Sales Hacker

JUNE 12, 2024

Elizabeth Pemmerl currently serves as GitHub’s Chief Revenue Officer, where she oversees all facets of the company’s go-to-market strategy and customer engagement, including sales, support, and operations. Strategies for pricing new products and cross-selling within an existing customer base.

GTM 125

GTM Engineering Growth Cross-sell 125

Partners in Excellence

FEBRUARY 8, 2025

Is it something unique about their products, the absence of competition, clever marketing/outreach programs, leveraging thought leadership, something in their sales process, their pricing? Is there something unique about their sales teams? Are they using tools and technologies in unique ways, is it their technology stack?

Customers 62

Customers Clients Strategize Technology 62

SaaStr

JANUARY 16, 2023

But if you go into a new environment that is a little easier to sell, sales often flies. They’ve never really sold at your price point. They’ve never really sold without a ton of support. It’s really hard to go from an environment with a ton of support to one with almost none.

Up-sell 130

Up-sell Sales Support Price Sell 130

A Sales Guy

APRIL 29, 2014

Sales people fail because they company fails them and when the company fails them the isn’t doing some or all of these things; They don’t provide a good competitive product. They aren’t providing solid sales support (enablement). They’ve created a shitty sales culture. Weak sales messaging.

Quota 121

Quota Territory Legal Sales 121

A Sales Guy

JULY 24, 2012

When quotas are not perceived as achievable, sales people just give up and don’t even try. It’s like pricing yourself out of the housing market. Sales Support (Insides Sales, Content Marketing, Technical Support, etc.). Sales Investments. RULE 1: Quota MUST BE perceived as attainable.

Quota 113

Quota Commission Territory Government 113

Partners in Excellence

APRIL 28, 2021

They will increasingly be shared risk relationships (which has interesting implications for our pricing/revenue generation strategies). I think our own focus will shift from sales to selling. Sales is a functional/organizational approach. We can establish far deeper relationships, for longer times, with our customers.

Sell 131

Sell Cross-sell Up-sell Technology 131

SaaStr

FEBRUARY 28, 2020

And importantly, even if you do a lot of things well — one bad piece of the customer experience can ruin even the best elements of support: The experience as a prospect and with sales should be great. No break-up emails, no pricing games, no drama with sales. Pricing can’t randomly go up.

Price 110

Price Gaming Sales Support Contact 110

Hubspot

NOVEMBER 24, 2020

Closing deals involving complex price modeling, a need for extensive product knowledge, varying potential discounts, or any other atypical standards and practices isn't exactly intuitive. It might require some insight, expertise, and materials beyond a conventional sales org's reach. Putting a Deal Desk Together.

Closing 98

Closing Construction Legal Negotiate 98

Salesforce

FEBRUARY 21, 2025

Since introducing the Salesforce Platform, Eurofiber has seen major improvements in sales efficiency and back-office operations. Enable businesses to sign up for service through a digital self-service portal that also allows B2B sellers to easily configure, price, and quote orders. This improves sales efficiency.

Contract 52

Contract Government Price Service 52

Hubspot

FEBRUARY 20, 2025

In an effort to appeal to the entire marketplace, from enterprise users to solopreneurs, our product was priced based on usagethe more API calls we had to handle for a customer, the bigger their bill. The situation stabilized when we implemented a monthly minimum price, but since then, Ive paid much closer attention to business models.

Manufacturing 36

Manufacturing Retail GTM Price 36

Search Engine Land

OCTOBER 25, 2022

Edge is the fastest growing browser on Windows and continues to gain share as people use built-in coupon and price comparison features to save money,” says Nadella. Edge is the fastest-growing browser on Windows and continues to gain share as people use built-in coupon price comparison features to save money, Nadella said. Why we care.

Gaming 80

Gaming Price Growth Sales Support 80

Partners in Excellence

APRIL 16, 2021

We are seeing a profound shift in buying, with customers preferring digital engagement channels to sales engagement. I am beginning to explore what this means for our overall engagement strategies, moving from a sales led, digitally supported to a digitally led, sales supported process.

Process 138

Process Sales Sell Sales Support 138

Martech

MARCH 1, 2024

The product’s features align with market demand, its quality is up to par, and it’s appropriately priced and distributed. Examples of successful applications of continuous selling models in B2B include: After-sales support services. A need to avoid price wars. Replacement parts. Just-in-time components.

