Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Average lifetime value (LTV) of user or customer. Cost of selling as a percentage of revenue generated. Customer acquisition cost (CAC). Retention rate of partner customers.

X-functional 101

X-functional Quota Cross-sell Contract 101

Martech

FEBRUARY 7, 2024

Broaden job skills on an agile marketing team Many marketing teams still operate with specialists who perform a very limited job function. However, it will be up to the person to critically analyze AI’s results, determine what is true, and validate those assumptions by talking to real customers.

X-functional 118

X-functional Cross-sell Territory Retail 118

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 108

X-functional Cross-sell Contract Up-sell 108

ConversionXL

JUNE 30, 2019

Knowing what the competitors are doing—how they’re thinking about the market, which tactics they’re using, how they’re crafting messages and design—can make all the difference in the battle for customers. How do customers think of my company compared to competitors? Competitor X is doing Y. How do we stand out?

UX 126

UX X-functional A/B testing User Experience 126

Sales Hacker

MARCH 25, 2025

51:42 Why agentic AI makes customer relationships and long-term value even more critical. The exciting part of my job now is kind of the constant innovation around this space and then seeing all these kinds of customers and partners building these exciting solutions. Turn this into a blog post and yada, yada, yada.

GTM 70

GTM X-functional Start-ups Relationship building 70

SalesHandy

JUNE 29, 2021

Selling products or services to businesses and professionals can be tough. Which is unlike selling to consumers, who have common needs and wants. The right B2B sales strategy optimizes your sales process around a few key principles, all of which allow you to make the most out of B2B selling efforts. What is B2B Sales?

B2B 98

B2B Cross-sell X-functional Follow-up 98

Heinz Marketing

MAY 16, 2022

This week’s show is entitled, “ New Insights & Benchmarks for Customer Experience “ and my guest is Alan Gonsenhauser , Principal & Founder at Demand Revenue. Tune in to hear more about prioritizing the customer experience and learn: the difference between the infinite loop of prospect experience and lead management.

Pipeline 97

Pipeline Referrals X-functional Cross-sell 97

SaaStr

AUGUST 12, 2020

When you start growing above 50 employees, and certainly get to 100, things change, you now have teams, which means you have functional leaders. Rather than having this feeling of disconnected functional areas, everyone in the company knows what to work on. To me, that’s what the cadence says. I learned this operating myself.

Finance 117

Finance X-functional Launch Objectives and Key Results 117

Search Engine Land

DECEMBER 28, 2023

Meanwhile, across the pond, Google is facing the possibility that it may be forced to sell part of its ad business after being charged with violating the European Union’s antitrust laws. In another blow for Google, an Adalytics study accused it of mis-selling video ads to marketers for the last three years.

X-functional 116

X-functional Retail Launch Non-Profits 116

ConversionXL

MAY 14, 2014

Realizing this was a much bigger problem we’ve yet to address, Peep took to Twitter and asked: Looking for an in-house optimizer in a big company for a blog post on selling CRO internally. On-going battles for prime real estate, page layouts, copy and imagery persist and often burden cross-functional team performance and relations.

Conversion 124

Conversion Sell E-commerce Legal 124

Hubspot

JUNE 22, 2022

Individual customers, employees, legal partners, other corporations, and a variety of other parties all sway how an organization plans and executes its overall business strategy. Customer Relationships. Without satisfied customers, you can't generate sustainable revenue, and you sell yourself short by losing out on referrals.

Legal 91

Legal Relationship building Contact X-functional 91

SaaStr

JULY 5, 2024

GTM Mistake #1: A VP of Sales That Can’t Sell or Demo the Product Mistake number one has always been an issue, and it’s the number one reason startups struggle in today’s world. They hire a VP of Sales who doesn’t want to sell or learn the product. People aren’t as receptive to a cross-sell when you rip them off in the core one.

GTM 83

GTM Cross-sell X-functional Pipeline 83

ConversionXL

NOVEMBER 3, 2016

So while many usability heuristics remain the same in B2B website design and functionality , much of what goes into lead gen, sales, and analysis is different. In other words, you’ll answer questions like: Where in the buyer journey is the person that downloads [X] whitepaper? To what points in the customer journey do they correspond?

