Sales Hacker

DECEMBER 21, 2023

Each helped, but one “secret” weapon accelerated revenue and customers at an outsized rate: our highly technical Solutions Engineering team. I partnered with Basia Sudol , who joined Stytch as its first Solutions Engineer and now leads the SE team at Stytch. Here are the areas of greatest impact SEs have made at Stytch: 1.

Engineering 126

Engineering Objectives and Key Results Drivers/motivators Teamwork 126

SaaStr

APRIL 19, 2024

How do you reverse-engineer your first million as a SaaS startup founder? SaaStr founder and CEO Jason Lemkin chats with Sam Parr on the popular YouTube channel and podcast My First Million about what’s required to make it on the map for a $100M exit and then reverse engineers the steps to get there. You never catch up.

Engineering 122

Engineering Price Cross-sell Up-sell 122

SaaStr

JANUARY 2, 2025

Salesforce itself is hiring 2,000 sales execs this year to sell its AI platform, AgentForce. Salesforce: Actually We’re Going to Hire 2,000 Sales Execs Now To … Sell AI At most B2B companies, 35%+ of the headcount is in sales and its often the largest functional area. We may have even sort of given up there, a bit.

Up-sell 132

Up-sell B2B Engineering Technology 132

SaaStr

JANUARY 8, 2025

But at the start of its expansion play, Checkr’s enterprise motion failed, and sales cycles were slow, taking up to a year for $100k & up deals. Implementing tighter feedback loops between customers and product/engineering teams. Enhancing implementation and onboarding processes.

Objectives and Key Results 119

Objectives and Key Results Growth Engineering Quota 119

SaaStr

NOVEMBER 14, 2024

I’ve now worked with or invested in ~35 successful start-ups beyond my own companies and I’ve watched a lot of VP hire train wrecks. Way too many VPs these days start without really even understanding the product they are selling, marketing, building, etc. Do it in Google Slides or Powerpoint, probably ideally.

Start-ups 116

Start-ups Up-sell Consult Engineering 116

SaaStr

NOVEMBER 6, 2024

Revenue growth is up 21% overall, and subscription growth is up 33% — at almost $5 Billion in ARR. It’s driven Atlassian stock up +28% after the results: Is SaaS back? Yes, Atlassian’s roots are selling to developers. By customer count, the smallest ones still make up 85% of all Atlassian customers. #9.

Cross-sell 118

Cross-sell Price Growth Up-sell 118

Salesforce

JULY 18, 2024

Get articles selected just for you, in your inbox Sign up now Increasing loyalty with AI-driven personalization MOL Group’s digital transformation began a few years ago, when they decided to make the switch from being a traditional fuel retailer to a digitally driven consumer goods retailer and integrated mobility service provider.

A/B testing 98

A/B testing Retail CRM Cross-sell 98

SaaStr

OCTOBER 23, 2024

Selling to Multiple Stakeholders If you sell into the Enterprise, you understand there are different stakeholders. If you screw up one payment, customers are going to be angry. The entirety of your company’s history of bill transactions is hard to build up again. This is true for BILL. 1% of GDP goes through BILL.

Customers 124

Customers Networking UX Engineering 124

Partners in Excellence

JANUARY 22, 2025

” James gets at the root of so many of the issues we see about the terrible use of LLMs in selling, marketing, customer service. Just dump in the data, the customer didn’t have to clean it up much, we could do that. Every engineer I shipped out, slowed our development. They were eager to start.

Manufacturing 124

Manufacturing Engineering Technology Technology 124

Search Engine Land

OCTOBER 2, 2024

However, Amazon’s advertising ecosystem has expanded significantly, now offering options for service and local businesses that don’t sell physical products on the Amazon marketplace. Both of these display ad types are available for businesses not selling goods on the marketplace. Business email address Sign me up!

Customers 103

Customers Sell Campaign Engineering 103

ClickFunnels

DECEMBER 12, 2021

Here at ClickFunnels, we believe that the most effective way to sell anything online is the Value Ladder sales funnel. For example: Bloggers often struggle to come up with headlines for their articles. See how Matthew’s lead magnet sells the frontend product for him? Online that is typically done via lead generation funnels.

Lead generation 263

Lead generation UX Contact Engineering 263

Search Engine Land

JULY 15, 2024

Content marketing is defined here on Search Engine Land by Julia McCoy as follows: “Content marketing is the process of planning, creating, and distributing relevant, valuable content (like blogs, videos, podcast episodes, ebooks, guides, and more) with the intent of attracting and engaging a specific audience.” What is content marketing?

