Sales Hacker

DECEMBER 29, 2022

Solution selling gained traction in the 1980s and has been popular ever since. Though the Harvard Business Review prematurely declared it dead a decade ago , today’s top sellers have found new ways to leverage solution selling that speak directly to the attitudes and needs of modern buyers. What is solution selling?

Sell 126

Sell Up-sell Commission Prospecting 126

Sales Pop!

FEBRUARY 16, 2022

The most important goal for a business is to increase its market share and profitability ratios. Software-generated strategies also target potential customers at specific times, enabling you to increase your market share and generate higher revenue. Undoubtedly, that can only come from sustaining customers.

Customer Relationship Management 238

Customer Relationship Management Relationship Management CRM Customers 238

Closing Bigger

JUNE 9, 2022

How do we sell to senior executives, CEO’s, COO’s and other business leaders? Selling to senior decision makers or the “C-Suite” requires that we truly understand how our solution can impact their business. How do we sell to senior executives, CEO's, COO's and other business leaders?

B2B 98

B2B Sell Government Sales 98

Outreach

AUGUST 11, 2020

When your business is looking to grow, especially a venture-backed business with extreme pressure to gather market share, it is absolutely imperative to be in , or better yet, drive and shape any conversation where a solution you offer is being evaluated. It’s that there are deals out there where we’re not even in the conversation. ”.

Sell 104

Sell Prospecting B2B Conversion 104

SaaStr

MARCH 25, 2025

The Enterprise Penetration Playbook The genius of Otter.ai’s enterprise strategy is its patience.

Meeting 94

Meeting Price Strategize Growth 94

SaaStr

OCTOBER 8, 2024

If you combine Domino’s, Pizza Hut, and Papa Johns, there’s about 20k, so independent is a larger market than “Big Pizza.” Slice provides software and services that help these shops run better, gain insights into their shops, engage with their customers through marketing, and even sell them pizza boxes at a discount.

Sell 109

Sell E-commerce Drivers/motivators Growth 109

Adaptive Business Services

AUGUST 8, 2018

Selling is hard work but, if you have the right mindset and you can consistently deploy your process (this book teaches you what those are and how to do it), you will consistently achieve your prosperity goals. Selling is no different and, if you practice your process, it will become much like muscle memory. I like to call it reflex.

Sell 89

Sell Manufacturing Price Relationship building 89

Sales Hacker

FEBRUARY 7, 2025

The Scaling Stage: Building Market Leadership The scaling stage is where a SaaS company seeks to solidify its position as a market leader. By this point, the product has proven its value, and the company has achieved significant traction in the market.

Price 111

Price E-commerce Cross-sell Profit margin 111

Search Engine Land

SEPTEMBER 5, 2024

If you sell vintage T-shirts for women, you might set up standalone keyword campaigns based on the keyword “vintage T-shirts women.” Product-focused, keyword-only campaigns are a common type of campaign used in Google Ads. For many B2C retailers, this approach works well. It had expanded the regions it served to encompass most of the U.S.,

Territory 92

Territory Construction Agriculture Campaign 92

Hubspot

AUGUST 20, 2024

If the solution you’re selling has different features or products contained within, make it as easy as possible for your buyers. Implement a guided selling tool. Don’t sell the whole platform upfront. As Jobs saw it, the organization had strayed too far from its founding purpose: sell people computers.

Conversion 78

Conversion Customers Gambling B2C 78

Heinz Marketing

FEBRUARY 6, 2021

We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. Selling Is A Human Process. Over the past 10 years, it seems we’ve been doing everything we can to take the human out of selling, without thinking of the consequences. Thanks for your thoughts, David Brock.

B2B 134

B2B Up-sell Market share Sell 134

Force Management

DECEMBER 14, 2023

A channel program is an effective way to increase your capacity and expand market share, helping you reach your growth goals faster. When executed well, your channel program will decrease the cost of a sale, improve reach into new markets, and grow overall seller capacity without increasing internal headcount.

Negotiate 136

Negotiate Education Market share Growth 136

SaaStr

JANUARY 2, 2020

Second, you’ll likely 5x your market share over the next 5 years. At $10m ARR, very few of us have even 1% market share of our truly addressable market. Over the next 5 years at least, and probably much faster, you’ll 5x that market share. At least to 5%! Most of us do.

