SaaStr

DECEMBER 12, 2023

During Workshop Wednesday , held every Wednesday at 10 a.m., If we’re designing a process that will work well, it needs to start with the buyer. The last few years and the days of pure, cold outbound from a list of unknown names won’t work anymore because buyers are inundated with too many emails.

GTM 98

GTM CRM Pipeline Referrals 98

SaaStr

DECEMBER 13, 2023

Dave Kellogg, EIR at Balderton Capital and 25-year C-level veteran, shares the top 14 signs that you have a SaaS metrics problem, the five reasons those symptoms exist, and a SaaS metrics maturity model with five layers to help you move the needle at every stage. By understanding the problems, you can extract the solutions.

X-functional 118

X-functional Trust Presentation Drivers/motivators 118

Cerebral Selling

FEBRUARY 10, 2023

That means, regardless of what you sell or who you sell it to, the experience your customers have with you IS your product! That means, regardless of what you sell or who you sell it to, the experience your customers have with you IS your product! Like it or not, we live in an experience economy.

Presentation 207

Presentation Angle Technology Technology 207

SaaStr

JANUARY 8, 2021

There’s an exercise BigCos do, that I was asked to do, that at first, I thought was a waste of time. The exercise is: “How would you run your business if short-term revenues didn’t matter?” ” I thought (and still think) in that context it was a bit of a trick question. What would you rebuild?

Engineering 111

Engineering Start-ups Growth B2B 111

Veloxy

SEPTEMBER 28, 2021

You spend 13 hours a week sending 180 emails to prospects, leads, and customers, and all you can drum up is 2 responses. Cold hard fact #2 : 86% of business professionals prefer communicating with you via email, not phone. You’re competing for space in the inbox of your prospects, leads, and customers.

Objectives and Key Results 204

Objectives and Key Results Prospecting Contact Campaign 204

ClickFunnels

JANUARY 27, 2022

This creates opportunities for entrepreneurs like yourself. This creates opportunities for entrepreneurs like yourself. You can create a course, sell it online, and potentially make thousands or even millions of dollars (many of our Two Comma Club Award winners are course creators). How do you sell it? Have expertise?

Launch 215

Launch Sales Up-sell Pitch 215

SaaStr

NOVEMBER 15, 2023

As you grow from nothing to $100M and beyond, you will run into a unique set of challenges at every stage. Customers expect you to have the latest and greatest. The SaaS model means you can continue to iterate and make the product better for them. How to keep this up over time as you continue to grow and scale.

Growth 94

Growth Engineering Territory Start-ups 94

Search Engine Land

AUGUST 21, 2023

Read on to find out how to assess the quality of your content from an SEO perspective and how to decide whether you should improve or remove that content. It provides specific questions you should ask yourself when self-assessing the quality of your content: Does the content provide original information, reporting, research, or analysis?

Entertainment 97

Entertainment Conversion Start-ups Engineering 97

Search Engine Land

OCTOBER 6, 2022

We’ll cover some of the current uses where applicable, then move on to discuss where I see the technology going in the near-to-mid future and how it’ll impact marketers. In essence, with it, you can generate some amazing images from text prompts. For those interested, you can play with Stable Diffusion yourself here.

Engineering 96

Engineering Construction Technology Technology 96

SaaStr

MAY 6, 2021

Between them, they’ve got tips on what to look for in a CRO, and what they’re probably looking for from you. You might never have considered a Chief Revenue Officer (CRO) because it’s not been a common role until very recently, and because you might not have the kind of revenue that needs its own manager.

Appointment 95

Appointment Lead generation Pipeline Strategize 95

Search Engine Land

DECEMBER 12, 2022

Not every strategy needs to start with a blog post regurgitating the same information across the top Google results and end with an agency begging for links. In the era of Google Ads becoming more expensive and organic discoverability becoming less effective, companies need to differentiate themselves in SEO. What is programmatic SEO?

Niche 101

Niche Engineering Growth Price 101

SaaStr

AUGUST 19, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about how to scale faster. Episode 583 of the podcast is an excerpt from the recording, and you can find the full transcript below. So that stock popped 10% yesterday. Grew 33% year over year at almost 800 million in revenue. Jason Lemkin: Okay.

Niche 84

Niche Follow-up Start-ups Growth 84

SaaStr

MARCH 17, 2023

Buying software has changed significantly over the past 27 years. The average mid-size company has 111 SaaS applications. Chris Perrine, the Vice President of G2, Asia Pacific, shares what’s holding up buyers in today’s economy and how you can meet them where they are. Software was physically shipped to you after purchase.

