Sales Hacker

APRIL 10, 2018

The Winning By Design Blueprint Series provides practical advice for every part of a SaaS sales organization. Setbacks of using a 2-Stage inside sales organization. CASE IN POINT: In the late 90s, SkyStream followed Cisco’s footsteps in infrastructure sales. 5 Steps To Building Your Go To Market Strategy. 1) Across regions.

Go To Market 96

Go To Market GTM X-functional Territory 96

SaaStr

APRIL 30, 2024

How do you build GTM efficiency in SMB sales? 2023 saw the team grow from 6-10 reps, which is pretty modest, and they built an SDR function. At the end of ‘22, they started a small pilot and grew that function from one and two BDRs to a team of 10 and then 12. Let’s look at a loose timeline of Owner’s journey. They grew 2.5x

Go To Market 120

Go To Market GTM X-functional Objectives and Key Results 120

Salesforce

OCTOBER 26, 2021

The pandemic didn’t just disrupt sales. Before 2020, sales teams hummed on leads in pipe, one-off sales (digital and in-person), and pipeline velocity. They also turned their focus to long-term customer success instead of one-off sales, reinvesting in employee retention to ensure there was no gap in customer relationships. “It

X-functional 98

X-functional Sales Growth Contract 98

Hubspot

AUGUST 8, 2019

While metrics are important in every aspect of any business, they’re especially critical in sales. Sales leaders can’t use their intuition to guide their decisions — not only are they dealing with a huge amount of information, but the risk of failure is high. Let's take a look at what sales metrics are. Activity Sales Metrics.

X-functional 101

X-functional Quota Cross-sell Contract 101

Hubspot

APRIL 2, 2018

Do you have any questions about the contract?". We’d already agreed on X price. If we can come down to X price, would you sign today?”. You might be interested in our newest Feature X. ". Contract questions. Never comment on a contract or proposal over email. Do you have any questions about the contract?”.

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

SaaStr

JANUARY 24, 2022

Quickly, though, your attention turns to initial traction, your first critical hires, and building out those early business functions. With early revenue, you start thinking about churn and scalability of every aspect of the business, including product, infrastructure, customer support, sales and marketing. Your focus expands.

Finance 133

Finance Contract X-functional Start-ups 133

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. Subscribe to the Sales Hacker Podcast. 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. We’re on iTunes.

Contract 119

Contract X-functional Objectives and Key Results Legal 119

SaaStr

NOVEMBER 20, 2020

If your competition signs folks up to 3 year contracts, “buy out” their contract by not charging them for overlapping time periods. Back in the day, DocuSign would pay their reps a full sales commission if they stole a deal from us — and then give the product away for free for the rest of the term. Aggressive?

Real Estate 136

Real Estate X-functional Contract Healthcare 136

SaaStr

JULY 20, 2024

Dedicated Slack Channel For Every Metric From the early days at Secureframe, they have had a dedicated Slack channel for every metric: every net new sale, every expansion, every churn, and every expense. So, as you’re considering hiring your VP of Sales or Engineering, find a great executive recruiter to work with and eat the bill.

GTM 119

GTM X-functional Engineering Launch 119

Sales Hacker

MAY 9, 2019

A great sales compensation plan needs to accomplish quite a lot. And of course, a strong sales comp plan needs to motivate reps to hit goals that grow the company while still maintaining a profit margin. The Process for Creating a Sales Compensation Plan. Know what to Include in a Sales Incentive Plan. Keep it Simple.

SQL 110

SQL Commission Customers Non-Profits 110

Search Engine Land

SEPTEMBER 1, 2023

Subtract operational costs, and then get the forecasted KPIs for monthly sales from traffic, cost per sale, estimated monthly revenue and ROI. Average contract value is then the same as in AOV for ecommerce. Average contract value is then the same as in AOV for ecommerce.

