SaaStr

OCTOBER 25, 2024

In 2020, we transitioned from a physical selling universe to a virtual selling universe. So how much business has it closed? If you look at the net dollar retention change, the top quartile used to be 130% pre-2020. . #1: Founders Are More Positive The average founder’s outlook increased from 6.1 ‘ Great!

Go To Market 133

Go To Market Quota GTM Price 133

Heinz Marketing

JUNE 12, 2021

How to Remember 2020. Amid the hope of 2021, if we close our minds to 2020, we will be doing ourselves a disservice. The post B2B Reads: Expectations Crushing Creativity, Remember 2020, and Lego Inspiration appeared first on Heinz Marketing. Thank you for the great read, Jonathan Baker.

B2B 119

B2B Pipeline Trust Drivers/motivators 119

SaaStr

JULY 15, 2020

And not only is it hard, but you shouldn’t be closing every deal you are in. Well, if you’re closing even deal you are, you’re not been invited to the deals where your product has competition. You aren’t being invited to where you’ll want to be to grow, if you magically close every deal you are in.

Closing 132

Closing Growth Product Sales 132

Gong.io

FEBRUARY 23, 2023

We analyzed three years of data, across 184 companies, and hundreds of thousands of deals to identify key shifts in buying behavior since 2020. Factoring both, on average reps saw a 36% decrease in the total number of interactions with buyers compared to 2020. The second is closing deals in less time.

Closing 121

Closing Price Finance Negotiate 121

Martech

AUGUST 8, 2024

Underutilization of existing tools: Marketers use only 33% of their martech stack’s capabilities, down from 58% in 2020, according to Gartner’s 2023 Marketing Technology Survey. Align closely with strategic objectives : Ensure the tools support broader business goals.

Objectives and Key Results 122

Objectives and Key Results Strategize Technology Technology 122

SalesHood

FEBRUARY 12, 2021

The pandemic made 2020 an especially difficult year for sales teams, and with little progress made toward returning back to offices, it seems like virtual selling is here for the long-run.

Technique 122

Technique Closing Sell Sales 122

Sales Hacker

NOVEMBER 23, 2020

Customers are distracted trying to close out their own year. If you’ve got a room full of reps trying to close those final deals and executives juggling end-of-year priorities, you need to ensure you’re delivering maximum value without taking too much time away from selling activities. Closing confidence. Teams are tired.

Closing 131

Closing Cross-sell Contact CRM 131

Martech

SEPTEMBER 24, 2024

of total revenue, down from a high of 11% in 2020 and 9.1% If you’re the CMO or VP of marketing, ask whether your transactional programs come close to that standard. If you’re close, consider this a benchmark that could lead to more investment because you hold the keys to the kingdom. If not, you have work to do.

Promote 127

Promote Represent Technology Technology 127

Martech

AUGUST 13, 2024

Google’s response to the ruling is amusing but they have a point – they have made the best search engine and nothing else has come close for decades.” The fact that this case started in 2020 and that’s when PMax began to really take hold speaks to the diversification that was clearly top of mind for Google.

Legal 114

Legal Advertising/ Marketing Engineering Market share 114

Gong.io

SEPTEMBER 17, 2021

Your job isn’t to use closing techniques, it’s to lead. Here are 8 sales closing questions that are 0% closing gimmicks and 100% effective. The reason most deals don’t close is misalignment. This is where asking the right sales closing questions comes in. Which steps will get us to close. Where they stand.

Closing 118

Closing Sales Cold Call Legal 118

SaaStr

OCTOBER 11, 2022

And this is where things got a bit corrupted in late 2020 and 2021. So for most time in SaaS, you basically had to close $500k to make $100k OTE, $800k to make $160k OTE, $1m to make $200k OTE. So sales reps started to take home 25% or even 30% of what they closed, and CSMs often covered just $1m-$1.5m More money.

Closing 115

Closing Customers Quota Commission 115

Sales Hacker

JUNE 24, 2021

Adding insult to injury, that imbalance means all that time and money it takes to get prospects to the closing phase goes to waste. But like all other aspects of sales, closing is a process. Radio silence from your prospects at the close stage could be caused by the fact that they haven’t seen the documents your reps sent.

Closing 130

Closing Contact Sales Follow-up 130

Search Engine Land

AUGUST 12, 2024

Conversely, those who entered the field closer to 2020 may lean toward auto and smart bidding. Yet even phrase and exact have close variants baked in, leading to divided opinions on how best to utilize keywords. Ad platforms heavily promote them and don’t require as much manual intervention.

