Salesforce

JUNE 2, 2022

The magic is our maniacal focus on pipeline, which is the total dollar value of all the deals our sales team is working on. Why pipeline? Because it’s the greatest indicator of future sales bookings, or annual contract value (ACV). Pipeline is the glue between the marketing and sales departments. What’s their capacity?

Pipeline 98

Pipeline Engineering Growth Territory 98

Hubspot

SEPTEMBER 12, 2018

The more control and visibility you have into your sales pipeline, the more revenue you’ll bring in. In fact, HubSpot Research found a positive relationship between the number of opportunities in your pipeline per month and revenue achievement. Growing a healthy pipeline is possible through careful assessment and management.

Pipeline 101

Pipeline Negotiate Sales Objectives and Key Results 101

Salesforce

DECEMBER 4, 2023

Here’s an example: Joy’s Toys, a toy manufacturer, is focused on growth but doesn’t have a clear target KPI for lead generation that incentivizes reps to keep their pipelines full. Historically, sales KPIs have focused on things like new leads in the pipeline, number of closed deals per quarter, and individual quotas.

Cross-sell 105

Cross-sell Pipeline Contract Sales 105

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 Sales Contract CRM 136

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

Sales Hacker

JULY 25, 2022

SDRs fuel the whole revenue engine by bringing in qualified leads to generate pipeline. This involves spending 1:1 time with their people to help them strategize, brainstorm, and develop their communication and selling skills so they can grow your pipeline. Pipeline coverage. Building an AE dashboard. Churned accounts.

Engineering 116

Engineering Objectives and Key Results Cross-sell Pipeline 116

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. Low-Touch Sales.

Inside sales 132

Inside sales Cold Call Contract Price 132

SaaStr

SEPTEMBER 1, 2021

To improve alignment with your revenue team, marketers should shift their mindset: Don’t simply look at your leads as a baton you pass to sales; rather, think of it as part of a game of soccer in which the ball is being passed back and forth as the lead moves through the pipeline. Strategy is a Living Conversation. So now you’re done, right?

Cross-sell 107

Cross-sell Contract Pipeline Strategize 107

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. Pipeline Sales Metrics.

X-functional 101

X-functional Quota Cross-sell Contract 101

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 108

Cross-sell Contract Price Finance 108

Hubspot

OCTOBER 19, 2017

Take a look at your pay structure to see if you’re pulling the right levers to get reps to sell. Looking at this metric on a monthly or quarterly basis tells you whether your contracts are getting larger, smaller, or staying the same. Or maybe you’re trying to improve your cross-sell rates. The last potential culprit?

Quota 101

Quota Cross-sell Contract Negotiate 101

Martech

JULY 18, 2022

As a result, ABM opportunities move through the pipeline more quickly. That’s because ABM efforts focus on growing pipeline and revenue from companies with a high propensity to buy more and more often. ABM helps solve this problem by putting the right messages in front of key decision-makers at target accounts. Increased marketing ROI.

B2B 106

B2B Cross-sell Contract Pipeline 106

Hubspot

APRIL 4, 2019

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. In this case, your sales team must achieve that 5% upsell/cross-sell number by the end of the quarter. Pipeline value. Upselling and cross-selling.

Strategic planning 100

Strategic planning Strategize Referrals Cross-sell 100

Veloxy

APRIL 11, 2023

It helps eCommerce companies personalize communications, upsell/cross-sell, and reduce cart abandonment rate. If the system spots an opportunity for a “hot” deal, it notifies a sales rep about it, reducing the time and effort for moving leads from the “in the pipeline” to “closed” status. Pipeline management.

Pipeline 130

Pipeline Sales CRM Price 130

Salesforce

SEPTEMBER 19, 2023

That’s where a healthy pipeline comes in. That may seem like quite a hurdle, but we’ll show you how to build a healthy sales pipeline, step by step. Table of Contents What is a sales pipeline? Why is a sales pipeline important? How do sales pipelines work? What are the stages of a sales pipeline?

Pipeline 59

Pipeline Objectives and Key Results Contract Cross-sell 59

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. Handling objections.

Sales 112

Sales Cross-sell Pipeline Negotiate 112

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

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

JUNE 3, 2021

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. You need CRM software to support lead management, track progress along the sales pipeline , identify cross- and upselling opportunities, and provide efficient customer service.

B2C 105

B2C CRM B2B E-commerce 105

PandaDoc

SEPTEMBER 17, 2024

Whether sales development reps are back at company offices or continue to work remotely, they need to manage a robust sales pipeline and drive deals further down the funnel. PandaDoc As an all-in-one document management solution , PandaDoc helps businesses of all sizes streamline their sales proposals, quotes, contracts, and more.

