: forecasting; prospecting; scheduling meetings.

Pipeline 130

Pipeline Sales CRM Price 130