Sales Hacker

MARCH 2, 2020

Here they are… The 97 Best Sales Books in 2020. 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 Challenger Sale. The New Solution Selling.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

Salesforce

OCTOBER 26, 2021

Before 2020, sales teams hummed on leads in pipe, one-off sales (digital and in-person), and pipeline velocity. Success metrics, like quotas, reflected these topline goals. 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-functional 98

X-functional Sales Growth Contract 98

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 119

Prospecting E-commerce Account management Up-sell 119

SaaStr

JULY 15, 2020

Literally, our plan for the year was to grow or plan for 2020 would be to grow more than 3X, which is great. X and it’s not [inaudible 00:20:29]. I mean, there’s a couple public companies, several private companies, but it had step function. What I mean step function, I’ll give you some real numbers.

X-functional 69

X-functional E-commerce Retail Growth 69

SaaStr

MARCH 10, 2020

Join us at SaaStr Annual 2020. We also didn’t try to build a lot of the centralized functions too early. They’ve never missed a quota. Would you like to talk to one of our reps about X?” Rely on your success, know you are doing something right and scale faster. Want to see more content like this?

Government 96

Government Up-sell Contract Start-ups 96

SaaStr

MARCH 12, 2019

Join us for SaaStr Annual 2020. Awesome revenue growth on the X axis, awesome revenue retention on the Y. Let’s really triple down and mid market inbound, that’s what we know how to do, and let’s set up three cross functional experiment teams and keep them small. Marketing on a revenue quota, yeah.

Growth 103

Growth Cross-sell Contract X-functional 103

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. The first is do you retire quota at the same rate for renewal as you do for new business? Tom Tunguz: That’s really important.

Contract 11

Contract Price Commission Conversion 11

SaaStr

FEBRUARY 21, 2020

I would like to get back from them at least four times that in the way of quota that they achieve and ideally probably higher than that. So four to six is the numbers that we should have as targets to go for, for what quota should be set up. Are we seeing the blurring of lines between these functions, do you think?

Non-Profits 80

Non-Profits Up-sell Start-ups Product 80

Sales Hacker

MARCH 11, 2025

Guest Speaker (Cassie Young): LinkedIn Primary VC Host (Scott Barker): LinkedIn Newsletter Find GTMnow (GTMfund’s Media Brand): Website LinkedIn Twitter/X YouTube Podcast Sponsor: Pursuit The best talent isn’t actively job hunting. And hindsight is 2020. 15:53 Driving alignment through northstar metrics and incentives.

GTM 75

GTM Growth X-functional Referrals 75