Entertainment 98

Entertainment Promote Non-Profits Engineering 98

Martech

SEPTEMBER 17, 2024

Department of Justice claimed that through acquisitions and anticompetitive conduct, Google seized control of the full advertising technology (“adtech”) stack: the tools advertisers and publishers buy and sell ads and the exchange that connects them. If the DOJ wins, Google could face up to $100 billion in advertiser lawsuits.

Price 110

Price Government Up-sell Presentation 110

Sales Gravy

MARCH 9, 2025

Welcome to the Sales Graveyard The sales graveyard is full of former Presidents Club winners who: Came home with a trophy and were fired because they quit selling. Confident, I walked right up to my second shota short pitch into the greentasting a birdie and then. It was an incredible feeling. I chunked it. I chunked it.

Pitch 97

Pitch Drivers/motivators Up-sell Engineering 97

Veloxy

OCTOBER 22, 2024

As someone who’s worked in engineering for over two decades, I can tell you: data analytics is the engine driving these AI innovations. These algorithms assess every interaction: Emails opened Meetings attended Responses to follow-ups They predict the likelihood of conversion with impressive precision.

Prospecting 130

Prospecting Technique Pipeline Sales 130

Search Engine Land

JULY 11, 2024

Amazon rolled out a new beta feature for businesses that don’t sell products on its platform, allowing them to generate leads through display ads across Amazon’s vast network. The new lead generation ads allow customers to sign up for information directly within the ad creative, without leaving the website they’re browsing.

Lead generation 83

Lead generation Networking Contact Up-sell 83

Sales Gravy

MARCH 2, 2025

The fact is, the more people you talk with, the more youll sell. They lean on email because its easier to hide behind a keyboard than pick up the phone and face rejection. A legion of enterprising tech entrepreneurs promised magical prospecting engines that would replace salespeople altogether.

Prospecting 93

Prospecting Pipeline Strategize Up-sell 93

Search Engine Land

JULY 22, 2024

Niche sites, influencers and publishers Niche sites, influencers and media companies create content for small business Saturday, have round-ups sharing the best of Black Friday and Cyber Monday, as well as listicles of the best XYZ. With fewer days until free shipping and time to publish, now is the time to line up the lists.

Niche 98

Niche Retail Promote Follow-up 98

Veloxy

SEPTEMBER 29, 2021

Salesforce Adoption Pain Point #1 : Sales representatives report spending 66% of their day performing tedious, non-selling activity in Salesforce. This is a conundrum for most sales managers, as sales productivity is one of the common selling points of the Salesforce CRM platform. The key is Salesforce automation. Table of Contents.

Territory 342

Territory Represent Sales Lead generation 342

ClickFunnels

NOVEMBER 15, 2021

Want to get clarity on how to effectively sell online? This includes search engine optimization (SEO), social media marketing, YouTube marketing, etc. Also, remember that just because your lead magnet is free, doesn’t mean that you don’t need to “sell it”. We recommend sending at least six follow-ups. Continue reading….

Lead generation 289

Lead generation Process Cross-sell Up-sell 289

Martech

DECEMBER 20, 2024

Strong statement: Discover how to rank higher in search engines and attract more qualified leads in just 30 days. Use headings, bullet points and concise sentences to break up the text. Example A webinar about Cybersecurity Trends of 2025 should aim to educate, not sell. Email: Business email address Sign me up!

Education 112

Education Manufacturing B2B Trust 112

Martech

SEPTEMBER 11, 2024

When many people are responsible for upselling and cross-selling, the customer can be, at best, confused and, at worst, feel badgered by multiple people from the same company. The same marketing techniques used for prospecting can be used for upselling and cross-selling: Segmentation. Personalized communication. Lead scoring.

Cross-sell 107

Cross-sell Customers UX A/B testing 107

SaaStr

OCTOBER 16, 2024

The bar has gone up, and it’s not just in AI. So yes, while it’s true that challenges are real for those in the right-hand column above – overall cloud spend is still up 20%. Crowdstrike is up and still grew 35%. You have to maybe either sell to different customers, or have to build more software or be more AI.

B2B 128

B2B Legal Cross-sell Growth 128

SaaStr

MARCH 25, 2025

The numbers are staggering: they’ve gone from zero to processing billions of conversations, partnered with Zoom as their primary transcription provider, and penetrated Fortune 500 companies through a brilliant bottom-up strategy. They offered 600 minutes of free transcription when competitors were charging $1/minute.

Meeting 96

Meeting Price Strategize Growth 96

Search Engine Land

SEPTEMBER 13, 2024

These include internal linking, cross-selling and upselling, regional searches and volumes, filtering and trust builders. And some of these concepts can be reverse-engineered into more online success. The tables would be the shoe names with a photo of them and the selling points about who it is for.

