SaaStr

APRIL 30, 2024

2022 was a foundation-building year, fixing a very leaky bucket where the product crushed it with the right customers, but they were closing a lot of poor-fit customers. 2023 saw the team grow from 6-10 reps, which is pretty modest, and they built an SDR function. Then, the month after that, Owner did even fewer closed-one deals.

Go To Market 122

Go To Market GTM X-functional Objectives and Key Results 122

SaaStr

JULY 20, 2024

Aligning and Scaling the GTM Engine One of the core functions when hiring talent is engineering, product, and design. The types of people you want to hire at $1M to $20M will be consistent with the early days in the sense that, often, people want to hire generalists across functions. Hiring is another consideration.

GTM 121

GTM X-functional Engineering Referrals 121

Hubspot

OCTOBER 16, 2017

That is to say, if you want your salespeople to do X, reward them financially for doing X. Increase average contract length. Factor in their level of involvement in the sale as well -- if they’re only producing leads, rather than closing them, allocate a smaller commission. Selling function (hunting or farming).

Commission 101

Commission Quota X-functional Non-Profits 101

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Total closed opportunities by month/quarter (by team and by individual). Average contract value (ACV). Percentage of opportunities closed/won. Months to recover CAC = CAC divided by (ARPA x GM).

X-functional 101

X-functional Quota Cross-sell Contract 101

Search Engine Land

SEPTEMBER 1, 2023

Average contract value is then the same as in AOV for ecommerce. Average contract value is then the same as in AOV for ecommerce. So, based on the amount of SQLs, calculate how many leads might close and how much those contracts are worth, subtract operational costs, and then you’ve got the estimated gross revenue generated from SEO.

CTR 122

CTR X-functional Profit margin Contract 122

Sales Hacker

SEPTEMBER 29, 2020

Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Sam Jacobs: Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Sam’s Corner [28:45]. Show Introduction [00:10]. What is LinkSquares?

Contract 120

Contract X-functional Objectives and Key Results Legal 120

Sales Hacker

AUGUST 3, 2020

And a good AE will have already closed a sale or two. Your final math is 2 x $110K + $50K for fractional manager + $40K in tools = $310K. That means that for our $50K ACV (Annual Contract Value) product, you can spend up to $67K to acquire a customer, and you’d be fine. 20% of pipeline deals close. The SDR Setup.

Pipeline 124

Pipeline X-functional Commission Clients 124

SaaStr

APRIL 2, 2023

Mistake: On the other hand… not betting on the team that got me there “Everything will be fine once we get a new head of [X]” -every startup CEO ever (also me, frequently) When you launch a company, the initial team is usually whoever you can get. For this one deal, we just need to do X. Every client uses you a little differently.

X-functional 132

X-functional Clients Growth Start-ups 132

Sales Hacker

JULY 21, 2021

Closing a small or easy deal to get your manager off your back. Unfortunately, optimize is not a magic word that you wave like a wand over complicated systems, hoping that they start functioning perfectly. By mapping out the steps, you can optimize any function. Let’s come up with a plan for some quick wins”.

X-functional 134

X-functional Sales Strategize Cold Call 134

Sales Hacker

JULY 10, 2020

Find out who can spend money, who has budget, who can CREATE budget, and who can sign the contract? And make sure they’re a part of your final presentation, your business case review, and contracting. This stage is all about understanding the feature functionality your buyer is looking for and how closely your solution aligns with it.

Legal 130

Legal X-functional Contract Presentation 130

Sales Hacker

MARCH 25, 2025

Or is that all behind closed doors? And it’s usually like a very detailed sort of Google doc, here’s the login for X. And so if you need 3000 people to perform a function today, maybe in the future, it’s a thousand or 500. I mean, moonshot projects sound pretty fun. So you pay for a number of seats.

GTM 70

GTM X-functional Start-ups Relationship building 70

Sales Hacker

MAY 9, 2019

Create a 2-Page Contract and Get Mutual Commitment [TEMPLATE PROVIDED]. This is how the comp plan should look for those in closing roles. Here’s a simple example to begin with that covers the SDR, AE and Customer Success Manager (CSM) functions: Table 1. Decide Base Pay vs. Variable Pay (Commissions). Set Targets.

