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. They sell that product to general councils, operations teams, and deal desks. They sell that product to general councils, operations teams, and deal desks. What is LinkSquares?

Contract 120

Contract X-functional Objectives and Key Results Legal 120

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Cost of selling as a percentage of revenue generated. You can’t control how much this salesperson sells -- but you can tell her to increase her daily email output. Average contract value (ACV).

X-functional 101

X-functional Quota Cross-sell Contract 101

SaaStr

JULY 20, 2024

Aligning and Scaling the GTM Engine One of the core functions when hiring talent is engineering, product, and design. The types of people you want to hire at $1M to $20M will be consistent with the early days in the sense that, often, people want to hire generalists across functions. Hiring is another consideration.

GTM 116

GTM X-functional Engineering Referrals 116

Martech

JUNE 6, 2023

Customer data, AI, marketing automation and analytics are must-haves for any martech stack and several companies are now looking to sell them all at once. If you have a couple of products from one company, they’re likely already selling you on the benefit of adding a third or fourth. And to be fair, it sometimes is a smart move.

X-functional 110

X-functional Cross-sell Contract Up-sell 110

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 111

X-functional Contract Quota Growth 111

Salesforce

OCTOBER 26, 2021

But in the wake of COVID-19, digital adoption soared, pushing widespread remote buying and selling. 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. So, companies pivoted — hard.

X-functional 98

X-functional Sales Growth Contract 98

Sales Hacker

JULY 21, 2021

Account-based selling and marketing is a strategy that creates hyper-focus and personalized resources for your ideal customers. Unfortunately, optimize is not a magic word that you wave like a wand over complicated systems, hoping that they start functioning perfectly. By mapping out the steps, you can optimize any function.

X-functional 134

X-functional Sales Strategize Cold Call 134

Sales Hacker

AUGUST 3, 2020

We’ll also assume you sell a mid-market $50K ACV SaaS product. Also, commission is only paid if they sell and cash comes in, so you only need to budget the base salary as sunk cost in case of failure. If you sell $0, $255K is your max loss. Your final math is 2 x $110K + $50K for fractional manager + $40K in tools = $310K.

Pipeline 124

Pipeline X-functional Commission Clients 124

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 99

Contract Price X-functional Conversion 99

Sales Hacker

MARCH 25, 2025

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. You could build some of these pretty quickly with agents and come in and be like, okay, you’re using X, Y, Z company.

GTM 70

GTM X-functional Start-ups Relationship building 70

Sales Hacker

JANUARY 13, 2021

It includes factual information, personal experience, and interviews from successful professionals on both the buy-side and the sell-side of enterprise OEM software licensing to ensure a broad mix of experience and ideas. Enterprise software companies rarely resell agreements because they are focused on selling their software.

GTM 89

GTM Negotiate Profit margin Contract 89

Sales Hacker

JULY 10, 2020

Find out who can spend money, who has budget, who can CREATE budget, and who can sign the contract? And make sure they’re a part of your final presentation, your business case review, and contracting. This stage is all about understanding the feature functionality your buyer is looking for and how closely your solution aligns with it.

Legal 130

Legal X-functional Contract Presentation 130

Hubspot

AUGUST 17, 2021

In their book, it doesn’t matter what figure you set, the reps will sell what they can sell. I’ve had countless conversations with sales leaders who tell me that their reps just aren’t selling the "right type" of deals. Maybe, that means they’re selling one-year deals when the company wants two-year deals.

Commission 91

Commission Quota X-functional Finance 91

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. 3) Business-Case Target Setting (Recommended): The sales acquisition team that sells a CRM platform uses one SDR ($80k), one Jr.

SQL 110

SQL Commission Customers Non-Profits 110

SaaStr

MARCH 26, 2024

As a founder, you need to be more involved in functional areas like sales support and success. It’s tough for folks to staff these functions. Give everyone x amount of money to go find the best one. App contraction is still happening, and AI is absorbing all of the energy in the industry. Is SaaS dead right now?

Price 117

Price X-functional B2B Growth 117

Search Engine Land

DECEMBER 28, 2023

Meanwhile, across the pond, Google is facing the possibility that it may be forced to sell part of its ad business after being charged with violating the European Union’s antitrust laws. In another blow for Google, an Adalytics study accused it of mis-selling video ads to marketers for the last three years.

X-functional 116

X-functional Retail Launch Non-Profits 116

InsightSquared

JANUARY 12, 2018

While sales leadership may sign on the dotted line for new vendor contracts, the responsibility of onboarding, implementation and training falls on the sales ops team. Be sure to ask enough questions during the demo and evaluation phase about how X functionality would handle Y workflow.

