Sales Hacker

APRIL 19, 2022

The “Great Resignation” has charged on in 2022, leaving sales teams especially vulnerable to higher attrition rates – and sales leaders scrambling to hire top talent. Bravado’s 2022 State of Sales Compensation Guide showed that 54 percent of reps missed their quota. Why Sales Comp Planning is Key to Rep Retention.

Commission 98

Commission Product Quota Drivers/motivators 98

Hubspot

NOVEMBER 22, 2024

You need a healthy pipeline of leads to meet those targets. ChartMogul's 2022 SaaS Growth Report finds, “The top quartile of SaaS companies reactivate close to a quarter of their lost customers.” Boo, you were ghosted by a prospect you thought for sure would convert. Long and skinny? Re-target churned customers. The result?

Lead generation 50

Lead generation B2B Sales Campaign 50

SaaStr

MARCH 7, 2023

A Look Back At 2022 Performance ICONIQ Growth leverages quarterly operating and financial data from 92 enterprise SaaS companies. It’s not a surprise or secret that 2022 was challenging, especially starting the year with 2021 growth expectations. Incentives for multi-year contracts are another tactic. Some are killing.

GTM 70

GTM Growth Profit margin Contract 70

Sales Hacker

JANUARY 12, 2023

Selling more, earning more, and one-upping your 2022 self. Which means most sellers are focused on getting better and setting goals like: A pipeline that’s 3X bigger…. Uncommon pipeline-building & prospecting practices. Uncommon practices to convert pipeline to revenue. ‘Tis the season for reflections and resolutions.

Negotiate 115

Negotiate Price Sales Up-sell 115

Salesforce

MAY 4, 2022

Salesforce has launched multiple programs in recent years to help create robust and varied pipelines of talent for our ecosystem, including the Talent Alliance , the Workforce Partner Program , and Trailblazer Scholarships. Both of those things must become true at the exact same time now. Don’t reinvent the wheel, leverage existing programs.

Meeting 98

Meeting Consult Pipeline Drivers/motivators 98

Salesforce

NOVEMBER 15, 2023

According to our 2022 State of Sales Report , 82% of sales reps say “they’ve had to adapt quickly to new ways of selling,” while still being held to their targets. Fortunately, modern sales management systems can assess sales pipelines, revenue, sales cycles , and more – often with just a few clicks.

Objectives and Key Results 111

Objectives and Key Results Sales Technique Inside sales 111

Sales Hacker

SEPTEMBER 2, 2023

Pipeline analytics: Offers sales managers a view of their teams’ pipelines that goes beyond what’s available in their native SFA applications. Have you re-negotiated current contracts given the market? —- Robert Simmons – VP of Sales Yes, at time of renewal we’ve negotiated and came to mutually beneficial terms.

GTM 95

GTM Negotiate Pipeline Contract 95

SaaStr

APRIL 30, 2024

2022 was a foundation-building year, fixing a very leaky bucket where the product crushed it with the right customers, but they were closing a lot of poor-fit customers. The math only works when there’s the proper pipeline to make those reps successful. For Owner, they hired these two leaders on contract from their networks.

Go To Market 120

Go To Market GTM X-functional Objectives and Key Results 120

Capterra Sales & Marketing Software

NOVEMBER 19, 2021

To get new opportunities, you have to constantly fill your sales pipeline with high-quality leads. On average, seven out of ten B2B leads in a sales pipeline aren’t ready to purchase without some form of encouragement. Win the best customers for your small business with these outbound sales tactics.

Customers 94

Customers B2B Sales Pipeline 94

SaaStr

FEBRUARY 14, 2024

What’s in the pipeline?” At Hubspot, there is a contract management team under the umbrella of customer success that owns some of the renewals process, and they’re measured on customer dollar retention. Renewals have taken priority over engagement compared to 2022, and then expansion follows. What’s the next deal?

Customers 119

Customers Cross-sell Drivers/motivators Gaming 119

SaaStr

APRIL 2, 2023

Later on, when we thought a new acquisition of raw technology was ready to scale (it wasn’t – it is now) In 2022 (like many companies), when we misread the “COVID bump” of 2021 for a secular change in software In each case, the mistake wasn’t being aggressive. Eventually, you end up with 2000 contract types for 1000 customers.