CTR 122

CTR X-functional Profit margin Contract 122

Martech

MARCH 21, 2023

If you’re not an expert in your company’s tech stack, you won’t know how to use existing tools to boost results or maximize new functionality that could replace apps you no longer need. To keep up, you must continually read product updates, beta launches and more to learn how your tech stack functionality is expanding.

X-functional 103

X-functional Negotiate Contract Technology 103

SaaStr

NOVEMBER 8, 2023

The whole thing falls apart if you have a vision as a founder or functional leader and the people underneath you don’t believe the same things. This is a common mistake founders make — getting a new Head of X when you get to a certain point in business, missing a sales number, the product isn’t what you want, there’s too much churn, etc.

X-functional 113

X-functional Contract Quota Growth 113

Sales Hacker

MARCH 25, 2025

Previously, he was the Global VP of Product for SAP, CRM and Sales Cloud. If you missed GTM 138, check it out here: The AI Advantage, Solving Sales & Marketing Alignment for Better GTM Execution with Jaleh Rezaei Highlights: 06:53 What makes an AI agent different from bots and automationand why it matters now.

GTM 69

GTM X-functional Start-ups Relationship building 69

Sales Hacker

JULY 2, 2019

Getting an accurate sales forecast is almost as important as hitting the revenue target itself. But with so many different sales forecasting methods, how do you know which will give you the most accurate view? Unsurprisingly, the data also shows that 25% of sales managers are unhappy with their forecast accuracy.

Price 100

Price X-functional Sales CRM 100

SaaStr

JANUARY 21, 2020

Justin Welsh, former SVP of Sales at PatientPop explains how he started in SaaS in 2009 as the second sales hire at Zocdoc. Justin used Sales Culture to grow a successful PatientPop team to 140 employees and 55 million in revenue. Justin Welsh | SVP Sales @ PatientPop. I was a local sales manager or regional manager.

Quota 132

Quota Sales Healthcare Territory 132

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

JULY 18, 2019

Sales forecasting… Did you just shudder? 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. You’ll learn: Rules for an accurate sales forecast. Key data for sales forecasting. Getting to an Accurate Sales Forecast.

X-functional 73

X-functional Pipeline Contract Quota 73

Sales Hacker

AUGUST 3, 2020

Your salary costs, according to Peak Sales Recruiting , are 90K on average and $180K OTE (on-target earnings). 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. Any more than that, and get ready to grow your SDR function.

Pipeline 123

Pipeline X-functional Commission Clients 123

InsightSquared

JANUARY 12, 2018

Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. As a strategic member of the sales team, ops plays a critical role in owning the sales tech stack. It’s important to be involved in every step of the process so you can effectively manage your organization’s sales technology.

Transportation 75

Transportation X-functional Sales Consult 75

Sales Hacker

JULY 10, 2020

I was good at Sales, I was the top of my team, and I knew it. At this point in my career, it was rare for me to get pushed on my sales ability. After all, I was successful and working in a senior-level sales role at a Fortune 250 company. MEDDPICC is a sales qualification methodology that is pretty popular in enterprise sales.

Legal 129

Legal X-functional Contract Presentation 129

SaaStr

JUNE 13, 2019

In addition, we believe that this data is representative, because if you look at the different kinds of buyers from the respondents, you see it spans everything from operations and marketing to sales and engineering, even down to legal. Contract length. How long should a contract be in order to maximize conversion rate?

Contract 101

Contract Price X-functional Conversion 101

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 88

GTM Negotiate Profit margin Contract 88

SaaStr

MARCH 26, 2024

AI is coming for sales and marketing, and Jason is a super fan of AI in marketing. Because hundreds of the best founders are radically ripping through post-sales AI, and now it’s time for marketing. It’s challenging to find super high-quality folks unless you’re in B2C, where customer support is sales. Is SaaS dead right now?