Transportation 75

Transportation X-functional Sales Consult 75

Sales Hacker

APRIL 14, 2020

Reps working from home need to be willing to converse without selling. 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.

Contract 85

Contract CRM Consult Cross-sell 85

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. It’s too competitive today, so you can’t sell a mediocre product.

X-functional 96

X-functional Closing Growth Contract 96

SaaStr

APRIL 30, 2022

This is products that sell themselves. This is products that kind of sell themselves on channels such as website, email, free trials. Just to say a little bit more about this, if you look at the sales functions are structured. It depends on the length of the contract, if there’s a contract.

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. And I think it comes out of the 80s and 90s and how we used to sell with shelfware. It was all about getting the contract. We really only know how to sell the mid market companies through inbound demand gen. That’s easy. We sold software.

Growth 106

Growth Cross-sell Contract X-functional 106

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 132

Quota Sales Healthcare Territory 132

InsightSquared

JANUARY 12, 2018

While sales leadership may sign on the dotted line for new vendor contracts, the responsibility of onboarding, implementation and training falls on the sales ops team. Be sure to ask enough questions during the demo and evaluation phase about how X functionality would handle Y workflow.

Transportation 54

Transportation X-functional Contract Sales 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. To me, that’s what the cadence says. I learned this operating myself.

Finance 114

Finance X-functional Launch Objectives and Key Results 114

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? For example, perhaps I sell advertising technology that’s highly complementary to other technologies in the space.

X-functional 74

X-functional Technology Technology Sales 74

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. Maybe you're great at selling, while your co-founder is more technical. Why or why not?"

Minimum Viable Product 101

Minimum Viable Product Legal X-functional Networking 101

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. I don’t believe that your success as a salesperson is a function of how well you can present. We’ve got two sponsors. The first is Conga.

Sell 78

Sell Presentation Start-ups X-functional 78

SaaStr

MAY 14, 2023

They all started the same day and they sat next to me watched me sell for a month and then I turned them loose. That’s why for us, it’s so important to build that function of the company in the Bay Area. What I mean is that even to sell let’s say, to a customer in London. The number of the size of the deals.

Price 107

Price Start-ups Up-sell X-functional 107

InsightSquared

JANUARY 12, 2018

While sales leadership may sign on the dotted line for new vendor contracts, the responsibility of onboarding, implementation and training falls on the sales ops team. Be sure to ask enough questions during the demo and evaluation phase about how X functionality would handle Y workflow.

Transportation 54

Transportation X-functional Sales Consult 54

Hubspot

DECEMBER 23, 2022

For more advanced functionality, HubSpot offers premium features in the Starter, Professional, and Enterprise versions of Sales Hub. This enterprise solution enables “co-selling, co-marketing, and lead-sharing” among business partners. Prospect monitoring functionality. PartnerTap. Image Source. Artificial Intelligence (AI).

Prospecting 90

Prospecting X-functional Contact CRM 90

The 5% Institute

AUGUST 7, 2023

Such relationships not only lead to client loyalty but also open doors for potential upselling and cross-selling opportunities. The Art of Negotiation Negotiation skills are indispensable when managing contracts, pricing, and terms. The post 10 x Essential Account Manager Skills For Success appeared first on The 5% Institute.

Account management 52

Account management Negotiate X-functional Cross-sell 52

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

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. There wasn’t something for entrepreneurs to just start an online store and then go sell things.

Retail 105

Retail Start-ups Drivers/motivators Up-sell 105

SaaStr

FEBRUARY 25, 2020

The other thing that we want to do is we want to increase that customer lifetime value or CLTV because not only is that easier to sell our current customers more than acquiring new customers, but it’s a way of continuing to grow the business at a faster rate even if you’re not adding as many new customers. Maybe, maybe not.

Prospecting 95

Prospecting Customers Promote X-functional 95

PandaDoc

OCTOBER 13, 2022

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 ? Lead generation X ? X Mobile access ? ? Social media integration X ? Free version X ? Lead generation X ?

X-functional 52

X-functional Territory CRM Lead generation 52

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 sell contact center software. What does that mean?

X-functional 62

X-functional Engineering Clients Start-ups 62

Sales Hacker

DECEMBER 1, 2020

If you missed episode 137, check it out here: Team Selling: A Comeback Story for 2021 with Trish Bertuzzi. He talks about the journey of a marketer leading the entire revenue function on the path to CEO. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher. Show Agenda and Timestamps. Show Introduction [00:01].

Growth 83

Growth Contract Pipeline B2B 83