SaaStr

APRIL 8, 2020

In the last year we’ve been leveling up a lot of our systems at SaaStr, and as part of that, moving from a lot of self-service and simple products to more robust ones. And one thing I’ve been shocked about is how few sales processes have kept up. Now, it’s time to overhaul how we sell it as well. Such is the way as you grow.

Product 136

Product Contract Construction Negotiate 136

SaaStr

MARCH 13, 2020

Just knew I wanted to end up here. And growing up in the UK, I actually watched a lot of Dragon’s Den, which for the US listeners is the UK version of Shark Tank. So I always thought to myself, if that’s where you need to end up, why not just start where you mean to end up?

Finance 83

Finance Contract Growth Start-ups 83

SaaStr

FEBRUARY 11, 2022

But its growth was very strong, up 67% at $120m, and it’s been rewarded with a strong market cap — $2.25 Selling to legal isn’t easy, otherwise I might have expected an even larger deal size. “Enterprise” sales to services businesses is often harder, with lower ACVs. 100k average deal.

Legal 102

Legal Contract Growth Price 102

PandaDoc

AUGUST 29, 2022

An average deal negotiation process typically consists of these steps: Submission of a proposal Promotion to the shortlist Becoming a preferred vendor Scope approval Quote sending Contract sending Contract signing. And the higher your annual contract value, the longer your average sales cycle. Closing the deal faster.

Negotiate 98

Negotiate Contract Objectives and Key Results Legal 98

SaaStr

MAY 8, 2020

So, I studied International Development in Swahili in undergrad, thought I was going to end up in a career in global health, but then serendipitously ended up taking an engineering class in my senior year of college that led me down a path of working with student startups. And a lot of them really love tech.

Cross-sell 68

Cross-sell Contract Start-ups Up-sell 68

SaaStr

DECEMBER 1, 2021

So with the end of the year coming up again, it’s time to update a classic SaaStr post. Let me list a few: Why do customers buy a ton of seats up front , when they could start with a few and buy more later? Leads dry up at the end of the year, for natural reasons. It’s not the hard sell. Not really.

Intrinsic 123

Intrinsic Pitch Contract Quota 123

SaaStr

SEPTEMBER 13, 2023

But it’s always a trade-off between proof vs. the extra valuation that you have to pay up for that. A couple of years ago, you’d have to pay up a ton for that incremental proof because valuations would hockey stick as soon as anything was working. So even startups good at getting renewals were getting seat contractions.

Finance 89

Finance Up-sell Contract B2B 89

SaaStr

FEBRUARY 21, 2020

David Skok: So I graduated with a computer science degree in the early days of that craft and few months after leaving college, I found a problem and I wrote some code to solve it and accidentally without even thinking what I was doing, I ended up creating a startup. What’s the playbook?” Harry Stebbings: I would love you to.

Non-Profits 73

Non-Profits Up-sell Start-ups Product 73

Sales Hacker

FEBRUARY 17, 2021

Scott pulled the research from Chorus, which reported that over five weeks (~May-June 2020), 88% more directors have been joining calls and 72% more executives are joining sales calls on the sell side. After all, why make someone forcibly talk through budget and pricing if they clam up whenever the topic surfaces?

Sell 121

Sell Contract Pitch Up-sell 121

SaaStr

APRIL 6, 2021

In 2020, transactional revenue had grown to 43%, and SaaS was merely 57% of revenue. 71% of Olo’s customers now use all 3 of its modules, up from 44% in 2019. DoorDash is 19% of its revenue — up from 2.6% Customers sign 3 year contracts, with 99% enterprise customer retention.

Contract 100

Contract Growth Service Price 100

SaaStr

OCTOBER 4, 2023

Before March 2020, it was almost the only single-seat SaaS product with over 100% NRR. Then everyone in the world was on Zoom selling flowers and yoga and things meant to be sold in person, so churn peaked at 3.6%, which isn’t terrible for SMB, but was higher than none. They never intended to grow the way they did during the pandemic.

Non-Profits 98

Non-Profits Growth Contract Up-sell 98

SaaStr

JANUARY 17, 2020

What other elements of the contract should startups really spend a lot of time focusing on? I think number two is yes, keeping up regular updates is a good thing. But the pricing is just one element, so to speak, of the contract negotiation process. What must startups always remember when pitching CIOs? * ” Number one.

Pitch 53

Pitch Contract Objectives and Key Results Negotiate 53

Sales Hacker

JUNE 1, 2022

Sales professionals have been selling over the phone and video for years. Obviously, the COVID-19 pandemic changed the game for virtually every business in early 2020. No longer will sports banter cover up the fact that a particular seller’s product doesn’t offer the same level of ROI as their competitor’s solution.

