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 124

Sell Up-sell Commission Prospecting 124

Hubspot

AUGUST 20, 2024

Those choices add up to something like 35,000 total decisions in a day. There might be variables that don’t really add up, or maybe you’re comparing apples to oranges. When we have too many choices, we end up less satisfied, even if the product is perfectly tailored to our needs. Implement a guided selling tool.

Conversion 78

Conversion Customers Gambling B2C 78

Sales Hacker

FEBRUARY 7, 2025

From your first paying customers to enterprise domination, here’s how successful SaaS companies level up their pricing game to maximize growth and profitability at every turn. The Startup Stage: Finding Product-Market Fit The startup stage is the foundation of any SaaS companys journey.

Price 109

Price E-commerce Cross-sell Profit margin 109

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.” It’s an old-school marketing practice that seems basic but is too often overlooked. The account was set up by region, and each ad group housed thousands of product-focused keywords.

Territory 92

Territory Construction Agriculture Campaign 92

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 110

Sell E-commerce Drivers/motivators Growth 110

Outreach

AUGUST 11, 2020

I once heard an SVP of Sales lead his opening remarks to a New Hire Training Class with this message: “What keeps me up at night is not if we’re going to close the deals we’re in. Intent data is designed to solve two critically important pieces of the Account Based Selling (ABS) motion: Timing Relevance How? Or is there a better way?

Sell 104

Sell Prospecting B2B Conversion 104

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

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

Hubspot

APRIL 19, 2015

Of those brands, one reigns supreme: Heinz, boasting a number one or two market share position in over 50 countries. The leading brand of mustard, French’s, holds half the market share in mustard that Heinz commands in ketchup -- around 35.5% -- but has a product line almost three times as large. 1) Assertive.

Sell 78

Sell Pitch Up-sell Meeting 78

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

OCTOBER 6, 2024

He joined us again this week for Workshop Wednesday and we’ll put it up on the pod and more soon, but I wanted to add my personal Top Learnings: #1. Selling to Small Business Owners is Hard. No business owner has time to read or interest in reacting to cloned email cadences and break-up emails. Aim For It. Make that hire.

Up-sell 109

Up-sell Market share Promote Campaign 109

ClickFunnels

JUNE 24, 2021

You would forget to follow up with both prospects and new leads, miss appointments with them, mix them up with someone else, etc. You see, if you try to appeal to everyone, you will end up appealing to no one. Meanwhile, others are great at selling on the phone but their emails look like they were written by a toddler.

Prospecting 215

Prospecting Process Cold Call Customer Relationship Management 215

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. Churn went way up, for sure. or even 1% market share. ARR last quarter.

Growth 142

Growth Market share Up-sell Trust 142

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. The Average Public SaaS Company has 35,000 Customers So at some point, you can’t just raise prices and add enterprise editions to keep mixing it up and growing.

Product 138

Product Cross-sell CRM Growth 138

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

SaaStr

SEPTEMBER 9, 2024

No the #1 issue ends up being waiting too long to truly go multi-product. That’s the one that ends up slowing growth. 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. They’re not truly multi-product.

Cross-sell 120

Cross-sell CRM Growth Up-sell 120

Hubspot

MAY 14, 2014

My dad, on the other hand, who owns a small business in the town I grew up in, talks on the phone all day long. He has an innate curiosity for new things that’s let him to keep up and stay successful. How to Sell Your Boss on a New Strategy. Market share?” At least not for very long. I do the same.

Sell 78

Sell Profit margin Up-sell Market share 78

Search Engine Land

AUGUST 28, 2024

Come January, you can bet your bottom dollar that searches for “summer vacation ideas” will start ticking up as people dream of escaping the winter blues. How seasonality shakes up consumer behavior Consumers are a fickle bunch and seasonality plays them like a fiddle. Are they ramping up spend for certain keywords?

Click Through Rate 97

Click Through Rate Objectives and Key Results Campaign CTR 97

SaaStr

MAY 2, 2020

And yet Aaron said, “If I sell, what would I do?”. In my first start-up, we sold for $50m after 12.5 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). But he was right.

Up-sell 119

Up-sell Start-ups Market share Sell 119

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? You can leverage them to come up with your own playbook to drive growth.

Cross-sell 119

Cross-sell Customers Pitch Drivers/motivators 119

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

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. Billion in Debt is Eating Up Its Cash Flow. Paying Back $1.7

Non-Profits 119

Non-Profits Education Growth Market share 119

SaaStr

APRIL 19, 2023

And it indeed has strong market share there. And their mix of software, payments and hardware revenue drives up the total deal size — but puts a lot of pressure on margins. Driving up ARPU at scale key to growth with SMBs. Lightspeed has driven its ARPU up from $348 per location from $290 last year.

