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 127

Engineering Objectives and Key Results Drivers/motivators Teamwork 127

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 120

Engineering Price Cross-sell Up-sell 120

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 117

Objectives and Key Results Growth Engineering Quota 117

Search Engine Land

FEBRUARY 5, 2024

has agreed to sell its Russian assets – including the Yandex search engine – as part of a deal worth 475 billion rubles (roughly $5.2 the Dutch parent company of the Yandex Group, agreed to sell all of its Russia-based assets, including Search, to a consortium made up of: Members of the senior management team of its Russian businesses.

Engineering 108

Engineering Government Up-sell Sell 108

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 Strategize 98

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 123

Manufacturing Engineering Technology Technology 123

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 116

Cross-sell Price Growth Up-sell 116

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 123

Customers Networking UX Engineering 123

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

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

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 106

Cross-sell Customers UX A/B testing 106

Veloxy

FEBRUARY 12, 2025

Sales teams today spend 70% of their workday on non-selling activities a massive roadblock to hitting quotas. Sales Reps are swamped with 1,400 non-selling hours every year. Prove it to me Sign up for free 1. Its automated email sequences and tracked document links eliminate manual follow-ups completely. Lets dive in.

Product 130

Product CRM Price Objectives and Key Results 130

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

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

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 95

Meeting Price Strategize Growth 95

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

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

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

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 65

Up-sell Pipeline Meeting Closing 65

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

Search Engine Land

JULY 25, 2024

Your brand terms, message and unique selling points are yours to leverage – and in paid search, they should be your safe haven. It safeguards your online presence and reputation by: Keeping your brand front and center in search engines. The strongest paid search strategy builds on your brand’s unique value.

Click Through Rate 81

Click Through Rate Legal CTR Commission 81

Search Engine Land

JULY 16, 2024

They still make money by selling courses and books to the naïve public on “how to make easy money by mass-producing content with AI.” Using AI for enhanced workflow and efficiency AI can streamline many repetitive tasks, freeing up time for creators to focus on more strategic and creative activities.

Click Through Rate 110

Click Through Rate User Experience Promote Technology 110

Sales Pop!

SEPTEMBER 3, 2021

Sell Your Crafts Online. If you like working with your hands and creating beautiful crafts, then you can sell them online! Sites like Etsy, ArtFire, and Zibbet allow you to set up an online shop and sell your wares for a price of your choosing. In fact, you can easily earn over $20 an hour if you set it up correctly.

Clients 240

Clients Angle Up-sell Start-ups 240

ClickFunnels

SEPTEMBER 28, 2021

The agile approach to marketing involves coming up with a marketing idea, creating a minimum viable campaign, and then observing how your ideal customers react. Because sales funnels are the most effective way to sell online. What’s the Biggest Mistake People Make When Selling Online? Did it resonate with them?

Campaign 256

Campaign Product Niche Promote 256

Partners in Excellence

APRIL 15, 2024

Something many people may not know is that Barry was trained as a civil engineer. More than once, I’ve been in the audience at a sales conference when the speaker would ask, “How many people here, growing up said, “I want to be in sales?” Instead, I received my college degree in civil engineering.

Sell 139

Sell Retail Commission Engineering 139

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 73

Quota Sales Up-sell Lead generation 73