SaaStr

JUNE 29, 2020

Usually: Elephant Hunters aren’t really very good at Inside Sales. VPs of Sales that have come up through field sales, hunting six- and seven-figure deals … usually are actually kind of terrible at high velocity inside sales for four and five-figure deals. And surprisingly, many founders do.

Inside sales 129

Inside sales Sales Contract Closing 129

Sales Hacker

APRIL 10, 2018

Setbacks of using a 2-Stage inside sales organization. However, SkyStream was able to sustain itself as it had diversified with a $10M contract with Disney on a new product, a $5M 3-year contract with the Department of Defense, and a $2Mrevenue stream from both the EMEA and APAC region. 4) Inside sales.

Go To Market 97

Go To Market GTM X-functional Territory 97

SBI

APRIL 24, 2012

Tweet AA-ISP Inside Sales Summit. Four hundred Inside Sales leaders attended the 2-day American Association of Inside Sales Professionals (AA-ISP) Summit last week in Dallas. The Summit is the only conference dedicated exclusively to Inside Sales Leadership. Evening out with my gal pals.

Inside sales 48

Inside sales Cold Call Sales Contract 48

SaaStr

NOVEMBER 4, 2021

Rule of 40 Drivers: Field Sales vs Inside Sales. It is commonly perceived that Field Sales are more expensive than Inside Sales. The KBCM 2021 dataset provides good evidence here: Field Sales CACs ($1.72) are 38% higher than Inside Sale CACs ($1.25). ACV – Qualifier: $53k.

Drivers/motivators 127

Drivers/motivators Profit margin Non-Profits Inside sales 127

SaaStr

JULY 23, 2020

500/mo is $6,000 a year so that’s a big enough deal size to support a traditional SaaS inside sales rep: Pay 20% of the expected ACV (annualized contract value) in total comp — but that might mean less commission until they’ve covered their base cost for the month. That’s pretty do-able for inside sales.

Commission 98

Commission Product Inside sales Contract 98

Veloxy

OCTOBER 24, 2022

This sales tool is used to streamline the creation, management, and signing of docs. Most sales reps spend over 175 hours every year on generating quotes and proposals, and waiting for contracts to be signed. Sales Tech Stack Presence. Sales Tech Stack Presence. Highest Rated Feature.

Quota 147

Quota Contract Account management Price 147

Partners in Excellence

FEBRUARY 17, 2015

So once we “win” that complex deal, we have a potential for a very large contract that may go for years. While product/solution selection is no longer the core issue, there’s still a lot of issues our customers face over the years of the contract. That’s the good news. But there’s more. How Do They Buy?

Contract 113

Contract Cross-sell Manufacturing Price 113

SaaStr

JULY 22, 2020

SaaS Enterprise Sales Compensation Pl an. Well a typical BigCo Sales Comp Plan for an experienced inside sales rep works this way: Guaranteed, Competitive Base Salary. Make sales clearly, unarguably, a profit center. First, I did an analysis of what inside sales reps at SaaS companies are usually paid.

Commission 145

Commission Quota Inside sales Sales 145

Veloxy

AUGUST 31, 2023

Here is the list of our Outside Sales Gurus’ Top 25 Secrets ( NOTE : We’ll be using field sales and outside sales interchangeably): Don’t forget: Read the largest outside sales guide on the planet! It’s also why an outside sales salary is typically much higher than their inside sales counterparts.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

SaaStr

MARCH 8, 2021

500/mo is $6,000 a year so that’s a big enough deal size to support a traditional SaaS inside sales rep: Pay 20% of the expected ACV (annualized contract value) in total comp — but that might mean less commission until they’ve covered their base cost for the month. That’s pretty do-able for inside sales.

Commission 94

Commission Inside sales Sales Contract 94

Score More Sales

JULY 11, 2013

Ron and I would meet with various decision makers who were involved in a project that would involve thousands of the items we sold on one contract. A special thanks to my friend Mark Hunter for reminding me of this by way of his great post about the best sales questions. Ron would always ask the same questions –.

