Sales Hacker

MARCH 2, 2020

Here they are… The 97 Best Sales Books in 2020. How to Get a Meeting with Anyone. It uses the formula PPVVC=S (Pain x Power x Vision x Value x Control = Sale) to help salespeople accurately gauge the probability of closing a deal. Sales Models and Fundamentals. The Transparency Sale. The New Handshake.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

SaaStr

FEBRUARY 4, 2020

Join us at SaaStr Annual 2020. We have 1,000 employees across three locations, San Francisco, Denver, and New York, and everything in the past four years has grown by more than 10 X. You’ll be on your company team, your functional team, an agile cross functional working group. How do you challenge directly X-axis?

Drivers/motivators 71

Drivers/motivators X-functional Trust Cross-sell 71

SaaStr

JULY 24, 2019

Join us at SaaStr Annual 2020. This is pretty simple, but when I look at this industry, a lot of times what I see is organizations crafting pricing packages that would enable, for example, an enterprise-wide license, where an organization pays you X amount of money, and they have unlimited seats, unlimited usage. FULL TRANSCRIPT BELOW.

X-functional 54

X-functional Engineering Clients Start-ups 54

SaaStr

JULY 17, 2020

353: Keith Rabois (Paypal, Linkedin, Square) and SaaStr Founder Jason Lemkin talk about the landscape of SaaS & Cloud fundraising and valuation in 2020. But I think that was when everybody had the proverbial partner meeting discussions about what are we funding, why are we funding, what price are we funding. 2X instead of 3X.

E-commerce 69

E-commerce Retail Real Estate Growth 69

SaaStr

APRIL 24, 2020

I think it was 2011 when they did the annual analyst meeting, and they dropped their revenue forecast by $100 million. Harry Stebbings: Can I dive in and ask, in terms of kind of the connection of that strategy, how do you create that connection cross-functionally across the company? And the stock popped.

X-functional 85

X-functional Strategize Retail Technology 85

SaaStr

AUGUST 7, 2020

Coupa CEO, Rob Bernshteyn, and SaaStr CEO, Jason Lemkin, will discuss how the Cloud has changed in 2020. “Well we’ll meet you on Thursday we’re going to fly in. I had some fun talking about Ariba which we’re in 2020, Coupa isn’t really an Ariba 2.0 This episode is sponsored by Guideline.

Price 60

Price Retail X-functional Healthcare 60

SaaStr

APRIL 23, 2019

Join us for SaaStr Annual 2020. Also, Brex is a Super Platinum sponsor for Annual 2020. One, actually when Henrique and Pedro applied, they were class of 2020 Stanford, so it was literally the first year. Building the basic functionality. And I think we did two X what we thought we were going to do. Let us know.

Launch 65

Launch Pitch Niche Negotiate 65

Salesforce

OCTOBER 26, 2021

Before 2020, sales teams hummed on leads in pipe, one-off sales (digital and in-person), and pipeline velocity. Different measures track different models, but all depend on a simple formula: [Recurring revenue = Active accounts in a period X Cost of good/service]. X 100 = 10% customer churn rate. It caused a seismic shift.

X-functional 98

X-functional Sales Growth Contract 98

SaaStr

FEBRUARY 14, 2020

Jaleh Rezaei: And so him and I met at a coffee shop in Soma and then I ended up meeting with Josh. If you think about a marketing function, every single subgroup within marketing is totally different. The post SaaStr Podcasts for the Week with Mutiny and RevenueCat — February 14, 2020 appeared first on SaaStr.

B2B 73

B2B Start-ups Product Real Estate 73

SaaStr

FEBRUARY 21, 2020

So don’t be too upset if you’re not yet at the four X number, but know for sure that if you don’t get beyond that, you’re not going to have a very profitable company in the long run. Are we seeing the blurring of lines between these functions, do you think? This is where the cloud meets. Press releases.

Non-Profits 74

Non-Profits Up-sell Start-ups Product 74

Hubspot

OCTOBER 1, 2021

65% of sales professionals use a CRM and 97% consider sales technology “very important” or “important”, according to LinkedIn State of Sales 2020. According to LinkedIn's State of Sales Report 2020 , top-performing salespeople have higher confidence in their CRM data than their counterparts. Accessible customer data across departments.