Meeting 79

Meeting Contract Legal Trust 79

Hubspot

JULY 12, 2018

Sales Interview Questions and Answers. What do you know about our company?". Tell me a bit more about yourself.". What are your short- to mid-term career goals?". How do you generate, develop, and close sales opportunities?". What do you consider your most significant sales achievement to date?".

Sales 96

Sales Drivers/motivators Start-ups Represent 96

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. A VP of Sales might seem the logical place to have your first SDR team report.

X-functional 70

X-functional Closing Growth Contract 70

SaaStr

AUGUST 26, 2022

As SaaStr Europa 2022 drew to a close, attendees took one more opportunity to ask Jason questions about topics like how to navigate the current market, the future of work, playing in a crowded space, and hiring your first VP of Sales. Podcast episode 585 is an excerpt from the AMA, and you can watch the full video below.

Quota 79

Quota Growth Product Closing 79

Sales Hacker

OCTOBER 7, 2021

Let’s flip the script: Your intellect, emotion, instinct, and empathy as a woman are what make you both a valuable human and invaluable company asset. Never believe that doubting yourself is a bad thing. Questioning what we can achieve and how far we can stretch is a tactic to evaluate our choices. Anything less is failure.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Hubspot

AUGUST 21, 2023

You have your list of names and phone numbers. Before the end of the day, you need to make 100 calls. Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. Now all you need is a cold call script. Plus, you may not always have an abundance of inbound leads.

Cold Call 69

Cold Call Objectives and Key Results Hospitality Follow-up 69

Hubspot

MARCH 15, 2021

To rise above YouTube's fierce competition, you'll need to regularly create content that grabs your viewers' attention and keeps them engaged. Before you begin producing content, it's important to ask yourself, "Why do consumers click out of YouTube videos?". Why Consumers Click Out of YouTube Videos. Data Source.

Entertainment 101

Entertainment Education Promote B2C 101

Gong.io

APRIL 14, 2021

If you’ve been following our podcast journey, then you’ll know that we launched ‘Reveal: The Revenue Intelligence Podcast’ back in 2019. We like to end each Reveal podcast interview with one final question: “How would you describe sales in one word?” Psychologist. Winning for your customer.

Sales 118

Sales Strategize Trust Up-sell 118

Sales Hacker

APRIL 7, 2020

If you missed episode 103, check it out here: PODCAST 103: Accurate Data Will Set Your Funnels Reviews on Fire with Todd Abbott. How to ask the better questions to connect with buyers. Asking Better Questions [7:15]. What You’ll Learn. Using video to be real and authentic. Using video to be real and authentic.

Hospitality 89

Hospitality Real Estate Consult Up-sell 89

Gong.io

JUNE 25, 2021

” A lot of sales blogs say you should do it (good ones too!). Instead, let me hit you with some Gong insights based on data : . Sales success = meeting booked in the next 10 days. Sales Stat #2: DON’T ask for time when booking meetings with cold emails. Or asked “What does your calendar look like next week?”

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

Sales Hacker

JANUARY 23, 2018

Mistakes during your sales conversations cost you deals. That means you can’t afford to slip up during sales conversations. They’ll move to another vendor faster than you can blink, leaving your pockets empty. Knowing the most common mistakes will help you avoid them. You need to stop using them ASAP.

Conversion 102

Conversion Price Sales Gaming 102

Hubspot

JUNE 6, 2022

The modern buyer doesn't have the patience to address basic questions with answers that anyone can find through a cursory search — nor do they have the time to fill you in on their challenges. If you decide to leverage LinkedIn to guide or support your prospect research efforts, there are some key steps you should follow.

Prospecting 90

Prospecting Objectives and Key Results Pitch Sales 90

Hubspot

JANUARY 26, 2022

Every person who has considered a career in sales has asked the following question: Is sales a good career? But this job path packs a lot more positives than you might think — and a few negatives you should think about if you’re looking for sales roles. You can bring in well over $100K/year in the right sales role.

Commission 72

Commission Quota Cold Call Sales 72

Lead Fuze

OCTOBER 20, 2023

Do you remember that moment, right before making a cold call , when your heart raced like a sprinter at the starting line? It’s akin to knocking on a stranger’s door, unsure if you’ll be greeted with a smile or shown the exit. Cold calling can be daunting. What if there were techniques to shift the odds in your favor?

