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. But when we stepped back and thought about it, and talked to some of our companies, the reality is, if you’re selling to an enterprise, you have way more seats to sell, there are way more departments to sell to.

Contract 101

Contract Price X-functional Conversion 101

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 99

Drivers/motivators X-functional Trust Cross-sell 99

SaaStr

DECEMBER 17, 2019

Join us at SaaStr Annual 2020. Zach : Well, I guess in the truest sense we do sell software as a service. Ari : And who are you selling to? Zach : Yeah, we call it selling through the basement. And now as we built our sales team, it’s all about helping the product managers sell up through the organization.

Finance 85

Finance X-functional Non-Profits Launch 85

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 85

Launch Pitch Niche Negotiate 85

SaaStr

AUGUST 7, 2020

Coupa CEO, Rob Bernshteyn, and SaaStr CEO, Jason Lemkin, will discuss how the Cloud has changed in 2020. I had some fun talking about Ariba which we’re in 2020, Coupa isn’t really an Ariba 2.0 But do folks want even more from trusted brands now in 2020, and even more after March 15th?

Price 86

Price Retail X-functional Healthcare 86

SaaStr

FEBRUARY 25, 2020

Join us at SaaStr Annual 2020. Because it’s not so much focused around X, Y, Z NPS score. And regardless of what product you sell, you’re going to be able to create champions where you can help be a career game changer for them. Want to see more content like this? Kathy Lord | SVP @ Sage People. You know why?

Prospecting 96

Prospecting Customers Promote X-functional 96

SaaStr

JANUARY 21, 2020

Join us at SaaStr Annual 2020. I used to think that I could go into healthcare and pull a med device rep who was selling million dollar towers on a six-month sales cycle. QUESTION : As a sales leader, how do you manage expectations across the organization with product and other functions? Want to see more content like this?

Quota 132

Quota Sales Territory Healthcare 132

SaaStr

FEBRUARY 11, 2020

Join us at SaaStr Annual 2020. They both have the same thing around, “Ah, what do I sell? If you’re one or if you work for one, I need to decide, “Hey, we’re getting X from if channels, partners, inbound … ” Of course, inbound is such a group stuff, partners, inbound, outbound. What do I do?

Growth 110

Growth Niche Hospitality X-functional 110

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 64

X-functional Engineering Clients Start-ups 64

Sales Hacker

JANUARY 12, 2021

The future of selling in a post-COVID world [24:48]. Guided selling with Revenue Grid allows you to guide reps step-by-step through every deal, reducing guesswork and increasing consistency so your teams have the best odds with every opportunity in the pipeline. Who is Mark Levinson and what is Bazaarvoice? [1:40]. Remote work?

Product 66

Product X-functional Retail Technology 66

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. How, if no one’s heard of you, do you sell to big companies? So again, we could use it for any function. But if you have a 10 X solution to a core problem, just market it in the US.

Growth 117

Growth Cross-sell Start-ups X-functional 117

SaaStr

AUGUST 20, 2019

Join us at SaaStr Annual 2020. ” Because we were at this existential crisis of are we a, let me see if I remember it, are we an email company that happened to start selling to developers, or are we a developer services company who happened to start with email? Instead of spending X millions per year, could we spend 2X?”

Growth 62

Growth X-functional Start-ups Conversion 62

SBI

DECEMBER 18, 2020

CHICAGO – December 16, 2020 : Mediafly , a provider of sales enablement technology, content management and advisory services that create interactive, value-based selling experiences, today announced its Winter product update. Marketing doesn’t function in a vacuum; the success of sales and marketing is completely interdependent.

Product 26

Product X-functional UX Healthcare 26

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. How to start 2020 the wrong way. You’ll sell more, more efficiently like Intercom user Elegant Themes. Paul: Right.

Pipeline 48

Pipeline Sales Objectives and Key Results Start-ups 48

SaaStr

DECEMBER 31, 2019

Join us at SaaStr Annual 2020. So that was an easy sell there. How do we get the functionality of Salesforce out there in the field and on the phone? It Has really, really deep functionality. Bela : So having a look at, “Hey, if our user activity is at point X, how will it get to 10X? Does it matter?

Product 64

Product B2B X-functional Growth 64

SaaStr

MARCH 17, 2020

Join us at SaaStr Annual 2020. I remember in my first week or two at Talkdesk I had one of the sales leaders come up to me and say, “Hey, we’re going to need a reference for this customer that we’re trying to close to help us help sell the deal.” So much of what Talkdesk sells on is innovation and trust.

Clients 75

Clients Service Customers Start-ups 75

SaaStr

JULY 8, 2020

Look, okay, let’s say half your business sells to eCommerce, but 20% sells to live events. 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. Well, do the math in your head. You should still be growing, but growing more slowly.

Pitch 84

Pitch Start-ups Up-sell Technology 84

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 value speed, you might up in for an Uber X. I had a cross functional team that owned pricing and packaging. Hi, everybody.

