SaaStr

NOVEMBER 30, 2023

Around the $10M mark is when many companies: Hire a Head of Sales Start to build out key hires on Customer Success and Marketing teams Start putting in the foundation of Sales Ops and demand gen Your first Head of Sales might not be the person who takes you up through IPO. So, you have to be thoughtful about who you’re looking for.

Go To Market 107

Go To Market GTM Cross-sell Growth 107

ConversionXL

OCTOBER 14, 2021

Market share. Market share is a good measure of your brand position relative to your competitors, as it’s a zero-sum game. Unlike metrics such as brand awareness, which can rise across the board, growth in market share means a decline for competitors. Brand momentum in the marketplace. Take Tesla.

Objectives and Key Results 157

Objectives and Key Results A/B testing Growth Market share 157

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. There are only about 10–15 books in each discipline, so you can easily read up on the books you’re likely to need or want. The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

Hubspot

OCTOBER 16, 2017

If you want them to stop selling to poor fit customers, institute a clawback so they lose their commission if the customer churns or returns the product within a set window of time. Increase upsell/cross-sell rate. It doesn’t matter how much (or how little) they sell, their take-home earnings are set. Increase cash flow.

Commission 101

Commission Quota X-functional Non-Profits 101

Hubspot

OCTOBER 24, 2022

Prioritizing upselling and cross-selling over winning new clients. It's a well-known fact in business: selling to existing customers is easier than converting new ones. Primarily through upselling and cross-selling — and the results are intriguing. Winning more market share.

Cross-sell 66

Cross-sell Drivers/motivators CRM Sales 66

Hubspot

SEPTEMBER 11, 2012

There are always opportunities for upselling, cross-selling, and repeat sales! According to Bain and Company, repeat customers spend an average of 67% more than new customers, and are 6-12 times cheaper to sell to. 4) Get Active About Upselling and Cross-Selling. Who’s to say that customer’s sales cycle is over?

Cross-sell 78

Cross-sell Referrals Education Up-sell 78

Hubspot

JULY 22, 2020

Invest in upping the branded content on your social media and website. For instance, assigning negative keywords makes your content show up on more relevant SERPs. When you know what to focus on, you can come up with a solution that serves your company's goals. Cross-Selling and Upselling: The Ultimate Guide.

Referrals 101

Referrals Cross-sell Price Clients 101

Veloxy

MAY 24, 2023

Let’s delve into the core elements that make up this dynamic metric and explore the formula for calculating sales velocity. By optimizing your sales velocity, you can outpace your competitors by closing deals faster and capturing market opportunities swiftly. Learn more about sales enablement.

Objectives and Key Results 130

Objectives and Key Results Pipeline Pharmaceutical CRM 130

Miller Heiman Group

MARCH 13, 2019

If your organization refers to sales enablement as a project or program, you’ve set yourself up for failure. As an example, if you have a business value justification or a social selling program underway, develop coaching services that allow your sales managers to coach along those lines. Earn executive buy-in and sponsorship.

Objectives and Key Results 107

Objectives and Key Results Quota Technology Technology 107

Salesforce

FEBRUARY 15, 2024

Start small with weekly or monthly goals, and build up your confidence to work towards bigger and more lucrative goals down the road. However, I understand the power of outbound selling so I set a goal for myself to bring in $250,000 each quarter — driven in part by outbound efforts. We’ll show you how to get started.

Cross-sell 64

Cross-sell Non-Profits Quota Drivers/motivators 64

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. It also involves translating your customers’ successes into a platform for orchestrating repeat business, recurring income, referrals, upsells, cross-sells, and brand advocacy. .

Customers 70

Customers Cross-sell Referrals Growth 70

Salesforce

OCTOBER 12, 2021

Sign up now. It’s an evolving discussion that comes up with our customers every day. They see how all departments can drive revenue for the company; those departments can include sales, marketing, customer success, and finance. It’s a broader term, inclusive of growing talent, market share, brand relevance.

Gaming 98

Gaming Cross-sell Sales Finance 98

Salesforce

OCTOBER 18, 2023

You can’t sell something to someone you don’t know exists yet, and they can’t buy anything from a company they’ve never heard of. Demand generation marketing (or “demand gen,” for short) means finding, learning about, and winning over potential customers. Who, what, why, how, where, and when? Whom should you be targeting?