Sales 123

Sales Contract Inside sales Consult 123

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

Openview

JANUARY 14, 2019

Software that’s sold with a traditional license and maintenance contract is rapidly taking on dinosaur status. On the sales side, reps cannot make the sale and move on. Because businesses need to renew contracts to ensure their long-term success, ongoing customer relationships are more important than ever.

Contract 88

Contract Inside sales Customer Relationship Management Sales 88

Hubspot

DECEMBER 12, 2017

And The Bridge Group , an inside sales consulting firm, calculated the average base salary for a SaaS inside sales rep to be $60,000 -- with on-target earnings of $118,000. As with most sales jobs, commission is commonly added on top of the base salary and varies per individual compensation plans.

Commission 101

Commission Contract Sales Price 101

Outreach

JULY 18, 2018

That meant generating more leads, doing more demos, and signing more contracts. I was in my early 40s then, and the company I worked for was hungry to grow its business, grassroots style. More, more, more. Waiting around for prospects to fall into my lap wasn’t an option—especially not if I wanted to compete with the “techie millennials”.

Inside sales 61

Inside sales Territory Sales Negotiate 61

Score More Sales

FEBRUARY 25, 2014

million contract. Kill Crutch Words – Inside Sales Power Tip 133. Sales Message Makeover – Inside Sales Power Tip 143. Speed, responsiveness, and flexibility—caught in an easily understood analogy, that ultimately won him a $1.6 Visual language matters. Power Words. 2 more resources.

Inside sales 91

Inside sales Sales Contract Contact 91

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Percentage of sales reps attaining 100% quota. Total value of sales by month/quarter (by team and by individual). Average contract value (ACV). Lead Generation Sales Metrics. Sales KPIs by Team Type.

X-functional 101

X-functional Quota Cross-sell Contract 101

Sales Hacker

FEBRUARY 14, 2022

What happens when a Global Head of Sales, an Inside Sales Director, and an Account Executive walk into a bar? They sit around a table and share actionable insights about their company’s transition from SMB to enterprise sales. . This makes sense as there are fewer elements to consider and the contracts are easier to sign.

Legal 108

Legal Cold Call Contract Inside sales 108

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. What does this mean? Obviously, this is more expensive.

Contract 101

Contract Price X-functional Conversion 101

Sales Hacker

NOVEMBER 25, 2019

Dan is the chief revenue officer and chief strategy officer at Dialpad, which is helping people manage their telephony across big customer support teams and big customer service teams, sales teams, etc. Dan was also an early employee at Google, where he led the inside sales organization at AdWords. Don’t miss episode 86.

Contract 104

Contract Inside sales Up-sell Technology 104

Partners in Excellence

AUGUST 14, 2014

Or all our contracts, documentation, and so forth is in English–but we want to address a global market. We had 3 teams of 5 people in the major locations, and a team of 8 inside sales people–split between two locations to cover everything else. Or we only accept payments in USD, not in local currencies.

Customers 106

Customers Territory Strategize Inside sales 106

Hubspot

AUGUST 8, 2015

Now there's a proposition bound to get sales reps' blood pumping. Salespeople are well-acquainted with the thrill of receiving a signed contract and the pressure attached to quota. Forty-eight hours later I had a signed contract.". Being in inside sales, we rarely get to leave the office, let alone dress in costume.

Closing 78

Closing Contract Drivers/motivators Negotiate 78

Openview

MAY 30, 2018

Of course, there’s no blanket approach that expansion stage companies can use to fairly and effectively compensate every single member of their sales organization. Treating Your Plan Like a Contract. The goal shouldn’t be to confuse, intimidate, or bore your sales reps to tears. Again, make it clear and keep it simple.

Objectives and Key Results 147

Objectives and Key Results Commission Appointment Lead generation 147

SaaStr

SEPTEMBER 11, 2024

It also required them to: Negotiate their first Enterprise customer contract Undergo deep security reviews Once you land your first Enterprise customer, it might be time to build that first sales team. They talked to customers and peers in the industry to build an inside sales motion.

Territory 124

Territory GTM Price Cross-sell 124

Sales Hacker

JUNE 27, 2018

At one point in my career, I was handed a MEGA enterprise account from an inside sales team under the premise of having “the best and biggest accounts with the best salespeople.”. They did not like being duped and wanted out—with nine months left to go in their contract. Are you in a contract? The background.