Price 45

Price X-functional Cross-sell Drivers/motivators 45

Sales Hacker

MARCH 2, 2020

Here they are… The 97 Best Sales Books in 2020. The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling. Agile Selling. Spin Selling. Insight Selling. Spear Selling. The Psychology of Selling. Buyer-Centered Selling.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

SaaStr

JULY 15, 2020

And so obviously the people that need consumers to spend money for their revenue and then their contribution margin just had no shot of selling things, look at model T-shirts or something. People are buying and selling houses. Literally, our plan for the year was to grow or plan for 2020 would be to grow more than 3X, which is great.

X-functional 80

X-functional E-commerce Retail Growth 80

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 121

Prospecting E-commerce Account management Up-sell 121

Salesforce

OCTOBER 26, 2021

Before 2020, sales teams hummed on leads in pipe, one-off sales (digital and in-person), and pipeline velocity. But in the wake of COVID-19, digital adoption soared, pushing widespread remote buying and selling. X 100 = 10% customer churn rate. The pandemic didn’t just disrupt sales. It caused a seismic shift.

X-functional 98

X-functional Sales Growth Contract 98

SaaStr

APRIL 24, 2020

Number one is they didn’t really have an enterprise software selling group when they bought Omniture, so that route to market was something they were very interested in creating. And going through the process of selling boxed software in stores to selling online delivery of the application, it’s crazy.

X-functional 95

X-functional Strategize Retail Technology 95

SaaStr

FEBRUARY 14, 2020

Jaleh Rezaei: So I could look back at 400, 500 employees and say we have a particularly analytical approach when it comes to problem solving because of X, Y, Z hire or because of these things that we implemented when we were very early and there’s good and bad that comes with that.

B2B 91

B2B Start-ups Product Real Estate 91

SaaStr

MARCH 10, 2020

Join us at SaaStr Annual 2020. You have a business that has figured out how to sell into an industry that needs IT and the budget is just exploding, which is obviously why he regrets parting ways with EchoSign when he did. So if you cannot sell them software, your only alternative is to build a business to compete with them.

Government 108

Government Up-sell Contract X-functional 108

SaaStr

MARCH 12, 2019

Join us for SaaStr Annual 2020. Awesome revenue growth on the X axis, awesome revenue retention on the Y. And I think it comes out of the 80s and 90s and how we used to sell with shelfware. We really only know how to sell the mid market companies through inbound demand gen. FULL TRANSCRIPT BELOW. SaaStr, good morning.

Growth 106

Growth Cross-sell Contract X-functional 106

SaaStr

MARCH 3, 2020

Join us at SaaStr Annual 2020. QUESTION 4: Comp range in OTE as a function of your current revenue. QUESTION 5: How do you know when to … You know, the challenge of topping an existing early employee that’s in a sales function of sorts versus just promoting that early employee? Want to see more content like this?

Sales 91

Sales Promote X-functional Up-sell 91

SaaStr

MARCH 5, 2019

The entire company was told about us selling our chat products Stride and Hipchat to our largest competitor in the space, Slack, four days before the news went out. Join us for SaaStr Annual 2020. ” But that could be, again, in some function in a company or some part of a company or some geo of a company.

Objectives and Key Results 77

Objectives and Key Results Cross-sell Trust Product 77

SaaStr

MARCH 5, 2019

The entire company was told about us selling our chat products Stride and Hipchat to our largest competitor in the space, Slack, four days before the news went out. Join us for SaaStr Annual 2020. ” But that could be, again, in some function in a company or some part of a company or some geo of a company.

Objectives and Key Results 64

Objectives and Key Results Cross-sell Trust Product 64

SaaStr

OCTOBER 24, 2019

Join us at SaaStr Annual 2020. Most people thought that Benioff, he should sell at one billion. 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.

Launch 53

Launch Growth B2B Networking 53

SaaStr

FEBRUARY 21, 2020

The first one I think is to figure out how to repeatedly sell what you’ve got. You’re going to be looking for this question about who are you selling to? Who do you need to sell to in the organization? What price points you will you sell at? What’s the playbook?” Do you need field salespeople?

Non-Profits 87

Non-Profits Up-sell Start-ups Product 87

SaaStr

JANUARY 10, 2020

Harry Stebbings: Welcome to the very first SaaStr podcast of 2020. Where you can also suggest future guests for the show, but to our first guest of 2020, and I’m thrilled to welcome Bob Moore. I’m very excited to welcome the first guest of 2020, Bob Moore, co-founder and CEO at Crossbeam.

X-functional 64

X-functional Start-ups Drivers/motivators Go To Market 64

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. And so what would you do find is in the SMB, some of the companies tie the free trials to month to month.

Contract 12

Contract Price Commission Up-sell 12

Sales Hacker

JANUARY 21, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Rob Giglio is the Chief Customer Officer at Canva, where he oversees Canvas sales and go-to-market functions. 19:38 – Selling a massive transition to enterprise customers. 44:34 – The importance of in-person interaction.

GTM 101

GTM Gambling B2B E-commerce 101

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 78

GTM Growth X-functional Referrals 78