Sales Hacker

MARCH 25, 2025

I think I got to start by maybe putting you on the spot a little bit. Getting entire work done or processes done in the background and only bubbling up to a human when it has an exception. And it’s usually like a very detailed sort of Google doc, here’s the login for X. I mean, moonshot projects sound pretty fun.

GTM 70

GTM X-functional Start-ups Relationship building 70

SaaStr

APRIL 30, 2024

The focus was cleaning up and rebooting, which meant exiting two of the four AEs in his first 45 days. 2023 saw the team grow from 6-10 reps, which is pretty modest, and they built an SDR function. 2023 saw the team grow from 6-10 reps, which is pretty modest, and they built an SDR function. Now, they have over 22 BDRs.

Go To Market 117

Go To Market GTM X-functional Objectives and Key Results 117

Search Engine Land

SEPTEMBER 1, 2023

The development team is often a department grab from product or IT, and they end up with task overload. Because of this, SEO tasks end up low on their priority list, so things just sit there. The same survey also mentions that technical changes can take up to three months or longer to go live and start impacting traffic.

CTR 122

CTR X-functional Profit margin Contract 122

SaaStr

APRIL 2, 2023

I wrote up a document of what I expect from our leaders, in extreme detail. 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.

X-functional 130

X-functional Clients Growth Start-ups 130

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. You have to lead the team, live up to the values, hit quotas and targets, and make money. Almost everyone grew up in the company. It’s hard to ramp up new teammates in CSM and PS.

X-functional 111

X-functional Contract Quota Growth 111

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Average contract value (ACV). Percentage of leads followed up with. Percentage of leads followed up within target time range (for example, 8 hours). Percentage of high-quality leads followed up with.

X-functional 101

X-functional Quota Cross-sell Contract 101

Salesforce

OCTOBER 26, 2021

We started moving away from tracking net-new activity and thinking about a longer revenue cycle.” sign up now. 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. Why does it matter?

X-functional 98

X-functional Sales Growth Contract 98

Sales Hacker

JULY 21, 2021

That thing reps do where they call every lead every day until the customer finally picks up the phone? Let’s come up with a plan for some quick wins”. 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 134

X-functional Sales Strategize Cold Call 134

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. Selling function (hunting or farming). For example, you might pay $30,000 base and $15,000 for selling X amount per year. This target can be based on revenue (X dollars) or volume (X units).

Commission 101

Commission Quota X-functional Non-Profits 101

Search Engine Land

FEBRUARY 23, 2024

But mixed in with those are projects for decommissioning product X, launching product Y, and migrating sections from one website to another – a real Frankenstein dashboard. This enables you to follow up with others while the discussion is fresh in their minds. Create clear checklists and lists with sub-tasks where these are needed.

X-functional 115

X-functional Territory Launch Follow-up 115

Sales Hacker

AUGUST 3, 2020

Setting up an SDR team is, after all, more expensive than an AE team. So, let’s dive in and analyze the costs to set up these teams, and why, despite the cost, I believe an SDR team is worth it. Let’s start with tools. ZoomInfo, for instance, starts at $25K. Do you see how the costs begin to add up?

Pipeline 124

Pipeline X-functional Commission Clients 124

Martech

JUNE 6, 2023

Name the capabilities you truly need, not the product Assuming you have some success with an existing tool and want to add more of their product line, you should start with identifying what capability you need — without naming a product. You usually start paying for the tools at contract signature, not launch.

X-functional 109

X-functional Cross-sell Contract Up-sell 109

Heinz Marketing

DECEMBER 18, 2020

Listen up – the number of minutes you choose is important. 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 It’s an easy fix, and one you should implement right away if you’ve had your Marketo instance up and running without it. .

CRM 137

CRM Campaign X-functional Clients 137

SaaStr

JUNE 13, 2019

I write a blog at tomtunguz.com that focuses a lot of early stage start-ups and uses a lot of data in order to illuminate different topics. 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.

Contract 99

Contract Price X-functional Conversion 99

Search Engine Land

DECEMBER 28, 2023

Google stirred things up by shaking cushions and discreetly adjusting ad prices, and the entire industry faced a major shift with the sunset of Universal Analytics, forcing everyone to transition to Google Analytics 4. A month later, YouTube stepped up its tactics to stop its users from installing ad blocked by disabling videos.

X-functional 116

X-functional Retail Launch Non-Profits 116

Sales Hacker

JULY 10, 2020

We start to think we have things figured out. For years, he had been a successful enterprise salesperson , started his own company, sold it, and was very well connected with heads of sales at some huge companies. Find out who can spend money, who has budget, who can CREATE budget, and who can sign the contract? Identify pain.

Legal 130

Legal X-functional Contract Presentation 130

Sales Hacker

MAY 9, 2019

Create a 2-Page Contract and Get Mutual Commitment [TEMPLATE PROVIDED]. These can become complicated, but start creating only three levels. Here’s a simple example to begin with that covers the SDR, AE and Customer Success Manager (CSM) functions: Table 1. Decide Base Pay vs. Variable Pay (Commissions). Set Targets.

SQL 110

SQL Commission Customers Non-Profits 110

SaaStr

MARCH 26, 2024

Before diving into your questions, you’ll want to head over to the link below and sign up for an exciting event coming up this week. On Wednesday, March 27th, SaaStr is hosting AI Day, you can sign up for free at this link. Many folks in CS don’t want to hear that their outbound emails are horrific or that they don’t follow up.