CRM 82

CRM Objectives and Key Results X-functional Pipeline 82

ConversionXL

JUNE 25, 2021

X demos booked in introduction, X revenue in growth). Instead, you must develop a product that meets market needs (and actually delivers the experience they want). Do you meet the market on price, or deliver an enhanced experience and featureset in order to move upmarket and charge more? That’s rarely the case.

Launch 96

Launch Product Non-Profits GTM 96

Sales Hacker

MAY 26, 2020

How to adjust your company’s 2020 forecast. How to adjust your company’s 2020 forecast [27:41]. So for almost a year now, we’ve been working on something to fix that, to bring us all together; and after the start of the year we’ve had in 2020, don’t we really need that? We’re on iTunes.

Prospecting 97

Prospecting E-commerce Account management Up-sell 97

SalesHandy

SEPTEMBER 17, 2020

In research we found 34% of sales reps believe prospecting is their biggest challenge in 2020. . You can schedule a meeting with me according to your convenient time or reply to this email anytime. If you want to check out the new release, please schedule a meeting with me. Regards, 4. Email to Competitor’s Customer template.

Prospecting 93

Prospecting Objectives and Key Results Sales X-functional 93

Sales Hacker

JANUARY 12, 2021

So think of all the functions that are interacting with a buyer or customer all the way from the initial point of their life cycle to the time that they spend with us as a customer. So it’s really about that key operational excellence to drive productivity across those three main client-facing functions.

Product 59

Product X-functional Retail Technology 59

SaaStr

DECEMBER 17, 2019

Join us at SaaStr Annual 2020. Maybe you could talk about who you’re meeting with when you go to organizations. So, maybe you could just talk about where you’re spending your time, how you’re spending your time, and who you’re meeting with? Want to see more content like this? Ari Levy | Sr.

Finance 60

Finance X-functional Non-Profits Launch 60

Heinz Marketing

DECEMBER 30, 2019

This week’s episode is entitled “ How to Start 2020 the WRONG Way ” and I banter with our MC and friend, Paul Roberts. Football does come up, but we also talk about 2020. Intercom creates more opportunities for you by booking meetings and collecting data from leads automatically. Deals don’t wait.

Pipeline 46

Pipeline Objectives and Key Results Sales Start-ups 46

SaaStr

JANUARY 3, 2020

And then in the enterprise, some of them tie them to multi-year deals, but there’s actually no impact on conversion rate from the free trial to a paid customer as a function of the contract value. Tom Tunguz: A lot of the times founders answer at, there’s a 10 X ROI story, that’s really important.

Contract 10

Contract Price Commission Conversion 10

SaaStr

OCTOBER 29, 2019

Join us at SaaStr Annual 2020. I was on the product team and saw this opportunity for us to work more cross functionally across the company and focus heavily on retention and monetization. If you are a price sensitive customer, you need to get from A to B, but you’re willing to walk a few blocks to go meet your driver.

Price 40

Price X-functional Cross-sell Growth 40

SaaStr

FEBRUARY 11, 2020

Join us at SaaStr Annual 2020. More meetings, more qualified meetings, more proposals, more deals. So, you have your activities at the top and then those activities are resulting in positive email responses or social responses, meetings. What that means is, okay, you’re getting meetings if you have this program.

Growth 77

Growth Niche Hospitality X-functional 77

SaaStr

FEBRUARY 25, 2020

Join us at SaaStr Annual 2020. Because it’s not so much focused around X, Y, Z NPS score. The customers’ needs are constantly changing and you have to stay involved with them, make sure that their implementation is continuing to meet their needs, make sure that you are continuing to help them become a hero.

Prospecting 86

Prospecting Customers Promote X-functional 86

SaaStr

JUNE 13, 2019

Join us at SaaStr Annual 2020. And on the X-axis, we broke it out by ACV, from zero to five, all the way to 150K. One of the things that we see in venture is … I was just in a board meeting where we had this conversation. The second most common actually depends, it changes as a function of the ACV.

Contract 86

Contract Price X-functional Conversion 86

SaaStr

JULY 15, 2022

It’s pretty good, someone did a Tweet storm the other day on Zeb from ClickUp’s presentation at SaaStr Annual 2020. And the way you get it is whether it’s outbound, generally inbound events or whatever, solve a 10 X pain point, solve a unique pain point that a large enterprise has that other vendors don’t provide.

