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. Talvista: $199k ACV and $996k ARR.

Inside sales 132

Inside sales Cold Call Contract Price 132

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. Negotiation skills Sales negotiation includes pricing and finding mutually beneficial terms using your trusted relationship.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Pitch 52

ClickFunnels

SEPTEMBER 12, 2022

We have top-tier funnels from every industry (such as finance, eCommerce, coaching, info products, and more), and we’ll show you how to “ethically steal” the perfect funnel. Jamie Cross. She is a #1 best-selling author and 7-figure business owner… all thanks to the power of funnels. Stacey & Paul Martino.

E-commerce 244

E-commerce Niche Real Estate Cross-sell 244

Sales Hacker

MARCH 7, 2022

He has so much sales and management knowledge he could write a book on it — and, in fact, he’s written seven, including “Sales Management That Works: How to Sell in a World That Never Stops Changing.” Sales is cross-disciplinary. They’re also reliant on product, pricing, and market conditions.

Cross-sell 111

Cross-sell Territory Finance Sales 111

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

Gong.io

NOVEMBER 12, 2021

and cross your fingers that you sat in on the “right” calls. The goal of prospecting is to sell the meeting. Instead, focus on selling the meeting. #2 Note: The 11-14 recommendation does not hold when selling into the C-Suite. If you are selling to the C-Suite, you are going to want to watch this webinar. #7

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

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 111

B2B Customers Cross-sell Price 111

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. Why Should You Sell Into Startups? While selling to startups is an evergreen opportunity, it’s important to understand the risks as well.

Sell 106

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

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 93

Gaming Cross-sell Referrals CRM 93

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

SaaStr

AUGUST 7, 2020

359: The Secrets to Vertical Growth, What it Really Takes to Build a $1B SaaS Company with Matt Garratt, SVP, Managing Partner @ Salesforce Ventures, Trisha Price, Chief Product Officer @ nCino and David Schmaier, CEO & Founder @ Vlocity. Trisha Price. Trisha Price: nCino is a little bit different in its background.

Price 87

Price Retail X-functional Healthcare 87

SaaStr

JUNE 13, 2021

All that matters is investing in great companies at a fair, stage-appropriate price, right? He canceled the stock option plan and outstanding grants to change the effective price. As a VC/investor, sometimes I can get a slightly better net deal on price at least. I mean, whatever, right? Accountability matters. Or whatever.

Legal 111

Legal Government Price Cross-sell 111

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. Real-time insights driven by AI.

Objectives and Key Results 139

Objectives and Key Results Sales Cross-sell Technology 139

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. Extra Credit: Want to understand prices?

Finance 78

Finance Cross-sell Start-ups Follow-up 78

The 5% Institute

OCTOBER 1, 2020

This gap may be needing more information about what you sell, finding solutions to their problems and pain points , and of course selling and serving new and current clients. Corporate finance and lending. An improved ability to cross sell. Related article: Sales Consulting – Your Ultimate Guide. Procurement.

Consult 105

Consult Cross-sell Sales Real Estate 105

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. Panel: Colleen Kapase, VP of WW Partner & Alliances, Snowflake. Jessica Alexander: Sure, absolutely.

Cross-sell 105

Cross-sell Finance Strategize Technology 105

SaaStr

MAY 27, 2020

Anyone who studied economics will know when supply greatly exceeds demand, prices drop. Many of you may have noticed this past week, actually oil future prices went negative. Why is financing hard right now? It’s very difficult to get financed. That means that people were actually paying you to take oil.

Finance 110

Finance Government Price Contract 110

The 5% Institute

FEBRUARY 12, 2020

This gap may be needing more information about what you sell, finding solutions to their problems and pain points , and of course selling and serving new and current clients. Corporate finance and lending. An improved ability to cross sell. Industry Examples. Procurement. Risk management. Litigation and legal.

Consult 98

Consult Cross-sell Sales Real Estate 98

Salesforce

SEPTEMBER 27, 2021

This could allow us to get more creative with pricing.”. Slack would pull in a larger ACV (annual contract value), and Coinbase would get better pricing per user. Reimagine the selling experience. Everyone in the extended sales team from finance to legal to go-to-market had a part to play. see what's new.

Closing 98

Closing Contract Legal Cross-sell 98

Partners in Excellence

MARCH 8, 2015

It may be deceitful pricing or contracting processes. ” It may be high pressure selling techniques. A lot of the reluctance has been just bad selling. We sometimes, both on the buying and selling side, exaggerate our own importance in a decision or in our companies. It may be “bait and switch techniques.”

Cross-sell 109

Cross-sell Technique Entertainment Up-sell 109

Martech

SEPTEMBER 25, 2023

Finance departments have widely adopted this “leaked” funding approach in start-ups and established companies. Pricing customer service. 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.” Competition.

