Search Engine Land

MAY 3, 2024

We are now seeing an influx of localized service area pages showing on the SERPs instead of generic, non-location-specific pages and homepages. Flash forward to March, this same SERP is almost exclusively full of service area pages for the specific city I’m searching from.

Service 101

Service Trust Clients Cross-sell 101

Hubspot

MAY 16, 2022

Freemium pricing is one of the more prominent avenues businesses can take to build buzz, attract users, and ultimately translate prospect interest into revenue. What is freemium pricing? But even with those apparently underwhelming figures, a freemium pricing strategy can still be profitable and productive for a company.

Price 61

Price Cross-sell Networking Up-sell 61

Heinz Marketing

MAY 20, 2024

The ideal outcome extends into the advocacy stage, where satisfied customers become brand champions, spreading positive word-of-mouth and potentially leading to upsell or cross-sell opportunities. This includes outlining the role of sales demos, free trials, and pricing packages. Every role is as important as the next.

B2B 120

B2B Cross-sell Customers GTM 120

Hubspot

APRIL 3, 2019

I know what you woke up thinking this morning: “ I sure could use a quick refresher on price elasticity. ” Understanding the price elasticity of your product/service and how it impacts your sales and business strategy is crucial to building a responsive, successful company. Price Elasticity of Demand. Head spinning?

Price 78

Price Cross-sell Negotiate Service 78

SaaStr

MAY 22, 2024

But — it’s one that is very important to many of us that sell into the enterprise. So while not SaaS, it is “Research as a Service” Or something like that. Given how critical its research is in selling to the enterprise, I wanted to take a look at its business. And its very profitable. Not too shabby!

Cross-sell 91

Cross-sell Quota Contract Price 91

SaaStr

JUNE 19, 2024

Pricing AI Service-as-Software with Ununsual VC Sandhya Hegde, General Partner @ Unusual VC “Enterprise adoption of generative AI has hit an inflection point in 2024 with many successful tools productizing parts of professional services. Glean AI has rocketed to a $3B valuation by selling AI search to the enterprise.

GTM 94

GTM Cross-sell Finance Price 94

Salesforce

OCTOBER 18, 2024

Create an ideal customer profile to target prospects who are mostly likely to spend their hard-earned money on your product or service. Consider how unique your product or service is. Offer your services as a blogger. You can sell products without holding inventory by partnering with suppliers who ship directly to customers.

Minimum Viable Product 111

Minimum Viable Product Cross-sell Niche Legal 111

PandaDoc

OCTOBER 15, 2024

Pricing and discount management: establish, change, and track pricing and discounts in with one tool Contract generation and management: Use a pre-built template to generate proposals and contracts faster, while easily seeing their statuses. Approval management: set the order for document approvals before it’s moved to the next step.

Legal 52

Legal Contract Cross-sell Finance 52

SaaStr

NOVEMBER 6, 2023

If you’re selling software to SMB merchants and outside of tech like Shopify and Toast and Monday , things are pretty, pretty good, if in some ways still harder than before. If you’re selling sales and marketing software, like Zoominfo, it can seem a lot tougher than 12-18 months ago. So where does this all net out?

Cross-sell 104

Cross-sell Price Growth Gaming 104

Veloxy

APRIL 28, 2021

A sales rep is only as good as the time they spend selling. Let Sales AI take care of all non-selling activities so your reps can focus on revenue generation. Artificial intelligence in sales can increase selling hours by not only automating tasks, but also improving daily productivity and analyzing habits.

Cross-sell 289

Cross-sell Sales Quota Up-sell 289

SaaStr

JULY 1, 2024

It sounds great to be able to sell to more people and sell bigger deals, but are you ready? You want to ensure you have cross-functional alignment and that this isn’t another squirrel you’re chasing. Do you have a core portion of your team equipped to sell upmarket? When Should You Move Upmarket? Look at your team.

Cross-sell 95

Cross-sell Price Account management Up-sell 95

Martech

MARCH 1, 2024

I see three drivers behind this stunning change: COVID-19, where personal selling was crippled and “retention is the new acquisition” became the latest catchphrase. Any dissatisfaction in product, service or overall experience creates an unbridgeable gap in retention efforts. It didn’t even make the Sagefrog priority list in 2022.)