SQL 110

SQL Commission Customers Non-Profits 110

PandaDoc

FEBRUARY 27, 2023

Sales reps love nothing more than the feeling you get right after closing a successful deal. If you can’t get enough of that winning feeling then look no further; we’re going to go over the best sales closing questions to help you seal more deals. What are closing questions in sales? Why are closing questions important?

Closing 52

Closing Contract Technique Referrals 52

Sales Hacker

JULY 2, 2019

According to CSO Insights, 60% of forecasted deals do not actually close. For example, you may find that website leads close at an average of $1,000 per customer, while leads who request a demo close at $1,500 per customer. 2,000 x 10% = $200/lead. Predicting an opportunity’s likelihood to close is similar.

Price 101

Price X-functional Sales CRM 101

Sales Hacker

JULY 18, 2019

If done correctly, your sales forecast can act as an early indicator that your plan is working even though deals haven’t closed yet. Having well-defined and accurate sales stages for your business is critical, particularly if you plan to leverage the weighted pipeline functionality. 75% Contract Negotiation. 25% Demo Completed.

X-functional 73

X-functional Pipeline Contract Quota 73

SaaStr

JUNE 13, 2019

Contract length. How long should a contract be in order to maximize conversion rate? A multi-year contract, a month-to-month contract, an annual contract. A multi-year contract, a month-to-month contract, an annual contract. So, hire salespeople to close leads. What does this mean?

Contract 101

Contract Price X-functional Conversion 101

Heinz Marketing

DECEMBER 18, 2020

In today’s marketing landscape with a close lens on privacy and list use, if you’re not cognizant of how you utilize and segment your marketing database, you should be. At some point or another in your usage of the tool, you’ll likely be faced with needing to cleanse your database to stay in compliance with your contract.

CRM 137

CRM Campaign X-functional Clients 137

SaaStr

JULY 13, 2023

Startups come in all shapes and sizes on various stages of a timeline, yet it’s not surprising how many have the same questions and concerns about how to scale from x to y to z, the right time to hire and fire, and how to keep a team motivated during hard times. As Nielsen says, “The hardest part of closing any deal is finding it.”

X-functional 96

X-functional Closing Growth Contract 96

Sales Hacker

JANUARY 13, 2021

The licensee embeds the third-party software into its application to improve it by adding new functionality or features, or enhancing existing functionality or features. One OEM contract can give thousands or tens of thousands of end-users access to the licensor’s software. Licensing OEM software. OEM deal structure.

GTM 89

GTM Negotiate Profit margin Contract 89

SaaStr

AUGUST 12, 2020

When you start growing above 50 employees, and certainly get to 100, things change, you now have teams, which means you have functional leaders. Rather than having this feeling of disconnected functional areas, everyone in the company knows what to work on. I think to this day, it’s actually the fastest unicorn SaaS exit.

Finance 119

Finance X-functional Launch Objectives and Key Results 119

Hubspot

AUGUST 17, 2021

Sometimes, it means they’re selling a lot of Product X when the company is pushing for sales of Product Y. In these examples, maybe Product X is a lot easier to sell and comes with a higher commission rate than Product Y. Maybe, that means they’re selling one-year deals when the company wants two-year deals.

Commission 91

Commission Quota X-functional Finance 91

SaaStr

JANUARY 21, 2020

My velocity lane, PatientPop’s SMB SaaS, eight units a month, $13,500 contract. Calls, emails, connect rate, demos, performs, wins, average contract value. You moved into closing roles and you moved up to closing roles to getting support and getting strategic partnerships. They came from medicine, right?

Quota 133

Quota Sales Healthcare Territory 133

SaaStr

APRIL 30, 2022

Just to say a little bit more about this, if you look at the sales functions are structured. With very specialized sales roles from the STR’s at the qualification stage to generating leads to account executives who will close those deals. It depends on the length of the contract, if there’s a contract.

Price 98

Price Launch X-functional Contract 98

Hubspot

DECEMBER 23, 2022

For more advanced functionality, HubSpot offers premium features in the Starter, Professional, and Enterprise versions of Sales Hub. Prospect monitoring functionality. This allows you to use the “Persona Lookalike” functionality that suggests prospects based on your ideal client persona. Artificial Intelligence (AI).

Prospecting 90

Prospecting X-functional Contact CRM 90

PandaDoc

APRIL 24, 2020

That, combined with our payment gateway, means that you can design proposals, quotes, contracts, and more from one place and send everything for signature via email or mobile app. Personal plans.