UX 84

UX Retail Sports Cross-sell 84

ClickFunnels

DECEMBER 9, 2021

We believe that the most effective way to sell anything online is the Value Ladder sales funnel. Say, if you sell a SaaS product for software engineers, it might be tempting to start creating content that appeals to people who want to learn how to code despite it making zero business sense. What is the Value Ladder Sales Funnel?

Lead generation 262

Lead generation Campaign Up-sell A/B testing 262

Search Engine Land

AUGUST 20, 2024

Core update: Focus on authority Google’s March 2024 core update really focused on cleaning up poor content and promoting better, more valuable content. Set up your tracking To adapt, you need to know what’s actually happening. Business email address Sign me up! AI Overviews (they’re sticking around, after all). Processing.

CTR 100

CTR Cross-sell Promote Presentation 100

Sales Pop!

SEPTEMBER 9, 2021

For Pipeliner, this was conceptually the most significant barrier we had to overcome because a salesperson is not selling a process, but a product. Clearly, there is no chance that a jet engine would have the same sales process as a medical device. This was because many companies corralled salespeople into a single sales process.

Pipeline 236

Pipeline Price Product Electricity 236

SaaStr

MARCH 6, 2025

You’ll learn if they can sell in competitive environments for real or not. Do you work with sales engineers and sales support? This will ferret out if he/she can play at an early-stage SaaS start-up successfully and if they know how to scale once you scale. Should the VP of Sales sell themselves when they start?

Quota 75

Quota Sales Up-sell Lead generation 75

Sales Pop!

FEBRUARY 16, 2024

I recently had the pleasure of having a fascinating conversation with Julie Thomas , President and CEO of Value Selling Associates. We delved into the concept of a revenue engine and its implications for sales organizations. The revenue engine is not just about the sales organization anymore.

Engineering 162

Engineering Drivers/motivators Clients Up-sell 162

Veloxy

JUNE 23, 2021

What Positions Make Up an Inside Sales Team? This is often why many companies don’t end up with rockstars and new teams miss the mark. When we talk about outside sales, we’re referring to a team that goes out on sales calls to sell regionally and at conferences, events, and so on. What Positions Make up an Inside Sales Team?

Inside sales 232

Inside sales CRM Sales Pipeline 232

Hubspot

SEPTEMBER 12, 2024

Car buyers 30 years ago might have shown up at the dealership wanting a truck, a sedan, or something as vague as a “good family car,” and the salesperson’s job was to help steer them in the right direction based on their needs. That process has changed dramatically. A 2024 HubSpot Blog Survey of 422 B2B professionals in the U.S.

B2B 81

B2B B2C Tradeshows Contract 81

SaaStr

MARCH 16, 2025

You need to be in the trenches, meeting candidates, selling the vision, and making the call. You need someone scrappy who can roll up their sleeves and figure things out. For example, ask engineers to complete a quick coding challenge or have marketing candidates critique your product. Be deliberate, be patient, and dont settle.

Up-sell 66

Up-sell Pipeline Meeting Closing 66

Partners in Excellence

JANUARY 16, 2025

In selling, there is no end to the tools that claim to provide coaching, performance reporting tools, conversational intelligence, role play tools, social selling, prospecting/customer engagement, negotiation, objection handling, closing, time management. ” But coaching, at least in selling and GTM is very focused and specific.

Objectives and Key Results 125

Objectives and Key Results Objection handling GTM Pipeline 125

Veloxy

FEBRUARY 15, 2022

Today, field salespeople have had to pivot to a hybrid approach consisting of inside, remote, and virtual selling. Field sales is the selling strategy that prioritizes the creation and nurturing of in-person customer relationships. As noted before, how customer segments are divided up amongst the sales reps is one unique factor.

Territory 244

Territory Inside sales Outside Sales Pharmaceutical 244

ClickFunnels

OCTOBER 20, 2021

Step #1: Identify Your Unique Selling Proposition. Note that this isn’t about coming up with a marketing word salad. Instead, determine what unique value your institution provides, then use that unique selling proposition to differentiate yourself. Simply identifying your unique selling proposition is not enough.

Lead generation 264

Lead generation Education Niche Up-sell 264

SaaStr

MARCH 12, 2025

For high-consideration purchases, “long copy sells” – Despite our short attention span world, buyers of enterprise software will read your 12-page white paper and attend hour-long demos if they provide valuable information. This wasn’t what you signed up for when founding a “product company,” was it?

Pipeline 82

Pipeline B2B Territory Quota 82