Sales Hacker

MARCH 17, 2021

Getting past the first stage of revenue growth and building an initial customer base is the easy part, but what happens when you hit a revenue plateau and can’t seem to take that next step? Combatting missed revenue growth for second-stage startups. 5 revenue growth mistakes second-stage startups make.

Growth 117

Growth Assembly Line Cross-sell Engineering 117

Partners in Excellence

JANUARY 16, 2020

Lately, there have been a lot of “Aha, we’ve discovered the secret” posts and eBooks on Product Led Growth and the role of sales people. Let’s face it, Hot Products Sell!! What most of the product led growth crowd don’t acknowledge is the mechanisms around market maturity and sustained growth.

Growth 102

Growth Product Sales Cross-sell 102

Salesforce

NOVEMBER 2, 2023

That’s the beauty of effective cross-selling. Here’s how I recommend leveraging this proven sales approach to make existing customers even happier and get you to quota faster. What you’ll learn: What is cross-selling? See how it works What is cross-selling?

Cross-sell 69

Cross-sell Sell Quota Pitch 69

SaaStr

MAY 22, 2024

But — it’s one that is very important to many of us that sell into the enterprise. Given how critical its research is in selling to the enterprise, I wanted to take a look at its business. Today, Gartner has now crossed $6 Billion in revenue, with a stunning $35 Billion market cap. And its very profitable.

Cross-sell 117

Cross-sell Quota Contract Price 117

Veloxy

NOVEMBER 30, 2023

This includes having up-to-date info about what they’re selling and being equipped with technology that aids their sales pitches. This allows them to focus more on selling and less on administrative tasks. Understand Your Market and Customers Start by learning about the market where you’ll sell your products or services.

Objectives and Key Results 279

Objectives and Key Results Territory Inside sales Cross-sell 279

Veloxy

MAY 3, 2022

SBI Growth. Sales quota. Helps your sales team spend more time on the selling activities that produce revenue. Helps perfect your sales process in order to sell more. In addition to helping sales team’s accelerate sales, Veloxy also helps optimize sales enablement by maximizing selling efficiency. Greg Alexander.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

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

Sales Pop!

DECEMBER 20, 2023

This strategy, built on relationships, transcends the transactional approach and focuses on the long-term growth of existing accounts. Their role extends beyond closing deals ; it involves the delicate art of cross-selling and up-selling to existing accounts.

Cross-sell 130

Cross-sell CRM Pipeline Strategize 130

Highspot

JANUARY 31, 2020

But like the great athletes of our age, modern leaders know growth doesn’t come from pure luck. Sales excellence is defined as the consistent outperformance of key growth objectives, achieved by strategic, cross-functional initiatives. Year-over-year growth. Percentage of sales reps attaining 100% quota.

Growth 98

Growth Quota Sales Contract 98

Lead Fuze

JULY 1, 2023

Understanding how to set sales quotas is a critical aspect of managing and driving a successful sales team. A well-structured quota system not only motivates your reps but also aligns their efforts with your company’s overall objectives.

Quota 52

Quota Growth Territory Commission 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. That’s a yielded quota). 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.

Cross-sell 139

Cross-sell Quota Engineering Finance 139

Highspot

FEBRUARY 3, 2025

This execution gap is a major barrier to growth, largely driven by disconnected teams working in silos. Lean on enablement to spearhead this process, as they can successfully break down cross-functional silos and enhance productivity, allowing you to unlock the impact of your strategic initiatives and drive more predictable growth.

Go To Market 52

Go To Market Cross-sell Launch Strategize 52

Highspot

JANUARY 23, 2025

Sales reps often juggle multiple demandsmeeting quotas, showcasing product value, and forming authentic customer connectionswhich require a healthy mix of soft and hard skills. In other words, hard skills guide what sales reps sell, and soft skills determine how they sell to prospects. Below are the top 10 skills to nurture: 1.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Pitch 52

SaaStr

MARCH 12, 2019

He provides an in-depth guide to driving revenue growth at your company and what to expect at each stage. The three stages are product-market fit, then go-to-market fit and lastly growth and moat. Awesome revenue growth on the X axis, awesome revenue retention on the Y. Hundred percent revenue retention, 200% revenue growth.

