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 122

Inside sales Cold Call Contract Price 122

Sales Hacker

APRIL 6, 2022

Sales teams often struggle with configuration of price quotes when dealing with complex products or services or large product catalogs. And these manual processes take sales reps away from their most important activity: selling. Whether purposefully or by accident, sales reps often deviate from pricing and discounting guidelines.

Cross-sell 103

Cross-sell Contract Price Finance 103

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 131

Product Contract Drivers/motivators SQL 131

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. NRR Stable / Up a Smidge at 108%, But Boosted By Price Increases Like Monday and many other leaders that sell to SMBs, they’ve seen some decline in NRR. 5 Interesting Learnings: #1.

Cross-sell 117

Cross-sell Contract Price Growth 117

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 105

Account management Objectives and Key Results Cross-sell Contract 105

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. Why should I pay this price increase? ”.

Customers 85

Customers Contract Cross-sell Account management 85

Sales Hacker

OCTOBER 11, 2021

Sales teams that are stuck manually toggling between different technology solutions are taking precious hours away from actually selling. There are three major benefits your business can expect when you decide to automate the proposal process: Decrease manual tasks for sales reps to allow for more selling time. Signature execution.

Process 99

Process Cross-sell Contract Negotiate 99

Martech

SEPTEMBER 26, 2024

The blend of traditional and digital media highlights the ongoing importance of PR in marketing, providing brands with a comprehensive way to communicate that crosses borders and connects with global audiences. With these agencies, you pay a monthly fee but choose the services included a la carte, with each service priced individually.

Territory 131

Territory Contact Pitch Cross-sell 131

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

Salesforce

DECEMBER 4, 2023

Annual contract value (ACV) What it measures: The average sales amount of a customer contract over the course of a year. Why it’s important: ACV helps sales reps and managers identify opportunities for upselling and cross-selling that increase customer contract value and, ultimately, company revenue.

Cross-sell 105

Cross-sell Pipeline Contract Sales 105

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. Pricing options. Best-selling author, Hal Elrod, once said: . Contracting. Contracting Process. Sales enablement materials.

Territory 118

Territory Objectives and Key Results Contract Price 118

Hubspot

APRIL 2, 2018

Do you have any questions about the contract?". We’d already agreed on X price. If we can come down to X price, would you sign today?”. Contract questions. Never comment on a contract or proposal over email. Do you have any questions about the contract?”. Things to Say On the Phone. “I Negotiations.

Prospecting 101

Prospecting X-functional Contract Cross-sell 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 134

Pipeline Cross-sell CRM Sales 134

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

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. When they bought something like what you sell in the past, what was the budgeting, funding, approval process they went through for that? How do they do contracting?

Customers 112

Customers Cross-sell Contract Price 112

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 100

Commission Quota X-functional Non-Profits 100

Martech

JUNE 27, 2023

Sell, close. Pricing details. Pricing is a glaring example: It’s a rare B2B company that operates with fixed, public pricing. Ecommerce is perfect for selling low-margin replacement parts, financing solutions and warranties. Generate a lead. What are your customers and prospects looking for?

B2B 108

B2B Customers Cross-sell Price 108

Hubspot

DECEMBER 13, 2023

For example, if you sell CRM software, you might conduct a demo call to show the prospect how your system can streamline their sales processes and improve customer relationships. Negotiation Call This call happens during the negotiation stage of the sales process when terms, pricing, and contract details are discussed.

Objection handling 83

Objection handling Negotiate Cross-sell Contract 83

SaaStr

MARCH 22, 2023

At VMware, they priced based on physical CPUs customers chose — a hugely transactional service that constrained growth. 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. It wasn’t thoughtful.

Growth 103

Growth Cross-sell GTM Up-sell 103

Martech

NOVEMBER 8, 2023

This last group consists of those prospects that need super deep price discounts during the sales cycle, are more challenging to onboard, complain and want refunds and suck the life out of your customer success and account teams. The key takeaway? All customers are not created equal, and all revenue isn’t necessarily profitable.