Pitch 93

Pitch Contract Trust Follow-up 93

Sales Pop!

AUGUST 24, 2021

Now, the sun is shining again and we’ve resumed normal selling activities, as best we can. In selling, it’s all about questions. Can you sell and deliver remotely? While you may long to return to in-person selling, research shows your buyers feel differently. How about your team selling assets – your SME’s?

Transportation 96

Transportation Real Estate Healthcare Government 96

Salesmate

SEPTEMBER 1, 2021

Due to the onset of the pandemic, 40% of companies failed to meet their sales goals in 2020. . Sales are not just selling the products today and achieving the sales target, it’s about maintaining relations with your customer. I used to cold call businesses trying to sell them SEO services back in 2013-2014.

Sales 98

Sales Cold Call Entertainment Contract 98

Salesmate

AUGUST 4, 2020

Suddenly everything changed; death rate surged, sales plummet, and the global economy plunged into severe contraction. The 2020 crisis decimated businesses globally. However, many businesses survived by combating a myriad of challenges without giving up. . Tips for selling successfully during a crisis.

Sell 102

Sell CRM Pipeline Finance 102

Hubspot

JULY 24, 2020

I immediately strategize about target audiences and selling tactics — especially during commercials for the Super Bowl. If you're struggling to come up with a pricing model, or your agency is outgrowing your current strategy, refer to this rundown of common ones for agencies. Contracted Clients. Fixed Rate.

Contract 96

Contract Price Referrals Campaign 96

Salesmate

JULY 9, 2020

Your success rate for closing deals will depend on your target market, your niche, the products you sell, and the area you serve. Maybe they’re targeting potential customers in the wrong industry or trying to sell in a territory that is a captive market for another brand. Opportunity Win Rate. Deal Profitability. Knowledge is power.

Pipeline 121

Pipeline Contract Sales Territory 121

criteria for success

APRIL 1, 2020

You may be finding it difficult to work from home, or you might have seen your pipeline dry up. Here’s a summary of the challenges we’re hearing from salespeople and some best practices for selling through uncertainty. Selling Through Uncertainty. For example, let’s say you sell analytics software. Social Selling.

Sell 97

Sell Prospecting Up-sell Territory 97

Search Engine Land

JUNE 29, 2023

In 2020, we focused on building infrastructure. The year of infrastructure (2020) In the early years of our agency, we relied on a network of contractors and consultants. However, as we started hiring full-time employees (FTEs) in 2020, we needed a stronger infrastructure to support our growing team.

Growth 94

Growth Non-Profits Clients Consult 94

Hubspot

APRIL 27, 2023

That's how much SaaS, as a global industry, is projected to be worth by 2026 — nearly double how much it was worth in 2020 ($158 billion). They make initial contact with people whom they think are qualified and ready to use the product they're trying to sell. occupations. SDRs are responsible for outbound prospecting.

Account management 76

Account management Commission Contract Sales 76

SaaStr

JANUARY 10, 2020

Harry Stebbings: Welcome to the very first SaaStr podcast of 2020. Where you can also suggest future guests for the show, but to our first guest of 2020, and I’m thrilled to welcome Bob Moore. I’m very excited to welcome the first guest of 2020, Bob Moore, co-founder and CEO at Crossbeam.

X-functional 53

X-functional Start-ups Drivers/motivators Go To Market 53

Sales Hacker

MAY 7, 2020

What percent of most companies are made up of quota-carrying sales reps vs engineers and other roles? ai is a customer success tool where new account executives close deals at less volume but much higher prices — think 6- and 7-figure contract values. . Datastax fuels much of the NoSQL community and sells exclusively to CTO’s.

Hospitality 63

Hospitality Contract Price Up-sell 63

SaaStr

JUNE 6, 2021

Making it as a SaaS company is difficult, and successfully selling at the enterprise level seems incredibly daunting. If you are primarily selling to large enterprise customers, won’t you eventually run out of those million-dollar deals? That means only seven percent was under a fixed contract. It’s hard to close big deals.

Contract 58

Contract Growth Price Up-sell 58

Salesforce

JULY 14, 2021

Digital engagement hit a tipping point in 2020, with 60% of interactions between brands and consumers happening online, according to the 4th edition of the Salesforce State of the Connected Consumer report. Workflows that automate contract reviews and approvals accelerate deal cycle times. Upsell and cross-sell rates.