Price 117

Price X-functional B2B Growth 117

Hubspot

MAY 17, 2018

The answer to any of these questions will set the tone for how you start your search, and who you ultimately hire. Before you jump into the hiring process, make sure you can define everything up front. It’s bad for the freelancer because they were working on a specific set of criteria that now is expanded upon or blown up.

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 89

GTM Negotiate Profit margin Contract 89

Sales Hacker

JULY 18, 2019

Heart start to race a few beats? 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. Upside – the AE is feeling good about the deal; however, they haven’t ironed out pricing, contract terms, etc.

X-functional 73

X-functional Pipeline Contract Quota 73

ConversionXL

AUGUST 27, 2019

Get started with this tracking plan example. 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. It’s used so widely that it’s easy to look up solutions and recipes. Image source ).

GTM 124

GTM X-functional CRM Technology 124

SaaStr

AUGUST 12, 2020

David Sacks, General Partner at Craft Ventures joins the New New in Ventures to discuss The Cadence and how to structure around it while building a start-up. When you start growing above 50 employees, and certainly get to 100, things change, you now have teams, which means you have functional leaders. billion dollars.

Finance 114

Finance X-functional Launch Objectives and Key Results 114

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 since startups came into the mainstream, normal people started coming in.

X-functional 96

X-functional Closing Growth Contract 96

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. So you might be wondering who am I and why am I up here talking about sales culture? I think it’ll become clear why Jason asked me to come up and talk about this very specific topic.

Quota 132

Quota Sales Healthcare Territory 132

SaaStr

MARCH 12, 2019

What are you doing up so early? What’s the failure rate for a Series A start up? What’s the failure rate of a Series C start up? We are screwing up the scale. Okay so start off quizzing the chart, take a sip of your coffee, 9:00am. It was all about getting the contract.

Growth 106

Growth Cross-sell Contract X-functional 106

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. Usually, Sales and Marketing teams work together to define a lead scoring system and set it up. Contract Sent (90%). Average Lead Value.

Price 101

Price X-functional Sales CRM 101

Hubspot

FEBRUARY 11, 2019

Here's the good news: Starting a company can be one of the most rewarding, exhilarating, and interesting opportunities you'll ever get. How to Start a Business With No Money. Get funding to start a business. For instance, Travis Kalanick and Garret Camp started Uber after they had trouble getting a cab. Find a co-founder.

Minimum Viable Product 101

Minimum Viable Product Legal X-functional Networking 101

SaaStr

APRIL 30, 2022

In the run up to SaaStr Europa 2022 in Barcelona on June 7-8 , we’re taking a look at some of the top all-time SaaStr Europa sessions. Basically you can more easily start using products. That equation basically makes up your profitability. Start with increasing the number of customers, getting more customers.

Price 98

Price Launch X-functional Contract 98

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. Talk to us about your business and how you started — give us an overview.

Contract 85

Contract CRM Consult Cross-sell 85

Hubspot

DECEMBER 23, 2022

When each stage of the prospecting process is automated (whether in part or fully), your tea can speed up the discovery, qualification, and outreach process. Looking for a sales prospecting solution, but not sure where to start? You can set up automated notifications to alert your team when high-priority prospects engage on your site.

Prospecting 90

Prospecting X-functional Contact CRM 90

SaaStr

MAY 14, 2023

As we gear up for SaaStr Europa 2023 in London on 6-7 June and SaaStr Annual 2023 in the SF Bay Area on 6-7 September , we wanted to take a look back at some of our most iconic speakers and sessions from over the year, that we can still learn from today. OK, so straight up. Next up, we’ve got Nicolas Dessaigne.

Price 107

Price Start-ups Up-sell X-functional 107

PandaDoc

APRIL 24, 2020

While the free plan won’t be a great fit for power users, all you need is a DocuSign account to sign up. On top of that, we also allow users to set up a payment gateway so that they can collect payments via credit card on their signed documents. You can even link to cloud storage in order to import your documents as a PDF.

Price 59

Price X-functional CRM Follow-up 59

Hubspot

AUGUST 4, 2015

But not all couples are functioning like a belt and suspenders. If not, start now, even if it’s just a blog post every other month. Then it’s up to you just to become a football player.”. Do you follow up quickly with leads? George teed up shot after shot for Jerry to whack. Mac and cheese. Taco Tuesdays.

X-functional 78

X-functional Sales Teamwork Follow-up 78

Sales Hacker

OCTOBER 19, 2018

and “When did my target prospect implement our competitor’s product, so I can figure out when they may be up for renewal?”. 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?

X-functional 74

X-functional Technology Technology Sales 74

SaaStr

AUGUST 15, 2020

I actually just got off the boat, Nick, and scurried up to make sure that I was ready to go for the presentation. Nick Mehta: I got to say pretty good internet up there on the Italian Alps, so I’m impressed. So, you teed it up really well. One, it starts high up in the sales process, right? Jay Snyder: Yeah.

Retail 105

Retail Start-ups Drivers/motivators Up-sell 105

Hubspot

MAY 12, 2023

Behavioral questions are the trickiest kind of interview question and often start with “Tell me about a time…” or “How would you handle…?” Why it matters : This question is often the first one asked and can trip up candidates. When answered well, it can set you up as smart and ambitious. Tell me about yourself.

X-functional 90

X-functional Pitch Follow-up Clients 90