Sales Hacker

JULY 21, 2021

This is what you might say when you finish a meeting and need to schedule another meeting…to talk about what happened at the first meeting. Unfortunately, optimize is not a magic word that you wave like a wand over complicated systems, hoping that they start functioning perfectly. Digitize everything!

X-functional 132

X-functional Sales Strategize Cold Call 132

Sales Hacker

APRIL 10, 2018

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. Distribution of B2B deals as a function of price (a product of discount and list price).

Go To Market 80

Go To Market GTM X-functional Contract 80

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. Salespeople are demotivated to do anything but sell, so good luck asking them to attend meetings, log notes, go to training, etc. Selling function (hunting or farming). Increase cash flow.

Commission 101

Commission Quota X-functional Non-Profits 101

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 116

Contract X-functional Objectives and Key Results Legal 116

Salesforce

OCTOBER 26, 2021

Different measures track different models, but all depend on a simple formula: [Recurring revenue = Active accounts in a period X Cost of good/service]. The basic equation is: [Customer lifetime value = Average order amount X Average purchases/year X Average retention time in years]. X 100 = 10% customer churn rate.

X-functional 98

X-functional Sales Growth Contract 98

Sales Hacker

JULY 10, 2020

He simply asked me during one of our goal setting meetings, “ How much money do you want to make this fiscal? ”. Find out who can spend money, who has budget, who can CREATE budget, and who can sign the contract? You want to meet this person early in the process. Ask them to prep for meetings with you. Decision criteria.

Legal 125

Legal X-functional Contract Presentation 125

Sales Hacker

AUGUST 3, 2020

After six months the AE should have taken enough inbound meetings while also connecting with their network to fill their pipeline. Your final math is 2 x $110K + $50K for fractional manager + $40K in tools = $310K. The Bridge Group estimates that an Outbound SDR of a $50K ACV product can produce 3-5 meetings per month.

Pipeline 101

Pipeline X-functional Commission Clients 101

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?

Contract 101

Contract Price X-functional Conversion 101

Sales Hacker

MAY 9, 2019

Create a 2-Page Contract and Get Mutual Commitment [TEMPLATE PROVIDED]. Here’s a simple example to begin with that covers the SDR, AE and Customer Success Manager (CSM) functions: Table 1. For example, within the FedTech space, sales contracts can be established with 3 years of commitment. Set Targets.

SQL 104

SQL Commission Customers Non-Profits 104

Hubspot

MAY 17, 2018

The reason you want a contract is so that you have your scope, your deliverables, and your timelines outlined. A contract will also give you the opportunity to build in check-ins,testing time, and a payment schedule (we’ll get back to this). It looks and functions great. This isn’t to say that you’re going to get swindled.

Contract 78

Contract X-functional Negotiate Start-ups 78

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 83

GTM Negotiate Profit margin Contract 83

Sales Hacker

JULY 18, 2019

For most sales reps and leaders, this is an important part of your role — and yet pipeline reviews are one of the most dreaded meetings on the calendar. 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.

X-functional 72

X-functional Pipeline Contract Quota 72

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. So, sales in my view is best run on a quarterly plan.

Finance 119

Finance X-functional Launch Objectives and Key Results 119

ConversionXL

AUGUST 27, 2019

Be careful about contracts you sign and team training you invest in. They can now deliver a lot of the same functionality, and your main decision-making factor could be the pricing model. And its data-layer functionality is versatile. I recommend thinking about it this way: “Tool X is collecting the data. Stay focused.

GTM 124

GTM X-functional CRM Technology 124

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. But it wasn’t ok in 2018, and it isn’t ok today. That other founder failed.

X-functional 95

X-functional Closing Growth Contract 95

Hubspot

DECEMBER 23, 2022

Meeting sales quotas is a top challenge for 20% of salespeople. For more advanced functionality, HubSpot offers premium features in the Starter, Professional, and Enterprise versions of Sales Hub. Prospect monitoring functionality. For more advanced functionality, paid plans start at $39 per user per month. Image Source.

Prospecting 90

Prospecting X-functional CRM Contact 90

SaaStr

APRIL 30, 2022

Just to say a little bit more about this, if you look at the sales functions are structured. And kind of the day after trying to meet with them to have feedback on what they had seen. It depends on the length of the contract, if there’s a contract. He knows his cost item, his cost line, and his PNL is gonna be X.

Price 98

Price Launch X-functional Contract 98

SaaStr

MARCH 12, 2019

Awesome revenue growth on the X axis, awesome revenue retention on the Y. It was all about getting the contract. Once you had the contract, all the servers were set up, you flew in your professional services people, it took six months to set it up, it took six months to train people, and the product sucked, but it didn’t matter.

Growth 102

Growth Cross-sell Contract X-functional 102

Hubspot

MAY 12, 2023

For example, “If I were frustrated with how a coworker spoke to me in a meeting, I would approach them privately and let them know how their words made me feel. 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.”

X-functional 90

X-functional Pitch Follow-up Clients 90

Hubspot

AUGUST 4, 2015

But not all couples are functioning like a belt and suspenders. 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. To us, this was an X-File—as far down the explanations list as any weird light in the sky being attributable to aliens.

X-functional 78

X-functional Teamwork Sales Follow-up 78

SaaStr

JANUARY 21, 2020

I know everyone likes ping pong, but I like quiet investor meetings. My velocity lane, PatientPop’s SMB SaaS, eight units a month, $13,500 contract. Calls, emails, connect rate, demos, performs, wins, average contract value. We’re not going to talk about ping pong. I love a good game of ping pong. Yeah, sure thing.

