Martech

OCTOBER 19, 2023

While businesses value the synergy between marketing, sales and product teams in theory, they often struggle to create a cohesive atmosphere and deliver seamless customer experiences in practice. It encompasses income generated from first-time customers, upsells, cross-sells and new product or service launches.

Product 129

Product Contract Drivers/motivators SQL 129

PandaDoc

OCTOBER 15, 2024

Deal desks can incorporate large teams of relevant stakeholders within sales, finance, product marketing, product management, legal, customer success, and more as needed. 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

Sales Hacker

JANUARY 7, 2025

It helps me and the team be so much more productive. One of my questions right away was just, you made this transition, at least at Aircall, from APAC and running that to now overseeing you know global what are some of the differences between selling in apac and selling in in north america hmm. Okay, let’s go on invest.

GTM 117

GTM Sell Customers Cold Call 117

Salesforce

NOVEMBER 25, 2024

This included Agentforce Campaigns , sending multichannel journeys with email and SMS, and advanced personalization features like Cross-Object Merge fields. Agentforce, Cross-Object Merge Fields, and SMS require Data Cloud as a prerequisite. Cross-Object Merge Fields. If you want to send SMS messages, you’ll need SMS credits.

Cross-sell 64

Cross-sell Customers Territory Campaign 64

Salesforce

NOVEMBER 2, 2023

That’s the beauty of effective cross-selling. What you’ll learn: What is cross-selling? See how it works What is cross-selling? Cross-selling is a sales strategy where a seller offers complementary products or services to existing customers, delivering more value while increasing revenue.

Cross-sell 69

Cross-sell Sell Quota Pitch 69

PandaDoc

MARCH 25, 2025

If youre selling a cup of coffee, the options are relatively simple. Complex sales typically involve high-value products or services, which are often highly customizable. Product demos, proof of concept (POC), or pilot programs can be helpful to show customers exactly what your product or service can do for them.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Veloxy

JUNE 8, 2022

For instance, you could have a pipeline worth a million dollars in contract value. So if you can save on time spent doing repetitive tasks, then your reps will be able to focus on a singular goal of selling and closing deals more effectively. For B2B sales in particular, a healthy pipeline comes with a lot of benefits. Conclusion.

Pipeline 195

Pipeline Technology Technology Cross-sell 195

Heinz Marketing

MAY 20, 2022

There’s also a school of thought called PLG (product-led growth) that serves as a great strategy for expansion. With PLG, marketers use tools to leverage data that shows how employees at customer accounts are interacting with their product. Product Marketing. Product Design. Customer Marketing. Customer Success.

Cross-sell 115

Cross-sell Customers Growth Contract 115

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

Salesmate

JULY 8, 2020

If you’re serious about applying this approach, I recommend you buy the book Sell Like Crazy , by Sabri Suby. Webchat, perhaps with a live demo of your product, are other options. Whichever method you choose, this is the stage where you’ll explain your product or service in detail, and highlight the benefits of purchasing it.

Pipeline 126

Pipeline Negotiate Objectives and Key Results Contract 126

Partners in Excellence

FEBRUARY 17, 2015

There are 1000’s of articles about transactional selling. The collective wisdom of most of those posts can be summarized as follows: “Transactional selling sucks!” Others say that it is all going the way of the web and e-procurement, so there is really no “selling opportunity.” ” It does!

Contract 113

Contract Cross-sell Manufacturing Price 113

Martech

MAY 6, 2024

While the focus of lead scoring is typically on identifying and prioritizing new leads, it can also be applied to existing customers to determine their level of engagement, satisfaction, and potential for upselling or cross-selling opportunities. Nurture these leads with relevant information to encourage them to make a purchase.

Cross-sell 113

Cross-sell Customers Referrals B2B 113

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. Sprout Social doesn’t only sell a low-end edition. It sells to customers S, M, and Larger. And they don’t push annual contracts.

Contract 145

Contract Cross-sell Price Up-sell 145

Sales Hacker

OCTOBER 11, 2021

Sales teams that are stuck manually toggling between different technology solutions are taking precious hours away from actually selling. Further, leaders can help increase their team’s productivity, efficiency, and accuracy by automating repetitive manual tasks. To improve cross-team collaboration and reduce silos.

Process 114

Process Cross-sell Contract Negotiate 114

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 102

Customers Contract Cross-sell Account management 102

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. Does it start with: The shipping department that ships the wrong product or ships it late. We hold sales responsible for customer retention.

