SaaStr

NOVEMBER 27, 2024

Mangomint has one onboarding manager for every two sales reps, but with no contracts and a 30-day free trial, onboarding starts during the trial. Mangomint has managed such a high NRR despite having no long-term contracts. What’s worked is going deep on the product experience.

Appointment 102

Appointment Contract Commission Niche 102

Iannarino

JULY 15, 2021

To win a deal , you are going to need someone who can sign a contract. This is especially true when you’re competing against someone who believes that all they need to do is identify a problem and insert their solution. Anyone who is oblivious that B2B sales are mainly about change management is playing the wrong game.

Gaming 300

Gaming Clients Contract Up-sell 300

Veloxy

JUNE 23, 2021

Not only are they the main point of contact, Account Executives are ultimately responsible for demoing products and handling the entire cycle in small companies. The Account Manager is responsible for checking on clients and nurturing relationships after the contract is signed. This is the main channel of communication.

Inside sales 232

Inside sales CRM Sales Pipeline 232

PandaDoc

MARCH 27, 2025

The main difference is whether customers are encouraged to buy a related product (cross-selling) or a more expensive version (upselling). Another example: Say youre already utilizing PandaDoc for contract management , allowing you to create, manage, and sign contracts digitally and all in one place.

Cross-sell 52

Cross-sell Sell Customers Legal 52

Sales Pop!

JULY 11, 2023

This is when a company outsources supplemental business functions to a third party; in most cases, the company is located in a country where labor is more expensive, and the third party contracts with workers from a country where labor is cheaper. Instead, they can contract with overseas workers and hit the ground running.

Non-Profits 130

Non-Profits Profit margin Contract Legal 130

Sales Hacker

AUGUST 14, 2020

Three main things spark renegotiations — a misrepresentation, a substantial change, or it’s simply outdated. A misrepresentation happens when the numbers in a contract or offer are incorrect. WGA renegotiates their contracts. The company needed to renegotiate a new contract for customer service, and they needed to do it quickly.

Contract 137

Contract Legal Represent Price 137

Search Engine Land

AUGUST 19, 2024

Yes, they will have a marketing manager, but they are the business’s CEO and main driver. Operations The operations manager handles the machine and ensures it runs smoothly, including contracts, staff wages, HR, etc. Their job is to be the agency’s voice and marketer.

Account management 84

Account management Clients Gaming Drivers/motivators 84

SaaStr

FEBRUARY 28, 2021

At the end of the day, I think there are two main considerations: Understand that you can make 3-20x the revenues on a given enterprise customer with a solution sale vs. a tool. An example of the difference, for us: Adobe Sign is both a tool that lets you sign a contract on the internet. But one segment has to be #1.

Product 121

Product Contract Sales Price 121

SaaStr

OCTOBER 1, 2020

However, the main culprit is it’s usually two different business: Recurring business (existing customers). One main way Kellogg likes to think of SaaS companies is “a leaky bucket full of ARR”. Moving forward, pay attention to multi-year contracts, and RPO, it’s always best to get ahead of the curve. Must impute “billings”.

Contract 121

Contract Commission Engineering Gaming 121

Salesforce

MARCH 13, 2025

The formula: Total number of accounts in your industry x Annual contract value (ACV) of your company’s product or service By using fewer estimations, you can deliver a more reliable number. The business charges an average of $20 per pie, so they use this calculation to find their TAM revenue: 1.7

Minimum Viable Product 95

Minimum Viable Product Strategic planning Territory E-commerce 95

Salesmate

FEBRUARY 11, 2020

Sandler sales methodology advises sales reps to act as a consultant rather than a typical sales rep whose main focus is to convince the prospect. Here are the 7 steps of the Sandler sales method: Bonding and rapport Up-front contracts Pain Budget Decision Fulfillment Post-sell. Up-front contracts. John: Well.

Cross-sell 136

Cross-sell Sales Contract CRM 136

Sales Pop!

MAY 20, 2023

One of my core principles is that a good sales contract, at the end of the day, hurts both sides just a little bit—not too much on one side or the other, but just a little bit on both. The book was by Daniel Pink and was entitled To Sell Is Human: The Surprising Truth about Moving Others. This is the very definition of fairness.

Appointment 243

Appointment Education Sales Contact 243

ClickFunnels

JANUARY 31, 2022

Twitter isn’t the same as UpWork and Outsourcing companies where payment and contracts are exchanged however you can discover and interact with freelancers before committing to anything. The key main points are: Don’t treat searching for freelancers the same as searching for employees. Conclusion.