Price 59

Price X-functional CRM Follow-up 59

Hubspot

AUGUST 4, 2015

But not all couples are functioning like a belt and suspenders. Aside from the differences that make these two pair like fish and chips, it’s their extreme closeness that binds. Paranormal phenomena aside, Dana Scully’s skepticism to Fox Mulder’s “I Want to Believe” dogmatism is what made The X-Files compelling TV every week.

X-functional 78

X-functional Sales Teamwork Follow-up 78

Sales Hacker

APRIL 14, 2020

Every sales org feels the pressure to close deals faster. Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes ,all right in your CRM. Create custom contracts in a click, sign them digitally, and automatically pull data back into your opportunities.

Contract 86

Contract CRM Consult Cross-sell 86

The 5% Institute

AUGUST 7, 2023

The Art of Negotiation Negotiation skills are indispensable when managing contracts, pricing, and terms. Cross-Functional Collaboration Successful account management often requires collaboration with diverse teams , such as sales, marketing, and customer support. Want To Close Sales Easier?

Account management 52

Account management Negotiate X-functional Cross-sell 52

Heinz Marketing

AUGUST 17, 2018

Communication limits: In today’s marketing landscape with a close lens on privacy and list use, if you’re not cognizant of how you utilize and segment your marketing database, you should be. (a single period), and a company name of “not yet”. These are easily recognizable values in our system and won’t be confused with real data.

CRM 73

CRM Campaign X-functional Clients 73

Hubspot

MAY 12, 2023

Why it matters : This is another question that interviewers use to see if you did your research and closely read the job description. In the following two to three years, I’d like to build my internal communications and public relations skills so I can contribute further to the executive function.” In the Netflix show “Call My Agent!,"

X-functional 90

X-functional Pitch Follow-up Clients 90

SaaStr

FEBRUARY 25, 2020

Because it’s not so much focused around X, Y, Z NPS score. If you sat and you said, “Okay, we sign a customer, we process their contract, we have to get them provisioned. Are we about ready to close the deal? For example, if you’re getting ready to close the deal, sales team’s pretty darn excited.

Prospecting 96

Prospecting Customers Promote X-functional 96

Lead Fuze

DECEMBER 1, 2021

From recruiting to closing, technology plays a huge role in the sales process. The company offered me $X,000. Closed won. Closed won. Closed lost. To close more business in less time, you need to be aware of the best sales and marketing tools that are out there. Contact made. Appointment scheduled.

Appointment 52

Appointment X-functional Sales CRM 52

Sales Hacker

DECEMBER 1, 2020

He talks about the journey of a marketer leading the entire revenue function on the path to CEO. Salespeople are often wasting time, fumbling around with junk leads, static lists, and haphazardly reaching out to accounts that aren’t ready to close. They’re important because they pay the bills. I joined eight months ago.

Growth 84

Growth Contract Pipeline B2B 84

SaaStr

JULY 24, 2019

Gillian oversees Talkdesk’s Customer Success and Technical Support teams, partnering closely with customers to achieve their CX vision. We have a license-based model, and we’ve built into the product that our customers can add additional licenses as needed, as they go, in a way that is co-terminus with their contract.

X-functional 65

X-functional Engineering Clients Start-ups 65

PandaDoc

OCTOBER 13, 2022

Lead generation X ? Social media integration X ? Free version X ? Lead generation X ? Social media integration X ? Free version X X 24/7 customer service ? Lead generation X ? X Mobile access ? ? Social media integration X ? Free version X ? Lead generation X ?

X-functional 52

X-functional Territory CRM Lead generation 52

SaaStr

MARCH 17, 2020

I remember in my first week or two at Talkdesk I had one of the sales leaders come up to me and say, “Hey, we’re going to need a reference for this customer that we’re trying to close to help us help sell the deal.” You’re excited to be closing your first customers. I joined kind of at the second stage.

Clients 76

Clients Service Customers Start-ups 76

SaaStr

AUGUST 7, 2020

We’ve invested in over 300 companies at Salesforce Ventures and have partnered with both of you closely and it’s been amazing to see this story up close and personal over the years. You can see it right behind you going across the bridge but can you see 10 X? Rob Bernshyten: Well, it’s a tough question.

Price 87

Price Retail X-functional Healthcare 87