Customers 124

Customers Manufacturing Cross-sell Legal 124

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

Veloxy

AUGUST 17, 2022

Salesforce automation tools go a long way in helping you improve the productivity and efficiency of your sales team. When you can access Salesforce from anywhere on any device, you can automate and eliminate up to 95%, or 1,200 hours, of non-selling activity. The Top 7 Best Salesforce Automation Tools. source of image.

Appointment 147

Appointment Territory Cross-sell Contract 147

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. They do this by first identifying and focusing on the sales motions that are best for their product, team, and customer. Companies with complex or custom-tailored products.

Inside sales 132

Inside sales Cold Call Contract Price 132

Salesforce

DECEMBER 4, 2023

Below, we give you everything you need to know about sales KPIs that ensure a healthy, productive, and growing business. Annual contract value (ACV) What it measures: The average sales amount of a customer contract over the course of a year. What you’ll learn: What are KPIs in sales? Why are sales KPIs so important?

Cross-sell 105

Cross-sell Pipeline Contract Sales 105

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. What is CPQ? CPQ stands for Configure Price Quote. 5 benefits of CPQ software.

Cross-sell 108

Cross-sell Contract Price Finance 108

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

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. Because there are few things worse than closing a customer that never actually uses your product. So we last checked in with Freshworks at $400m in ARR. That should put them at about $600m ARR today!

Cross-sell 117

Cross-sell Contract Price Growth 117

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

Sales Hacker

FEBRUARY 5, 2019

If you have a product that is absolutely crushing it in SMB/mid-market, you may be tempted to dive straight into the Enterprise market. Who could avoid dreaming of those seven-figure deal sizes, 3-year contracts, and trophy logos? 2) Product Readiness – Do you have the essential Enterprise features? Bonus Takeaway.

Product 67

Product Contract Cross-sell Account management 67

Smarter With Gartner

JULY 2, 2021

Hi-tech product planning is a high-stakes effort that requires decisions to be made in the face of uncertainty — it’s important to know if customers will embrace the new offering or not. Product marketers must adjust their messaging in a downturn and support new strategies in a recovery from a disruptive crisis.

Product 82

Product Minimum Viable Product Drivers/motivators Technology 82

Martech

JULY 14, 2022

It changes depending on the type of product you’re selling and the market you are pursuing. Canare says that while there are elements common to all campaigns, there are significant differences depending on what you sell and who you’re selling it to. You have to sell to them differently. Customer knowledge.

E-commerce 121

E-commerce Cross-sell Contract Up-sell 121

Sales Hacker

JULY 25, 2022

Finding ideal prospects means your SDRs must be experts on your products and services, and be able to communicate how they can solve your potential customers’ problems. Realistically, not every prospect your SDR team contacts will want your product, have the budget, or be in the buying stage. SDRs’ goal: Bring in qualified leads.

Engineering 116

Engineering Objectives and Key Results Cross-sell Pipeline 116

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. Drive sales for specific product. Increase cash flow.

Commission 101

Commission Quota X-functional Non-Profits 101

Salesforce

FEBRUARY 21, 2025

Youll get higher returns on marketing dollars and quicker time to contracts. They also wanted to increase agility, streamline ordering processes, and ensure timely and accurate fulfillment of dark fiber, ethernet, SD-WAN, and other connectivity products for wholesale and enterprise customers. Standardized contracts help.

Contract 52

Contract Government Price Service 52

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

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

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. Has your product recently glitched? Measurable.

Strategic planning 100

Strategic planning Strategize Referrals Cross-sell 100

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 117

Commission Contract Cross-sell Sales 117

SaaStr

SEPTEMBER 1, 2021

Instead, they are likely to search for the answer to a problem that your product can solve. . You need to make sure your customers can generate positive results using the platform: “Once the ink is dry on the contract, the job of marketing is to get in there and help the customer succeed in partnership with the revenue organization.”.

Cross-sell 107

Cross-sell Contract Pipeline Strategize 107

Hubspot

DECEMBER 13, 2023

You'll provide a brief overview of your product or service and try to gain their interest. You’ll ask open-ended questions to understand their pain points and determine if your product or service is a good fit. What are the key decision criteria for your team when evaluating a new product or solution?”

Objection handling 87

Objection handling Negotiate Cross-sell Contract 87