Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Average contract value (ACV). Ramp-up = amount of time spent in training + average sales cycle length + X. X is based on the salesperson’s experience: The more they have, the smaller this number is.

X-functional 101

X-functional Quota Cross-sell Contract 101

Sales Hacker

JULY 21, 2021

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. Unless they need a function your product definitely can’t do, there is always a way to take care of the minutiae. “We

X-functional 134

X-functional Sales Strategize Cold Call 134

ConversionXL

AUGUST 27, 2019

If you’ve read my book or taken my course , you know that marketing technology is vital to your success. This guide is grounded in hands-on experience with our own analytics and marketing technology implementation projects. Your stack, then, is your unique combination of marketing technology. Not thinking about taxonomy first.

GTM 124

GTM X-functional CRM Technology 124

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

JANUARY 13, 2021

This article was written for technology professionals who would like to learn more about OEM deal strategies and structures. 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. Licensing OEM software.

GTM 89

GTM Negotiate Profit margin Contract 89

Heinz Marketing

DECEMBER 18, 2020

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. Here you can decide for each campaign how often you want a person to qualify for the campaign: Once; once every X number of hours, days, weeks, or months; or every time. #10

CRM 137

CRM Campaign X-functional Clients 137

InsightSquared

JANUARY 12, 2018

Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. 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. Lesson 1: Evaluating Cost.

Transportation 75

Transportation X-functional Sales Contract 75

Sales Hacker

OCTOBER 19, 2018

The product can answer questions like, “What technologies does my target prospect use?” 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

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

InsightSquared

JANUARY 12, 2018

Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. 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. Here’s part one: Lesson 1: Evaluating Cost.

Transportation 54

Transportation X-functional Contract Sales 54

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 85

Contract CRM Consult Cross-sell 85

SaaStr

JANUARY 21, 2020

It’s an SMB SaaS company in the healthcare technology vertical. My velocity lane, PatientPop’s SMB SaaS, eight units a month, $13,500 contract. Calls, emails, connect rate, demos, performs, wins, average contract value. Hey everyone. My name is Justin Welsh. Well, let me give you a little bit of my background.

Quota 132

Quota Sales Healthcare Territory 132

InsightSquared

JANUARY 12, 2018

Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. 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. Here’s part one: Lesson 1: Evaluating Cost.

Transportation 54

Transportation X-functional Sales Contract 54

Hubspot

DECEMBER 23, 2022

For more advanced functionality, HubSpot offers premium features in the Starter, Professional, and Enterprise versions of Sales Hub. Prospect monitoring functionality. This allows you to use the “Persona Lookalike” functionality that suggests prospects based on your ideal client persona. Artificial Intelligence (AI).

Prospecting 90

Prospecting X-functional Contact CRM 90

Lead Fuze

DECEMBER 1, 2021

It’s important to make sure any technology you use integrates seamlessly before starting a project. From recruiting to closing, technology plays a huge role in the sales process. The company offered me $X,000. If you use a CRM like Hubspot or Salesforce, email functionality may already be built in. Contact made.

Appointment 52

Appointment X-functional Sales CRM 52

SaaStr

AUGUST 7, 2020

But I would argue that fragility is really in the area of information technology, information access rather than in physical access because the goods and services exist. You need information technology for that and that’s what’s exciting about many of the things we’re doing and seeing in our customer community.

Price 86

Price Retail X-functional Healthcare 86

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.

Prospecting 96

Prospecting Customers Promote X-functional 96

Sales Hacker

DECEMBER 1, 2020

He talks about the journey of a marketer leading the entire revenue function on the path to CEO. Previously, Jake was CMO of Pendo and chief of research at Gartner, which of course, gives him a unique perspective on the technology landscape. Now, before we get to the interview, we have sponsors and you need to hear about them.

Growth 83

Growth Contract Pipeline B2B 83

SaaStr

APRIL 23, 2019

We’re going to go into the bleeding edge of technology, and the bleeding edge of technology was VR. Building the basic functionality. That … Henrique: So, we do the credit, we do underwriting, we do technology. And I think we did two X what we thought we were going to do. It’s a lot of trouble.

