Hubspot

APRIL 2, 2018

We’d already agreed on X price. If we can come down to X price, would you sign today?”. How's your experience with our product/service been so far?". You might be interested in our newest Feature X. ". This ensures you never sell your company or your prospect short. We’d already agreed on X price.

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

ConversionXL

JUNE 30, 2019

Competitor X is doing Y. We should do that, too,” or “X is the market leader, and they have Y, so we need Y.” Run a functional investigation. Ask them to use the words they would naturally use when looking for a product or service you offer. What products or services are offered and for whom? Set your goals.

UX 126

UX X-functional A/B testing User Experience 126

SalesHandy

JUNE 29, 2021

Selling products or services to businesses and professionals can be tough. Most businesses are built and operated differently, which means each of them will have unique challenges to solve and corresponding needs from your product. Which is unlike selling to consumers, who have common needs and wants. What is B2B Sales?

B2B 98

B2B Cross-sell X-functional Follow-up 98

SaaStr

AUGUST 12, 2020

When you start growing above 50 employees, and certainly get to 100, things change, you now have teams, which means you have functional leaders. Rather than the CEO running around telling the engineers exactly what to build, you now have product managers. And, the second system is what I call the product marketing system.

Finance 113

Finance X-functional Launch Objectives and Key Results 113

Search Engine Land

DECEMBER 28, 2023

However, it was confirmed that Vidhya Srinivasan, who previously led product and engineering for ads, will take over leadership of the Ads team reporting to Google Senior Vice President Prabhakar Raghavan. In another blow for Google, an Adalytics study accused it of mis-selling video ads to marketers for the last three years.

Retail 116

Retail X-functional Launch Non-Profits 116

Veloxy

SEPTEMBER 28, 2021

Just be sure you print and bookmark this blog post so you can take it with you wherever you go, wherever you sell. Therefore, they really don’t have any real reason to care about you or your amazing products. Or maybe you want them to send over some additional information so you can schedule a product demo. Table of Contents.

Objectives and Key Results 204

Objectives and Key Results Prospecting Contact Campaign 204

Hubspot

JUNE 22, 2022

Sound customer relationships are the foundation of any viable, productive business — having direct sway over how your business functions and grows. Without satisfied customers, you can't generate sustainable revenue, and you sell yourself short by losing out on referrals. Lead with an exceptional product or service.

Legal 91

Legal Relationship building Contact X-functional 91

SalesHandy

MARCH 21, 2023

You can also personalize your offerings in accordance with their pain points and the solutions your product/service can offer. Talk about benefits (instead of features) We don’t like it when a salesman keeps talking about features and how good a product is. Product/Service}} can help in {{Benefits}}.

Closing 98

Closing X-functional Sales Follow-up 98

ConversionXL

MAY 14, 2014

Realizing this was a much bigger problem we’ve yet to address, Peep took to Twitter and asked: Looking for an in-house optimizer in a big company for a blog post on selling CRO internally. On-going battles for prime real estate, page layouts, copy and imagery persist and often burden cross-functional team performance and relations.

Conversion 124

Conversion Sell E-commerce Legal 124

Hubspot

OCTOBER 23, 2017

Either they’re a good fit for your product or service and you can move forward with the relationship, or it’s time to part ways. Do you sell to their industry? How have you made purchasing decisions for products similar to ours in the past? Are you evaluating any other similar products or services?

Sales 101

Sales X-functional Contact Prospecting 101

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

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. The product marketer doesn’t make sense between $2M and $10M in revenue.

GTM 83

GTM Cross-sell X-functional Pipeline 83

ConversionXL

NOVEMBER 3, 2016

So instead of simply increasing the volume of leads on a landing page, you’re suddenly also supposed to factor in quality of leads, lifetime value, sales productivity, etc. So while many usability heuristics remain the same in B2B website design and functionality , much of what goes into lead gen, sales, and analysis is different.

B2B 110

B2B Conversion B2C SQL 110

ConversionXL

JUNE 26, 2017

Websites selling different things are different and even if they sell the same products, their target audience might be different. Organize growth into a cross-functional team. Do people care about this product? Websites are contextual. Research is the key to figuring out which best practices to use.

UX 85

UX Cross-sell A/B testing Government 85

ConversionXL

OCTOBER 26, 2022

TikTok has evolved from a platform known for viral dance moves to a place of rapid product discovery. TikTok research into user behavior shows that 37% of users discover a product and immediately want to buy it. Many of which feature its products. Cross-reference trending hashtags with topics that interest your audience.

Customers 115

Customers Entertainment E-commerce Objectives and Key Results 115

Heinz Marketing

MAY 16, 2022

I also believe that many organizations, over time, have over rotated on demand, on getting new logos, where it’s a lot more productive and profitable to focus on your existing customers, growing them and turning them into advocates and promoters of your brand. That could be a self-help tool in a product led growth format.

Pipeline 81

Pipeline Referrals X-functional Cross-sell 81

Hubspot

APRIL 4, 2023

It's also when you really need to sell yourself and your skills. I believe these elements create a positive and productive working environment." Describe a time when you worked within a cross-functional team to complete a project. Accomplishments like that really motivate me to do my best."

Consult 83

Consult Objectives and Key Results X-functional Construction 83

Heinz Marketing

JUNE 7, 2021

We used a sales activity study to benchmark how and where sellers are spending their time, pinpointing places where we are maybe spending a little more time on non-direct selling activities than we would like. And so, as we have evolved complex buying and selling, the model has evolved as well. It’s a common noun in B2B.

Pipeline 114

Pipeline B2B Sales Cross-sell 114

ConversionXL

JULY 20, 2019

Are you promoting the right products to the right people at the right time? It’s not about batching and blasting or promoting as many products as you can cram into one email. The email clearly states the promotion (50% off) and makes it easy to navigate products (“WOMEN”, “MEN”, “SHOP SHORTS”).

