SaaStr

JULY 5, 2024

GTM Mistake #1: A VP of Sales That Can’t Sell or Demo the Product Mistake number one has always been an issue, and it’s the number one reason startups struggle in today’s world. They hire a VP of Sales who doesn’t want to sell or learn the product. When you cut sales, you’re cutting your present. Let’s jump right in.

GTM 83

GTM Cross-sell X-functional Pipeline 83

The 5% Institute

AUGUST 7, 2023

Such relationships not only lead to client loyalty but also open doors for potential upselling and cross-selling opportunities. This entails understanding client needs, presenting value propositions , and devising solutions that lead to mutually beneficial outcomes. It’ll give you everything you need to close sales consistently.

Account management 52

Account management Negotiate X-functional Cross-sell 52

SaaStr

JULY 17, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. And so obviously the people that need consumers to spend money for their revenue and then their contribution margin just had no shot of selling things. People are buying and selling houses. Keith Rabois.

E-commerce 94

E-commerce Retail Real Estate Growth 94

PandaDoc

OCTOBER 13, 2022

Among the main differentiators between the plans is how many operations can be automated, which email marketing features are present, and how many open deals you can work with in parallel. Lead generation X ? Social media integration X ? Free version X ? Lead generation X ? Social media integration X ?

X-functional 52

X-functional Territory CRM Lead generation 52

ConversionXL

OCTOBER 22, 2018

Selling to companies adds complexity to the Lead Source method. Thankfully, Salesforce Campaigns solve these issues brilliantly, allowing for: Cross-object reporting. This lets you determine that to close Company X, prospects touched Adwords, branded search, attended events, and interacted with Social Ad campaigns.

B2B 131

B2B Process Campaign Contact 131

SaaStr

JULY 15, 2022

It’s pretty good, someone did a Tweet storm the other day on Zeb from ClickUp’s presentation at SaaStr Annual 2020. How, if no one’s heard of you, do you sell to big companies? So again, we could use it for any function. That’s a great example. Jason Lemkin: Well, let’s break it up.

Growth 117

Growth Cross-sell Start-ups X-functional 117

ConversionXL

FEBRUARY 26, 2014

AdWords Editor makes copying Campaigns really simple, and AdWords has added a copy function within the native web app itself, also. What days are the sale staff present? This type of cross referencing will help expand the scope of your conversion measurement and allow you to shape your conversion funnel. Exercise: image source.

Territory 111

Territory CTR Campaign Objectives and Key Results 111

Heinz Marketing

JULY 13, 2020

Every episode of Sales Pipeline Radio, you can find past, present and future on salespipelineradio.com. But if social selling really was a be all end all, this is when it would prove itself. ” Because when you think about it, it’s the most personal kind of selling we can do, right? So thanks so much for doing so.

Pipeline 91

Pipeline Referrals Cold Call Sales 91

SaaStr

JULY 24, 2019

This is pretty simple, but when I look at this industry, a lot of times what I see is organizations crafting pricing packages that would enable, for example, an enterprise-wide license, where an organization pays you X amount of money, and they have unlimited seats, unlimited usage. We sell contact center software. What does that mean?

X-functional 64

X-functional Engineering Clients Start-ups 64

Salesforce

JANUARY 31, 2024

Tech sales refers to selling technology as a product or service. As an illustration, I used to sell appointment-scheduling software — a single-function solution for easier meeting set-up. Give presentations and demos. When I moved from a dance career to sales, I had zero experience selling a product.

Networking 59

Networking Cross-sell B2C Negotiate 59

Heinz Marketing

FEBRUARY 24, 2020

This week’s episode is entitled “ The Importance and Power of Editing: A B2B Masterclass (in 30 Minutes!) ” and our guest is Lisa Gschwandtner , Editorial Director at Selling Power. I won’t get into the inside jokes there but Lisa Gschwandtner from Selling Power Magazine , thank you so much for joining us today.

Pipeline 71

Pipeline Sales Cross-sell Up-sell 71

SaaStr

AUGUST 7, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. ” They will be able to point to measurable value X amount saved, or X user adoption, or X spend categories and a management, or X improvement in operational efficiency, whatever that may be.

Price 86

Price Retail X-functional Healthcare 86

PandaDoc

OCTOBER 3, 2023

Do you feel like your selling job is becoming harder and harder over time? As the same State of Sales 5th edition claims, salespeople, on average, sell only 28% of their working hours. So hurry up and learn how to stop wasting your time on inefficient routines and redirect your efforts to selling!

Process 52

Process Objectives and Key Results X-functional Sales 52

Sales Hacker

MARCH 2, 2020

The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling. Agile Selling. Spin Selling. Insight Selling. Spear Selling. The Psychology of Selling. Buyer-Centered Selling. Integrity Selling for the 21st Century.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

SaaStr

FEBRUARY 25, 2021

The Evangelist can immediately go out and just start selling your product to anyone they can get a meeting with, and can chat the ear off any in-bound prospects. They know how to think creatively and cross-functionally. He can’t pretend or hide behind Powerpoint presentations or “pipeline” dashboards.

X-functional 145

X-functional Cross-sell Sales Up-sell 145

ConversionXL

APRIL 3, 2018

They used humor – created a Chief Discount Officer’ – CDO – ‘humor to sell a deal’ campaign that included multple emails and direct mail. gyalif great presentation about AI #CXLLive pic.twitter.com/L4b7pqIl6o. Great presentation from @els_aerts today at #cxllive "Without research there is nothing" true story!

A/B testing 106

A/B testing Objectives and Key Results Growth X-functional 106

SaaStr

AUGUST 15, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. I actually just got off the boat, Nick, and scurried up to make sure that I was ready to go for the presentation. That doesn’t mean to say, you’re going to do away with the functions.