B2B 129

B2B Cross-sell Pharmaceutical Account management 129

SaaStr

OCTOBER 3, 2022

What is the pricing? Sales Cycle. This includes everything from inside sales to account executives to strategic asset allocation. Post Sales. Support the professional services and customer managers who guide your clients. What is the product strategy? Single-product or multi-product? Platform or app?

GTM 109

GTM Strategize Government Inside sales 109

Hubspot

MARCH 8, 2023

Sales Engineer Educational Requirements: Bachelor's degree in Engineering or Business Average Job Salary: $103,710 Job Responsibilities Prepare and deliver technical presentations explaining products or services to existing and prospective customers Talk with customers and engineers to assess equipment needs and to determine system requirements Collaborate (..)

Pharmaceutical 85

Pharmaceutical Transportation Manufacturing Finance 85

Miller Heiman Group

JANUARY 21, 2020

The study identified 21 activities that sales operations typically owns or extensively involves itself in across four categories: Sales Performance Management. Sales Support. Sales Planning Support. On average, sales operations teams owned or played a heavy hand in managing 11 or more of those 21 practices.

Quota 75

Quota Technology CRM Technology 75

Salesmate

JULY 9, 2020

Your sales pipeline covers every stage of the customer acquisition process from leads to after-sales support to repeat business. To be successful in sales, you need to track specific sales pipeline metrics. Your average deal size is a useful sales pipeline metric for assessing gross revenue.

Pipeline 121

Pipeline Contract Sales Territory 121

Sales Hacker

MARCH 25, 2025

Why traditional SaaS pricing models (like per-seat) dont work in the agent era. If you missed GTM 138, check it out here: The AI Advantage, Solving Sales & Marketing Alignment for Better GTM Execution with Jaleh Rezaei Highlights: 06:53 What makes an AI agent different from bots and automationand why it matters now.

GTM 70

GTM X-functional Start-ups Relationship building 70

Martech

JUNE 13, 2022

“Digital ads are getting less effective as privacy has become a higher concern,” he said, “and prices going up at the same time.”. Encourage your people in lead generation and sales support to bring in the human experience. Read next: Why we care about B2B marketing. Today’s whole shack shimmy. Be scrappy about it.”

B2B 106

B2B Technique Technology Technology 106

Hubspot

MAY 2, 2019

Post-sale support. With product differentiation, companies have the ability to compete in areas other than price. Depending on the type of strategy you choose, there are specific areas where you can differentiate your product. Reliability. Brand image. Marketing and promotion. Distribution channels.

Product 87

Product Profit margin Sports Manufacturing 87

Martech

AUGUST 16, 2023

This includes intuitive user interfaces, clear communication, and responsive support. B2B buyers want immediate access to information, whether it’s product specifications, pricing, or support documentation. They want quick access to information Time is of the essence. Each customer’s data should live in the same place.

B2B 98

B2B Customers CRM Contact 98

Hubspot

MAY 30, 2023

In this post, we’ll share the state of generative AI in sales today with three use cases for AI in sales. Then, we’ll give you a tour of the top generative AI tools for sales teams with highlights and pricing. We’ve compiled the top six generative AI tools for sales teams for you to explore.

Sell 87

Sell CRM Sales Price 87

Salesforce

OCTOBER 4, 2022

Imagine your company has individual departments that generate content around sales, support, technical documentation, training, and pricing. We never want to send mixed messages, and using a common language helps prevent that. But it goes deeper.

Government 98

Government Technology Technology Sales Support 98

ConversionXL

NOVEMBER 29, 2018

Will you still need sales support for some enterprise accounts? For one, opt-out “free” trials often create a low initial anchor, like the nominal $1 fee, which makes the full price seem that much higher (to say nothing of the negative impact that even a one-penny price has on conversion rates— free is a powerful word ).

Customers 119

Customers Cross-sell Referrals Networking 119

Sales Hacker

MARCH 8, 2024

Claim your tickets today , including a limited number of special two-for-the-price-of-one tickets. Data from Crossbeam shows that ELG is the third-most cost-effective strategy behind customer referrals and inbound sales. Support on pipeline movement. Why Ecosystem-Led Growth for GTM? 4 huge benefits: Cost-effectiveness.

