SaaStr

FEBRUARY 27, 2024

Rajeev Dham and Karan Singh, Partners at Sapphire Ventures, and Jane Lee, Vice President at Sapphire walk us through how to double your “Magic Number,” a shorthand for your sales and marketing efficiency. Magic Number is your growth in ARR over a quarter divided by the sales and marketing spend in the prior quarter.

Go To Market 88

Go To Market GTM Non-Profits Quota 88

SaaStr

FEBRUARY 21, 2024

Welcome to the latest installment of our “ What’s New ” series where SaaStr founder and CEO Jason Lemkin sits down with some of the top leaders and founders in SaaS and Cloud to discuss What’s New and what should be top of mind for fellow founders. Look at the most important categories that surround your category.

Cross-sell 82

Cross-sell Strategize Campaign Education 82

SaaStr

NOVEMBER 2, 2023

So we’ve spent a ton of time over the years on SaaS talking about hiring a great VP of Sales. Not only because it really matters, but because hiring the wrong VP of Sales can set you back a year — or longer. Way too many folks give managers a pass here that never understand the product. Sales is hard.

Process 92

Process Sales Up-sell Quota 92

SaaStr

APRIL 2, 2023

In February 2023, I hit my 10-year anniversary (or “Gainaversary,” as we say) of running Gainsight. While I struggled to produce 10 things I got right in a decade, the list of mistakes flowed much easier. Here are my 10 greatest (worst?) Early on, I tried to apply the same mantra to leaders. We should give them a chance.

X-functional 105

X-functional Clients Growth Start-ups 105

Salesforce

MAY 18, 2023

We may live in the time of TikTok, where an unknown number calling your phone strikes fear, but in my 13 years of training sales teams, I’ve found nothing is more impactful than the cold call. Join the Salesblazer movement Together, we’re building the largest and most successful community of sales professionals. Ready to start?

Cold Call 97

Cold Call Prospecting Customers Objectives and Key Results 97

Salesforce

JANUARY 3, 2024

According to the State of Sales report, cross-functional alignment is sales leaders’ #1 tactic for driving growth. With sales budgets expected to increase , sales teams have an exciting opportunity to work together to try new things and drive revenue for their companies, but this requires a strategic mindset.

Retail 64

Retail Objection handling Sales Cross-sell 64

Heinz Marketing

OCTOBER 27, 2023

Failure to position yourself correctly has costly results because you end up investing in a black hole rather than in your best fit. How to Nail Product Positioning so Customers Get It, Buy It, Love It ”. In this summary, I will highlight the 10 Step Positioning Process. Whose opinion of your product matters the most?

Process 70

Process Objectives and Key Results Growth Product 70

Salesforce

JANUARY 8, 2024

After all the innovations and emerging technologies that cropped up in 2023, business leaders are assessing how to move forward and which new trends to implement. Here are some of the biggest trends that will affect your business over the coming year. It’s how you understand your customers, make informed decisions, and gauge success.

Angle 76

Angle Healthcare Technology Technology 76

SaaStr

AUGUST 25, 2023

SaaStr Founder and CEO Jason Lemkin shares the 10 worst pieces of SaaS advice, excuses, and mistakes founders make, and what to do instead. #1 2 “Give the VP of Sales more time.” You can’t always expect a great VP of Sales to double sales in 30-60-90 days. But you have to see progress in one sales cycle.

GTM 70

GTM Engineering Closing Start-ups 70

Salesforce

OCTOBER 22, 2021

If you’re running a successful B2B company, your sales operations (sales ops) crew is likely the unsung hero of your sales process. Business leaders sometimes make the mistake of seeing sales operations (increasingly known as revenue operations) as a cost instead of a potential revenue driver.

Territory 98

Territory Strategize Sales Healthcare 98

SaaStr

FEBRUARY 1, 2022

We’ve been doing the 5 Interesting Learnings at SaaStr for quite a while, looking at many of the public SaaS leaders and pulling out the top learnings for founders and SaaS execs. And that challenge some of your assumptions on how to scale. 60% of Asana’s customers come from self-service, 40% from sales.

Contract 135

Contract Cross-sell Price Growth 135

SaaStr

JANUARY 12, 2024

Is it the end of an era for customer success in SaaS? We just wrote up how some of the biggest changes of SaaS are now coming, specifically in Customer Success and Sales. Customer Success Is Vulnerable to Cuts Jason shared that he didn’t realize how vulnerable customer success was to cuts until 2023.

