Sales Hacker

MARCH 25, 2025

I think I got to start by maybe putting you on the spot a little bit. Getting entire work done or processes done in the background and only bubbling up to a human when it has an exception. And it’s usually like a very detailed sort of Google doc, here’s the login for X. I mean, moonshot projects sound pretty fun.

GTM 69

GTM X-functional Start-ups Relationship building 69

Martech

FEBRUARY 7, 2024

Broaden job skills on an agile marketing team Many marketing teams still operate with specialists who perform a very limited job function. However, it will be up to the person to critically analyze AI’s results, determine what is true, and validate those assumptions by talking to real customers.

X-functional 118

X-functional Cross-sell Territory Retail 118

Hubspot

AUGUST 8, 2019

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. Percentage of leads followed up with.

X-functional 101

X-functional Quota Cross-sell Contract 101

Veloxy

SEPTEMBER 28, 2021

You spend 13 hours a week sending 180 emails to prospects, leads, and customers, and all you can drum up is 2 responses. Just be sure you print and bookmark this blog post so you can take it with you wherever you go, wherever you sell. There’s a saying here; start the conversation now so you can get the conversion later.

Objectives and Key Results 204

Objectives and Key Results Prospecting Contact Campaign 204

Hubspot

OCTOBER 16, 2017

That is to say, if you want your salespeople to do X, reward them financially for doing X. 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.

Commission 101

Commission Quota X-functional Non-Profits 101

SalesHandy

JUNE 29, 2021

Selling products or services to businesses and professionals can be tough. Which is unlike selling to consumers, who have common needs and wants. The right B2B sales strategy optimizes your sales process around a few key principles, all of which allow you to make the most out of B2B selling efforts. What is B2B Sales?

B2B 98

B2B Cross-sell X-functional Follow-up 98

SaaStr

AUGUST 12, 2020

David Sacks, General Partner at Craft Ventures joins the New New in Ventures to discuss The Cadence and how to structure around it while building a start-up. When you start growing above 50 employees, and certainly get to 100, things change, you now have teams, which means you have functional leaders. billion dollars.

Finance 117

Finance X-functional Launch Objectives and Key Results 117

Search Engine Land

DECEMBER 28, 2023

Google stirred things up by shaking cushions and discreetly adjusting ad prices, and the entire industry faced a major shift with the sunset of Universal Analytics, forcing everyone to transition to Google Analytics 4. In another blow for Google, an Adalytics study accused it of mis-selling video ads to marketers for the last three years.

X-functional 116

X-functional Retail Launch Non-Profits 116

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. He also used real data to back everything up, rather than getting into an opinionated p **g match with anyone who wanted to throw up any barriers.

Conversion 124

Conversion Sell E-commerce Legal 124

Heinz Marketing

MAY 16, 2022

Why did that bubble up as a topic for you? Alan : It starts with a prospect experience and goes into the wholesale customer experience. So that experience really starts then. But when you become customers, is when everything starts. You recommended we cover customer service, customer success today. Customer experience.

Pipeline 97

Pipeline Referrals X-functional Cross-sell 97

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

Heinz Marketing

JUNE 7, 2021

Matt: So, as we record this, we are coming up at the end of May. 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. Thanks for being part of the show.

Pipeline 129

Pipeline B2B Sales Cross-sell 129

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. Keep up with key contacts. Look for ways to add value.

Legal 91

Legal Relationship building Contact X-functional 91

SalesHandy

MARCH 21, 2023

You can add up to 30 different merge tags like {{first name}}, {{last name}}, {{location}}, {{country}}, and more. When you send a prospect a follow-up email ensure an adequate amount of time has passed between each email. All we want to know is how would that product help us I am investing X amount of money in it. Be mindful.

Closing 98

Closing X-functional Sales Follow-up 98

SaaStr

MARCH 12, 2019

What are you doing up so early? What’s the failure rate for a Series A start up? What’s the failure rate of a Series C start up? We are screwing up the scale. Okay so start off quizzing the chart, take a sip of your coffee, 9:00am. SaaStr, good morning. Get right into it. Growth and milk.