Cold Call 52

Cold Call Technique Objectives and Key Results Pitch 52

SaaStr

OCTOBER 30, 2021

I asked Aasif Osmany to share his learnings as a top-performing SMB VP of Sales, below. Four years ago, after launching and failing my first startup I realized I had a lot to learn. Four years ago, after launching and failing my first startup I realized I had a lot to learn. He told me, you can invest time, talent, or treasure.

Closing 104

Closing E-commerce Customers Quota 104

Lead Fuze

AUGUST 10, 2021

Understanding these sales statistics can help you make critical decisions, but ultimately you are going to need to test what works for you. Whether you’re trying to sell via e-mail, calls, or social media, there tends to be an awful lot of guesswork involved. 2 Tuesday e-mails have the highest open rate.

Cold Call 98

Cold Call Appointment Represent Follow-up 98

SaaStr

JULY 12, 2022

SaaStr is Turning 10! One of the first what How to Hire a Great VP of Sales at the New York Enterprise Tech Meet-Up (thank you to John Lehr and Work-Bench for setting this up). The Number One Thing You Can Do to Accelerate Your Business Post-Initial Traction is Hiring a Great VP of Sales. Hopefully, some of you have seen it.

Sales 103

Sales Closing Up-sell Engineering 103

SaaStr

NOVEMBER 28, 2021

We’ve had some legendary SaaS greats over the years. You can “graduate” out of founder-led sales pretty early with SMB sales, but enterprise is harder with long sales cycles and every deal mattering for a long time. You never get to spend less time in sales as a SaaS CEO. You just get to spend that time differently.

Quota 72

Quota Sales Trust Start-ups 72

Miller Heiman Group

JULY 8, 2019

The question isn’t if a recession is coming. Nearly half of American CFOs indicated they believed a recession would hit by mid-year 2020 in a Duke University/CFO Global Business Outlook survey released in June 2019. It’s critical ahead of market fluctuations to instead focus on what your leading indicators tell you.

Cross-sell 82

Cross-sell Negotiate Sales Quota 82

SaaStr

NOVEMBER 23, 2019

Hopefully you are closing the year out strong. Even if you are coming up a bit short, there’s one thing I do know. If you have a good sales team, they are leaving nothing on the table. If they aren’t — you need a new VP of Sales). (If What are some things you can do that are actionable?

Quota 90

Quota Sales Contract Closing 90

Sales Hacker

FEBRUARY 11, 2020

Prior to Ometria, Pete has been growing SaaS revenue teams for almost 20 years. He’s run revenues at the Viadeo from Series A to IPO, and most recently took Triptease from $2 million to $10 million in a successful Series B in just 18 months. Transition to Management [10:42]. We’ve got a great show for you today.

Drivers/motivators 69

Drivers/motivators Objectives and Key Results Retail Sales 69

Sales Hacker

NOVEMBER 24, 2020

If you missed episode 136, check it out here: From the Opera to the C-Suite: Taking the Leap and Founding a Company with Matt Klepac. She’s also going to talk about 2021 planning, how this year the planning process must be different. Have you heard of Six Sense? Subscribe to the Sales Hacker Podcast. We’re on iTunes.

Sell 80

Sell Territory Quota Up-sell 80

Sales Hacker

FEBRUARY 15, 2022

If you missed episode #195, check it out here : 3 Steps to Focus on Your Customer’s Customer, with Ashley Welch. Ensure you are talking to people with influence. Only a few years ago, Jamal was a typical enterprise software sales rep barely making his number, he struggled to close the bigger deals that he knew were possible.

Pharmaceutical 77

Pharmaceutical Closing Up-sell Start-ups 77

SaaStr

MARCH 10, 2020

Rely on your success, know you are doing something right and scale faster. We do international shipping, so I’m honored to be speaking to people like you that were smart enough to get into high margin businesses. So we did about 442 million in sales last year. We founded the company five years ago.

Government 81

Government Up-sell Contract X-functional 81

ConversionXL

OCTOBER 12, 2015

Are you familiar with the expression, “The most valuable customer is the one you never lose”? A higher conversion rate is great, but as Peep says, “If you want to increase conversions, make everything that you sell one cent, conversions go way up, but you go out of business.” It’s really all about revenue.

Conversion 122

Conversion Referrals Service Start-ups 122