A/B testing 117

A/B testing Tradeshows Finance Cross-sell 117

Search Engine Land

FEBRUARY 18, 2023

Google Shopper: Scan Books, DVDs, Video Games, Bar Codes & Get Prices 2010: You could point the app at books, CDs, DVDs, and video games, and barcodes and it would fetch the details of that product and give you the prices, stores, reviews and more about that product. by Gord Hotchkiss 2010: What Do I Look At First?

Finance 88

Finance Engineering Campaign Cross-sell 88

Hubspot

JULY 22, 2024

According to Finances Online, 64% of recipients decide to open or delete emails based on subject lines — so how you structure your subject line is pretty high stakes when crafting business emails. There‘s no point in selling yourself as a provider if your prospect hasn’t decided on a type of solution yet.

Clients 78

Clients Referrals Prospecting Sales 78

Salesforce

OCTOBER 24, 2023

That’s the heart of value selling. What you’ll learn: What is value selling? Why is value selling important? See how it works What is value selling? Value selling is a sales strategy that focuses on helping prospects solve problems while delivering positive economic and resource impact.

Sell 99

Sell Pitch Objectives and Key Results Cross-sell 99

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. B2B Sales Principles.

B2B 98

B2B Cross-sell X-functional Follow-up 98

Hubspot

SEPTEMBER 27, 2023

This means entering your product or service details, pricing models , billing cycles, and other relevant information. Using the subscription management software, create new subscriptions for customers, specifying the pricing plan, duration, and any add-ons or upgrades. Set up your subscription management tools.

E-commerce 74

E-commerce Price Cross-sell Finance 74

Gong.io

NOVEMBER 12, 2021

and cross your fingers that you sat in on the “right” calls. The goal of prospecting is to sell the meeting. Instead, focus on selling the meeting. #2 Note: The 11-14 recommendation does not hold when selling into the C-Suite. If you are selling to the C-Suite, you are going to want to watch this webinar. #7

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

Sales Hacker

SEPTEMBER 4, 2018

Here are some eye-opening facts: Customer experience will topple the product itself and its price tag as the key brand differentiator by 2020, according to a Walker study. 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.

Customers 72

Customers Cross-sell Referrals Growth 72

SaaStr

OCTOBER 29, 2019

We’re going to talk about matching price to value, and I’m going to share some lessons from my time as both an operator and an investor. I was on the product team and saw this opportunity for us to work more cross functionally across the company and focus heavily on retention and monetization. Hi, everybody.

Price 45

Price X-functional Cross-sell Drivers/motivators 45

PandaDoc

APRIL 8, 2024

Their cross-functional expertise enables them to create proposals tailored to customers’ needs. A deal desk identifies upsell and cross-sell opportunities for existing customers by analyzing past deals and current contracts, and tracking renewal dates. See also How to close the sales cycle with sales battle cards 2.

Negotiate 52

Negotiate Cross-sell Contract Legal 52

Sales Hacker

FEBRUARY 5, 2019

We have worked inside organizations that have successfully transitioned from selling into mid-market to selling into Enterprises. The Board and executive team need to understand that you can’t simply flip a switch and tell your existing reps to start selling to Enterprise customers. Pricing/Packaging. Integrations.

Product 67

Product Contract Cross-sell Account management 67

Miller Heiman Group

SEPTEMBER 5, 2019

Optimizing pricing. Focusing their coaching and selling efforts. Other systems in the organization, managed by customer service, finance or marketing may also hold the data you need, such as customer churn or lead conversions. Building talent profiles. Take a Structured Approach to Managing Sales Data.

Government 63

Government Cross-sell Territory Finance 63

SBI

DECEMBER 28, 2020

Additionally, there are a significant number of customers that currently only have relationships with either TechTarget or BrightTALK, providing an opportunity to cross-sell. The cash purchase price is $150 million, subject to working capital and other adjustments.

Closing 50

Closing Finance Contract Cross-sell 50

Hubspot

AUGUST 27, 2020

For instance, say you're a rep selling a conversational intelligence platform for sales reps. Your prospect represents a company that sells an ecommerce platform to small to midsize businesses. That being said, if you plan your side of that dialogue and stick to it rigidly, you're crossing the line.

Process 96

Process Contact Cross-sell Prospecting 96

InsightSquared

FEBRUARY 4, 2021

Bad data also comes at a price, and that price is as much as $15 million in losses annually. In fact, you want a Platform that captures activity from anyone who touches a deal, including SEs, finance, support, and executive sponsors. Get everyone on the same page of a best-selling book. Reps don’t win deals alone.

Objectives and Key Results 62

Objectives and Key Results Cross-sell Sales CRM 62

PandaDoc

JUNE 1, 2023

Sales reps face a variety of challenges in their day-to-day work, from managing customer expectations and navigating complex pricing structures to juggling multiple deals at once. But that would not happen if you effectively use a configure price quote (CPQ) solution. See also What is CPQ (Configure, Price, Quote)?

E-commerce 52

E-commerce Profit margin Legal Price 52