SaaStr

JANUARY 21, 2020

Join us at SaaStr Annual 2020. So you might be wondering who am I and why am I up here talking about sales culture? I think it’ll become clear why Jason asked me to come up and talk about this very specific topic. In the last year, I ended up working directly for the CEO doing special projects. Hey everyone.

Quota 130

Quota Sales Healthcare Territory 130

SaaStr

DECEMBER 17, 2019

Join us at SaaStr Annual 2020. Or if you’ve ever gotten a 2 cent and a 4 cent deposit into your account as you’re trying to set up direct deposit or payments transfers, that’s a pre-Plaid world. It ended up doing just fine. That lawsuit didn’t end up affecting our company long term. Ari Levy | Sr.

Finance 81

Finance X-functional Non-Profits Launch 81

SaaStr

FEBRUARY 11, 2020

Learn why it is difficult to have accurate and trustworthy outbound dashboards and how to clean up and educate your clients. Join us at SaaStr Annual 2020. They both have the same thing around, “Ah, what do I sell? It’s funny, there’s lots of cities you ask that and there’s like a couple of hands go up.

Growth 107

Growth Niche Hospitality X-functional 107

SaaStr

APRIL 23, 2019

Join us for SaaStr Annual 2020. Also, Brex is a Super Platinum sponsor for Annual 2020. How they came up with the idea of Brex, and product market fit. One, actually when Henrique and Pedro applied, they were class of 2020 Stanford, so it was literally the first year. Want to see more content like this session?

Launch 85

Launch Pitch Niche Negotiate 85

SaaStr

JULY 15, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about scaling from $1M to $10M. It’s pretty good, someone did a Tweet storm the other day on Zeb from ClickUp’s presentation at SaaStr Annual 2020. Jason Lemkin: Well, let’s break it up. So again, we could use it for any function.

Growth 117

Growth Cross-sell Start-ups X-functional 117

SaaStr

FEBRUARY 25, 2020

Join us at SaaStr Annual 2020. We have heard a lot of sessions today around ramping up your lead gen, accelerating marketing. You need to be able to do that for a second reason, which is you want to sign up customers who are passionate about what you do, that believe in what you do. Want to see more content like this?

Prospecting 92

Prospecting Customers Promote X-functional 92

SaaStr

AUGUST 7, 2020

Coupa CEO, Rob Bernshteyn, and SaaStr CEO, Jason Lemkin, will discuss how the Cloud has changed in 2020. We’ve invested in over 300 companies at Salesforce Ventures and have partnered with both of you closely and it’s been amazing to see this story up close and personal over the years. Trisha Price: Yes.

Price 79

Price Retail X-functional Healthcare 79

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 67

Product X-functional Retail Technology 67

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. First up, hiring well.

X-functional 61

X-functional Engineering Clients Start-ups 61

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. I mean, a little bit of an advantage for people this year is that Christmas and Hanukkah actually line up quite nicely. Matt Heinz.

Pipeline 57

Pipeline Sales Objectives and Key Results Start-ups 57

SaaStr

AUGUST 20, 2019

Join us at SaaStr Annual 2020. We were split up into groups. We were signing up hundreds of new paying customers every month with five sales reps. You had buy-in from the founders, so that introduction to the company really set you up well. Want to see more content like this? Sameer Dhokalia | CEO @ SendGrid.

Growth 59

Growth X-functional Start-ups Conversion 59

SaaStr

DECEMBER 31, 2019

Join us at SaaStr Annual 2020. Craig : And I think a lot of the challenges end up being that as you get really close to the customer problems and really understanding your customer’s business, you can feel very confident in in the path that you’re taking. I was up at Box with you when you were going through that.

Product 59

Product B2B X-functional Growth 59

SaaStr

JULY 8, 2020

And not only is Aileen one of the investors that many of us all look up to-. Now you open up TechCrunch or StrictlyVC or anything, you’ll see a dozen firms a week literally sometimes. I used it in kind of my breakfast pre warm-up, the crazy times we’re in. Jason Lemkin | Founder @ SaaStr. Aileen Lee: Oh, God.

Pitch 77

Pitch Start-ups Up-sell Technology 77

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 68

Clients Service Customers Start-ups 68

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.