Launch 85

Launch Pitch Niche Negotiate 85

Sales Hacker

JANUARY 7, 2025

Well, what I wanted to dive into, because it’s a personal passion of mine, I’ve been in kind of a partnerships function for a while, at least while I was an operator at Outreach. Like anyone can go interact with it and you’re like, wow, this is where we’re at with technology. Fred Viet: That’s good.

GTM 118

GTM Sell Customers Cold Call 118

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

SaaStr

AUGUST 15, 2020

There is a big set of trends happening right now, which is with the downturn and I tweeted this a while back like at the beginning of the downturn that like every customer is scrutinizing, do they really need this technology or not? That doesn’t mean to say, you’re going to do away with the functions. Jay Snyder: Yeah.

Retail 107

Retail Start-ups Drivers/motivators Up-sell 107

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 119

Price X-functional B2B Growth 119

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

JULY 2, 2020

Which technology do we start with? Two, there is a technology element to it, as well, where you want to make sure that you are equipping yourself with the technology which is going to allow you to apply some of those more modern techniques without necessarily being a top flight programmer yourself or having one on staff.

Customers 117

Customers Contract Price Education 117

SaaStr

MAY 14, 2023

That’s why for us, it’s so important to build that function of the company in the Bay Area. Every month we know we need X amount of sales reps, and we multiply the number of leads that each one needs, and that is also what marketing has to produce. For a tech company like we are, being here is being also kind of legit.

Price 109

Price Start-ups Up-sell X-functional 109

PandaDoc

MARCH 7, 2023

Despite how rapidly technology and lifestyles are changing, the main steps remain the same. And don’t forget to use the technology tools available. Typical actions that close a sale include final quotes, agreed negotiations, deposits, and the signing of contracts and other legal documents. 7 Stages involved in a sales process 1.

Process 52

Process Objectives and Key Results Pitch Sales 52

SaaStr

AUGUST 9, 2019

Ep 256: As a global technology provider powering thousands of SaaS companies, Google is at the forefront of driving exciting and innovative technologies to market. I think from one perspective, at the end of the day, technology does become dated. So one is just the sheer technology aspect of it. So it’s that.

Finance 62

Finance X-functional CRM Engineering 62

SaaStr

NOVEMBER 2, 2019

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. Right, and every business that grows, evolves in people, process, and technology. What are the biggest challenges in making this transition?

Price 64

Price GTM Up-sell Product 64

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. It’s really fascinating.

X-functional 64

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

SaaStr

JUNE 14, 2019

241: Dave Kellogg is a leading technology executive, independent board member, advisor and angel investor. He’s the leading technology executive, independent board member, advisor and Angel investor. We thought we were buying a fully functioning management team.” ” Right? Certainly boards are sensitive to that.

Strategize 65

Strategize Quota Non-Profits Price 65

SaaStr

FEBRUARY 21, 2020

So don’t be too upset if you’re not yet at the four X number, but know for sure that if you don’t get beyond that, you’re not going to have a very profitable company in the long run. You do want a clear contract to exist between sales and marketing for the number of MQLs that they have to deliver.

Non-Profits 87

Non-Profits Up-sell Start-ups Product 87

Hubspot

FEBRUARY 12, 2025

So, we decided to create a tool that could scan individuals Twitter (now X) profiles and generate content tailored to the individual. When we launched, we simply shared the link on X, hoping a few dozen users might try it out. You also have to avoid creating technology for technologys sake.

Minimum Viable Product 36

Minimum Viable Product X-functional Healthcare Territory 36

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 106

GTM Gambling B2B E-commerce 106

Sales Hacker

APRIL 1, 2025

And, you know, you’ve had a hell of a career, you know, over the last 20 plus years, worked at the helm of really what I would consider the world’s leading technology brands. Microsoft was really seen as kind of yesterday’s technology company, so it was a big jump for me. spent six years there, I believe it was.

GTM 64

GTM Up-sell Start-ups Growth 64

SaaStr

AUGUST 19, 2020

I’ve held a bunch of technology leadership roles in startups, in rocket ships and turnarounds, including about 10 years at Google, and just over three years leading efforts at Evernote. So over the course of those 20 or so odd years in technology leadership roles. I’ve spent a bunch of my career in and out of the valley.

E-commerce 117

E-commerce Price Start-ups Gaming 117