Salesforce

OCTOBER 26, 2021

Before 2020, sales teams hummed on leads in pipe, one-off sales (digital and in-person), and pipeline velocity. Different measures track different models, but all depend on a simple formula: [Recurring revenue = Active accounts in a period X Cost of good/service]. X 100 = 10% customer churn rate. It caused a seismic shift.

X-functional 98

X-functional Sales Growth Contract 98

Sales Hacker

JULY 18, 2019

How about pipeline reviews? 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. Step 2: weighted pipeline of uncommitted ARR. Step 3: forecast sales (with a future pipeline calculator). 75% Contract Negotiation.

X-functional 73

X-functional Pipeline Contract Quota 73

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 131

X-functional Clients Growth Start-ups 131

Sales Hacker

MARCH 25, 2025

building data hug out, which was in the predictive forecasting, you know, pipeline management space. 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. So like, if I go back.

GTM 69

GTM X-functional Start-ups Relationship building 69

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. Having siloed data instead of data pipelines. Recycle data by using data pipelines.

GTM 124

GTM X-functional CRM Technology 124

Sales Hacker

JULY 2, 2019

If your CRM doesn’t have this reporting functionality, you can export the data into an excel file and quickly get the average sales price from there. 2,000 x 10% = $200/lead. Once you have your scoring system in place you can calculate the estimated value of each opportunity in your pipeline. Contract Sent (90%).

Price 100

Price X-functional Sales CRM 100

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 Sales Teamwork Follow-up 78

PandaDoc

OCTOBER 13, 2022

CRMs have always been about managing your sales pipeline. Any sales rep can drag and drop stages and figure out how to optimize the sales pipeline for a specific segment, product type, or scenario. Multiple pipelines live well together and allow easy switching between them. Lead generation X ? Social media integration X

X-functional 52

X-functional Territory CRM Lead generation 52

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 117

Finance X-functional Launch Objectives and Key Results 117

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 106

Growth Cross-sell Contract X-functional 106

Hubspot

DECEMBER 23, 2022

From software that leverages your partner ecosystem to prospect databases, every tool on this list can help you fill your sales pipeline. For more advanced functionality, HubSpot offers premium features in the Starter, Professional, and Enterprise versions of Sales Hub. Prospect monitoring functionality. What Users Say.

Prospecting 90

Prospecting X-functional Contact CRM 90

SaaStr

MAY 14, 2023

That’s why for us, it’s so important to build that function of the company in the Bay Area. ” It’s difficult to keep all the little pieces of your revenue pipeline exactly perfectly in sync, right? How do you think about what leads you’re using, what quality to determine how your pipeline is growing?

Price 109

Price Start-ups Up-sell X-functional 109

Sales Hacker

DECEMBER 1, 2020

He talks about the journey of a marketer leading the entire revenue function on the path to CEO. Because what we found is that one of the low points of any customer experiences, the moment after the contract is signed, all the good will and momentum that you create in the sales cycle is lost. As everyone suddenly forgets your name.

Growth 82

Growth Contract Pipeline B2B 82

PandaDoc

FEBRUARY 27, 2023

If they agree, the deal is finalized by the signing of a contract. That is, “Sure, we can give you a discount but we need you to sign the contract today.” Your capstone question will be something like “Does this contract (or product) suit your needs and meet your satisfaction?” Do you need this functionality or that?

Closing 52

Closing Contract Technique Referrals 52

SaaStr

FEBRUARY 25, 2020

If you can get your customers to do that lead gen and pipeline generation for you, that’s goodness. 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. Second or third is referrals.

Prospecting 96

Prospecting Customers Promote X-functional 96

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 107

Retail Start-ups Drivers/motivators Up-sell 107

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. A leaky sales funnel can force any sales pipeline into a slow, painful death.

Process 52

Process Objectives and Key Results Pitch Sales 52

SaaStr

AUGUST 7, 2020

” They will be able to point to measurable value X amount saved, or X user adoption, or X spend categories and a management, or X improvement in operational efficiency, whatever that may be. You can see it right behind you going across the bridge but can you see 10 X? It’s almost a step function.

Price 86

Price Retail X-functional Healthcare 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 75

Clients Service Customers Start-ups 75

Sales Hacker

JULY 28, 2020

Conga is changing the way the world works by modernizing, streamlining and automating your documents, contracts, and processes to make it easier to do business. If you don’t f**k up, you can stay on board and then you go and finish the pipeline.” We’ve got two sponsors. The first is Conga. Businesses run on documents.

Sell 76

Sell Presentation Start-ups X-functional 76

SaaStr

AUGUST 26, 2022

X this year. You don’t have to do every single function to still get a customer. Jason Lemkin : That’s the reason there’s a thousand marketing applications, because every CMO needs to generate pipeline, awareness, leads, and they will test anything that works and shoot what doesn’t and keep trying things.

Quota 98

Quota Growth Product Closing 98

SaaStr

MARCH 10, 2020

We are not as fortunate as some of the folks in this room that if we sign a contract, regardless of how our customer feels about what they’ve bought, they’re going to continue paying. There’s generally no contract in place. We also didn’t try to build a lot of the centralized functions too early.

Government 108

Government Up-sell Contract X-functional 108

SaaStr

NOVEMBER 21, 2020

I look at my experience through those companies, and I learned a lot about enterprise software sales, about buying patterns, about functions like product management and product marketing, and how they fit into a well functioning and operating company. It just made it a lot easier for us to scale up Salsify as we found success.

E-commerce 117

E-commerce Manufacturing X-functional Retail 117

SaaStr

MAY 10, 2019

Harry Stebbings: Can I ask, I had Ben Braverman and the CRO of Flexport on the show the other day and he said it’s wonderful to have SDRs and account managers and sales reps but it doesn’t create the best personalized buying experience when you’re continuously handed off to the separate specialized function.

X-functional 56

X-functional SQL Pipeline Go To Market 56

SaaStr

JANUARY 10, 2020

And a lot of that was just the mechanics of in a licensed maintenance world, maintenance is a real thing and A, there’s a big dollar amount that gets shelled out when an initial purchase happens, which makes buying a big services contract at the same time feel like less of a financial impact. In that regard, yes.

X-functional 64

X-functional Start-ups Drivers/motivators Go To Market 64

SaaStr

AUGUST 9, 2019

Vikas Bhambri: We’re going to ask them to build territories, build awareness, create their own pipeline, et cetera, especially in the mid-market enterprise, which you also have to understand also takes time. So those are the three functions that roll up into our customer experience that I now manage alongside sales.

Finance 62

Finance X-functional CRM Engineering 62

SaaStr

NOVEMBER 2, 2019

How should this data feedback into your product roadmap and pipeline? * How does your customer success and customer support functions change with the move to enterprise? A classic example is a Shopify selling to, let’s say, contract. What are the biggest challenges in making this transition?

Price 64

Price GTM Up-sell Product 64

Sales Hacker

JUNE 20, 2019

That tech served purposes like capturing leads directly from a website, automatically routing those leads to reps, increasing the volume of emails a human could send, enabling reps to make phone calls with a single click, and easily creating clean and crisp contracts for signature. Do you review the forecast and make sure pipeline is clean ?

Quota 84

Quota X-functional Strategize Start-ups 84

Sales Hacker

JANUARY 21, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Rob Giglio is the Chief Customer Officer at Canva, where he oversees Canvas sales and go-to-market functions. It was a really cool time to be scaling a business and in a sales or marketing function because Rob Giglio: Totally.

GTM 105

GTM Gambling B2B E-commerce 105