Sales Experience 98

Sales Experience Cross-sell Sales B2B 98

VanillaSoft

AUGUST 11, 2021

And digital activities that were on the rise pre-pandemic — like virtual selling — have only become more critical to master. Way more than just a solution to social distancing, virtual selling allows you to expand and flow within the marketplace seamlessly, which is ideal for a post-pandemic world. Virtual selling + social selling 2.

Technique 59

Technique Sell Up-sell Angle 59

Openview

JANUARY 14, 2019

Software that’s sold with a traditional license and maintenance contract is rapidly taking on dinosaur status. According to Gartner , “By 2020, all new entrants and 80% of historical vendors will offer subscription-based business models.” Once they wrapped up the sale, they moved on to the next one. One Salesperson or Two?

Contract 88

Contract Inside sales Customer Relationship Management Price 88

Sales Hacker

MARCH 16, 2020

There’s been a shift in how B2B organizations communicate through follow-ups and outreach. In this article, we’ll look at five sales follow-up tactics that will help you do just that. We’ll look at how your SDRs and AEs can provide buyers with more personalized interactions in any meeting during the follow-up.

Follow-up 108

Follow-up B2C Cold Call SQL 108

SaaStr

DECEMBER 1, 2023

It’s not all about process, joining calls, talking about contracts, and giving a bigger discount. You can get up to speed by diving into the content. Hiring a VP of Sales with No One Lined Up to Follow Them You have to do the work here as a VP of Sales. years with all the changes since 2020. Burnout over the last 2.5

Quota 58

Quota Gaming Sales Up-sell 58

Sales Hacker

MARCH 2, 2021

Lessons Michelle learned in 2020 [20:37]. An incredible sales leader, Michelle has risen up the ranks over the last 20 years. Learn how the team follows up with every lead in record time after virtual events and turns them into revenue. Everything is backed up by data pulled from Outreach processes and their customer base.

Referrals 59

Referrals Contract Cross-sell Sales 59

Martech

MARCH 7, 2024

In January 2020 Google announced it would deprecate cookies in the Chrome browser, and here we are, more than four years later. “(T)he changes mandated by Privacy Sandbox will require substantial development and infrastructure investment costs for both buy and sell-side technology companies. It was not friendly.

Advertising/ Marketing 117

Advertising/ Marketing Click Through Rate Cross-sell Government 117

Sales Hacker

MARCH 5, 2020

In this article, we discuss the state of AI in 2020, especially for enterprise sales. In summary, machines in 2020 are good at learning in situations where there is a large volume of training data. What Are the Limitations of AI in 2020? You’ll learn: AI definition, and other terms you should know. The benefits of AI.

Gaming 85

Gaming Sales Drivers/motivators Technology 85

Salesforce

OCTOBER 12, 2021

Sign up now. It’s an evolving discussion that comes up with our customers every day. The CRO leverages cross-functional knowledge to create a complete view of the customer lifecycle from bringing in new leads to closing deals to renewing customer contracts. Screenshot from this Future of Selling video (1:13).

Gaming 98

Gaming Cross-sell Sales Finance 98

Sales Hacker

JUNE 10, 2021

By giving them the skills to not only attract candidates but also to identify the good ones and convince them to sign a contract. It generated over $53 million in revenue just in 2020. Resilience – Have they risen up from failure before? Sell the job. On top of that, they need to sell the company.

Teamwork 103

Teamwork Sales Commission Negotiate 103

Heinz Marketing

MARCH 29, 2021

Pretty crazy after the 29 month, 2020 that we faced last year. It was not a 29 month in 2020. Talk a little bit about what 2020 was like for you guys. Look, lazy selling in person would translate the lazy selling via Zoom if you just did some of the same stuff. But thanks so much for joining us. It was only 12.

Pipeline 123

Pipeline Sales Gaming Up-sell 123

Salesforce

JULY 19, 2023

And 78% of service agents say it’s difficult to balance speed and quality, up from 63% since 2020. In fact, the share of service decision makers who report using AI has increased by 88% since 2020 — up to 45% from 24%. All of these pressures have led to a turnover rate of 19% in service organizations.

Service 52

Service Customers CRM Technology 52

Sales Hacker

JUNE 24, 2021

Setting up your Outreach properly ensures your company’s domain stays healthy and isn’t flagged for spam. Proposify’s data shows that creating compelling, well-designed proposals complete with images, videos, and other design assets can increase your team’s close rate by up to 26%. Once you know, you can set your follow-up trigger.

Closing 108

Closing Contact Sales Follow-up 108