Sales Hacker

AUGUST 30, 2018

If you’re selling car tires, anyone with a car is a fit. To create or develop an SQL, there is a series of variables: Number of Taps — The number of times you reach out to a customer; think of an email, a call, a shout-out etc. CR(t) —The conversion rate as a function of time to get to a single SQL. Lead Gen Variables.

Prospecting 61

Prospecting SQL GTM X-functional 61

Heinz Marketing

JUNE 7, 2021

We used a sales activity study to benchmark how and where sellers are spending their time, pinpointing places where we are maybe spending a little more time on non-direct selling activities than we would like. And so, as we have evolved complex buying and selling, the model has evolved as well. It’s a common noun in B2B.

Pipeline 129

Pipeline B2B Sales Cross-sell 129

SaaStr

JANUARY 21, 2020

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. I have a young man on my a sales operations team who wanted to do SQL data analysis. Give it to them and compensate them extra should they be able to sell it. They came from medicine, right?

Quota 132

Quota Sales Healthcare Territory 132

SaaStr

FEBRUARY 11, 2020

They both have the same thing around, “Ah, what do I sell? If you’re one or if you work for one, I need to decide, “Hey, we’re getting X from if channels, partners, inbound … ” Of course, inbound is such a group stuff, partners, inbound, outbound. Just measure SQLs. What do I do?

Growth 108

Growth Niche Hospitality X-functional 108

Heinz Marketing

JUNE 4, 2018

I think your customer base grows by two X it seems like every month these days. So gone are the days of feature functionality, obviously have a great product to sell, but more important, it’s getting to know the buyer, right? Are you making adjustments to that approach based on millennials versus gen X versus Boomers?

Pipeline 61

Pipeline Sales Drivers/motivators X-functional 61

SaaStr

JULY 2, 2020

Kurt Muehmel: We had an online vacation retailer, let’s say, selling package vacations. You’re telling me mathematically the answer is going to be X, but I can’t understand why. We’re, of course, a company that sells our software licenses. We think that’s really core to how we do things.

Customers 116

Customers Contract Price Education 116

SaaStr

MAY 10, 2019

Dave was CEO of Host Analytics from 2012 to 2018 where he quintupled ARR while halving customer acquisition costs in a highly competitive market, ultimately selling the company in a private equity transaction. That’s an internal function, but to the customer it shouldn’t be obvious that that’s their obligation, right?

X-functional 55

X-functional SQL Pipeline Go To Market 55

SaaStr

MARCH 1, 2019

And then in the enterprise, some of them tie them to multi-year deals, but there’s actually no impact on conversion rate from the free trial to a paid customer as a function of the contract value. And so what would you do find is in the SMB, some of the companies tie the free trials to month to month.

Contract 66

Contract Price Commission Conversion 66

SaaStr

JANUARY 3, 2020

And then in the enterprise, some of them tie them to multi-year deals, but there’s actually no impact on conversion rate from the free trial to a paid customer as a function of the contract value. And so what would you do find is in the SMB, some of the companies tie the free trials to month to month.

Contract 12

Contract Price Commission Conversion 12

SaaStr

SEPTEMBER 27, 2019

What are the core differences when comparing marketing functions at the likes of Salesforce to smaller companies like G2? You really need to have someone that can think more conceptually about positioning in your unique selling point, and so much more. But it doesn’t really scale when you’re selling to the masses.

Start-ups 55

Start-ups B2B A/B testing Pipeline 55