Price 42

Price X-functional Cross-sell Drivers/motivators 42

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. There are only about 10–15 books in each discipline, so you can easily read up on the books you’re likely to need or want. Here they are… The 97 Best Sales Books in 2020. The New Solution Selling. The Little Red Book of Selling.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

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 122

Prospecting E-commerce Account management Up-sell 122

SaaStr

JULY 15, 2020

” So all the people who were whining, jumping up and down about the evils of short-termism and public markets, which I never really believed in any way, maybe you’re just factually wrong. Does it not all bubble up to even the best cloud stocks? Keith Rabois: It’s unclear which stocks a ball is up to.

X-functional 73

X-functional E-commerce Retail Growth 73

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. sign up now. X 100 = 10% customer churn rate. The pandemic didn’t just disrupt sales. How is it measured?

X-functional 98

X-functional Sales Growth Contract 98

SaaStr

APRIL 24, 2020

They are coming up on $10m ARR but aren’t there quite yet, so a lot like a lot of you, or where you’ll be soon enough. 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.

X-functional 92

X-functional Strategize Retail Technology 92

SaaStr

MARCH 10, 2020

Hiring senior leaders can set companies up to fail and see how sticking with a current, successful model can be the key to hypergrowth. Join us at SaaStr Annual 2020. So if you cannot sell them software, your only alternative is to build a business to compete with them. Want to see more content like this? FULL TRANSCRIPT BELOW.

Government 101

Government Up-sell Contract X-functional 101

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. And I ended up joining the team at that very early seed stage. And without doing this, it’s actually extremely difficult to be effective at selling B2B products. This is crazy. I love these people. I love their vision.

B2B 85

B2B Start-ups Product Real Estate 85

SaaStr

MARCH 12, 2019

Join us for SaaStr Annual 2020. What are you doing up so early? What’s the failure rate for a Series A start up? What’s the failure rate of a Series C start up? We are screwing up the scale. Awesome revenue growth on the X axis, awesome revenue retention on the Y. FULL TRANSCRIPT BELOW.

Growth 104

Growth Cross-sell Contract X-functional 104

SaaStr

MARCH 3, 2020

Join us at SaaStr Annual 2020. So the title of my presentation is The Playbook To Hiring Your First VP Of Sales And Not Screwing It Up. The best recruiters that ended up with getting the best VPs of Sales do it over six months, a year, sometimes more than that. Want to see more content like this? FULL TRANSCRIPT BELOW.

Sales 87

Sales Promote X-functional Up-sell 87

SaaStr

JANUARY 3, 2020

So a huge thank you for putting up with these dulcet British tones once again. So we ran a free trial survey because we found that in most of our startups, many of them at all different price points, even starting around 1K is obvious, but going up to 150K ACV, they were running free trials as part of their marketing campaign.

Contract 11

Contract Price Commission Conversion 11

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. And we tried to make up a metric. And two thoughts I came up with. Come in here and tell us what you think is screwed up.

Objectives and Key Results 72

Objectives and Key Results Cross-sell Trust Product 72

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. And we tried to make up a metric. And two thoughts I came up with. Come in here and tell us what you think is screwed up.

Objectives and Key Results 61

Objectives and Key Results Cross-sell Trust Product 61

SaaStr

OCTOBER 24, 2019

Jos White of Notion and Christian Lanng of Tradeshift team up to show you how to work within, and sometimes around, rules in the workplace. Join us at SaaStr Annual 2020. Most people thought that Benioff, he should sell at one billion. Work smarter, not harder. Want to see more content like this?

Launch 48

Launch B2B Growth Networking 48

SaaStr

FEBRUARY 21, 2020

David Skok: So I graduated with a computer science degree in the early days of that craft and few months after leaving college, I found a problem and I wrote some code to solve it and accidentally without even thinking what I was doing, I ended up creating a startup. What’s the playbook?” Harry Stebbings: I would love you to.

Non-Profits 84

Non-Profits Up-sell Start-ups Product 84

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 59

X-functional Start-ups Drivers/motivators Go To Market 59

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 100

GTM Gambling B2B E-commerce 100

Sales Hacker

MARCH 11, 2025

34:10 Tips on setting up a Customer Advisory Board (CAB). 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.

GTM 77

GTM Growth X-functional Referrals 77