B2B 110

B2B Conversion B2C SQL 110

SalesHandy

MARCH 21, 2023

Personalize your emails: When you say “Hey Mike” instead of “Hey Customer”, it makes a world of difference. All we want to know is how would that product help us I am investing X amount of money in it. I believe we can offer a customized solution that meets your specific needs. Regards, {Your Name} 2.

Closing 98

Closing X-functional Sales Follow-up 98

ConversionXL

JUNE 26, 2017

Websites selling different things are different and even if they sell the same products, their target audience might be different. Organize growth into a cross-functional team. If you don’t know your customer well, 99% of your assumptions are wrong. So how to target a customer in this world?

UX 85

UX Cross-sell A/B testing Government 85

Heinz Marketing

JUNE 7, 2021

We used a sales activity study to benchmark how and where sellers are spending their time, pinpointing places where we are maybe spending a little more time on non-direct selling activities than we would like. And so, as we have evolved complex buying and selling, the model has evolved as well. It’s a common noun in B2B.

Pipeline 129

Pipeline B2B Sales Cross-sell 129

Hubspot

APRIL 4, 2023

It's also when you really need to sell yourself and your skills. I do this by using data and analytics to learn more about customer behavior and preferences. I think it presents a huge opportunity to optimize marketing campaigns — especially with customer segmentation and targeting. Why are you the best person for this position?

Consult 83

Consult Objectives and Key Results X-functional Construction 83

InsightSquared

NOVEMBER 20, 2017

A common one is determining the output of sales activities, how many are typically needed to make X dollars. This information on hand allows you to provide a guidepost to managers such as, “If you want to book $X then your reps need to be making X calls, X emails, and having X meetings.” See the difference?

X-functional 54

X-functional Cross-sell Sales CRM 54

Heinz Marketing

FEBRUARY 21, 2022

The power of 3 key selling strategies: virtual product tours, ROI validation and customer case studies. How ScienceLogic aims to get the right personalized outcome engagements to targets by building components cross-functionally. How do you progress that customer, that prospect down that path? Matt: Love it.

Pipeline 105

Pipeline B2B Inside sales Sales 105

PandaDoc

APRIL 12, 2022

Customer success metrics are the bread and butter of the SaaS industry, especially when it comes to business operations. In many cases, all aspects of the business — from product expansion to feature development — revolve around customer metrics and feedback. 7 customer success metrics for SaaS. Customer Effort Score (CES).

Customers 52

Customers X-functional Promote Price 52

PandaDoc

MAY 8, 2023

Customer support is an essential aspect of any customer experience, and research bares this out: 68% of customers will pay more for products and services from companies with a strong record of good customer service. Hubspot ) 61% of customers say they would defect to a competitor after just one bad experience.

Service 52

Service Product Customers E-commerce 52

SaaStr

FEBRUARY 4, 2020

We have 1,000 employees across three locations, San Francisco, Denver, and New York, and everything in the past four years has grown by more than 10 X. Our customers, our employees, our revenue. They cross referenced a bunch to come up with the teams that performed the highest, were not the smartest people in the room.

Drivers/motivators 99

Drivers/motivators X-functional Trust Cross-sell 99

Search Engine Land

MAY 7, 2024

selling over 400,000 eBikes in the last four years. The x -axis shows U.S. Awards Feature articles all about the brand Customer stories about biking on trails Strategic links and mentions in authoritative and relevant media across the audience’s journey seem to have boosted Lectric’s organic visibility and search rankings.

CTR 83

CTR Electricity Real Estate X-functional 83

ConversionXL

OCTOBER 22, 2018

As marketing moved online, we got decent at tracking link clicks and website behavior, but we still struggle to connect the dots between someone visiting a website, taking an action, and becoming a customer. The prospect-to-customer journey is not a linear series of events; it’s hard to predict and measure every engagement.

B2B 131

B2B Process Campaign Contact 131

Sales Hacker

APRIL 14, 2020

She helps growth-oriented B2B, SaaS companies design, implement, and optimize their data strategies, business processes and existing tool stacks to support their customers. Reps working from home need to be willing to converse without selling. Today, Jessica helps companies find ways they can optimize their current business processes.