Retail 113

Retail Growth Up-sell Price 113

Martech

NOVEMBER 16, 2022

G2, the software and services review site, has launched G2 Market Intelligence, an interactive dashboard giving software vendors increased visibility into the data G2 gathers about in-market software purchasers. Internal teams are misaligned on strategy, as competitors win more market share and customers continue to churn.

Launch 117

Launch GTM Territory Represent 117

SaaStr

JANUARY 26, 2020

Best case, it gums up their sales process and confuses it. How do you sell a $250,000 edition when folks can also use the Free one? The marketing team often wants to limit free. And in the short-term, all these folks are right. If you tighten the “choke” on free, then this quarter, your paid revenue will go up.

Niche 138

Niche Growth Up-sell Product 138

Hubspot

MARCH 22, 2019

It’s the maximum amount of revenue a business can possibly generate by selling their product or service in a specific market. Total addressable market is most useful for businesses to objectively estimate a specific market’s potential for growth. SAM (Serviceable Addressable Market). SOM (Share of Market).

Market share 101

Market share Service Start-ups Up-sell 101

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

Hubspot

SEPTEMBER 23, 2014

Salespeople: Optimize your LinkedIn profile for selling with the following eight tips. Throughout your profile, create messaging that shows how you help your target market. Share knowledge that’s valuable to them and make it clear you can be a trusted, helpful resource. 1) Create a buyer-centric profile.

Sell 78

Sell Networking Consult Trust 78

Sales Hacker

AUGUST 7, 2020

Should you take the risk of applying to a fast-growing startup, or slowly work your way up at a more established enterprise company? I have been an early employee at a very successful start-up (and several not-so-successful ones), and I’ve also been in Sales and Management at large, enterprise corporations. Start-Ups VS Enterprise.

Start-ups 105

Start-ups Non-Profits Territory Sales 105

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. Brand momentum in the marketplace. Take Tesla.

Objectives and Key Results 157

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

SaaStr

MAY 20, 2020

Then: – Assume overall Cloud spend doubles in 5 years (maybe more) – Assume your Market Share grows 5x in 5 ys – Assume you figure out how to 3x your ACV. Raise at a $150m or $200m valuation later on more favorable terms, and then you won’t need to give up a board seat. — Jason ?BeKind?

Cross-sell 131

Cross-sell Market share Up-sell Conversion 131

Hubspot

NOVEMBER 19, 2020

Your business is getting by just fine – but still, the questions remain: Could you be selling more? Is there an opportunity to increase market penetration? Market development is the expansion of your total addressable market (TAM) and how much market share you can expect to claim.

Drivers/motivators 101

Drivers/motivators Territory Launch Growth 101

Martech

NOVEMBER 2, 2023

Tuning into reception marketing We’re not only up against traditional, direct competitors. Now, we must break through the content produced by start-ups, online media publications, affiliates and even user-generated content. And it should come as no surprise that market shares have fallen across industries.

Repeat business 120

Repeat business Trust Start-ups Market share 120

SaaStr

OCTOBER 19, 2022

Creating something to sell comes first—bringing people on board to market and sell that product comes later. How you accomplish this is up to you. The last thing you want is to argue or split things up with your co-founder. Many founders focus solely on market share.

Follow-up 130

Follow-up Up-sell Product Price 130

ConversionXL

NOVEMBER 9, 2021

The top of the page is set up to deliberately guide the visitor to the flashing blue dot on the left side. Studies show that interactive content can be up to twice as effective at engagement as static content. Memberstack has loaded up on reviews, most of which can’t be read without clicking through to another page.

Drivers/motivators 156

Drivers/motivators Objectives and Key Results A/B testing Conversion 156

Search Engine Land

MAY 19, 2023

The Information reported: “The grocery-delivery firm’s ad revenue totaled about $740 million last year, up 30% from 2021, according to a person familiar with the matter. That’s a striking increase, given that the digital ad market was largely stagnant last year. ” Ads accounted for about 20% of Instacart’s $1.5

Retail 94

Retail Advertising/ Marketing Networking Promote 94

Hubspot

AUGUST 27, 2020

Understanding Market Penetration. A company can use market penetration at the industry level to review potential for specific products or services or on a smaller scale as a way to gauge the market share of a product or service. It offers insight into how the market and your customers view your product or service.

Territory 101

Territory Campaign Growth Sports 101