B2B 117

B2B Cross-sell Pharmaceutical Account management 117

Cerebral Selling

JANUARY 23, 2023

But running into the same objections time and time again can make selling feel more like Groundhog Day, especially when you know they’re coming! Maybe you have one of the more expensive solutions on the market and have to routinely defend your pricing. In sales, customer objections are a fact of life.

Objection handling 213

Objection handling Cross-sell Price Up-sell 213

ClickFunnels

AUGUST 1, 2022

We believe that the most effective way to sell anything online is the Value Ladder sales funnel. You offer the potential customer your least expensive and least valuable product or service. You offer the customer a more expensive and valuable product or service. What Is the Value Ladder Sales Funnel?

Cross-sell 130

Cross-sell Pitch Sales Niche 130

Sales Gravy

NOVEMBER 20, 2023

On this episode of the Sales Gravy Podcast, Jeb Blount and Will Frattini, Head of Enterprise Revenue & Growth at Zoominfo, take on account management and account expansion selling. These teams play a critical role in ensuring that the client is successfully using the product or service and achieving their desired outcomes.

Account management 98

Account management Objectives and Key Results Cross-sell Contract 98

Martech

MAY 30, 2024

It applies price floors in real time based on historical buying patterns and inventory performance, analyzing site-specific data like the audience, geo, ad unit, device, browser, etc., This saves publishers from selling their ad inventory at lower prices and ensures better fill rates.

Cross-sell 94

Cross-sell Territory Price Launch 94

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 95

Gaming Cross-sell Referrals CRM 95

Martech

OCTOBER 22, 2024

The more in-depth and relevant the page (like pricing or case studies), the higher the score. Industry Depending on your product or service, certain industries will be a better fit than others. Conversely, lower points should be given to leads outside your service area. Negative scoring can help with that.

Cross-sell 105

Cross-sell Lead generation GTM Territory 105

SaaStr

MAY 30, 2024

From a PLG perspective, if you make it easy for users to start using your product, any interaction with a rep or customer service person is a bad user experience. You want customers to understand the product and pricing and start using it on their own. What PLG Signals Can Sales Use to Sell Software? Let’s look at some examples.

Cross-sell 93

Cross-sell Customers Pitch Drivers/motivators 93

SaaStr

SEPTEMBER 29, 2023

On the supply side — GTM gets more efficient, and the cost of selling net new customers is unbelievably higher than selling to existing customers. There are advantages beyond higher pricing, with higher pricing being the smallest advantage. Who is going to do the selling? It’s much less taxing for employees.

Product 90

Product GTM Cross-sell Commission 90

Sales Hacker

APRIL 6, 2022

Sales teams often struggle with configuration of price quotes when dealing with complex products or services or large product catalogs. And these manual processes take sales reps away from their most important activity: selling. CPQ stands for Configure Price Quote. What is CPQ?

Cross-sell 95

Cross-sell Contract Price Finance 95

Hubspot

DECEMBER 13, 2023

You'll provide a brief overview of your product or service and try to gain their interest. You’ll ask open-ended questions to understand their pain points and determine if your product or service is a good fit. Introduction Call This call is all about introducing yourself and your company to a potential customer.

Objection handling 76

Objection handling Negotiate Cross-sell Contract 76

Heinz Marketing

MARCH 10, 2021

If you are selling a product or a service, make sure it is user-friendly. With prices often far lower than competing retailers, it is a no-brainer that customers keep returning and renewing their annual membership. The Kirkland brand is committed to providing top quality at affordable prices. Cross-sell and Up-sell.

B2B 138

B2B Cross-sell Retail Healthcare 138

Veloxy

JUNE 21, 2022

Before the pandemic, Salesforce found that most customers were demanding a team selling approach to satisfying their needs. Fast forward to today’s post-pandemic business world, and our research shows that sales teams are starting to put the customer experience first—and team (or collaborative) selling is an integral part of that sales plan.

Sell 189

Sell Inside sales Sports Cross-sell 189

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. How might global or geopolitical events impact service delivery?

Negotiate 52

Negotiate Cross-sell Contract Legal 52

PandaDoc

APRIL 29, 2024

Q2C starts exactly when a potential customer requests a quote for a product or service and ends when payment (full or partial) for said service or product is received. Configure : Determine customer needs and tailor product or service offerings. Price : Establish pricing based on the configuration and customer.