Objectives and Key Results 111

Objectives and Key Results Customers Drivers/motivators Lead generation 111

Hubspot

MAY 3, 2013

Another benefit is that you’re creating material that other blogs and mainstream publications can pick up and use. Some sites will simply pick up an Intel Free Press story and run the whole thing verbatim. You’re providing customers with a valuable service by helping them keep up with what’s happening in the industry.

Angle 78

Angle Cross-sell Up-sell Technology 78

Search Engine Land

JANUARY 6, 2023

2015: Torrent Freak study reveals the number of Google’s takedown notices were up 75% from 2013. Report: Yahoo Search Share Up After Firefox Deal. 2015: Yahoo saw a nearly 2 point search market share gain in the U.S. Earthquake: Real-Time Results On Google Make Up For Lack Of Other Content.

Sports 114

Sports Gambling Manufacturing Launch 114

Closer's Coffee

JUNE 19, 2019

On the other hand, hire an incompetent, non-progressive thinker, and you end up with turnovers, lost accounts, a poor reputation, and declining market share within your industry. In a cross-section of industries, the primary job of sales manager positions encompass: Recruiting Salespeople. Coaching and Teaching.

Non-Profits 74

Non-Profits Cross-sell Territory Drivers/motivators 74

ConversionXL

MARCH 20, 2019

Choosing the right account-based marketing software can be a messy process. Some companies sell relevant software but not explicitly for ABM. Demandbase cross-references its database to find companies that are a good fit. That same data is also used for later follow up. Some ABM software is an add-on to an existing tool.

Real Estate 117

Real Estate Contact B2B Campaign 117

Sales Hacker

FEBRUARY 7, 2018

How the numbers add up. In 2015 Randy had kept pace with the growth in the market. Competitors were increasing their market share and Randy was falling behind. FIND PRODUCT MARKET FIT. For example: Added regional teams to increase coverage a nd decrease dependence on your local market.

Growth 100

Growth GTM SQL Strategic partnership 100

Hubspot

OCTOBER 12, 2017

By performing a competitor analysis, you'll be able to: Identify gaps in the market. Uncover market trends. Market and sell more effectively. Let's use an example: Stitch Fix and Fabletics are both subscription-based services that sell clothes on a monthly basis and serve a similar target audience. Scaling down?

Cross-sell 101

Cross-sell Follow-up Promote Price 101

Heinz Marketing

APRIL 8, 2019

Catch up on past shows at SalesPipelineRadio.com and subscribe on Spotify , iTunes , Blubrry , Google Play , or Stitcher. Matt: You bring up a number of really important points. We have it linked in the notes we have it up on the salespipelineradio.com. As we see more A.I. Liz: That’s our goal.

Pipeline 71

Pipeline Cross-sell Sales Up-sell 71

ConversionXL

JUNE 16, 2022

For example, for Twitter, a social media manager will generate engagement reports, whereas a content marketing manager will look at click-through rate and conversion rate. Campaign reports will cover results such as sales figures, leads generated, and cross-channel engagement for the period. How to create a marketing playbook.

Campaign 149

Campaign Objectives and Key Results Launch Click Through Rate 149

Hubspot

APRIL 1, 2019

Market dynamics and market share. If your solution relates back to those problems, you can sell to the C-suite. This is a great way to set yourself up for failure. There’s a lot of build up. You can do that by switching up who’s speaking in real life or on a video or demo. Flip your presentation.

Presentation 100

Presentation Technique Closing Sales 100

ConversionXL

NOVEMBER 8, 2018

Stuart Shaw, Head of Search and Strategy at Zazzle Media , relayed the outcome of a recent market analysis for one of his clients: Amazon enjoyed twice the market share compared to any other competitor. For companies that sell on Amazon, getting Alexa to choose your products requires optimizing for Amazon Choice.

B2B 100

B2B Manufacturing Retail Cross-sell 100

Hubspot

APRIL 21, 2020

The other day, I signed up for a friend's solidcore Pilates class. For the purposes of this post, we're assuming you've already come up with a great initial mobile app idea and have a goal to get as many downloads as possible upon launch. Consider Cross-platform and Browser Versions of the App. Image Source.

Launch 101

Launch UX Networking Cross-sell 101

Score More Sales

DECEMBER 16, 2011

This allows customer facing employees in such areas as sales, customer support, and marketing to make quick yet informed decisions on everything from cross-selling and up-selling opportunities to target marketing strategies to competitive positioning tactics” – source: Destination CRM .