Clients 219

Clients Contact Meeting Contract 219

SaaStr

DECEMBER 12, 2023

Keybanc and Sapphire have some great overall metrics here : Overall, the media AE closes $750,000 a year, and that’s actually up from 2022 — mainly due to hiring freezes and contractions. In any event, that’s good median data.

Sell 133

Sell Quota Commission Contract 133

Salesmate

JULY 8, 2020

With email marketing, the two main levers to prompt action are logic and emotion. Your proposal can double as a contract. Having a contract protects both you and your new client by ensuring that you are both aware of your obligations and bound by them. Once both of you have signed the contract, it’s time to PARTY.

Pipeline 126

Pipeline Negotiate Objectives and Key Results Contract 126

SaaStr

NOVEMBER 8, 2022

Well let me just step back with my learnings as you do your own planning: First, assuming you are growing > 80% YoY or so, have a lot of pre-paid annual contracts, … you should be able to be cash-flow positive almost no matter what somewhere around $5-$8m in ARR. The main point is there is no reason SaaS can’t mint cash.

Quota 116

Quota Contract Price Growth 116

Sales Hacker

JULY 22, 2021

Sign the contract. An SLA is a contract. Like every other contract, to make it valid, it needs signatures of people involved. End it with a signature from each team member on a paper version of the SLA contract. Once you use different strategies, you should track their main metrics. No exceptions. Conclusion.

SQL 119

SQL Quota Contract Objectives and Key Results 119

Sales Pop!

AUGUST 25, 2022

Any good Lawyers in the UK with LegalVision will be able to guide you through the ins and outs of your particular contract. However, to provide you with a base understanding of what you should expect, in this article we will outline some of the main things you will need to be aware of when it comes to signing a commercial lease in the UK.

Electricity 130

Electricity Negotiate Contract Entertainment 130

Sales Hacker

SEPTEMBER 2, 2020

In this article we’ll review the four main sales motions B2B SaaS teams use: Field sales ( outside sales ). This is where a sales rep physically meets a potential customer to discuss needs, budgets, volumes, prices, requirements, timelines, and other contract details. Inside sales. Low-touch sales. No-touch sales.

Inside sales 132

Inside sales Cold Call Contract Price 132

SaaStr

OCTOBER 25, 2021

” and “Something we found really effective at CoursKey, and other vSaaS businesses will likely find as well: Instead of running pilots, sign a multi-year contract but give them an opt-out after 3-6 months. If a company is growing and using the service, we’ll tear up the contract and do a new term and pricing at a higher minimum.”

Price 127

Price Contract Referrals Contact 127

SaaStr

FEBRUARY 1, 2022

The main reason seems to be to ensure they put in the work to deploy SmartSheet into production. And they don’t push annual contracts. Not pushing annual contracts helped MongoDB scale. SmartSheet gets 90% of its SMB customers to pay annually. Only 2,800 of MongoDB’s customers went through the sales team.

Contract 145

Contract Cross-sell Price Up-sell 145

Sales Pop!

JANUARY 4, 2022

The main challenge most rental owners face in Denver real estate is not having a tie-up with a reliable and experienced property management company. Landlords should learn about the legal proceedings of evicting a tenant from your building in case of a contract breach.

Real Estate 130

Real Estate Legal Negotiate Angle 130

SaaStr

JANUARY 11, 2023

80% of customers sign multi-year contracts. Just under 7% of their revenues come from services. #4. Incredibly capital efficient growth — Docebo got to $144m+ ARR burning just $14m. The company was bootstrapped its first 7 years or so, and then mainly sold secondary shares. #5. And a few other interesting learnings: #6.

Contract 140

Contract Price Growth Service 140

Partners in Excellence

FEBRUARY 28, 2024

I saw the main purpose of this process in minimizing the risk for the customer’s evaluation team of being accused for having wasted money on a project that eventually did not provide the expected outcomes So, emotional aspects (fear) had priority over the rational aspects for awarding the contract.