Objectives and Key Results 94

Objectives and Key Results Non-Profits Campaign Networking 94

SaaStr

SEPTEMBER 12, 2024

So the media fund isn’t close to hitting its goal. And interesting, this stacked chart shows 2020 funds and 2021 funds … when things got a bit loopy in venture … aren’t looking too good. And 2020 and 2021 funds look a little … rough right now. And what’s the goal? And there is still time.

Start-ups 124

Start-ups Closing 124

Understanding the Sales Force

MAY 10, 2023

Closing delays. The economic crisis of 2008-9, and the Covid lockdowns of 2020-2021 showed us that when companies focus on cost-cutting instead of growing revenue, revenue declines - sharply. Stock Market down. Cost-cutting. We are now seeing these events in sales organizations: Missed forecasts. Failure to hit quotas.

Quota 140

Quota Closing Sales 140

SaaStr

OCTOBER 14, 2021

And 100 by 2020 and 200 by 2021. First, we close one big deal, and you learn so much from the first one. But then you close another. And GitLab closed their first $1m customer in 2019. GitLab’s SaaS revenues are still just 20% of their revenues, although that’s up from 9% in 2020. Then 20 by 2018.

Contract 26

Contract Price Closing Engineering 26

SaaStr

SEPTEMBER 9, 2022

Traditional software had 90% gross margins, and the classic enterprise sales reps, the best ones, could close a million or more dollars a year. Paying them 20% all-in on what they closed was easy, a 5:1 ratio ratio. Close a million, make $200k. Close two million, make $400k. More or less. For a little while it’s OK.

Commission 138

Commission Quota Sales Closing 138

SaaStr

SEPTEMBER 19, 2023

This already had started to break pre-2020, as the war for talent drove up costs in these “secondary” sales centers. And then of course, post-2020, the world changed for sales reps. Second, sales comp expectations ballooned in the Boom Times of mid-2020 to early 2022, and haven’t really come down.

Sales 126

Sales Price Up-sell Start-ups 126

SaaStr

AUGUST 9, 2024

So there’s a curious thing anyone close in venture capital fundraising and rounds today: Valuations for Hot VC Deals remain far higher than pre-March 2020 … even though growth for the overall public SaaS and Cloud companies has slowed to … all time lows. So you can discount some of this as outliers, even the outliers of the outliers.

Growth 121

Growth Represent Closing 121

SaaStr

MAY 3, 2022

The best deals often are sometimes even closed in a single email. But the FOMO to invest in minutes, to skip due diligence, to take more risk that was fueled by the stock market rise for Cloud and SaaS stocks in 2020 and 2021 … well that does appear to be mostly gone. The preliminary Q1 data from Carta is below.

Closing 119

Closing 119

Martech

AUGUST 13, 2021

Ad revenue grew 281% YoY, and they now have close to 700,000 total subscribers who pay for the service. Across the industry, overall CTV impressions are up 3X over Q2 2020. After closing 2020 at 35% share of ads, CTV actually rose to 40% in Q1. For instance, fuboTV hit records in revenue and new subscribers in Q2.

Growth 132

Growth E-commerce Sports Launch 132

SaaStr

MAY 31, 2024

1: How Sales and Marketing Have Shifted Since 2020 Expectations and the types of people working in SaaS have shifted over the past few years, and much more in sales, marketing, and customer success. Up until 2020, the wave of passion for events and content was so strong that all he could do was ride the wave with no strategy.

Drivers/motivators 122

Drivers/motivators B2C Pipeline Follow-up 122

SaaStr

OCTOBER 9, 2024

3,100 $100k+ Customers, Up From 973 in 2020. Still, it’s still very efficient, and far more so than 2020-2022. They don’t disclose the exact percentage today, but it’s likely close to that today as well. 70 NPS, Even at $2.5 Billion in ARR Is NPS a slightly subjective metric? And 567 $1m+ Customers.

Non-Profits 124

Non-Profits Contract Growth Closing 124

SaaStr

JANUARY 17, 2021

— Jason BeKind Lemkin (@jasonlk) July 18, 2020. A 1 year cliff starting 12 months after you close seed funding, or launch of MVP — whichever comes later. (I.e., — Jason BeKind Lemkin (@jasonlk) October 16, 2020. You'll see. As we’ve talked about before, the great thing about SaaS, is it compounds.

Launch 144

Launch Start-ups Closing Prospecting 144

Martech

AUGUST 17, 2021

But the sudden economic and cultural shifts, reversals and shutdowns throughout 2020 forced many marketers to remake everything from their marketing plans for the year to the mechanics of getting emails out the door. Finally, the abrupt shift to remote work in 2020 exposed weaknesses in the day-to-day email workflow. Agility matters.