CRM 69

CRM Objectives and Key Results E-commerce Cross-sell 69

Hubspot

MARCH 2, 2015

As a marketer, I’d like to think the answer is obvious: marketing! And for McDonald’s, which has been battling Burger King (among others) for market share since the late 1950s, this competition created a sort of "hamburger arms race." First up, it''s the battle of the burger joints. Or … was it the competition?

Electricity 78

Electricity Follow-up Cross-sell Market share 78

SaaStr

NOVEMBER 19, 2019

WebPT achieved 30% market share and transformed an entire vertical with a purpose-built solution in a tech-averse industry. I worked my way up through management, became a clinic director at one of the largest sport medicine practices in the country. I’m sure we can tighten that up a little bit.

Closing 74

Closing Customers Niche Cross-sell 74

Sales Hacker

DECEMBER 20, 2018

The solution is wrapped up in the Sales Flywheel where the customer experience is at the center. It’s up to us as salespeople to discover our strongest talent and then optimize accordingly. The customer experience is touched by all areas of the business including marketing, sales, client services, and customer service.

Customers 80

Customers Cross-sell Quota Technology 80

SaaStr

MARCH 8, 2019

If you’re interested in HubSpot and you’re interested in inbound marketing, I would encourage you as a next step to check up the free trial on our site and see if it works for you. Brian Halligan: Whether we all like it or not, trust in sales and marketing is at an all-time low. I kind of grew up with the funnel.

Cold Call 22

Cold Call Trust Go To Market B2C 22

Hubspot

FEBRUARY 6, 2014

The availability of free, high-quality information online has simply changed the game for the way all businesses -- small and large -- communicate with and sell to consumers. We''ve seen success with implementing inbound marketing for large businesses when they start small, like with a single product or business unit.

Cold Call 78

Cold Call Cross-sell Education Legal 78

Hubspot

APRIL 1, 2018

So it was a little difficult for me to come up with just one "best" advertisement of all time -- which is why there are 17 in this post instead. Then, a fitness craze emerged -- and the folks in Nike's marketing department knew they needed to take advantage of it to surpass their main competitor, Reebok. (At It was a hit. Just Do It."

Gambling 101

Gambling Campaign Sports Gaming 101

Hubspot

FEBRUARY 20, 2019

In 2018, the advertising duopoly of Google and Facebook seemed to dominate the market once again, owning 37% and 20% of the pie, respectively , while Amazon owned a measly 7%. Broad keywords can include words before and after the target keyword, like “white hand mixers”, if you sell hand mixers.

Cross-sell 53

Cross-sell Campaign Electricity Click Through Rate 53

SaaStr

JULY 11, 2019

And then I want to have some, really dig in, substantively, on going up market. Because we all go … most of us in this room are going to go up market, we’re going to raise our prices. We want to pick up the phone and call the airline, call Uber asking for our food. I just saw a report that came up.

Launch 108

Launch Technology Technology Up-sell 108

ConversionXL

NOVEMBER 17, 2022

By making predictions based on what buyers want, Amazon makes shopping easier (people don’t have to go searching for products), allowing them to sell more. And from existing customer behavior and interactions with your customer service team, you can predict popular products and make upsell and cross-sell recommendations to increase retention.

A/B testing 106

A/B testing UX Objectives and Key Results Non-Profits 106

PandaDoc

SEPTEMBER 19, 2023

Best practices for vertical sales and marketing include targeted advertising, content marketing, participating in industry events, establishing thought leadership, social media marketing, direct outreach, referral programs, industry partnerships, cross-selling, upselling, SEO, and CRM.

Niche 52

Niche Cross-sell Price Referrals 52

Salesforce

NOVEMBER 17, 2023

Buying and selling online is the norm these days, and AI is making it more efficient and personalized. And ecommerce is big business: This year, the global ecommerce market exceeded $16 trillion. Sell on social What is ecommerce? Ecommerce is all the online activity involved in the buying and selling of products and services.

B2C 59

B2C Minimum Viable Product Cross-sell Retail 59

ConversionXL

JANUARY 18, 2022

It happens when a customer can name your brand when reminded of what you sell (aided recall) or without that reminder (unaided recall). Brand awareness marketing’s most formidable opponent is direct response marketing. Early on, Canva teamed up with tech influencer Guy Kawasaki to advocate their mission as “Chief Evangelist.”

Campaign 122

Campaign Networking Non-Profits Launch 122