Contract 85

Contract CRM Consult Cross-sell 85

The 5% Institute

AUGUST 7, 2023

The role of an account manager goes beyond mere customer service – it involves nurturing client relationships, driving revenue growth, and enhancing a company’s reputation. Such relationships not only lead to client loyalty but also open doors for potential upselling and cross-selling opportunities.

Account management 52

Account management Negotiate X-functional Cross-sell 52

Lead Fuze

JULY 6, 2023

Pinpointing customers’ issues is an essential move in boosting your product or service, increasing customer gratification, and eventually aiding the development of your company. In this blog post, we will delve deep into various strategies on how to identify customer pain points effectively.

Customers 52

Customers Clients Lead generation X-functional 52

PandaDoc

OCTOBER 13, 2022

Customer support : help center, email; extra support is paid additionally. Customization is tiered also, with users able to have a bigger say in views, screens, and elements with higher plans. Upon conversion, teams usually hand off leads externally to customer success managers and KAMs. Our approach to sourcing data.

X-functional 52

X-functional Territory CRM Lead generation 52

SaaStr

JULY 17, 2020

And so obviously the people that need consumers to spend money for their revenue and then their contribution margin just had no shot of selling things. Keith Rabois: There is in another tale two cities is most of the people that were most affected by the March and April shutdowns were not the people that buy and sell houses.

E-commerce 94

E-commerce Retail Real Estate Growth 94

Lead Fuze

JULY 1, 2023

Finally, you’ll gain insights on cross-checking territory assignments, compensation incentive programs, capacity staffing and understanding different types of quotes serving different functions. Instead, customize goals based on each rep’s unique capabilities for more realistic and achievable targets.

Quota 52

Quota Growth Territory Commission 52

SaaStr

JULY 15, 2022

And each of those webinars will probably produce at least one customer if you do it every single week in scale. Fergal Kerins (@FergalKerins): What if the customers you are trying to reach are all giants? How, if no one’s heard of you, do you sell to big companies? So again, we could use it for any function.

Growth 117

Growth Cross-sell Start-ups X-functional 117

Heinz Marketing

JULY 13, 2020

First time people started talking about a referral culture, and what he wanted to do and actually is doing, is start with his managers and then his sales team, then customer success, and then roll it out through the entire company. But if social selling really was a be all end all, this is when it would prove itself.

Pipeline 91

Pipeline Referrals Cold Call Sales 91

SaaStr

AUGUST 7, 2020

” Matt Garratt: But then when you start to grow and you start to get these customers, you see some really nice benefits. We have over 1100 customers across the globe. Do you have customers? There’s heavy services, at least 30 to 45% versus best-in-class that want to be less than 10%.” Trisha Price: Yes.

Price 86

Price Retail X-functional Healthcare 86

SaaStr

JULY 24, 2019

Gillian oversees Talkdesk’s Customer Success and Technical Support teams, partnering closely with customers to achieve their CX vision. At Talkdesk, we have achieved really amazing customer retention, net retention, advocacy, loyalty. The first is your customers have to have more stuff to buy. FULL TRANSCRIPT BELOW.

X-functional 64

X-functional Engineering Clients Start-ups 64

Highspot

MAY 20, 2022

A good sales playbook should tell reps specifically what to know, say, show, and do for any given customer scenario. A sales play refers to a set of best practices designed for a specific customer scenario. What value does this new product provide to the customer? What new content exists for a rep to send the customer?

Territory 52

Territory X-functional Sales Cross-sell 52

Salesforce

JANUARY 31, 2024

Tech sales refers to selling technology as a product or service. Tech sellers typically offer technological solutions to customers’ problems in the form of software, hardware, or information technology (IT) services. In tech sales, you will be expected to: • Prospect for new customers. Manage customer relationships.

Networking 59

Networking Cross-sell B2C Negotiate 59

Heinz Marketing

FEBRUARY 24, 2020

This week’s episode is entitled “ The Importance and Power of Editing: A B2B Masterclass (in 30 Minutes!) ” and our guest is Lisa Gschwandtner , Editorial Director at Selling Power. I won’t get into the inside jokes there but Lisa Gschwandtner from Selling Power Magazine , thank you so much for joining us today.

Pipeline 71

Pipeline Sales Cross-sell Up-sell 71