Salesforce

JANUARY 3, 2022

Predictable growth is the name of the game in the new year, and you need the right tools, tips, and techniques to make it happen. As our recent Sales Summit revealed, the old ways of selling — aggressive quotas, in-person sales calls, nagging pipeline reviews — just don’t work anymore. Learn more: “Diversity Sells”.

Growth 98

Growth Quota Intrinsic Cross-sell 98

Highspot

JANUARY 23, 2025

In other words, hard skills guide what sales reps sell, and soft skills determine how they sell to prospects. All of these consultative selling factors contribute to stronger client relationships. Growth Mindset Reps with a growth mindset embrace feedback and view challenges as learning opportunities.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Pitch 52

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. Now let’s cross over into product and engineering : In Product, we’re going to need at least 4 FTEs, and even that isn’t much fat : A VP Product to manage the whole thing. Or 110 altogether.

Cross-sell 140

Cross-sell Quota Engineering Finance 140

Sales Hacker

APRIL 6, 2022

And these manual processes take sales reps away from their most important activity: selling. If you’re selling a limited number of products or services, or have an extremely simple pricing model, a CPQ system may be beyond your needs. A better selling experience. 5 benefits of CPQ software. Scaling sales operations.

Cross-sell 108

Cross-sell Contract Price Finance 108

Sales Hacker

APRIL 21, 2021

The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. Creates processes to enhance cross-functional collaboration between sales, marketing, and customer success. Full time offer with Intel on their strategic finance team. Garrio Harrison ). We told you.).

Finance 116

Finance Cross-sell GTM SQL 116

Highspot

MARCH 12, 2024

Reach out to your partners from sales, marketing, rev ops, and even finance, and ask: What do you want the sales teams to do differently in six months? After you’ve gathered the list of the desired selling behaviors, it’s time for a frank conversation with sales leadership. Then, get everyone in the same room to narrow the list down.

Strategize 115

Strategize GTM Cross-sell Finance 115

Sales Hacker

FEBRUARY 24, 2021

Collaboration results in the development of products and services that make life easy for the people, driving the market, and indirectly leading to economic growth. The accounts and finance people don’t rely on ideas and creativity. How to help convince a CFO to buy what you’re selling. Don’t bore them with your pitch.

Sell 120

Sell Pitch Cross-sell Finance 120

Salesforce

MAY 26, 2022

That’s what subscription business models are all about: nurturing customer relationships over time and enjoying the growth that follows as customers continue to renew. If your customers don’t get the value you promised them, they’ll leave, and your growth will stall. They also want to cross them. Salesforce].

Cross-sell 98

Cross-sell Finance Growth Entertainment 98

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. The post A Sales Enablement Framework for Real Growth (Even in Times of Crisis) appeared first on Sales Hacker.

Growth 84

Growth Objectives and Key Results Cross-sell Quota 84

SaaStr

FEBRUARY 14, 2023

It’s a leveling out from a period of explosive growth. While this fights inflation, it also means that high-growth companies have prospects who see cash flow very far in the future and buy into the company’s future growth. Growth Is Still Number One Growth is still the number one metric, but it’s not the only one.

Profit margin 105

Profit margin Drivers/motivators Cross-sell Growth 105

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. Breakthrough moments and experiences can be done through: Product-led growth (PLG).

B2B 112

B2B GTM Cross-sell Cold Call 112

Sales Hacker

OCTOBER 2, 2020

A Sales Engagement platform is a technology platform that brings sales (and often customer success) activities under a single roof, allowing sales professionals to efficiently and effectively focus on selling. 2020 will be remembered as a watershed moment when B2B buying and selling changed forever. Manny Medina, CEO of Outreach.

Objectives and Key Results 139

Objectives and Key Results Sales Cross-sell Technology 139

SaaStr

JULY 20, 2022

You’ve identified a persona to sell to and a problem you solve for buyers. He helps showcase these errors and advises on how to stop them from crippling a business’s growth. . Hire according to empirical indicators, not the financing plan. First is simply delaying expansion due to the anxiety of crossing a new threshold.