GTM 124

GTM Growth Referrals Cross-sell 124

Hubspot

DECEMBER 8, 2020

Kixie is a sales engagement platform with automated calling and texting designed for remote sales teams — some of the most notable features are automated dialing and texting from your CRM, CRM power dialer, auto dialer, integrations, real-time coaching, and sales leaderboards. submit a form, search your pricing page, etc.).

CRM 98

CRM Contact Sales Prospecting 98

ConversionXL

OCTOBER 23, 2015

Instead, responses tell you that your prices are too high or your value proposition was too confusing. A few tweaks to your value proposition or adding a price anchor could have produced much more significant results… if you had only known. if the visitor is on the pricing page for 30 seconds, trigger a message) built-in.

UX 122

UX Objectives and Key Results Conversion High impact 122

Sales Hacker

NOVEMBER 15, 2017

Average Sale/Selling Price. Account Based Marketing (ABM) is a strategic framework that engages qualified individual prospects or customer accounts as unique markets in themselves, worthy of focused, hyper-personalized treatment by sales, marketing and other teams. . Inbound Sales. Pricing/Price.

B2B 105

B2B E-commerce Cold Call Represent 105

SaaStr

AUGUST 13, 2019

You may actually have to pricing differentiate. You may actually need to build a sales team that can serve up market. The sales cycle times were too long, sometimes nine months, sometimes 18 months. The sales cycles were very lumpy. And unfortunately by the time we got to the CIO’s, we were heavily price negotiated.

Cross-sell 69

Cross-sell Sales Support Growth Up-sell 69

Understanding the Sales Force

JANUARY 28, 2013

When sales management has been trained and coached to provide meaningful, business-generating coaching (rather than technical, pricing or sales support), they begin getting more value out of sales management. Then the formal sales process is introduced.

Sales 85

Sales Up-sell Pipeline Consult 85

Partners in Excellence

JANUARY 15, 2019

We simply cannot succeed unless we have a support system. As sales people we rely on a lot of people to help us to do our jobs. It may be SDRs, product specialists, pre-sales support teams, our teammates, our managers, operations folks, product managers, implementation/delivery teams.

Networking 82

Networking Legal Finance Trust 82

Hubspot

JULY 10, 2020

One way to test the strength of your CRM is by checking if anyone in your business can answer questions about a contact and their interactions with your business – whether in sales, support, marketing, or billing – just by glancing at their contact record.

CRM 101

CRM Contact Campaign Lead generation 101

Sales Hacker

NOVEMBER 26, 2019

Of course you do, but it’s not easy — prospects go silent, they don’t like your prices, you’re spread too thin, or you don’t have enough support. Most sales decks are totally seller-centric. Raj Nathan aka RajNATION, is going to show you why, when, and how to use a sales deck that doesn’t suck.

Gaming 130

Gaming Objectives and Key Results Sales Up-sell 130

Sales Hacker

AUGUST 18, 2023

” Is it something beyond just “we want bigger deal sizes to make our unit economics work” or do they feel they have a strong product market fit and can actually command those prices. Needs more pre sales support. Once those are in place, then you can put together a real enterprise sales strategy.

GTM 90

GTM Up-sell Price Start-ups 90

Hubspot

JUNE 11, 2019

Critics attribute the failure to Lisa’s misleading ads and high price, despite its low processing power. Use Our Sales AI Tool to Extract Dark Data. Those entering demos will make contact with a direct sales/support person. Although Lisa had some of the best graphic technology of its time, only 10,000 units sold.

Go To Market 78

Go To Market Lead generation Launch Service 78

The 5% Institute

JUNE 8, 2023

Handling Real Estate Objections – The Blueprint Common Real Estate Objections: Price-related objections: “The property is overpriced.” By sharing comparable property prices and recent market trends, you can demonstrate that the price is reasonable. “I can’t afford it.”

Real Estate 52

Real Estate Objection handling Transportation Finance 52

Sales Hacker

JUNE 12, 2020

How to overcome limited sales support. How to overcome limited sales support (06:15). ? How to overcome limited sales support (06:15). Second big challenge, overcoming limited sales support. What You’ll Learn. How to overcome no brand in market. How to overcome limited examples.

Closing 82

Closing Contract Pipeline Meeting 82