Growth 106

Growth Cross-sell Contract X-functional 106

SaaStr

JANUARY 31, 2022

Successful strategies rely on the ability to land and expand, hire for growth, implement ABM and account planning, and pivot with agility. It was a critical metric for us because when I started we were at -15% quota capacity. Now we’re at 15+% quota capacity. Hiring For Growth. Cross-team resolution of issues.

Territory 98

Territory Cross-sell Quota Networking 98

Veloxy

OCTOBER 29, 2021

For you the sales manager, this means forging better working relationships with salespeople and enhancing their ability to hit quotas consistently. This turns a sales rep who spends too much time on non-selling activity into a trusted advisor that spends the majority of their time on customer engagement. How is AI Changing Sales?

Sales 223

Sales Non-Profits CRM Pipeline 223

Salesforce

DECEMBER 4, 2023

Research firm McKinsey highlighted this as a troubling trend: Too much data and no focus has made it difficult for sales leaders to reach clear “aha” moments that drive confident decisions and sustainable growth. As a result, company growth stalls. Fortunately, there’s a clear path forward.

Cross-sell 105

Cross-sell Pipeline Contract Sales 105

SaaStr

NOVEMBER 30, 2023

General Partner Doug Pepper and General Partner and Head of Analytics at ICONIQ Growth, Christine Edmonds, share the art and science of scaling GTM at this year’s SaaStr Annual. According to ICONIQ’s data, many successful companies hit a growth plateau at around $15M ARR.

Go To Market 109

Go To Market GTM Cross-sell Growth 109

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. In fact, the impact on win rates and quota attainment impact was significant — research in 2018 and 2019 confirmed this trend.

Growth 85

Growth Objectives and Key Results Cross-sell Quota 85

Gong.io

OCTOBER 19, 2021

How does revenue operations drive growth? They do all of this by equipping your sales organization with the insights, data, culture, tools, and knowledge it needs to sell better. . The Sales Enablement team watches two KIPs for every rep: how quickly they land their first sale and how fast they hit quota.

Quota 164

Quota Sales Strategize Cross-sell 164

Partners in Excellence

OCTOBER 21, 2022

It seems everything in my feed is dominated by “SaaS Selling.” It seems everything I read is about “SaaS selling.” It seems that everything new about selling, everything about sales performance really focuses on SaaS selling. ” Is there selling life outside SaaS. Why is this important?

Cross-sell 103

Cross-sell Quota Sales Up-sell 103

Salesforce

DECEMBER 8, 2022

That’s underscored in our latest State of Sales report, which found that 72% of sales professionals don’t expect to hit their annual quota. In fact, 55% of sales leaders say they’re prioritizing low-risk initiatives with modest guaranteed growth. Sales reps spend only 28% of their week selling, down from 34% in 2018.

Cross-sell 98

Cross-sell Gambling Quota Sales 98

Veloxy

SEPTEMBER 8, 2022

As a sales professional, it’s normal to feel challenged to hit quota, let alone exceed it. To solve this common challenge, sales managers have started to place an extra emphasis on hitting quota faster by means of high velocity sales. Use our Revenue Growth Calculator to Find Out! You’re right, the selling activities.

Cross-sell 130

Cross-sell Sales Quota Contact 130

Salesmate

MARCH 23, 2021

You are already aware that a CRM would be the viable option to invest in for the growth of your start-up, but you aren’t sure how it’ll be beneficial to you, especially at such an early stage of your business. With a CRM, your team can easily visualize every step of the sales processes, clear all the bottlenecks, and sell better! .

CRM 116

CRM Cross-sell Tradeshows Up-sell 116

Martech

JANUARY 5, 2024

As with previous phases, this one is not about hard selling. It requires nuance based on understanding when and how to present upselling or cross-selling opportunities. Upselling and cross-selling are not just about pushing more products or services to hit your team’s quota, either. Get MarTech!