Cross-sell 104

Cross-sell GTM Finance Growth 104

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. Let’s dive into 28 world-class examples of how real companies use these different sales motions to drive revenue growth. Inside sales. Low-touch sales. No-touch sales. ACV and $17M ARR.

Inside sales 132

Inside sales Cold Call Contract Price 132

SaaStr

DECEMBER 5, 2023

Challenge #1: Starting with Product-Led Growth and Deciding If It’s Worth It If you start with PLG and want to move your customer base and prospects to Enterprise deals, you might ask yourself: Should I go for it? You have to expand your focus on how you sell and make it strategic to the C-suite. The solution for this challenge?

GTM 107

GTM Cross-sell Government Legal 107

SaaStr

AUGUST 12, 2020

Rather than having this erratic schedule around hitting sales targets, or hitting releases, that there’s a feeling that just quarter after quarter the company keeps shipping and selling. The first system is what I call the sales finance system. So, the first system is a sales finance system, so let’s start with sales.

Finance 119

Finance X-functional Launch Objectives and Key Results 119

Sales Hacker

FEBRUARY 2, 2024

Flex is a finance super app built around a credit card with unique Net-60 day terms that enables businesses to make an investment today and pay it back 60 days later with zero percent interest. If selling up-market and doing higher ACV deals, most likely 90% of these are being touched by sales, marketing, and partners. Seed funding.

GTM 122

GTM Pipeline SQL UX 122

Sales Hacker

SEPTEMBER 11, 2020

Imagine having the opportunity to sell into a company like Lyft in 2011. The total addressable market continues to grow and is ripe for selling to, but very few startups reach unicorn status. While there are various metrics and KPIs they will be tracking, there’s one underlying theme — growth. “ trillion worth of funding.

Sell 106

Sell Minimum Viable Product Objectives and Key Results Cross-sell 106

criteria for success

OCTOBER 14, 2021

Although you wouldn't know it from looking at their growth today, this client wasn't always a top performer! When we came along, they weren’t identifying best practices for selling, weren’t collaborating, and weren’t holding themselves accountable to one another! How did we begin to engage this client? Then, we got to work.

Drivers/motivators 98

Drivers/motivators Cross-sell Sales Government 98

SaaStr

JULY 3, 2020

Especially in growth. Rather than having this erratic schedule around hitting sales targets, or hitting releases, that there’s a feeling that just quarter after quarter the company keeps shipping and selling. The first system is what I call the sales finance system. 349: Startups can get messy. billion dollars.

Finance 107

Finance Launch Objectives and Key Results Cross-sell 107

Hubspot

JUNE 8, 2021

Nearly half of their time is spent selling remotely (i.e. Their main goal is to help customers increase the ROI on a purchase, so they'll often connect with a salesperson if an opportunity to cross-sell or upsell arises. This role often reports to the CEO and advises on how to drive growth for the company as a whole.

Commission 94

Commission Territory Finance Inside sales 94

Hubspot

MARCH 18, 2019

The difference between key account management and selling. Does your product have upsell and cross-sell potential? Key accounts require consultative selling techniques -- and it will be hard to teach your salespeople to adopt completely new processes for just a few clients. The benefits. How to identify key accounts.

Account management 100

Account management Objectives and Key Results Cross-sell Non-Profits 100

SaaStr

MARCH 31, 2022

So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. As a result of this, marketplaces have exploded in growth, and here’s some facts and figures.

Cross-sell 105

Cross-sell Finance Strategize Technology 105

Sales Hacker

DECEMBER 22, 2020

million with about 10, and today we’re sitting with 13 people, and we just crossed 2 million in revenue. Scale is not the same thing as growth. Sam Jacobs: How do you think about building a revenue plan and working with the finance team to make sure that you’re setting the targets in a way that is right for the company?

Cross-sell 103

Cross-sell Clients Growth Up-sell 103

SBI

NOVEMBER 2, 2017

Russ: Enterprises today are focused on profitable growth. As a means to drive that profitable growth, companies are implementing digital transformation projects to more effectively engage with their customers and build stronger relationships. Nancy: Why does the industry need your solution? Robust and interoperable.

