Sales Hacker

MARCH 2, 2021

Lessons Michelle learned in 2020 [20:37]. I left print media because it was an industry that was contracting. But obviously, the media world was contracting. Lessons Michelle learned in 2020 [20:37]. One of them was the importance of following up with leads closely and quickly. Sam’s Corner [31:24].

Referrals 59

Referrals Contract Cross-sell Sales 59

PandaDoc

JULY 11, 2022

Focus closely on their tasks and daily activities. Make sure to include a thorough employment contract to protect both yourself and your prospect when explaining expectations during the sales hiring process. If you’ve closely cataloged your interviews and you like more candidates than you can hire (always a good thing!),

Commission 52

Commission Sales Legal Contract 52

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. From a personal, from a dad with young kids’ standpoint, from having to close offices and figure out all of that, it certainly felt long. But thanks so much for joining us.

Pipeline 123

Pipeline Sales Gaming Up-sell 123

ConversionXL

JUNE 2, 2022

How GumGum uses personalized content to close enterprise B2B companies. Going beyond the customized t-shirts and phone cases other ABM-led companies have tried, GumGum commissioned a custom comic book with Legere as T-Man, the protagonist dressed in Batman-inspired attire.

Launch 100

Launch Campaign Pipeline Growth 100

SaaStr

JANUARY 21, 2020

Join us at SaaStr Annual 2020. My velocity lane, PatientPop’s SMB SaaS, eight units a month, $13,500 contract. Calls, emails, connect rate, demos, performs, wins, average contract value. You moved into closing roles and you moved up to closing roles to getting support and getting strategic partnerships.

Quota 101

Quota Sales Healthcare Territory 101

SaaStr

AUGUST 27, 2019

This will include diving into the pros and cons of the various comp design models, including MBOs, detailed incentive structures and flat commission rate payouts, as well as the nuance between using comp design as a motivational factor but not as a substitute for good management. Join us at SaaStr Annual 2020. Either work or not work.

Territory 51

Territory Contract Cross-sell Drivers/motivators 51

Sales Hacker

OCTOBER 24, 2019

You asked some open-ended questions, some closed-ended questions, and taught the prospect something new about how they can do their job a little better. They’re not on commission like you are. Do you still consider setting up an immigration solution for 2020 to be a priority for you? Closing Thoughts. Hi Elisa, Hi Tim!

Follow-up 50

Follow-up Sales Prospecting Process 50

SaaStr

JANUARY 3, 2020

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? What time frame from SAL to closed lead suggests product market fit?

Contract 10

Contract Price Commission Conversion 10

SaaStr

MARCH 31, 2020

Join us at SaaStr Annual 2020. Once you have the product market fit and you’ve reached the maxima of the easy to close customers, then you can hire a growth team, okay? And so the revenue flows from one stage either to the next stage or to close last. Either close won or close lost. FULL TRANSCRIPT BELOW.

Growth 52

Growth Engineering Launch Commission 52

SaaStr

JULY 24, 2019

Gillian oversees Talkdesk’s Customer Success and Technical Support teams, partnering closely with customers to achieve their CX vision. Join us at SaaStr Annual 2020. That really helps to reduce purchase friction and allow the CSM to grow the account without working on contracts. Want to see more content like this?

X-functional 53

X-functional Engineering Clients Start-ups 53

Salesforce

JANUARY 18, 2024

It shows you how to get from point A in the sale (finding your prospect) to point Z (closing the deal), highlighting necessary steps along the way. Grow revenue faster with a single source of truth Discover how Sales Cloud uses data and AI to help you build relationships and close deals fast. What your process is matters.”

Process 59

Process Real Estate Objectives and Key Results Cross-sell 59