Market share 127

Market share Price Up-sell Sell 127

Martech

SEPTEMBER 16, 2024

It might use martech to disrupt the status quo and capture market share quickly. Increase cross-sell and upsell revenue by 25%. User groups and events marketing Role: Foster community engagement through offline and online events. Product marketing Role: Define the positioning and messaging of products or services.

Go To Market 61

Go To Market Objectives and Key Results A/B testing Territory 61

SaaStr

JULY 15, 2022

Because you’ve barely penetrated a huge market. Even if that market is slowing down a little bit of buying, in the aggregate, that shouldn’t stop you stealing 0.1% market share from Shopify, Zendesk, Salesforce, etc. If you’re selling to struggling startups, that’s a challenge today.

Growth 142

Growth Market share Up-sell Trust 142

Search Engine Land

FEBRUARY 26, 2024

Microsoft reportedly tried to sell Bing to Apple in 2018 – but failed. Google argues that the failed sale highlights that Bing lost out because it is an inferior search engine, not because Google has made the search market unfair for its competitors, per CNN. Market share statistics. Justice Department.

Territory 113

Territory Engineering Market share Sell 113

SaaStr

OCTOBER 6, 2024

Selling to Small Business Owners is Hard. It’s not necessarily easier to sell in the enterprise, but large companies have entire groups who look at and evaluate vendors. 100% Market Share is Possible in Vertical SaaS. You Have to Truly, Really Add Value First. You have to add real value first, in each interaction.

Up-sell 107

Up-sell Market share Promote Campaign 107

SaaStr

JANUARY 1, 2024

Your hitting 10%-20% market share or more, especially of your core customer base, and grow almost always slows at that point in SaaS. At some point, you have to sell your customers a true second product to truly scale big: Datadog is pushing its customers to buy at least 6 products.

Product 138

Product Cross-sell CRM Growth 138

Search Engine Land

NOVEMBER 14, 2023

which is now a Dutch holding company, is looking to sell off its search engine and all of its other Russian assets as part of a deal estimated to be between $5 billion and $6 billion, Reuters reported. might sell 100% of all its Russian assets or hold share options. market share in its Q3 2023 earnings report.

Engineering 99

Engineering Sales Market share Sell 99

Martech

NOVEMBER 20, 2023

Dig deeper: Adobe’s roadmap for B2B, CDP and product analytics Market share. Figma is the best-selling program in the collaborative design and prototyping category, according to 6Sense , with 33,185 customers and a 36.36% market share. Possible response.

Commission 112

Commission UX Government Market share 112

ConversionXL

OCTOBER 14, 2021

Market share. Market share is a good measure of your brand position relative to your competitors, as it’s a zero-sum game. Unlike metrics such as brand awareness, which can rise across the board, growth in market share means a decline for competitors. Image source. Choose competitors to test against.

Objectives and Key Results 157

Objectives and Key Results A/B testing Growth Market share 157

Closing Bigger

JUNE 9, 2022

How do we sell to senior executives, CEO’s, COO’s and other business leaders? Selling to senior decision makers or the “C-Suite” requires that we truly understand how our solution can impact their business. How do we sell to senior executives, CEO’s, COO’s and other business leaders?

B2B 52

B2B Sell Government Advertising/ Marketing 52

SaaStr

SEPTEMBER 9, 2024

They don’t truly have 2 or more products that are each large, and each sell ideally to different buyers or at least sell into very different, distinct budgets. But you’ll know once things start to scale … and then, once things start to slow just a smidge due to crossing double digits market share in your core TAM.

Cross-sell 118

Cross-sell CRM Growth Up-sell 118

SaaStr

MAY 2, 2020

And yet Aaron said, “If I sell, what would I do?”. But selling “early” the second time, I think about it every day. I think about if we hadn’t sold EchoSign / Adobe Sign, and we now had say 30% of a $2b market ($600m ARR, or even say $300m ARR). And years and years of hard work and drama. But he was right. No regrets.

Up-sell 119

Up-sell Start-ups Market share Sell 119

SaaStr

JULY 10, 2024

It was founded in 2008 but took a while to get going, hitting $1m in revenue in 2011 selling to Utah schools — and then scaled from there. Core Canvas Product Has Hit 38% Market Share in North America The good and bad in winning a market. Your kids may well use it. You may have in college, too.