Growth 106

Growth Cross-sell Contract X-functional 106

ConversionXL

OCTOBER 26, 2022

The New York Times named this urge to buy something the “TikTok Feta Effect,” after a viral recipe for baked feta pasta resulted in the cheese selling out nationwide in the U.S. The benefits of TikTok for ecommerce brands don’t start and end with a sale. Why should your brand be on TikTok? TikTok users spent $2.5 via Shopify ].

Customers 115

Customers Entertainment E-commerce Objectives and Key Results 115

Hubspot

APRIL 4, 2023

Here, we'll cover 15+ questions that will likely come up in consulting interviews — and discuss best practices for nailing them. Here's how it works: Situation: Start by describing the situation. Because the question is so open-ended, it can be difficult to know where to start. However, solving cases is only half the battle.

Consult 83

Consult Objectives and Key Results X-functional Construction 83

ConversionXL

JUNE 26, 2017

Elite Camp 2017 had an enviable line-up of heavy hitters and rock stars. Websites selling different things are different and even if they sell the same products, their target audience might be different. So we want to come up with a bunch of radically different ideas & test them. Websites are contextual.

UX 85

UX Cross-sell A/B testing Government 85

Hubspot

OCTOBER 23, 2017

A discovery call is where you might do the bulk of your qualification, but it certainly isn’t where qualification starts or ends. Do you sell to their industry? That doesn’t mean you should hang up the phone. Qualifying Leads: The Qualification Process. What Is a Qualified Prospect? back to top). What’s the company size?

Sales 101

Sales X-functional Contact Prospecting 101

ConversionXL

NOVEMBER 3, 2016

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. In other words, you’ll answer questions like: Where in the buyer journey is the person that downloads [X] whitepaper? What are you trying to sell? How do they buy?

B2B 110

B2B Conversion B2C SQL 110

SaaStr

FEBRUARY 4, 2020

And over that time, let’s say Amex was 150 years, Google was 9 years when I started, and Gusto was about 4 years old when I started. Keep your hands up if you use Gusto. 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.

Drivers/motivators 99

Drivers/motivators X-functional Trust Cross-sell 99

ConversionXL

OCTOBER 22, 2018

To reframe marketing as an investment rather than a cost center, we must connect all the dots to revenue—but it’s hard to do without the right tools and models to get started. She might have gotten up to go to lunch. Selling to companies adds complexity to the Lead Source method. No marketing attribution model is perfect.

B2B 131

B2B Process Campaign Contact 131

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. People aren’t as receptive to a cross-sell when you rip them off in the core one.

GTM 83

GTM Cross-sell X-functional Pipeline 83

SaaStr

MAY 14, 2023

As we gear up for SaaStr Europa 2023 in London on 6-7 June and SaaStr Annual 2023 in the SF Bay Area on 6-7 September , we wanted to take a look back at some of our most iconic speakers and sessions from over the year, that we can still learn from today. OK, so straight up. Next up, we’ve got Nicolas Dessaigne.

Price 109

Price Start-ups Up-sell X-functional 109

ConversionXL

APRIL 3, 2018

No more puking up unicorns and rainbows. Positioning isn’t something marketing makes up, it’s something marketing uncovers. alexa_hubley is up and bringing tons of energy and customer marketing knowledge to the stage at #cxllive ??????????? Start with retention. Following that can be damaging to long-term goals.

A/B testing 106

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

ConversionXL

JULY 20, 2019

Take a look at how transactional emails stack up against a traditional newsletter-style email: (Image Source). 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. Start simple. Plain and traditional.

Conversion 90

Conversion Promote X-functional Start-ups 90

SaaStr

JULY 17, 2020

” So all the people who were whining, jumping up and down about the evils of short-termism and public markets, which I never really believed in anyway, maybe you’re just factually wrong. Does it not all bubble up to even the best cloud stocks? Keith Rabois: It’s unclear which stocks it bubbles up to.