Customers 139

Customers Contract Consult Electrical Engineering 139

SaaStr

DECEMBER 9, 2021

Having customers sign 3-5 year contracts (see below) helps Samsara amortize the hardware costs over a lengthy period. 2 main apps account for the vast majority of its revenue. Customers sign 3-5 year, non-refundable contracts. Still hit 72% Gross Margins even with a hardware component. 90% of Revenue Still from U.S.,

Transportation 116

Transportation Contract Growth Represent 116

Sales Hacker

JANUARY 22, 2021

Your reps will get the most value from your training if you only have 1-2 main takeaways or new strategies that they can try right after they walk away from the session. For example, for a Sandler upfront contract, you could pair up your team members and get them to review 3 calls from their partner where they tried the upfront contract.

Contract 134

Contract Cold Call Technique Sales 134

PandaDoc

AUGUST 29, 2022

An average deal negotiation process typically consists of these steps: Submission of a proposal Promotion to the shortlist Becoming a preferred vendor Scope approval Quote sending Contract sending Contract signing. And the higher your annual contract value, the longer your average sales cycle. Contract sending.

Negotiate 98

Negotiate Contract Objectives and Key Results Legal 98

SaaStr

MAY 6, 2023

E.g., a multiyear contract where only the first year of cash is pad up front is of limited value. First, what you pay on vs. quota retirement can vary. On commissions / pay-out: For start-ups where cash matters, I strongly suggest compensating the reps mainly on cash brought in.

Quota 111

Quota Commission Sell Contract 111

SaaStr

JANUARY 9, 2020

Here are Gartner’s estimates of each segment: But, the SaaS/application layer is much more diverse than just 3 main vendors. Look at the JEDI contract. The application layer though is even larger, depending on how you define it. Or at least, just as large or close. But Salesforce, at ~$20b in ARR growing 20%+, has that.

Contract 119

Contract Engineering Trust Market share 119

SaaStr

NOVEMBER 9, 2022

Annual contracts, though, can certainly mask some of this for another few quarters. #3. Some Cloud and SaaS leaders like Twilio have seen bigger NRR hits in the current macro environment, but so far, it’s been muted for Five9. International Growth Exceeding North America. SaaS works everywhere, at least for most apps.

Contract 24

Contract Growth Engineering CRM 24

Partners in Excellence

APRIL 5, 2024

Martin articulates something that I think so many of us find so exciting about selling: “The main reason is that it challenges you to reinvent yourself and stay current with your knowledge because it is the most dynamic industry of all. Preface : I’ve been introduced to Martin Mackay through my friend Bob Apollo.

Sell 139

Sell Territory Consult Contract 139

Gong.io

SEPTEMBER 9, 2021

Those who dwell in due diligence: Budget approvers, legal/contract reviewers, and procurement analysts . Decisions makers: Senior leaders and executives who care about how the purchase affects their budget, strategic goals, and org alignment. Each of those groups can easily include five or more people. Or any deals, really.

Closing 162

Closing Sports GTM Legal 162

Martech

SEPTEMBER 14, 2022

That’s the main takeaway from the “2022 Software Buyer Behavior Report” from G2, the peer-to-peer technology review site. Over 90% of buyers said ease of implementation was a critical factor when it came to the decision to renew a contract. There was a smaller increase in preference for value-added resellers.

Contract 98

Contract B2B Technology Technology 98

Heinz Marketing

DECEMBER 21, 2023

The parent content is the main piece of content and the child content are the pieces of content that can be developed from the main parent content. These taxonomies are organized into parent-child relationships with each parent having one or more child categories. We have an example to illustrate later in the blog.

Campaign 122

Campaign Clients Strategize Contract 122

Martech

APRIL 17, 2023

Sure, you’re excited because you just signed a contract for a new shiny tool. I laugh (to myself) if the first question I hear from a client after signing a new martech contract is if the ESP mentions an IP warm-up plan. Give yourself enough time between the RFP and the end-contract date. We’re at step four.

Contract 116

Contract Technology Technology Government 116

Martech

SEPTEMBER 12, 2023

To help identify potential use cases for your organization, here is a list of six main generative AI categories. For instance, does a legal contract favor one party over another? Once these cases are graphed on the matrix, organizations can identify the ones that will address urgent needs. Use case categories. Image: Trust Insights.

Legal 125

Legal Contract Trust Process 125

Sales Hacker

JANUARY 7, 2025

But it’s easy currently, you know, you sign a contract with… 50, 60 users, one-year commit, done. Because you’re going to sign a contract and it’s a blank check and then they’re going to consume. So you’ve got URI, they close new logo. But tomorrow, how you change that?

GTM 117

GTM Sell Customers Cold Call 117