Customers 98

Customers GTM Growth Clients 98

Salesforce

JUNE 14, 2023

Let’s face it: Hard sells and flashy demos can be effective ways to close. Today’s buyers come to the sales process more informed than ever, looking for in-depth information specific to their needs. Shifting your focus to offering value and solutions is the way forward. But not always. The next step?

Gaming 95

Gaming Cross-sell Referrals CRM 95

Miller Heiman Group

DECEMBER 21, 2020

A recent Korn Ferry survey of global sales organizations revealed that virtual selling is here to stay, with fewer than 2% expecting the changes to be temporary. 90% of respondents also report some or significant change to their sales organizations during COVID. 10% for existing customers). Adapt to longer buying cycles.

Sell 122

Sell Meeting Clients Presentation 122

SaaStr

MARCH 25, 2023

So one recent survey we did really brought out a healthy debate: does your VP of Sales really need to be a product expert? Many of the comments said it was more important a VP of Sales understand process and leadership more than the product itself. They often melt. I say, you just gotta know the product. A true product savant?

Product 90

Product Objection handling Sales Up-sell 90

SaaStr

DECEMBER 1, 2023

Hiring a VP of Sales isn’t new, but the conversations have evolved as the world has. SaaStr’s own Jason Lemkin shares the top 10 mistakes he sees during the hiring process during Workshop Wednesday, held every Wednesday at 10 a.m. The last 18 months have seen the biggest changes in the VP of Sales in his SaaS career.

Quota 60

Quota Gaming Sales Up-sell 60

Salesforce

AUGUST 24, 2023

Rinse, repeat — 10 times a day. I’ve seen countless businesses (including enterprise companies) compile — and try to analyze — sales data in spreadsheets like this. Sure, spreadsheets are useful for small projects, but they can be cumbersome when dealing with complex sales data. Sales dashboards to the rescue.

Pipeline 98

Pipeline Quota Lead generation CRM 98

SaaStr

MAY 17, 2023

In this week’s episode of CRO Confidential, host Sam Blond wraps up the founder-led sales series with one of the most accomplished sales leaders in the world, Ben Cassidy. Cassidy was Blond’s VP of Sales at Echosign and, before that, was one of the first sales leaders at LinkedIn. Let’s find out.

GTM 69

GTM Cold Call Customers Networking 69

Search Engine Land

DECEMBER 28, 2023

Google antitrust trial Google spent 10 weeks on trial for allegedly using underhand tactics to ensure it stays the world’s leading search engine. The PPC community had a rollercoaster year in 2023. It’s fair to say that GA4 did not receive the warmest welcome. In September, the search engine was taken to court by the U.S.

Retail 125

Retail X-functional Launch Non-Profits 125

SaaStr

AUGUST 14, 2020

A mistake many founders make is hiring a VP of Sales who has many strengths — but not at sales per se. A VP of Sales who is smart, polished, and worked at the right place, in a management-level position. That can talk about quota attainment and sales operations and scaling and number. you might ask.

Quota 144

Quota Sales Promote Up-sell 144

Spiro Technologies

MAY 8, 2024

Transcript Paula Gamer: My mother was in sales. And I am like, “I want to be in sales.” I don’t care, I just wanted to be in sales because my mother was. I’m your host, Adam Honig, the CEO of spiro.ai. Paula Gamer: Some of our longest and largest customers are, for example, Hormel Foods.

Customers 59

Customers Manufacturing Up-sell Cross-sell 59

SaaStr

JANUARY 7, 2021

So were we, so we dug into the data and compiled a list of our top 25 episodes from 2020 for your listening (and learning) pleasure. These 25 episodes dive into extremely important topics including how to build a B2B revenue model engineered for rapid growth, how to take care of your team in times of turmoil, and more.

Non-Profits 97

Non-Profits E-commerce Drivers/motivators Growth 97

Lead Fuze

DECEMBER 15, 2023

Unpredictable tides of market conditions may shake your boat, but with the right mental compass – an entrepreneurial mindset – you steer towards success. Let’s dive in and explore practical ways to grow resilience, all while smartly managing risks. What are the 5 ways to develop an entrepreneurial mindset?

Objectives and Key Results 105

Objectives and Key Results Networking Growth Strategize 105

Salesforce

JUNE 7, 2022

Are your sales reps spending their time selling? According to our latest State of Sales report , sales reps only spend one-third of their time on revenue-generating tasks. The majority of their days get bogged down by housekeeping duties, such as logging customer information and manually building quotes and contracts.

Sell 98

Sell Finance Contract Quota 98

SaaStr

NOVEMBER 16, 2022

Why real customer support is critical. Audience Member 1: I follow your tweets and your content and I really love all the materials you guys put out there. Audience Member 1: I follow your tweets and your content and I really love all the materials you guys put out there. Why did your first rep not work out?

