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

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

Salesforce

OCTOBER 26, 2021

But in the wake of COVID-19, digital adoption soared, pushing widespread remote buying and selling. 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”. Account-based selling and marketing is a strategy that creates hyper-focus and personalized resources for your ideal customers. Account-based anything”. Not exactly.

X-functional 132

X-functional Sales Strategize Cold Call 132

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. 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.

Pipeline 122

Pipeline X-functional Commission Clients 122

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 109

X-functional Cross-sell Contract Up-sell 109

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

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

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 87

GTM Negotiate Profit margin Contract 87

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 128

Legal X-functional Contract Presentation 128

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. 2) Bottom-Up Target Setting: You take “till date” numbers and use 80% of the best month ever as your guideline. Set Targets.

SQL 110

SQL Commission Customers Non-Profits 110

Hubspot

AUGUST 17, 2021

In their book, it doesn’t matter what figure you set, the reps will sell what they can sell. Whenever I encounter someone who feels this way, I bring up the story of the four-minute mile. I’ve had countless conversations with sales leaders who tell me that their reps just aren’t selling the "right type" of deals.

Commission 91

Commission Quota X-functional Finance 91

SaaStr

JANUARY 21, 2020

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. In the last year, I ended up working directly for the CEO doing special projects. Well, let me give you a little bit of my background.

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. Awesome revenue growth on the X axis, awesome revenue retention on the Y. It was all about getting the contract. SaaStr, good morning.

Growth 106

Growth Cross-sell Contract X-functional 106

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. Attainment has to go up, and you have to pay for these resources.

X-functional 96

X-functional Closing Growth Contract 96

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. I learned this operating myself.

Finance 114

Finance X-functional Launch Objectives and Key Results 114

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. So typically a business who loses five percent of his customers every month, you can basically come up with the fact that the average lifetime of a customer for that business is gonna be 20 months.

Price 98

Price Launch X-functional Contract 98

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 83

Contract CRM Consult Cross-sell 83

Hubspot

FEBRUARY 11, 2019

Checking out what other people have come up with can be a great way to kick your own thought process into gear. 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.

Minimum Viable Product 101

Minimum Viable Product Legal X-functional Networking 101

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

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 72

X-functional Technology Technology Sales 72

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. You can set up automated notifications to alert your team when high-priority prospects engage on your site. Prospect monitoring functionality. Automations. What Users Say.

Prospecting 90

Prospecting X-functional Contact CRM 90

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

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

The no-strings-attached free trial, a couple of tutorials, and a bunch of courses allow any user to successfully set up the system and start tinkering with the available features. To capture both professional reviews and opinions from real users, we actively interact with up to 30 various sources of data. 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.

X-functional 62

X-functional Engineering Clients Start-ups 62

Lead Fuze

DECEMBER 1, 2021

The company offered me $X,000. LinkedIn is the best place to find up-to-date information. If you use a CRM like Hubspot or Salesforce, email functionality may already be built in. Be careful about how you set up your CRM. Sometimes you need to pick up the phone and talk. Contact made. Appointment scheduled.

Appointment 52

Appointment X-functional Sales CRM 52

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. Then using that as a way to build up trust and transparency in a sales cycle and coordinate a handoff. We’re on iTunes.

Growth 80

Growth Contract Pipeline B2B 80

SaaStr

AUGUST 7, 2020

We’ve invested in over 300 companies at Salesforce Ventures and have partnered with both of you closely and it’s been amazing to see this story up close and personal over the years. There’s amazing highs, but there’s low lows, too, and you have to do everything. Trisha Price: Yes. Which we’ll chat about.

Price 84

Price Retail X-functional Healthcare 84

SaaStr

MARCH 17, 2020

I remember in my first week or two at Talkdesk I had one of the sales leaders come up to me and say, “Hey, we’re going to need a reference for this customer that we’re trying to close to help us help sell the deal.” So much of what Talkdesk sells on is innovation and trust. Are you willing to sign up?”

Clients 73

Clients Service Customers Start-ups 73

SaaStr

APRIL 23, 2019

How they came up with the idea of Brex, and product market fit. Anu : So, you mentioned that you came up with this whole idea during those three months. Anu: Can you talk a little bit … You came up with that idea during those three days, but by demo day, did you have any customer? Building the basic functionality.

Launch 83

Launch Pitch Niche Negotiate 83

PandaDoc

MARCH 7, 2023

Salespeople quickly adapt to consumer needs and switch up tactics whenever necessary. Sales workflows provide flexible and adaptable roadmaps that can be continually improved to keep up with evolving consumer needs and preferences. This visual aid gives every member of your sales team a big-picture view of the entire selling process.

Process 52

Process Objectives and Key Results Pitch Sales 52

SaaStr

AUGUST 26, 2022

Open it up if I can help in any way, or I can make it up, but anyone got a question they’ve got to start? Sometimes we’re not as founders, sometimes founders sell their company because they don’t end up being deeply passionate about what it does. So sell your product. X this year.

Quota 98

Quota Growth Product Closing 98

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. Going from that organization to running a Series A sales team where I showed up and it was one person. First of all, where are you from, and where’d you grow up?

Sell 75

Sell Presentation Start-ups X-functional 75

PandaDoc

APRIL 12, 2022

Follow up with respondents. Example: 40 positive responses / 60 total responses X 100 = 67%). Software with high functionality, speed, and simplicity can be more readily adapted into a customer’s business model and can even boost their total revenue. 08 x 100 = 8%. How do they use your software? What for and how often?

Customers 52

Customers X-functional Promote Price 52

PandaDoc

FEBRUARY 27, 2023

If they agree, the deal is finalized by the signing of a contract. That process of negotiating with a prospect is one PandaDoc can help you streamline and speed up. Pre-built, customizable templates and real-time reporting and notifications on proposal activity free up your sales team to hone their craft.

Closing 52

Closing Contract Technique Referrals 52

SaaStr

MARCH 10, 2020

Hiring senior leaders can set companies up to fail and see how sticking with a current, successful model can be the key to hypergrowth. We literally pick up their goods at factories, we put it on to trucks, we take those trucks to docs and airports around the world and we literally move their cargo from point A to point B.

Government 106

Government Up-sell Contract X-functional 106