Retail 107

Retail Start-ups Drivers/motivators Up-sell 107

ConversionXL

JULY 20, 2019

However, the opportunity to up-sell and cross-sell has been lost completely. If user did X, send them Y three days later if they haven’t done A, B, and C. The value might be the same, but the way the value is presented can have a big impact. The email still feels functional and transactional.

Conversion 90

Conversion Promote X-functional Start-ups 90

ConversionXL

DECEMBER 30, 2015

However, the opportunity to up-sell and cross-sell has been lost completely. If user did X, send them Y three days later if they haven’t done A, B and C. The value might be the same, but the way the value is presented can have a big impact. The email still feels functional and transactional.

Conversion 88

Conversion Promote X-functional E-commerce 88

SaaStr

MAY 14, 2023

You have a presentation online that’s called Unsexy, which you’ll have to explain to me later. Greenhouse followed a similar path to Talkdesk and should cross $10 million ARR later this year, up from almost nothing at the start of the year. What I mean is that even to sell let’s say, to a customer in London.

Price 109

Price Start-ups Up-sell X-functional 109

SaaStr

MARCH 5, 2019

The entire company was told about us selling our chat products Stride and Hipchat to our largest competitor in the space, Slack, four days before the news went out. So you came three years ago, I was writing the title for the presentation. Crossed a billion in revenue. But it can be risky. It seemed crazy. Jason Lemkin: Yeah.

Objectives and Key Results 77

Objectives and Key Results Cross-sell Trust Product 77

ConversionXL

NOVEMBER 11, 2015

To navigate the list, you can filter out tools based on function as well as for which size company it works best. It still can do more and can present more value than just about any other tool, but at this point the barrier to get to that value is not worth the additional cost for the tool.

Conversion 124

Conversion A/B testing UX Consult 124

SaaStr

AUGUST 26, 2022

Sometimes we’re not as founders, sometimes founders sell their company because they don’t end up being deeply passionate about what it does. So sell your product. X this year. You don’t have to do every single function to still get a customer. I’m going to go from 2 to 5 or 2 to 6.”

Quota 98

Quota Growth Product Closing 98

SaaStr

JULY 15, 2020

And so obviously the people that need consumers to spend money for their revenue and then their contribution margin just had no shot of selling things, look at model T-shirts or something. People are buying and selling houses. X and it’s not [inaudible 00:20:29]. Somehow this defies logic but is true. Jasom Lemkin: Yeah.

X-functional 80

X-functional E-commerce Growth Retail 80

SaaStr

MARCH 5, 2019

The entire company was told about us selling our chat products Stride and Hipchat to our largest competitor in the space, Slack, four days before the news went out. So you came three years ago, I was writing the title for the presentation. Crossed a billion in revenue. But it can be risky. It seemed crazy. Jason Lemkin: Yeah.

Objectives and Key Results 64

Objectives and Key Results Cross-sell Trust Product 64

SaaStr

APRIL 24, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Number one is they didn’t really have an enterprise software selling group when they bought Omniture, so that route to market was something they were very interested in creating. Harry Stebbings.

X-functional 95

X-functional Strategize Retail Technology 95

PandaDoc

MARCH 7, 2023

This visual aid gives every member of your sales team a big-picture view of the entire selling process. Present product or service The presentation or the pitch is showtime in any sales workflow outline. Firstly, any presentation you prepare must be tailored to each client’s needs.

Process 52

Process Objectives and Key Results Pitch Sales 52

SaaStr

FEBRUARY 15, 2019

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. You know, how to find a way to upsell and cross-sell into their installed base. The first thing you realize with this is how do we sell something more to them? Listen on Google Play Music.

Price 54

Price Cross-sell X-functional Up-sell 54

SaaStr

JUNE 14, 2019

In his most recent role, Dave was the CEO @ Host Analytics where he quintupled ARR, halved customer acquisition costs and increased net retention rates before selling the company to a private equity sponsor. What were his biggest lessons from being in the Sequoia boardroom when they presented “RIP Good Times”? Dave Kellogg.

Strategize 65

Strategize Quota Non-Profits Price 65

Sales Hacker

MARCH 11, 2025

Guest Speaker (Cassie Young): LinkedIn Primary VC Host (Scott Barker): LinkedIn Newsletter Find GTMnow (GTMfund’s Media Brand): Website LinkedIn Twitter/X YouTube Podcast Sponsor: Pursuit The best talent isn’t actively job hunting. Highlights: 07:53 What happens when commercial scale outgrows your technical scale. I like that.

GTM 82

GTM Growth X-functional Referrals 82

Hubspot

FEBRUARY 12, 2025

So, we decided to create a tool that could scan individuals Twitter (now X) profiles and generate content tailored to the individual. When we launched, we simply shared the link on X, hoping a few dozen users might try it out. I personally feel that X is a great place for doing that. Step 3: Make use of cutting-edge AI tools.

Minimum Viable Product 36

Minimum Viable Product X-functional Healthcare Territory 36

Sales Hacker

JANUARY 28, 2025

And then before that, he served as the CMO of Just a small company you may have heard of, uh, called Salesforce, uh, where he was responsible for driving really the whole global corporate and product marketing functions and led the team during a time period where Salesforce was really going through hyper growth. Name X category of SaaS.

GTM 103

GTM X-functional Price Pipeline 103

SaaStr

AUGUST 19, 2020

We shut down something called the Evernote market which was selling physical goods, sunset some nice products like Evernote food which had nice followings, but I felt were distracting from the larger priorities. I had the good fortune to be at Google X for a time and be surrounded by just amazing human beings.

E-commerce 117

E-commerce Price Start-ups Gaming 117