Growth 99

Growth Cross-sell Start-ups X-functional 99

SaaStr

MARCH 3, 2020

Join us at SaaStr Annual 2020. So when you talk about whether that’s Jim Eberle from Box, Matt Cooley from Quip, a lot of these people are probably unrecruitable, but you should meet them. QUESTION 4: Comp range in OTE as a function of your current revenue. Want to see more content like this? FULL TRANSCRIPT BELOW.

Sales 63

Sales Promote X-functional Up-sell 63

SaaStr

MARCH 12, 2019

Join us for SaaStr Annual 2020. Awesome revenue growth on the X axis, awesome revenue retention on the Y. If you ever asked me to come to your board meetings, I want this to be the first slide. How often we run that meeting is how fast we learn. FULL TRANSCRIPT BELOW. SaaStr, good morning. What are you doing up so early?

Growth 86

Growth Cross-sell Contract X-functional 86

SaaStr

JULY 8, 2020

We’re taking a ton of meetings, but I think in terms of quality, the best time will probably be… It hasn’t really started yet. Jason Lemkin: So, traditionally in normal and good times, there is a sort of very slow-paced pressure as a VC, which is to do X deals a year. Jason Lemkin: Let’s just-.

Pitch 63

Pitch Start-ups Up-sell Technology 63

SaaStr

MARCH 17, 2020

Join us at SaaStr Annual 2020. Rather than saying to the customer, “If you do this reference call, then you will get X,” you ask the customer for the reference call. We don’t have an account management function. Without considerations and principles Customer Reference Programs can falter. FULL TRANSCRIPT BELOW.

Clients 57

Clients Service Customers Start-ups 57

SaaStr

DECEMBER 10, 2019

Join us at SaaStr Annual 2020. And so it was this thousand X increase in terms of the size of the company. It was the number of required trainings we had to take went up by 10 X. Because I think at every single function it was sort of… If you’ve ever seen the movie 300, there’s the masses and masses.

X-functional 54

X-functional Start-ups Negotiate Real Estate 54

SaaStr

JANUARY 21, 2020

Join us at SaaStr Annual 2020. I know everyone likes ping pong, but I like quiet investor meetings. QUESTION : As a sales leader, how do you manage expectations across the organization with product and other functions? Justin used Sales Culture to grow a successful PatientPop team to 140 employees and 55 million in revenue.

Quota 105

Quota Sales Healthcare Territory 105

SaaStr

MARCH 5, 2019

Join us for SaaStr Annual 2020. Just grab ’em, find a great mentor to meet with or go meet with a Brella in SaaStr Square Park and meet a friend because that’s what we really most want you to take out of here is getting mentored and learn how to do better. ” Want to see more content like this session?

Objectives and Key Results 59

Objectives and Key Results Cross-sell Trust Product 59

SaaStr

MARCH 5, 2019

Join us for SaaStr Annual 2020. Just grab ’em, find a great mentor to meet with or go meet with a Brella in SaaStr Square Park and meet a friend because that’s what we really most want you to take out of here is getting mentored and learn how to do better. ” Want to see more content like this session?

Objectives and Key Results 54

Objectives and Key Results Cross-sell Trust Product 54

SaaStr

OCTOBER 24, 2019

Join us at SaaStr Annual 2020. I think we’re probably going to talk less about the delivery model of the architecture of the services and function and we’re going to talk more about the subscription model. There’s a lot of design function. Want to see more content like this? FULL TRANSCRIPT BELOW.

Growth 41

Growth Launch B2B Networking 41

SaaStr

SEPTEMBER 13, 2020

To say that 2020 has been unusual, and unprecedented, and momentous would all be understatements. Coincidentally, SaaStr Annual was slated to be February 5th, 2020 this year, where we were going to reveal that the cloud had passed the one trillion market cap mark, which was exactly one year after the SaaStr Annual 2019.

Non-Profits 64

Non-Profits Strategize Trust Growth 64

SaaStr

MAY 7, 2019

Join us for SaaStr Annual 2020. . Those are probably the most impactful meetings that I have every week is like all guard is down. It’s non-violent communication, but very much like here’s X, Y, Z. Join Atrium CEO and Justin.TV/Twitch Want to see more content like this? Justin Kan – CEO @ Atrium. No defense.

Trust 45

Trust Start-ups Engineering Legal 45