Prospecting 117

Prospecting Customers Cross-sell Objectives and Key Results 117

Hubspot

DECEMBER 20, 2017

Unlike hard selling skills, which are relatively easy to teach and measure, soft skills are "fuzzy." Because selling is so people-centric, soft skills are critical. Selling soft skills. Growth-minded. 1) Growth-Minded. If you chose the second answer, you possess a growth mindset. Empathetic. 2) Coachable.

Quota 101

Quota Cross-sell Growth Up-sell 101

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Year-over-year growth. Percentage of sales reps attaining 100% quota. Cost of selling as a percentage of revenue generated. Imagine one of your reps isn’t hitting her quota. Revenue by market.

X-functional 101

X-functional Quota Cross-sell Contract 101

Veloxy

NOVEMBER 29, 2021

Should we be surprised when only 42% of salespeople expect to meet (not exceed) quota ? Yet, how it can shape selling for your company can be revolutionary for you. It also works to help the sales manager with sales forecasting, predicting future sales slumps or growth, too. What is a salesperson to do? Lead Scoring.

Inside sales 162

Inside sales Sales Outside Sales Cross-sell 162

Partners in Excellence

OCTOBER 25, 2016

Wrapped around this is some notion of upsell/cross sell, “Can we expand the relationship with the current customer (individuals)?” This thinking causes us to miss huge growth opportunities, and short changes the account of the value we might create with them! Most of the thinking is dominated by retention strategies.

Territory 98

Territory Account management Cross-sell Retail 98

Hubspot

AUGUST 10, 2020

For some reps, attaining their quota each month means they’re crushing it. For others, they accept nothing less than 120% of quota before they cut themselves some slack. For those who typically sell face-to-face, this could present unique communication challenges. What exactly are you selling, and how much do you know about it?

Cross-sell 100

Cross-sell Sales Negotiate Contact 100

SaaStr

OCTOBER 25, 2023

Growth has slowed or stalled, so let’s go to PLG.” Ideally, you take founder-led sales to two reps that can hit quota. That AE might take the job because they’re ambitious, but if they’ve never hired a quota-carrying rep, they might not know who to hire. No one who got to $8M in revenue wants to sell for just 6x ARR.

Cross-sell 113

Cross-sell Growth Lead generation Quota 113

Hubspot

APRIL 4, 2019

Business development is the practice of identifying, attracting, and acquiring new business to further your company’s revenue and growth goals. 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. Strategic Plan.

Strategic planning 100

Strategic planning Strategize Referrals Cross-sell 100

SaaStr

JANUARY 30, 2023

20X year 1⃣ 12X year 2⃣ 5X year 3⃣ #deelspeed @deel [link] — Shuooo (@shuoshuooshuooo) January 23, 2023 When we look at SaaS companies’ success stories, everything looks great on their growth maps. Learnings from the growth stage Measure what you can. Trust the process. Get comfortable with the unknown.

Cross-sell 109

Cross-sell Account management Clients Growth 109

SaaStr

JANUARY 25, 2021

Secure the deal through the use of all available resources such as executive relationships or board relationships in order to provide the most cross-functional attention possible. For those selling into the enterprise, channel strategies are very important. Consider lowering the barrier to entry with a starter tier.

Cross-sell 96

Cross-sell GTM Sales Territory 96

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. . Lacking these models for repeatability, these new sales leaders and hires struggle to hit quota. Don’t simply hire and hope for continued growth.

Cross-sell 103

Cross-sell GTM Finance Growth 103

Highspot

MAY 3, 2024

Imagine that only 28% of your sales reps expect to hit quota. Whether your revenue targets are at risk, you’re trying to turbocharge growth, or you’re looking to improve your bottom line, revenue enablement is for you. Facilitate regular cross-departmental meetings, collaboration, and communication to keep everyone on the same page.

Cross-sell 93

Cross-sell Technology Technology GTM 93

Sales Hacker

OCTOBER 30, 2018

Amy Appleyard is an experienced, strategic sales leader with demonstrated success in overseeing cross-functional teams to improve the customer experience, drive sales and increase retention in both Distribution as well as SaaS-based sales organizations. Joanne Black is one of the leading authorities in referral selling.

Inside sales 111

Inside sales Sales Cross-sell Consult 111