Cross-sell 52

Cross-sell Contract Legal Negotiate 52

PandaDoc

AUGUST 16, 2021

However, they were stripped of their biases and marketing claims, and only used to confirm data related to the actual tool, its features, pricing plans, and other. Pricing: Free eSign + Essentials (10 user/month) and Business (49 user/month); Enterprise upon agreement. Our rating: 4.8/5. G2 rating : 4.7/5. Our rating: 4.3/5.

Price 52

Price Contract Proposal Writing Clients 52

PandaDoc

AUGUST 22, 2024

There are three common SaaS models — self-service, transactional, and enterprise — that you can leverage based on your business size and goals. SaaS sales is the art of selling software-as-a-service (SaaS), focused on methods to obtain new customers while retaining/upselling existing ones. What does SaaS sales stand for?

Contract 52

Contract Cross-sell Legal CRM 52

Salesforce

MAY 6, 2024

AI-powered telecom sales start with data To truly benefit from the capabilities of AI, particularly generative AI which is expected to deliver $140 billion to $180 billion in productivity gains (above what could be unlocked by traditional AI), communications service providers need to have an infrastructure in place that can support it.

Cross-sell 52

Cross-sell Price Sales Growth 52

Salesforce

MAY 6, 2024

AI-powered telecom sales start with data To truly benefit from the capabilities of AI, particularly generative AI which is expected to deliver $140 billion to $180 billion in productivity gains (above what could be unlocked by traditional AI), communications service providers need to have an infrastructure in place that can support it.

Cross-sell 52

Cross-sell Price Sales Up-sell 52

SaaStr

MARCH 9, 2022

Some ideas Clayton shared included playing around with your pricing tiers and subscriptions, offering premium services, expanding into adjacent products, trying out transaction-based pricing, monetizing multiple sides of the market, and offering a white-label option for your product. Evidence of Crossing the Chasm.

Cross-sell 94

Cross-sell GTM Price Growth 94

Salesforce

SEPTEMBER 5, 2023

Upselling is when a seller encourages a customer to buy a more expensive version of a product or service than they originally intended. Instead of selling just one training session, I have the potential to sell four. Cross-selling looks different. This surfaces needs you can address with upsells (and cross-sells).

Cross-sell 72

Cross-sell Quota Up-sell Sales 72

Salesforce

DECEMBER 4, 2023

Why it’s important: ACV helps sales reps and managers identify opportunities for upselling and cross-selling that increase customer contract value and, ultimately, company revenue. If upselling or cross-selling are not possible (due to product portfolio, pricing structures, etc.),

Cross-sell 105

Cross-sell Pipeline Contract Sales 105

The 5% Institute

NOVEMBER 1, 2021

In this article, you’ll learn eight powerful and effective new realtor tips so that you can sell more homes, consistently. In this guide, you’ll learn our recommend new realtor tips and how to sell more homes, by using a system followed and successfully executed by our Students from various countries, and who speak many different languages.

Real Estate 145

Real Estate Sell Cross-sell Objectives and Key Results 145

SaaStr

APRIL 19, 2024

Then, someone would sell it for you for $50 to $400. If you’re selling 50M shampoo and growing 20%, you’re adding 10M per year. You launch shampoo and conditioner, which sells a million in the first year; that’s great, but it’ll never get there. How do you learn to sell in France, Germany, Milan, or London?

Engineering 96

Engineering Price Cross-sell Up-sell 96

PandaDoc

SEPTEMBER 19, 2023

Your product is of service to the widest range of potential customers. Key takeaways Targeting specific, niche markets with specialized products and services can help small businesses operate more efficiently with lower costs and higher revenue. The horizontal company offers generic products or services aimed at a wide audience.

Niche 52

Niche Cross-sell Price Referrals 52

SaaStr

FEBRUARY 1, 2022

60% of Asana’s customers come from self-service, 40% from sales. This is trending to 50/50 now that Asana has crossed $400m in ARR, but still a reminder a self-serve motion combined with sales jumping on the bigger deals can scale very, very far. Sprout Social doesn’t only sell a low-end edition. It has both (x) 1.5m

Contract 133

Contract Cross-sell Price Growth 133