Customers 122

Customers Construction B2B Cross-sell 122

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. Pricing: A full-featured inbox sales tool is available for $35 monthly. Pricing: The Professional plan starts at $500 a month.

Pipeline 130

Pipeline Sales CRM Price 130

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

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. Essentials Business Enterprise $19 per month per user $49 per month per user Custom pricing solution 1. Unlimited legally binding eSignatures with audit trail 2.

Contract 98

Contract CRM Legal Sales 98

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. Customer success and account managers collaborate here to keep the buyer satisfied and to identify opportunities for expansion (through cross-sell and upsell conversations). Image Source ).

Customers 87

Customers Cross-sell Contract Price 87

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. Upselling and cross-selling. Measurable.

Strategic planning 99

Strategic planning Strategize Referrals Cross-sell 99

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. Ask additional questions to confirm your impression.

Gaming 95

Gaming Cross-sell Referrals CRM 95

SaaStr

JULY 13, 2023

It took Monday a long time to cross 100% NRR from SMBs, and they have to have multiple offerings to get there. #2. Price raises can increase NRR, without adding value. Long-term contracts can boost NRR, without adding long term value. #6. A great point and one the HubSpot co-founders also made at SaaStr Annual.

Cross-sell 97

Cross-sell Contract Gaming Up-sell 97

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. Pricing: Free eSign + Essentials (10 user/month) and Business (49 user/month); Enterprise upon agreement. QuoteWerks.

Price 52

Price Contract Proposal Writing Clients 52

PandaDoc

OCTOBER 15, 2024

Key Features: Workflow automation : set up who is on your team, what their role is, and hook integrations with your CRM, proposal management system, and contract management software. Professional services : consulting firms and other large, complex professional services with many moving parts in the contract process.

Legal 52

Legal Contract Cross-sell Finance 52

Salesmate

MAY 13, 2021

They will get signatures and contracts all done over the internet. Once the client agrees on a deal: A workflow automation sequence will have contract templates with the pertinent information. There will be an onboarding process after they sign the contract. You can consider other products and services that you can cross-sell.

CRM 97

CRM Contract Referrals Follow-up 97

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. Org Building Ideas for Cross-Border Companies. Pricing/Packaging (PP) is a key component of GTM. 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.

GTM 116

GTM Niche Cross-sell Contract 116

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. Nancy: Why should it be prioritized above other options?

Cross-sell 52

Cross-sell Finance Contract Legal 52

Hubspot

AUGUST 14, 2023

Value leaks undermine a buyer’s confidence in your solution, reducing your likelihood of closing — and even if you do win, you’ll have a harder time charging full price. For instance, let‘s say a salesperson is selling a product that isn’t backed by 24/7 support — and once upon a time, that factor held up a deal or two.

Closing 90

Closing Hospitality Negotiate Price 90

Salesforce

APRIL 29, 2022

This works whether you sell and deliver energy or act as the delivery system on behalf of a third-party. Texas-based Vistra Corp , for example, used Salesforce Energy and Utilities Cloud to roll out a cross-channel, 360-view of the customer so its call center agents could ensure utility customer satisfaction with every interaction. “We

Technology 98

Technology Technology Customers Cross-sell 98

Salesforce

JULY 14, 2021

Workflows that automate contract reviews and approvals accelerate deal cycle times. For your sales team, an effective digital experience accelerates workflows, including the steps required to configure, price, and quote your products. Upsell and cross-sell rates. Let’s say you sell industrial equipment.

Sales Experience 98

Sales Experience Cross-sell Sales B2B 98

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

Sales Hacker

APRIL 21, 2022

In the early days, most SaaS companies sell to other startups for a number of reasons. It’s simply easier to create a SaaS product for smaller companies.That’s why most SaaS companies focus on selling to other startups in the early stages of the company lifecycle. We started by selling to other startups, mainly YC companies.

Cross-sell 94

Cross-sell Legal Contract Price 94