Cross-sell 52

Cross-sell Finance Contract Legal 52

Hubspot

MARCH 27, 2015

The HBR publication itself comes out 10 times per year and focuses on topics such as business strategy, finance, operations, marketing, management, and leadership. This is definitely one of the groups you should keep HBR in your cross-check and with no barrier to entry, there’s no reason not to. 9) Finance Plus.

Finance 78

Finance Cross-sell Start-ups Follow-up 78

Sales Hacker

AUGUST 24, 2021

The ISS is a nonprofit organization that specializes in complex cross-border case management to protect migrant children. Fundraising, financing, sales skills, and advocacy awareness. And of course, sales is part of that, because Jean is selling by virtue of storytelling and telling people about the organization.

Service 108

Service Cross-sell Consult Finance 108

Salesforce

AUGUST 24, 2021

Believe me when I tell you: teams and companies aren’t using CRM technology to its full potential as the engine for customer-centered growth. The research surveyed executives, team managers, and individual contributors across marketing, sales, commerce, service, finance, and IT. times faster revenue growth. Get the data.

CRM 98

CRM Finance Customer Relationship Management Technology 98

Martech

SEPTEMBER 25, 2023

Finance departments have widely adopted this “leaked” funding approach in start-ups and established companies. Marketing must be constantly available to potential buyers when they become interested in your product — not necessarily when you want to sell it. I just don’t know which half.” direct marketing, sales calls and web visits).

A/B testing 117

A/B testing Tradeshows Finance Cross-sell 117

Partners in Excellence

MAY 3, 2022

Finance will see the problem in a different way than IT and customer service. Yet when we talk about the same things to the end users, they look at us with their eyes crossed. Let’s say, the CEO sees the opportunity for strategic advantage in driving growth. But that requires us to sell differently.

Strategize 102

Strategize Territory Cross-sell Finance 102

Pointclear

FEBRUARY 26, 2013

Our members execute big-ticket cross-border IT services projects. A common cross-cultural misunderstanding in these projects occurs when the service provider gives the customer only good news. Selling depends on relationships, too. Cross-cultural leads are harder to close. ITSMA’s member companies see this every day.

Closing 79

Closing Cross-sell Finance Negotiate 79

Salesforce

OCTOBER 12, 2021

They see how all departments can drive revenue for the company; those departments can include sales, marketing, customer success, and finance. The CRO leverages cross-functional knowledge to create a complete view of the customer lifecycle from bringing in new leads to closing deals to renewing customer contracts.

Gaming 98

Gaming Cross-sell Sales Finance 98

SaaStr

SEPTEMBER 10, 2019

Globalization opens up a world of opportunities for sales growth. We often focus on the positive sides of growth—but what about taking a look at the ugly sides? Growth isn’t always linear, and the steps to success aren’t always one after the other. We’re going to call that the ugly side of growth.

Growth 63

Growth Finance Up-sell Cross-sell 63

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. Having a sales process in place that caters to every businesses’ needs can be crucial to hitting revenue goals consistently, and driving growth. What is B2B Sales?

B2B 98

B2B Cross-sell X-functional Follow-up 98

Martech

MAY 10, 2023

Agile marketing is a framework that uses self-organizing, cross-functional teams that work in frequent small bursts (called “sprints”). Cross-functional collaboration. It seeks to eliminate silos by with a cross-functional approach that unifies departments and fosters collaboration.

Cross-sell 102

Cross-sell Campaign Finance Technology 102

Sales Hacker

SEPTEMBER 4, 2018

Inspire new sales (upsell, cross-sell). Upsells and cross-sells can also be driven by a variety of roles and at moments throughout the cycle. Writing for Forbes, entrepreneur Alex McClafferty even claimed that CS is the best kept secret of hyper-growth startups. Cross-team members. 5) Portfolio Growth.

Customers 72

Customers Cross-sell Referrals Growth 72

Salesforce

SEPTEMBER 27, 2021

Recognize the upsell opportunity in an extreme growth scenario. We wanted to act fast to help support their growth in a moment when they really needed a scalable solution,” Breidenthal said. Reimagine the selling experience. Everyone in the extended sales team from finance to legal to go-to-market had a part to play.

Closing 98

Closing Contract Legal Cross-sell 98