Price 119

Price X-functional B2B Growth 119

Heinz Marketing

DECEMBER 18, 2020

If your campaigns are time specific—routing high-value leads to sales for immediate follow-up, for example—be cognizant of these prioritization rules. #2 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

Hubspot

DECEMBER 23, 2022

Effective sales prospecting is a multistep process that requires systematic prospect discovery, qualification, and outreach. In this post, you’ll learn the 19 best sales prospecting tools to help you engage with your ideal prospects. But first, we’ll dive into the benefits sales prospecting tools have for your organization.

Prospecting 90

Prospecting X-functional Contact CRM 90

Hubspot

AUGUST 17, 2021

Creating the right compensation plan is one of the more difficult tasks you have to account for when building a sales team. With so much room for confusion and error, it's easy for any company to drop the ball and frustrate its salespeople, making poorly-constructed compensation plans one of the main reasons why people leave sales roles.

Commission 91

Commission Quota X-functional Finance 91

Hubspot

AUGUST 4, 2015

But not all couples are functioning like a belt and suspenders. If your inbound sales and marketing team needs more wine with its cheese, less Ben and more Jerry, come along as we explore how you can align your sales and marketing just like the greatest duos. If you’re in sales, are you writing content? Tango and Cash.

X-functional 78

X-functional Sales Teamwork Follow-up 78

InsightSquared

JANUARY 12, 2018

Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. As a strategic member of the sales team, ops plays a critical role in owning the sales tech stack. It’s important to be involved in every step of the process so you can effectively manage your organization’s sales technology.

Transportation 54

Transportation X-functional Contract Sales 54

Sales Hacker

OCTOBER 19, 2018

A couple weeks ago Zoominfo , a premiere B2B contact database, acquired Datanyze , a more recent pioneer that arms sales teams with technographics about their leads. The sales world is abuzz about these two joining forces! The sales tech stack arms race continues, but in a different way.

X-functional 73

X-functional Technology Technology Sales 73

Search Engine Land

DECEMBER 28, 2023

The decline of X Following Elon Musk’s takeover in 2022, Twitter’s ad revenue steeply declined. The following month, the platform changed its name to X and tried to lure back advertisers by slashing the price of video ads. Experts have predicted that X will lose as much as $75 million in ad revenue by the end of the year.

X-functional 116

X-functional Retail Launch Non-Profits 116

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. Q: Where Should SDRs Report — Marketing or Sales?

X-functional 96

X-functional Closing Growth Contract 96

ConversionXL

AUGUST 27, 2019

Be careful about contracts you sign and team training you invest in. You’re exposed to bold sales messages. Expecting GTM to do what Segment is made for can lead to developer turnover and missed sales opportunities. And its data-layer functionality is versatile. Stay focused. Educate yourself. Confusing GTM and Segment.

GTM 124

GTM X-functional CRM Technology 124

InsightSquared

JANUARY 12, 2018

Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. As a strategic member of the sales team, ops plays a critical role in owning the sales tech stack. It’s important to be involved in every step of the process so you can effectively manage your organization’s sales technology.

Transportation 54

Transportation X-functional Sales Consult 54

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. The first system is what I call the sales finance system.

Finance 117

Finance X-functional Launch Objectives and Key Results 117

SaaStr

APRIL 30, 2022

Customer acquisition is basically how much do you spend in terms of sales people, sales team, and in terms of marketing to acquire a new customer. The key here is knowing what your sales model is. And there are basically two sales models out there. Kind of extreme sales models out there for SaaS businesses.

Price 98

Price Launch X-functional Contract 98

Sales Hacker

APRIL 14, 2020

This week on the Sales Hacker podcast, we speak with Jessica Wilkeyson , Co-Founder and Principal at Alternate Route , a go-to market strategy and revenue operations consultancy based in New York. The importance of sales and marketing alignment reales on communication and measurement. Subscribe to the Sales Hacker Podcast.

Contract 84

Contract CRM Consult Cross-sell 84