Sales Hacker

JUNE 12, 2024

Strategies for pricing new products and cross-selling within an existing customer base. The post GTM 98: Going From IC to CRO at GitHub and Building a High-Performing Revenue Growth Engine with Elizabeth Pemmerl appeared first on GTMnow. The impact of AI on GitHub’s business and the future of software development.

GTM 125

GTM Engineering Growth Cross-sell 125

Sales Hacker

JULY 25, 2022

In order for your car to run efficiently, you need every part of your engine firing on all cylinders. Everyone on your team must meet their specific goals in order for your engine to operate efficiently. Every part of your revenue engine serves a specific purpose, but each part supports the whole. Where your problem areas lie.

Engineering 117

Engineering Objectives and Key Results Cross-sell Pipeline 117

Search Engine Land

AUGUST 20, 2024

For instance, if you’re selling software that makes it easier for banks to underwrite mortgages, content that tells banks how your product can ultimately benefit first-time home buyers is golden. Bringing in experts from cross-disciplinary industries. Going broad can be achieved by bringing other people into your content strategy.

CTR 100

CTR Cross-sell Promote Presentation 100

Salesforce

JUNE 2, 2022

How to build a pipeline engine. Your pipeline engine needs to have all cylinders firing. Tip 2: Understand each of the functions that make up your pipe engine. Salesforce's Eric Stahl explains how to build a pipeline engine. This is arming our sales teams with the right tools to sell and win deals. Enablement.

Pipeline 98

Pipeline Engineering Growth Territory 98

ClickFunnels

NOVEMBER 15, 2021

Want to get clarity on how to effectively sell online? This includes search engine optimization (SEO), social media marketing, YouTube marketing, etc. Also, remember that just because your lead magnet is free, doesn’t mean that you don’t need to “sell it”. Why sell anything at such a low price? Continue reading….

Lead generation 289

Lead generation Process Cross-sell Up-sell 289

SaaStr

APRIL 13, 2025

” Cross-selling generates $5M+ in new monthly revenue – Rippling’s cross-sell motion alone drives over $5 million in net new ARR each month before counting any new customer acquisitions. In the world of SaaS, conventional wisdom has long dictated that focus is paramount.

Cross-sell 62

Cross-sell Launch UX Up-sell 62

Anthony Cole Training

SEPTEMBER 8, 2014

According to Wikipedia - A sales process is an approach to selling a product or service. There is an “engineering” view of the sales process. In closing their comments, Trailer and Dickie clearly state that selling is both a science and an art. I will be looking at our effective selling system now from a new perspective.

Process 184

Process Sell Cross-sell Negotiate 184

Veloxy

JUNE 21, 2022

Before the pandemic, Salesforce found that most customers were demanding a team selling approach to satisfying their needs. Fast forward to today’s post-pandemic business world, and our research shows that sales teams are starting to put the customer experience first—and team (or collaborative) selling is an integral part of that sales plan.

Sell 189

Sell Inside sales Sports Cross-sell 189

SaaStr

JANUARY 29, 2021

They are often a bit shocked at how many people they are going to need to hire as they cross $10m ARR. Because SaaS requires so many functions beyond engineering, especially if it’s sales-driven … outbound, SDRs, inbound, field sales, marketing, customer success, support, more complex product management, etc.

Cross-sell 139

Cross-sell Quota Engineering Finance 139

Sales Pop!

MARCH 9, 2022

By 2023, it is expected to have crossed the 20% mark. Your trading strategy should also lay out the details on approaches like upselling, cross-selling, and using incentivized visit captures to inspire subsequent visits. Establish your defining selling proposition. Exclusive rights to selling a renowned brand’s product.

E-commerce 130

E-commerce Cross-sell Commission Retail 130

SaaStr

JULY 4, 2019

I’m the SVP of sales for WP Engine. Then fast forward to WP Engine. I’ve been with WP Engine for the last five-and-a-half years. One of the things that I do at WP Engine I’ve always done is I overembellish that. When you talk to people at WP Engine and you say what do you enjoy most?

Engineering 87

Engineering Quota Growth Sales 87

SaaStr

FEBRUARY 7, 2025

In the latest episode of SaaStr’s CRO Confidential Series, our host Sam Blond sits down with Ron Gabrisko, CRO of Databricks , to unpack the journey from $1M in ARR to crossing $3B ARR at the end of January 2025. For context,Ron has an MBA and a master’s in engineering from Stanford. You gotta know the product cold.)