Contract 86

Contract Gaming Referrals Inside sales 86

SBI

MAY 7, 2014

There’s no better place to learn how you can get more leads, motivate your sales reps, get deals signed faster, hold better conversations, convert more leads into opportunities, strategize, collaborate, forecast, follow-up, engage, AND close. See which tools we chose for: Contract Management and eSigning. InsideSales. Mobile Selling.

Territory 55

Territory Contract Inside sales Pipeline 55

Hubspot

NOVEMBER 9, 2014

Prepared contract? But the recent spike in inside sales means that more and more meetings are taking place virtually via web conferencing -- and this dramatically changes a salesperson’s pre-demo checklist. A printed contract isn’t going to provide much value during a screen-sharing presentation.

Contract 78

Contract Inside sales Presentation Appointment 78

Salesmate

MAY 13, 2021

Field sales dominate companies with median deals of over $50,000, while inside sales strategies were the most popular among companies with $1,000-$25,000 median deal sizes. They will get signatures and contracts all done over the internet. There will be an onboarding process after they sign the contract.

CRM 97

CRM Contract Referrals Follow-up 97

Score More Sales

MAY 19, 2014

She has a huge sales opportunity with someone who asked her for a contract – not a proposal. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Referrals 85

Referrals Contract Inside sales B2B 85

Score More Sales

SEPTEMBER 26, 2014

Some have initiated ideas, others are in a contract and not looking yet – how could you possibly say the same thing to people in those two scenarios and have it make sense? Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Increase Opportunities.

Sell 90

Sell Objection handling Pitch Contract 90

SaaStr

MARCH 13, 2019

I do not love their Template Sales Agreement. It was written by a lawyer at a Big Law Firm who almost certainly did not support a high-velocity inside sales team. If you need an enterprise-grade contract, go get one from a lawyer. You can start here with this form, for sure, for a $25k+ a year contract.

Legal 55

Legal Contract Inside sales Sales 55

Salesforce

JANUARY 24, 2022

Before taking time off to raise my kids, I had years of experience building and managing an inside sales team and always had an interest and focus on sales operations. One of my first moves back into the workforce was a full-time contracting job as a sales operations analyst, which was relatively safe territory for me.

Territory 97

Territory Manufacturing Contract Inside sales 97

SBI

MAY 7, 2015

Inside Sales & Biz Dev. Predictive Sales Analytics. Prospecting & Sales Intelligence. Contract Management & eSignatures. Communication & Engagement. Motivation & Gamificationfication. CPQ & Guided Selling. Performance & Compensation. Value Selling & RO. Social Selling.

Territory 54

Territory Contract Inside sales Pipeline 54

SalesLoft

APRIL 9, 2020

Virtually all field sellers became inside sellers overnight. Inside sales managers can’t walk the aisles to listen in on their reps’ calls anymore. Field sales managers can’t do ride-alongs. Fourth, coaching is more important than ever. Everyone is working from home.

Cold Call 93

Cold Call Pipeline Contract Inside sales 93

Salesforce

NOVEMBER 15, 2023

There are more than a dozen types of sales management roles. From business development to sales manager to account executive, each role has its unique responsibilities. Directors also set company-wide sales goals and establish new procedures and report back to the executive team.

Objectives and Key Results 111

Objectives and Key Results Sales Technique Inside sales 111

SaaStr

JANUARY 21, 2020

My velocity lane, PatientPop’s SMB SaaS, eight units a month, $13,500 contract. I used to think that I could go into healthcare and pull a med device rep who was selling million dollar towers on a six-month sales cycle. Calls, emails, connect rate, demos, performs, wins, average contract value. Top performers love it.

Quota 133

Quota Sales Healthcare Territory 133

Hubspot

NOVEMBER 21, 2018

Negotiation: Both sales rep and decision makers discuss pricing details and feature needs. Renewal: Your customer renews their contract or subscription. Choose a sales strategy. The Inside Sales Business Model. The sales cycle ranges between a few weeks and a few months.

Go To Market 101

Go To Market Process GTM Education 101