Contract 98

Contract CRM Legal Sales 98

Salesmate

DECEMBER 28, 2020

CRM helps you create sales pipelines to identify hot leads and cold leads, and align them according to their priority. Big brands these days have started building their in-house creative teams, and so the ad agencies are being pushed from long-term contracts to signing short-term project-wise contracts. Lead nurturing.

CRM 119

CRM Relationship Management Clients Pipeline 119

PandaDoc

MARCH 26, 2024

In the world of sales, salespeople are engaging with potential clients to guide them from the top of the sales pipeline, when they first discover a product or a service (level 1) to the bottom of it, the post-purchase stage (the final level). What is a sales pipeline?

Pipeline 52

Pipeline Contract CRM Customer Relationship Management 52

Martech

SEPTEMBER 24, 2021

As a result, ABM opportunities move through the pipeline more quickly because they more accurately target the buying influencers and decision-makers at the account. That’s because ABM efforts focus on growing pipeline and revenue from companies with a high propensity to buy more and more often from you. I ncreased marketing ROI.

B2B 125

B2B Pipeline Campaign Cross-sell 125

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. Org Building Ideas for Cross-Border Companies. It helps your leaders scale and creates a CXO pipeline for the company. SV SaaS companies sell to other SV SaaS companies. The spending slowdown is real but there is no log jam.

GTM 117

GTM Niche Cross-sell Contract 117

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

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.

B2B 113

B2B GTM Cross-sell Cold Call 113

Hubspot

MARCH 15, 2019

Picture this: You work for a cloud computing company that sells a cloud photo storage platform. Customers sign a contract for a yearly subscription and they pay a monthly fee to use the photo storage service. Expansion MRR is also known as an upgrade and can also result from an upsell or cross-sell. Sales Forecasts.

Contract 97

Contract Cross-sell Commission Represent 97

Salesmate

DECEMBER 8, 2020

Yes, you’ll find many hurdles on the path while selling to enterprises, but a firm determination and constant hard work can lead you to success. A different and long pathway while selling to enterprises. Selling to a large enterprise is a different game. One must expect a long journey while selling to a large enterprise.

Sell 103

Sell Cold Call Negotiate Cross-sell 103

Hubspot

FEBRUARY 21, 2025

Two years ago, my sales pipeline was a mess leads ghosted after the first call, and I struggled to keep track of contacts with notes scattered across multiple tools. 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.

Clients 41

Clients Sell Cross-sell Objectives and Key Results 41

SaaStr

OCTOBER 15, 2019

Unlike when selling into SMB businesses that kind of can go from a demo, to a conversion, to a close in a matter of days, enterprise sales is a lot more complicated and it’s hard to navigate through. So don’t expect that you can take your product that you sell now to SMB’s and sell the same thing to big companies.

Pipeline 87

Pipeline Manufacturing Up-sell Cross-sell 87

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. Free up your time and pipeline to welcome new deals full of promise in the new year.

Prospecting 101

Prospecting Cross-sell Clients Contract 101

Heinz Marketing

NOVEMBER 5, 2018

A few years ago we started a weekly podcast, Sales Pipeline Radio, which is live every Thursday at 11:30 a.m. Matt: Hey, thanks everyone for joining us on another episode of the Sales Pipeline Radio. And we’re talking today on Sales Pipeline Radio with Andrew Halley. This is Sales Pipeline Radio.

Pipeline 72

Pipeline UX B2B Sales 72

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.

Gaming 93

Gaming Cross-sell Referrals CRM 93

InsightSquared

NOVEMBER 19, 2018

Closing out the year with no line of sight into Q1 sales pipeline is asking for a disaster. We’ve all seen the issue of emptying the pipeline to finish strong but then faced the challenge of starting the new year with nothing. Be realistic regarding your pipeline and move opportunities out, down or up.

Pipeline 78

Pipeline Cross-sell Cold Call Territory 78

Sales Hacker

JULY 18, 2022

EXAMPLE: A customer moves into the ‘Won’ stage of our sales pipeline. They also help build better relationships with customers for better feedback loops, wider brand evangelism, and more opportunities for upselling and cross-selling. Deal moves into the ‘Won’ stage of the sales pipeline.

Process 103

Process Education Contract CRM 103

Hubspot

FEBRUARY 24, 2025

Five years into my B2B marketing career, I noticed a pattern: The clients who said yes were the ones whom I understood not just their stated needs but their underlying motivations through conceptual selling. Table of Contents What is conceptual selling? While traditional selling asks, What do you need? Heres how it works.

Sell 46

Sell Drivers/motivators Objectives and Key Results Cross-sell 46

InsightSquared

JULY 1, 2021

Revenue operations is a methodology that drives cross-functional collaboration in order to close gaps in the customer experience and maximize revenue for the business. Guided Selling. The average dollar value of an annual contract. Average Annual Contract Value. Cross-Selling. Dashboards. Activity Capture .

Cross-sell 62

Cross-sell Contract Objectives and Key Results Quota 62