Conversion 90

Conversion Promote X-functional Start-ups 90

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. Understand growth accounting – new, resurrected vs churned = net growth (can also look at this at feature level, not only product). Consider a new product category?

A/B testing 106

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

Search Engine Land

MAY 7, 2024

You can try blog or informational content, links to category or product pages and rank well for informational content just to never see an impact on traffic with buying intent. selling over 400,000 eBikes in the last four years. The x -axis shows U.S. Ecommerce SEO can be painful. I examine every case study under this lens.

CTR 83

CTR Electricity Real Estate X-functional 83

ConversionXL

DECEMBER 30, 2015

Are you promoting the right products to the right people at the right time? It’s not about batching and blasting or promoting as many products as you can cram into one email. 10% off discounts, $25 free credits, limited time only product offerings, free shipping for purchases over $100, etc. Products browsed in the past.

Conversion 88

Conversion Promote X-functional E-commerce 88

Lead Fuze

JULY 1, 2023

Finally, you’ll gain insights on cross-checking territory assignments, compensation incentive programs, capacity staffing and understanding different types of quotes serving different functions. Case Study: Adjusting Quota Based on Performance Imagine this: Jonathan sells fewer products but at higher value points.

Quota 52

Quota Growth Territory Commission 52

Sales Hacker

DECEMBER 17, 2024

Building ‘opinionated products’ and the importance of customer intimacy Lessons learned from scaling Twitter’s ad business from zero to $650 million in three years. Highlights: (5:22) The power of customer intimacy in product development. (15:41) 15:41) Scaling Twitter’s ad business and managing hyper-growth. (26:54)

GTM 68

GTM Engineering Electricity X-functional 68

SaaStr

MARCH 12, 2019

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. And so I just want to throw in a framework around product market fit measured by customer value creation, then go to market fit measured by economics, then we scale fast.

Growth 82

Growth Cross-sell Contract X-functional 82

PandaDoc

OCTOBER 13, 2022

Any sales rep can drag and drop stages and figure out how to optimize the sales pipeline for a specific segment, product type, or scenario. Lead generation X ? Social media integration X ? Free version X ? Being at the top of the heap, Salesforce sets a comparatively high price for its product. Document storage ?

X-functional 52

X-functional Territory CRM Lead generation 52

SaaStr

MAY 14, 2023

Talkdesk spent two years getting its Zendesk for voice products right, and then boom, boom, went from almost nothing to six million in ARR in the last 12 months… that sounds pretty good and it’s accelerating. They all started the same day and they sat next to me watched me sell for a month and then I turned them loose.

Price 93

Price Start-ups Up-sell X-functional 93

Sales Hacker

APRIL 14, 2020

Reps working from home need to be willing to converse without selling. Ideally today especially with revenue organizations becoming more and more integrated, if each team is behaving even slightly differently we’re going to see a lot of inefficiency and a lack of productivity for the whole organization to drive forward.

Contract 79

Contract CRM Consult Cross-sell 79

Salesforce

JANUARY 31, 2024

How to get a job in tech sales: the fundamentals Types of tech sales jobs Pros and cons of working in tech sales How to get started: best practices and tips What trends drive sales productivity today? Get the State of Sales Report to discover productivity insights from 7,700 sales professionals. Get the free report What is tech sales?

Networking 59

Networking Cross-sell B2C Negotiate 59

Highspot

MAY 20, 2022

Sales plays can be created to support different regions, product lines, or buyer personas; this ensures that your reps’ tactics match different buyer needs. To get a better understanding of their impact, let’s imagine you are rolling out a new product line. How should reps talk about this product line?

Territory 52

Territory X-functional Sales Cross-sell 52

SaaStr

JULY 15, 2022

As a tiny startup who might be commercializing its first product, are there any general guidelines that you can stick to that would prevent the massive companies out there from crushing the baby? How, if no one’s heard of you, do you sell to big companies? So again, we could use it for any function. It never works.

Growth 96

Growth Cross-sell Start-ups X-functional 96

Sales Pop!

SEPTEMBER 28, 2021

Voice assistants (Amazon Echo, Alexa, Alice, Google Home), thanks to their upgradable functionality, are becoming personal shopping assistants: from finding a product in online stores to buying it with voice control. More and more consumers will use voice search to shop online, order food, and organize their lives.

Retail 52

Retail Growth X-functional Cross-sell 52

SaaStr

FEBRUARY 4, 2020

We have 1,000 employees across three locations, San Francisco, Denver, and New York, and everything in the past four years has grown by more than 10 X. They cross referenced a bunch to come up with the teams that performed the highest, were not the smartest people in the room. Gusto now serves 100,000 small businesses.

Drivers/motivators 75

Drivers/motivators X-functional Trust Cross-sell 75

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.

X-functional 58

X-functional Engineering Clients Start-ups 58

Heinz Marketing

JANUARY 25, 2021

I ask Jason why is this function so interesting? I mean, why is that function so interesting to you? So, I get a chance to help, direct and navigate and facilitate introductions that can help make our product better. What about partner marketing is so exciting? Jason Yarborough: There’s a lot that excites me about it.

Pipeline 87

Pipeline Sales X-functional B2B 87

Sales Hacker

APRIL 23, 2018

This is the only way to create both predictability and sustainability to the sales function. On the cross hair = hitting goal. 3) Encourage activity based selling. Does the activity help a salesperson increase deal size or sell more products per customer? Measuring outcomes is easy. She currently only has 6 deals.

Drivers/motivators 79

Drivers/motivators Pipeline Objectives and Key Results X-functional 79

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 65

Pipeline Sales Cross-sell Up-sell 65