Technical Sales 70

Technical Sales Inside sales Cross-sell Account management 70

Salesforce

APRIL 2, 2025

Here’s an example: A software engineer at a major airline tries out a new SaaS product it’s a snippet of code that records the sessions of people who visit the airline’s website. It’s easy enough for the engineer to use on their own, and they find value in it. Fantastic that’s an essential first step.

Product 77

Product Territory Sales Price 77

SaaStr

DECEMBER 15, 2024

Has Quitting Culture Now Crossed Into Founder CEOs? #3. What It Really Takes to Sell To Developers and Engineers with Komodor CRO Jim Hunnewell #5. Top Posts: #1. 10+ Signs of a Mediocre Hire #2. Is SaaS Back? (TL;DR: TL;DR: It Sure Feels Like It) #4. Stay Longer. But Also Quit Faster. #5.

Price 103

Price Cross-sell B2B Engineering 103

Heinz Marketing

MAY 20, 2022

By focusing on “CLV, upsell rate, and new revenue growth through cross-sell and advocacy influence” CS teams become more aligned with the entire revenue engine. It means that the CS team should constantly be capitalizing on upsell and cross-sell opportunities, instead of waiting around for the annual contract renewal to arrive.

Cross-sell 115

Cross-sell Customers Growth Contract 115

Martech

APRIL 21, 2022

An example like Inkbox helps to indicate how Crossing Minds begins to differentiate itself from other recommendation engines. The solution has been to use Crossing Minds’ algorithms in a range of different contexts, on site and in email programs, to create recommendations based not on who people are but on how they behave.

E-commerce 108

E-commerce Cross-sell Customers Click Through Rate 108

Highspot

MARCH 12, 2024

To maximize the impact of revenue enablement, you must focus on three elements: the enablement’s position in your go-to-market (GTM) engine, its strategic role, and how you measure its impact. After you’ve gathered the list of the desired selling behaviors, it’s time for a frank conversation with sales leadership.

Strategize 115

Strategize GTM Cross-sell Finance 115

Sales Hacker

MARCH 8, 2024

By partnering with another SaaS company, you can identify opportunities for cross-selling (selling a complementary product to your partner’s customers), or co-selling (teaming up with a partner’s sales team to convert your prospects). Sales tactics like cold calls often have a low conversion rate.

GTM 124

GTM Growth Referrals Cross-sell 124

ClickFunnels

AUGUST 22, 2022

It’s something you can package, market, and sell. It’s not as simple as creating a course, crossing your fingers, and waiting for raving fans to knock down your digital door. Click on “Sell Your Product.”. This funnel will allow you to sell your online course and generate leads at the same time. Write Compelling Copy.

Cold Call 242

Cold Call Cross-sell Clients Up-sell 242

Sales Hacker

AUGUST 7, 2024

Along the way of selling and supporting a product as complex as a Customer Data Platform (CDP), he tackled some of the more common topics go-to-market leaders encounter as they build and scale their customer facing teams. Should your sales engineers also implement the software? How easy is it to implement your product?

Go To Market 124

Go To Market X-functional Engineering Cross-sell 124

SaaStr

FEBRUARY 4, 2022

25,000 total customers, but their 1,250 $100k+ customers are their core revenue engine. Selling data really works at scale, as ZoomInfo shows. With 39% operating margins and 37% free cash flow, ZoomInfo is a SaaS cash-generating engine. Data doesn’t always cross borders as records and workflows do.

Cross-sell 119

Cross-sell B2B Engineering Contact 119

SaaStr

FEBRUARY 13, 2021

Its definitely at least a Cloud infrastructure and applications company for SMBs: And its also a great case study of learning how to sell and market to SMBs at scale. GoDaddy is a marketing engine, investing $439,000,000 (!) While GoDaddy sells multiple products to its customers, it still spends a lot in acquiring them.

E-commerce 127

E-commerce Cross-sell CRM Up-sell 127

Martech

FEBRUARY 24, 2025

Building blocks exist, from recommendation engines that serve personalized product listings to chatbots that drive automated customer engagement. Picture an AI solution provider coming in with a robust platform but little understanding of your specific market, your brand’s unique selling propositions or your internal data structures.

Objectives and Key Results 93

Objectives and Key Results Government Technology Technology 93

Partners in Excellence

FEBRUARY 27, 2024

There were a few times in my selling career, I’d have to do deep research to begin to understand trends, challenges and issues facing my customers. I wanted to learn about the impact of declining response time on productivity (I was trying to sell a massive computer system to the credit card processing operations of my customer).

