Martech

JUNE 6, 2023

Marketers and martech professionals have the option to buy one product or a full platform suite. Customer data, AI, marketing automation and analytics are must-haves for any martech stack and several companies are now looking to sell them all at once. This also applies to newly released products.

X-functional 108

X-functional Cross-sell Contract Up-sell 108

Hubspot

AUGUST 8, 2019

Revenue by product or product line. Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Cost of selling as a percentage of revenue generated. You can’t control how much this salesperson sells -- but you can tell her to increase her daily email output.

X-functional 101

X-functional Quota Cross-sell Contract 101

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

Sales Hacker

MARCH 25, 2025

Previously, he was the Global VP of Product for SAP, CRM and Sales Cloud. How enterprise teams are already deploying autonomous agents in production. Previously to that, it was the global VP of product for SAP, focused on the CRM and sales cloud. Why traditional SaaS pricing models (like per-seat) dont work in the agent era.

GTM 70

GTM X-functional Start-ups Relationship building 70

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 117

Finance X-functional Launch Objectives and Key Results 117

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

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 97

Pipeline Referrals X-functional Cross-sell 97

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

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 129

Pipeline B2B Sales Cross-sell 129

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

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

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

Heinz Marketing

FEBRUARY 21, 2022

The power of 3 key selling strategies: virtual product tours, ROI validation and customer case studies. How ScienceLogic aims to get the right personalized outcome engagements to targets by building components cross-functionally. And people are doing free trials as ways to get people to kick the tires on the product.

Pipeline 105

Pipeline B2B Inside sales Sales 105

PandaDoc

MAY 8, 2023

Customer support is an essential aspect of any customer experience, and research bares this out: 68% of customers will pay more for products and services from companies with a strong record of good customer service. This can include canned scripts and email templates for fast response, as well as standard workflows for better productivity.

Service 52

Service Product Customers E-commerce 52

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

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 99

Drivers/motivators X-functional Trust Cross-sell 99

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

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 117

Growth Cross-sell Start-ups X-functional 117

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 85

Contract CRM Consult Cross-sell 85

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

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

ConversionXL

FEBRUARY 26, 2014

Ask your sales team: How do different product categories do throughout the year? Write out holidays or months of the year and have people shout out the first product or service related to your business for that time. The Products Campaign isn’t running on Saturday and Sunday, and Services is only on during the weekend.

Territory 111

Territory CTR Campaign Objectives and Key Results 111

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 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 64

X-functional Engineering Clients Start-ups 64

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

SaaStr

AUGUST 7, 2020

359: The Secrets to Vertical Growth, What it Really Takes to Build a $1B SaaS Company with Matt Garratt, SVP, Managing Partner @ Salesforce Ventures, Trisha Price, Chief Product Officer @ nCino and David Schmaier, CEO & Founder @ Vlocity. Are these really product companies? Matt Garratt: Let’s move on to the initial product.

Price 86

Price Retail X-functional Healthcare 86

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 93

Pipeline Sales X-functional B2B 93

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

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

PandaDoc

APRIL 12, 2022

In many cases, all aspects of the business — from product expansion to feature development — revolve around customer metrics and feedback. Customer insights can help you improve your product and get a better understanding of what features are most important to users. Example: 40 positive responses / 60 total responses X 100 = 67%).

Customers 52

Customers X-functional Promote Price 52

SaaStr

OCTOBER 29, 2019

Learn actionable monetization tips from a Product/Growth operator turned VC. I began my career in new product development and starting in 2011 got really excited about the high growth phase of a company. Built out a bunch of the orb across product, data, analytics to do much of the same work, to drive retention and monetization.

Price 45

Price X-functional Cross-sell Drivers/motivators 45

Lead Fuze

JULY 6, 2023

Pinpointing customers’ issues is an essential move in boosting your product or service, increasing customer gratification, and eventually aiding the development of your company. We’ll also explore practical solutions like offering multiple payment options and regular product training programs that address specific problems.

Customers 52

Customers Clients Lead generation X-functional 52