E-commerce 94

E-commerce Retail Real Estate Growth 94

Search Engine Land

MAY 7, 2024

The site was able to: Rank in the top three positions of Google for commercial keywords that get up to 246,000 average monthly searches. selling over 400,000 eBikes in the last four years. Additionally, ecommerce SERPs tend to have ads taking up some of the real estate, which can reduce organic CTR. The x -axis shows U.S.

CTR 83

CTR Electricity Real Estate X-functional 83

Sales Hacker

APRIL 23, 2018

He convinced them to give the other route a try and Gary started a switchback-based approach to hiking the Y. This is the only way to create both predictability and sustainability to the sales function. You can’t close an opportunity if you haven’t started it first. The up/down axis is a rep’s progress to goal.

Drivers/motivators 89

Drivers/motivators Pipeline Objectives and Key Results X-functional 89

Sales Hacker

APRIL 14, 2020

Reps working from home need to be willing to converse without selling. Talk to us about your business and how you started — give us an overview. So companies going out, they bought this SaaS platform to help with X, Y, and Z. Data integrity is more important than you thought. Subscribe to the Sales Hacker Podcast.

Contract 84

Contract CRM Consult Cross-sell 84

ConversionXL

DECEMBER 30, 2015

Take a look at how transactional emails stack up against a traditional newsletter-style email… Image Source. However, the opportunity to up-sell and cross-sell has been lost completely. Try… Vero – Starts at $99 / mo. Remarkety – Starts at $39 / mo. Start simple.

Conversion 88

Conversion Promote X-functional E-commerce 88

SaaStr

JULY 15, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about scaling from $1M to $10M. Jason Lemkin: Well, let’s break it up. How, if no one’s heard of you, do you sell to big companies? Jason Lemkin: Yeah, maybe let’s break it up into two points. It starts to get complicated.

Growth 117

Growth Cross-sell Start-ups X-functional 117

PandaDoc

OCTOBER 13, 2022

The no-strings-attached free trial, a couple of tutorials, and a bunch of courses allow any user to successfully set up the system and start tinkering with the available features. To capture both professional reviews and opinions from real users, we actively interact with up to 30 various sources of data. Among these are: G2.com

X-functional 52

X-functional Territory CRM Lead generation 52

Heinz Marketing

JULY 13, 2020

” I ask Joanne why she thinks it’s coming up more often now and how has her answer changed or evolved over time? It’s time to grab your board, swim out into that sea of ideas that’s churning up all the time, and see if you can catch a wave. Joanne: Well like anything we’re doing, it starts at the top.

Pipeline 91

Pipeline Referrals Cold Call Sales 91

ConversionXL

FEBRUARY 26, 2014

By tightening up the standards and criteria you use to find, deploy, and measure keywords, you can really begin to improve your conversion rates at every level of the funnel. In PPC, this typically means setting up Campaign location targeting by selecting specific locations to show ads or excluding specific locations. Don’t have any?

Territory 111

Territory CTR Campaign Objectives and Key Results 111

SaaStr

AUGUST 15, 2020

I actually just got off the boat, Nick, and scurried up to make sure that I was ready to go for the presentation. Nick Mehta: I got to say pretty good internet up there on the Italian Alps, so I’m impressed. So, you teed it up really well. One, it starts high up in the sales process, right? Jay Snyder: Yeah.

Retail 107

Retail Start-ups Drivers/motivators Up-sell 107

Heinz Marketing

FEBRUARY 24, 2020

” and our guest is Lisa Gschwandtner , Editorial Director at Selling Power. To start I ask Lisa how she decided editing is what she wanted to do? I won’t get into the inside jokes there but Lisa Gschwandtner from Selling Power Magazine , thank you so much for joining us today. So you mentioned Selling Power.

Pipeline 71

Pipeline Sales Cross-sell Up-sell 71