SaaStr

FEBRUARY 21, 2023

Becoming less reliant on human touch takes time and planning, so take a good look in the mirror, determine how much and how fast you can do it, and then form a cross-functional plan that meets your current business goals while also working towards future ones. Sign up HERE ! You still have to pay the bills.

Go To Market 97

Go To Market Growth GTM X-functional 97

Martech

JUNE 6, 2023

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. If you have a couple of products from one company, they’re likely already selling you on the benefit of adding a third or fourth. And to be fair, it sometimes is a smart move.

X-functional 110

X-functional Cross-sell Contract Up-sell 110

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

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 121

X-functional Cross-sell Territory Retail 121

ConversionXL

JUNE 30, 2019

You won’t know until you figure out what your competitors are up to. How does the user experience on my website stack up to the competition? How does your site's user experience stack up to the competition? Competitor X is doing Y. We should do that, too,” or “X is the market leader, and they have Y, so we need Y.”

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. 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

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. You can read up on how to identify spam mail here. And share it with your sales colleagues.

Objectives and Key Results 204

Objectives and Key Results Prospecting Contact Campaign 204

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

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

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. I learned this operating myself.

Finance 114

Finance X-functional Launch Objectives and Key Results 114

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 127

Pipeline B2B Sales Cross-sell 127

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

Heinz Marketing

MAY 16, 2022

Why did that bubble up as a topic for you? Matt : Yeah, or companies that have a history of selling to mid-market and SMB companies that don’t take the time to understand how an enterprise buyer buys and then don’t respect what is conveyed via a very different buying process. Customer experience. It touches everything.

Pipeline 95

Pipeline Referrals X-functional Cross-sell 95

Hubspot

OCTOBER 23, 2017

Do you sell to their industry? MEDDIC requires sales reps to understand every aspect of a target company's purchase process, down to whether you have an internal champion -- an employee at a prospective company who will internally sell your product. That doesn’t mean you should hang up the phone. What’s the company size?

Sales 101

Sales X-functional Contact Prospecting 101

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

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? Image Source.

B2B 110

B2B Conversion B2C SQL 110

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. Awesome revenue growth on the X axis, awesome revenue retention on the Y. The game has changed but we haven’t caught up.

Growth 106

Growth Cross-sell Contract X-functional 106

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 81

GTM Cross-sell X-functional Pipeline 81

InsightSquared

NOVEMBER 20, 2017

This doesn’t mean we should give up, and not try though, there’s some common tactics we can employ in order to drive solutions to management issues. Ensure your team is coming up with actionable metrics that the sales team can actually use. Manage Up With Facts. Highlight these insights using data and open the conversation up.

X-functional 54

X-functional Cross-sell Sales CRM 54

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

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. In this way, TikTok’s feed is similar to the suggested content that other social media platforms serve up. Why should your brand be on TikTok?

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. It's also when you really need to sell yourself and your skills. Add a positive spin by describing how you're approaching these challenges — or developing certain skills to keep up with these changes.

Consult 83

Consult Objectives and Key Results X-functional Construction 83

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 91

E-commerce Retail Real Estate Growth 91

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 107

Price Start-ups Up-sell X-functional 107

SaaStr

FEBRUARY 4, 2020

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. They cross referenced a bunch to come up with the teams that performed the highest, were not the smartest people in the room.

Drivers/motivators 97

Drivers/motivators X-functional Trust Cross-sell 97

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 ??????????? Value = (Knowledge + Process) x Skill x Attitude. Example: wechat in China.

A/B testing 106

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

Sales Hacker

APRIL 14, 2020

Reps working from home need to be willing to converse without selling. So companies going out, they bought this SaaS platform to help with X, Y, and Z. What’s your advice to those reps on good strategies for continuing to sell in this environment? Data integrity is more important than you thought. We’re on iTunes.

Contract 83

Contract CRM Consult Cross-sell 83

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

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

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. Lead generation X ?

X-functional 52

X-functional Territory CRM Lead generation 52

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. Plain and traditional. Example: BustedTees.

Conversion 90

Conversion Promote X-functional Start-ups 90

ConversionXL

OCTOBER 22, 2018

She might have gotten up to go to lunch. After she gets a series of lead nurturing emails and sales/marketing communications, she signs up for a demo and converts into a paying customer. Targeting someone with ads leading up to a conference may make them more likely to come by your booth and chat with a team member.

B2B 131

B2B Process Campaign Contact 131

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. Jason Lemkin: Hey everybody.

Growth 114

Growth Cross-sell Start-ups X-functional 114

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. Her other book is appropriately called Pick up the Damn Phone.

Pipeline 86

Pipeline Referrals Cold Call Sales 86

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. If user did X, send them Y three days later if they haven’t done A, B and C. Plain and traditional.

Conversion 88

Conversion Promote X-functional E-commerce 88

Sales Hacker

APRIL 23, 2018

This is the only way to create both predictability and sustainability to the sales function. The up/down axis is a rep’s progress to goal. On the cross hair = hitting goal. Most leaders and salespeople take an “Up vs. Down” mentality, a view where all that matters is being ahead of goal rather than behind goal.

Drivers/motivators 89

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

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. When I moved from a dance career to sales, I had zero experience selling a product. Give presentations and demos.

Networking 59

Networking Cross-sell B2C Negotiate 59