Quota 126

Quota Sales Healthcare Territory 126

Sales Hacker

APRIL 14, 2020

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. So companies going out, they bought this SaaS platform to help with X, Y, and Z.

Contract 79

Contract CRM Consult Cross-sell 79

PandaDoc

FEBRUARY 27, 2023

If they agree, the deal is finalized by the signing of a contract. The summary close works well in face-to-face situations like virtual meetings as well as traditional sales calls. That is, “Sure, we can give you a discount but we need you to sign the contract today.” Why are closing questions important?

Closing 52

Closing Contract Technique Referrals 52

The 5% Institute

AUGUST 7, 2023

Effective time management and organizational skills are vital for prioritizing responsibilities, meeting deadlines, and consistently delivering top-notch service. The Art of Negotiation Negotiation skills are indispensable when managing contracts, pricing, and terms. It’ll give you everything you need to close sales consistently.

Account management 52

Account management Negotiate X-functional Cross-sell 52

Hubspot

FEBRUARY 11, 2019

Ask everyone to come prepared to discuss a certain product category or question, such as, "What's your favorite type of X and why?" It's functional enough to satisfy early customers and get a sense of what you should improve. You can also attend local entrepreneurship events to meet potential partners. Why or why not?"

Minimum Viable Product 101

Minimum Viable Product Legal X-functional Networking 101

Sales Hacker

OCTOBER 19, 2018

Why pay for two very effective sales intelligence tools, when you can consolidate your already complicated tech stack into one, and spare yourself the wrath of having to ask your finance team to sign two contracts? RELATED: The 2018 Sales Technology Landscape: Your Go-To Sales Tech Guide.

X-functional 65

X-functional Technology Technology Sales 65

SaaStr

MAY 14, 2023

I don’t know if it’s 20 percent per month or did you just go 20 percent last meeting. That’s why for us, it’s so important to build that function of the company in the Bay Area. I flew everywhere in America just to meet them. No pressure here. But 20 percent something, right? 20 percent in stock.

Price 111

Price Start-ups Up-sell X-functional 111

SaaStr

JULY 24, 2019

This is pretty simple, but when I look at this industry, a lot of times what I see is organizations crafting pricing packages that would enable, for example, an enterprise-wide license, where an organization pays you X amount of money, and they have unlimited seats, unlimited usage. We’ve added a technical account manager function.

X-functional 62

X-functional Engineering Clients Start-ups 62

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. They got a verbal, they’re like, we’re going to get a contract this is a scrape. Maybe, maybe not. You know why?

Prospecting 92

Prospecting Customers Promote X-functional 92

SaaStr

AUGUST 15, 2020

We’ve got a lot of training to do with our sales teams to get them to start to speak in these types of terms versus feature function. That doesn’t mean to say, you’re going to do away with the functions. It cannot work in the future because that isn’t how society functions. I mean, what do they do?

Retail 108

Retail Start-ups Drivers/motivators Up-sell 108

PandaDoc

OCTOBER 13, 2022

And as the needs of your growing team increase, you can likewise level up with the appropriate pricing plan to meet that demand. 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 ?

X-functional 52

X-functional Territory CRM Lead generation 52

Lead Fuze

DECEMBER 1, 2021

The company offered me $X,000. If you use a CRM like Hubspot or Salesforce, email functionality may already be built in. If you’re still spending time trying to find a meeting time with prospects, then you are wasting valuable selling time. Before using another product, make sure it has the functionality you need.

Appointment 52

Appointment X-functional Sales CRM 52

SaaStr

AUGUST 26, 2022

A few can, Andreessen and maybe Sequoia, but 99% of the VCs you meet, legally, they can only invest in startups, whether they’re late stage or early stage. So you have to try twice as hard, meet twice as many people and maybe be eight times as patient, not twice as patient. X this year. VCs mostly can’t do this.

Quota 98

Quota Growth Product Closing 98

SaaStr

AUGUST 7, 2020

And so, because we had done this before, we were able to very quickly do the fundraising, so we literally had like two meetings with each one of the investors and were able to close on the financing, so I don’t think that’s normal. “Well we’ll meet you on Thursday we’re going to fly in.

Price 75

Price Retail X-functional Healthcare 75

PandaDoc

MARCH 7, 2023

Typical actions that close a sale include final quotes, agreed negotiations, deposits, and the signing of contracts and other legal documents. Sales automation software or other solutions with eSignature functionality will help you close deals more quickly. For example, you’re having an issue with scheduling virtual meetings promptly.

Process 52

Process Objectives and Key Results Pitch Legal 52

SaaStr

APRIL 23, 2019

Building the basic functionality. One of the things that fintech startups often have to do, is they need to have contracts in place with not just the banks, but quite a few of the partners to really build a full stack solution. And I think we did two X what we thought we were going to do. We go in a lot of directions.

Launch 86

Launch Pitch Niche Negotiate 86

SaaStr

MARCH 17, 2020

You’re probably going to have to be doing customer references unless there’s very small contract value, right, where there’s not a ton of pressure in making the right decision on the part of the prospective buyer. Then a third thing that you can do is incorporate it into the contract. What am I going to give?

Clients 66

Clients Service Customers Start-ups 66