Territory 145

Territory Government Campaign Education 145

SaaStr

APRIL 18, 2021

Guidance 2020 $17.1B — Marc Benioff (@Benioff) August 25, 2020. You close a customer for $120 in annualized revenue, you only get to recognize $10 of that a month. Salesforce Growth: 2021 $20.8B 2014 $4.1B. Thank you Ohana! If you haven’t done a SaaS start-up before, it’s different.

Start-ups 132

Start-ups Engineering Growth Closing 132

Martech

SEPTEMBER 2, 2021

Budgets were almost cut in half, falling from 11% in 2020 to 6.4% One year ago, based on its “CMO Spend Survey 2020-2021,” Gartner predicted that marketing technology would see increased spend even as other functions were cut back. 29% of work outsourced to agencies has been brought in-house. . hardly indicates strong growth).

Real Estate 124

Real Estate Technology Technology Follow-up 124

Search Engine Land

AUGUST 6, 2024

In 2020, Google introduced Consent Mode v1, which allowed website owners to adjust behavior for Google tags based on users’ consent status and, therefore, comply with GDPR and CCPA. For ecommerce, that can be according to LTV; for B2B and lead gen, that can be by stages of qualification: MQL, SQL, Opps, Closed-won.

Technique 74

Technique SQL GTM Campaign 74

SaaStr

FEBRUARY 6, 2021

— Clint Reid (@clintverse) September 3, 2020. It’s not that six figure deals are more expensive to close … they aren’t. But the sales cycles are longer, and generally, you need more experienced sales and marketing talent to acquire and close these deals. Longer until you can hire enough engineers to close key feature gaps.

Engineering 144

Engineering Start-ups Closing Sales 144

SaaStr

MARCH 28, 2025

This could mean co-marketing efforts, training their teams, or even helping them close deals. Shopifys partner revenue grew from 8% in 2018 to 20% by 2020, but it took years of investment to get there . It takes time to build trust, align incentives, and close deals together. This data will be critical when scaling your program.

Drivers/motivators 59

Drivers/motivators High impact Trust CRM 59

Heinz Marketing

NOVEMBER 22, 2020

They evaluate against the customer’s existing customers to determine what they did prior to becoming closed-won opportunities. Did they all fill out a form, then download a whitepaper, and then visit a specific website URL before moving to closed?

Follow-up 139

Follow-up CRM Contact B2B 139

Martech

SEPTEMBER 13, 2023

Dig deeper: What brands and retailers need to know about RMNs Commerce Max, which has been in limited use since 2020, gives clients a one-stop shop for accessing retail media inventory. The platform also offers closed-loop measurement, which lets advertisers quickly determine campaign effectiveness.

Retail 126

Retail Clients Campaign Closing 126

SaaStr

FEBRUARY 13, 2021

Probably, or at least, close enough. Million More Customers in 2020. in marketing/ads in 2020. So is GoDaddy a SaaS company? Its Business Applications segment is now its fastest growing of its 3 product segments, at a $650m+ run-rate and growing 20% year-over-year, vs 12% overall for the business as a whole. Freemium is back!

E-commerce 128

E-commerce Cross-sell CRM Up-sell 128

Martech

OCTOBER 21, 2021

businesses were forecast in 2020, according to BIA Advisory Services. During the first half of 2020, Google My Business recorded a 61% jump in consumer calls, from inquiries about open hours to arrangements for curbside pickups. More than 170 billion inbound mobile calls to U.S. consumers used the telephone more than ever before.

Campaign 115

Campaign Healthcare CRM Appointment 115

SaaStr

OCTOBER 12, 2020

— Jason BeKind Lemkin (@jasonlk) October 10, 2020. And driving down churn increases revenue just as clearly and surely as closing net new deals. They will close more. And watch your close rates go up. — Sean (@seanmtynan) October 12, 2020. So you want to do better this quarter. Drive up NPS. Like magic.

Promote 140

Promote Prospecting Follow-up Start-ups 140

Martech

AUGUST 24, 2021

In order to meet customers where they are, digital marketers are trying to close the distance between social content and buying. The TikTok Shopping experience will allow marketers to close the gap even further on a platform with hundreds of millions of active users.

E-commerce 126

E-commerce Drivers/motivators Entertainment Pitch 126

SaaStr

APRIL 23, 2020

— Garry Tan (@garrytan) April 22, 2020. We grew from 1 day, 1 track in 2015 to 7+ stages across 3+ days for SaaStr Annual 2020 in March! Close to zero glitches with a simple tech stack. We're feeling fear but also clarity and gratitude ?? Secure your mask. Thanks to @saastr @jasonlk for having me today!

Presentation 143

Presentation Technology Technology Closing 143