Cross-sell 143

Cross-sell Presentation Drivers/motivators Engineering 143

SaaStr

AUGUST 24, 2019

As we see more and more SaaS companies cross $1b+ in ARR (wow!), was fueled by its entry into email marketing by buying Sendgrid: Twilio Crossed $1 Billion in ARR Growing 81%. The post Do successful SaaS companies have “transformational” opportunities beyond selling more and more of their core product?

Product 94

Product Cross-sell Sell CRM 94

SaaStr

NOVEMBER 14, 2020

8: “Veeva: The Biggest Vertical SaaS Success Story of All Time” If you sell to the enterprise and haven’t seen this session — just watch it. #9: 8: “Veeva: The Biggest Vertical SaaS Success Story of All Time” If you sell to the enterprise and haven’t seen this session — just watch it. #9:

Cross-sell 104

Cross-sell Up-sell Engineering Presentation 104

Sales Hacker

JULY 16, 2020

In May 2020, Facebook announced it was buying the gif search engine , Giphy, for $400 million — primarily for its Instagram product. This makes a gif search engine extremely valuable to the most-used products of our time. As a sales professional, building and co-selling with your ecosystem can help you shake loose new revenue.

Pipeline 126

Pipeline E-commerce Cross-sell Referrals 126

A Sales Guy

APRIL 23, 2021

As Gap Selling has crossed the milestone of 50,000 copies sold , we are highlighting some of our favorite books to compliment your Gap Selling journey. One of my favorite slides from Gap Selling Training is about value: “Value: as a word doesn’t mean anything. ” – Keenan, Gap Selling Training.

Cross-sell 112

Cross-sell Pitch Engineering Sell 112

Gong.io

DECEMBER 10, 2019

Now up: ‘strategy success’ based on a talk by Geoffrey Moore, author of “Crossing the Chasm” and investor at Wildcat Venture Partners. They focused on optimizing supply chain efficiencies and selling. Geoffrey reminded participants that the key to selling something disruptive is understanding technology buyers’ five personas.

Cross-sell 90

Cross-sell Engineering Up-sell Launch 90

Veloxy

AUGUST 17, 2022

Price: $49/month for Salesforce users, corporate plans available Automations: Non-selling activities, lead prioritization, lead capture Veloxy has several features to help you automate Salesforce, no matter how long you’ve been using the CRM platform. The Top 7 Best Salesforce Automation Tools. source of image. source of image.

Appointment 147

Appointment Territory Cross-sell Contract 147

SaaStr

SEPTEMBER 29, 2023

On the supply side — GTM gets more efficient, and the cost of selling net new customers is unbelievably higher than selling to existing customers. Who is going to do the selling? Will you have an overlay team that only sells the new product, or will you enable your entire sales force? It’s much less taxing for employees.

Product 113

Product GTM Cross-sell Commission 113

SaaStr

APRIL 13, 2024

But in SaaS, as you cross $10m, $15m, $20m ARR … Private Equity firms will start to reach out. There are pros and cons to selling to PE. So you don’t have to over-engineer it. This is a world you likely won’t know much about in the early days. Just take the call. Nothing else matters.

Cross-sell 113

Cross-sell Engineering Conversion Product 113

Sales Hacker

APRIL 16, 2020

As a result, all selling approaches that focus on selling a product or taking an order will fail. Sales enablement is a cross-functional discipline for driving your desired sales results. Does Your Sales Enablement Engine Drive Sales Results? That’s true in all areas of our lives — including how we run our businesses.

Objectives and Key Results 133

Objectives and Key Results Cross-sell Quota Sales 133

Search Engine Land

FEBRUARY 20, 2024

For third parties, there is no way of reverse engineering the value or rebuilding Google’s infrastructure and algorithms. Unique selling proposition. Unique selling proposition To Google and other search engines too, providing accurate, unique results to user queries is critically important. Performance.

Gambling 105

Gambling Cross-sell CTR Represent 105

SaaStr

MARCH 1, 2022

Even though Atlassian today is selling almost entirely Cloud-based products, it started off as products you installed on your own servers. Atlassian added 476 employees in the past 12 months, primarily in engineering. Wow, what an engine that just keeps on going — after 20 years!! I’d argue No until you are at scale.

Cross-sell 105

Cross-sell Price Growth Up-sell 105

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 Pop!

FEBRUARY 28, 2022

Depending on what your business is selling you may decide that some social platforms are more appropriate than others. This crosses over with the age group most likely to use social media platforms, Facebook and Instagram. SEO is the area that helps to fine-tune your website and improve search engine results page rankings.

Retail 130

Retail Cross-sell Entertainment Follow-up 130