Non-Profits 118

Non-Profits Education Growth Market share 118

Search Engine Land

SEPTEMBER 19, 2023

The search engine “frequently” changes the auctions it uses to sell search ads, increasing the cost of ads and reserve pricing by as much as 5% for the average advertiser. Google has admitted to quietly tweaking advertising auctions to meet revenue targets. What are search ads?

Price 142

Price Meeting Quota Engineering 142

Hubspot

MARCH 22, 2019

TAM (Total Addressable Market). Total addressable market or TAM refers to the total market demand for a product or service. It’s the maximum amount of revenue a business can possibly generate by selling their product or service in a specific market. SOM (Share of Market).

Market share 101

Market share Service Start-ups Up-sell 101

Cerebral Selling

OCTOBER 5, 2020

In Sell The Way You Buy , I talk about this concept extensively and provide examples of emotionally-charged enemies that fall into four main categories: Old, outdated processes and systems. You’re thinking, “We sell thousands of food products and have huge brand awareness and market share. Cut’ them first ).

Drivers/motivators 130

Drivers/motivators Entertainment Manufacturing High impact 130

Martech

NOVEMBER 16, 2022

Internal teams are misaligned on strategy, as competitors win more market share and customers continue to churn. If you’re in the business of marketing software, this represents further value from one of the leading software review sites. The post G2 launches Market Intelligence dashboard appeared first on MarTech.

Launch 117

Launch GTM Territory Represent 117

Hubspot

OCTOBER 17, 2018

When I started selling HubSpot software in 2007, no one had ever heard of inbound sales and marketing. Because HubSpot provided a solution that was completely unique in the market, we had no competition from other companies selling the idea of inbound. Rather, it refers to the first company to capture large market share.

Manufacturing 95

Manufacturing Market share Launch Follow-up 95

SaaStr

JANUARY 31, 2022

But my top 5 mistakes, in SaaS at least: Not being a true expert in the product they are selling. Not selling a commodity. A true expert in the product will sell a lot, lot, lot more than an order taker. There is a place for order takers in SaaS, but you need a dominant brand and market share (60%+) for that playbook to work.

Price 96

Price Market share Prospecting Sell 96

ClickFunnels

JUNE 24, 2021

Also, if you are selling B2B products as opposed to B2C ones, you need to think about not one but two types of dream customers: The company. Meanwhile, others are great at selling on the phone but their emails look like they were written by a toddler. The decision-maker. Consequently, cold outreach is more acceptable on the latter.

Prospecting 215

Prospecting Process Cold Call Customer Relationship Management 215

Search Engine Land

MARCH 4, 2024

This data is often collected by websites that employ third-party cookies to collect user data and pass it back to an adtech provider or another entity that aggregates, sells, or utilizes it. With this insight, you can easily benchmark yourself against your top competitors, review your market position by category, or identify room for growth.

Territory 115

Territory Market share Legal Strategize 115

Highspot

JANUARY 14, 2024

In turn, businesses have to adapt and innovate in virtual selling. What Is Virtual Selling? What Does Virtual Selling Look Like? Ways Virtual Selling Can Benefit Your Business Virtual Selling Best Practices and Tips Virtual Selling Tools Virtual Selling Challenges What Is Virtual Selling?

Quota 52

Quota Sell Sales Contract 52

Gong.io

FEBRUARY 14, 2022

Chris was an early Gong guy (Nov ‘16 start date) where he’s served as the Senior Director of Product Marketing followed by the Head of Sales for Existing Accounts. John has been selling for 20+ years. Sales Strategy Example #2: Sell the micro-problem. Sell the problem before you sell the solution” is a common phrase in sales.

Cold Call 121

Cold Call Objectives and Key Results Sales Pitch 121

SaaStr

JANUARY 26, 2020

How do you sell a $250,000 edition when folks can also use the Free one? The marketing team often wants to limit free. If marketing has a revenue goal from self-service (and hopefully they do), they’ll often want to increase the “choke” I.e., limit how much the free product can be used, or how long.

Niche 138

Niche Growth Up-sell Product 138

SaaStr

MAY 30, 2024

They prioritize direct selling and relationships over allowing customers to go and buy directly. A freemium version can work well if you want to gain market share quickly. What PLG Signals Can Sales Use to Sell Software? Product-Led vs. Hybrid What are the pros and cons of different motions? Let’s look at some examples.

Cross-sell 118

Cross-sell Customers Pitch Drivers/motivators 118