Quota 88

Quota Niche Growth Up-sell 88

Salesforce

OCTOBER 12, 2021

Or is it an indispensable miracle function that will superpower your business and propel your revenue to new heights? Businesses are realizing that to stay agile, strategic, and most importantly, sustainable, they need a CRO who can fold marketing, sales, and customer success into one seamless revenue machine. “In

Gaming 98

Gaming Cross-sell Sales Finance 98

ConversionXL

MARCH 17, 2021

From long sales cycles to trying to stand out from the sea of sameness, B2B companies face an uphill battle from the start. I recently surveyed and interviewed over 200+ B2B executives, marketing & sales leaders to find out exactly what challenges they currently face and what they are doing to overcome them. Let’s dive in.

B2B 150

B2B Non-Profits Tradeshows Campaign 150

SaaStr

NOVEMBER 25, 2023

Jameson Yung, SVP of Sales at Gong, and Sam Blond, Partner at Founders Fund and previous CRO at Brex, share five tactical ways to get back to growing and hitting revenue targets. And now, suddenly, we’re back to looking at revenue, and it’s not about only trying your hardest. Working hard is also embedded in the culture.

Objectives and Key Results 80

Objectives and Key Results Referrals Pipeline Campaign 80

Salesforce

FEBRUARY 14, 2022

And in some ways, they had a point. But all of that was secondary to the real focus — the store design revolved around creating an entirely new, innovative customer service experience. We’d ask: How does a customer look at this? What does a customer think about that? Let’s give away free tech support.

Service 98

Service Customers Electricity Real Estate 98

ConversionXL

OCTOBER 14, 2021

You work tirelessly to understand your customer, market, and competition so you can differentiate. Voice-of-customer (VoC) research, user research, competitor research, and insights on jobs-to-be-done (JTBD) can inform your marketing strategy. . Are your campaigns driving conversions? Do consumers know who you are?

Objectives and Key Results 157

Objectives and Key Results A/B testing Growth Market share 157

ConversionXL

JUNE 2, 2020

Can your differentiation be features? You can toot your horn for a few months, but they’ll catch up. Differentiation is about standing out from the noise and giving people a reason to choose you over others. You’d think companies would be all about that. Curiously, not so much. Sameness is the default for most companies today.

A/B testing 162

A/B testing X-functional Price Gaming 162

Partners in Excellence

JANUARY 28, 2023

It is specific to issues that companies in your industry face, it is specific to the issues people in your role (in your industry) face. The war in the Ukraine and other global disruptions are impacting supply chains, but in very different ways. Imagine receiving a very well crafted prospecting outreach.

Manufacturing 62

Manufacturing Hospitality Retail Technology 62

Search Engine Land

OCTOBER 23, 2023

Historically, we’ve celebrated the big day every five years by putting together a tribute to the world’s leading search engine, cloud computing, computer software, quantum computing, e-commerce, artificial intelligence, and consumer electronics giant that we know as Google. Take a look at their big 2-0. Let’s get to it!

E-commerce 127

E-commerce Launch Campaign Retail 127

Sales Hacker

SEPTEMBER 27, 2022

In this episode of the Sales Hacker Podcast, we have Scott Barton , VP of Industry Solutions at Varicent. He’s an expert in the sales world, particularly in revenue operations and incentive compensation. Join us for a great conversation about driving the right behaviors within your sales team. Sam’s Corner [25:10].

Quota 82

Quota Growth Commission Territory 82

Salesforce

SEPTEMBER 21, 2021

Late in 2020, executive leadership at Accenture recognized that their business-to-business (B2B) sales transformation offering was not going to serve clients the way they needed it to. Reimagine customer experience with Salesforce and Accenture. This is a sponsored post produced in collaboration with Accenture.

B2B 96

B2B Territory Manufacturing Sales 96

Hubspot

MARCH 7, 2023

As businesses continue to shift their strategies to create a more streamlined, efficient customer journey, it's going to become vital for every business to invest time, energy, and resources into a Revenue Operations team, otherwise known as RevOps. The 5 Biggest Missteps Your Revenue Operations Team Might Be Making 1.

SQL 73

SQL GTM Pipeline Technology 73

Martech

AUGUST 23, 2021

If you would like to read this before the rest of the internet does, sign up here to get it delivered to your inbox daily. Good morning, Marketers, does your data have a destination? In my coverage over the last few years of the CDP space, a lot has been made of the need for organizations to streamline and unify their customer data.

Engineering 115

Engineering Represent CRM Launch 115