X-functional 131

X-functional Clients Growth Start-ups 131

ConversionXL

MAY 27, 2022

The state of demand generation in 2022. To fuel your pipeline and shorten the sales cycle , you have to create demand naturally. Look instead at measuring KPIs like close rate, cost per acquisition, cost per lead, conversion rates, average contract value, and lifetime customer value. Today’s buyers are more empowered than ever.

Referrals 115

Referrals Drivers/motivators Angle Trust 115

SalesLoft

AUGUST 10, 2023

With a more dynamic buyer journey, increased financial scrutiny, and diverse buying groups, revenue teams are facing declining pipeline, lower win rates, and longer sales cycles. It unlocks more pipeline for you Pipeline is a crucial indicator of revenue. Low on pipeline? Rhythm will prioritize pipeline generation plays.

Pipeline 52

Pipeline Cross-sell A/B testing Contract 52

Martech

JANUARY 20, 2022

This guide is for marketers who are looking to build their sales pipelines, acquire customers and retain existing customers with virtual events. This guide focuses on virtual events produced for business purposes, including building sales pipelines, acquiring customers and retaining existing customers. Virtual event history.

Objectives and Key Results 142

Objectives and Key Results Networking Presentation Entertainment 142

SalesLoft

NOVEMBER 27, 2023

According to The Forrester Wave: Sales Engagement Platforms, Q3 2022 , “There is a sales engagement platform available to support every seller in every industry, regardless of the buying motion.” generating sales pipeline, managing deals, engaging clients) What kind of customer support is offered?

CRM 52

CRM Pipeline Customer Relationship Management Sales 52

SalesLoft

MAY 5, 2023

To help companies grow, sellers face increased pressure to drive positive interactions with buyers, and sales leaders need deeper pipeline and deal visibility to support seller interactions.” Less vendors means less contracts, issues, and lost selling time. Not to mention many more contracts to review and sign.

Contract 52

Contract Legal Technology Technology 52

PandaDoc

MARCH 22, 2024

billion in 2022 and is forecast to reach $4.8 Streamline automation with contract tools Contract management software helps quickly find and categorize important information like financial statements and legal contracts in the large pool of documents used for due diligence. billion by 2028.

Process 52

Process Legal Contract Teamwork 52

SalesLoft

JULY 10, 2023

Sales teams need technology that: Includes deal progression workflows to keep pipeline visible and deals on track. Automates support workflows that promote customer retention with a trigger based on the contract end date. Reduces the amount of manual and administrative work with automatic CRM sync.

Cross-sell 40

Cross-sell Account management Technology Technology 40

SaaStr

JUNE 26, 2024

The message in 2022 was to keep going. Deals are contracting, not because of layoffs, but because people are managing budgets so tightly. Consumer happens faster than B2B because you can cancel a subscription in 60 seconds vs. signing 3-year contracts with Salesforce. You couldn’t raise at 27x ARR anymore because that era ended.

B2C 57

B2C Non-Profits Contract Growth 57

Hubspot

DECEMBER 23, 2022

From software that leverages your partner ecosystem to prospect databases, every tool on this list can help you fill your sales pipeline. In 2022, 29% of salespeople reported that improving sales process efficiency was their top goal, according to HubSpot research. What Is a Sales Prospecting Tool? The 19 Best Sales Prospecting Tools.

Prospecting 90

Prospecting X-functional Contact CRM 90

PandaDoc

JANUARY 10, 2023

After the scoring/prediction process, leads move further down the sales pipeline, where sales operations begin. See also: How to write a sales proposal and win clients: our 2022 guide. This AI-powered sales assistant can detect any anomalies in real-time and notify you well in advance so that your sales teams can course correct.

Closing 52

Closing CRM Legal Contract 52

PandaDoc

DECEMBER 12, 2022

Here are some of them: Pipeline and forecast management : You will be able to see how your business is doing in real-time. Service Contracts Management : You can keep track of and manage particular maintenance agreements, subscriptions, or warranties. Custom signals, KPIs, and other tools can help you forecast better.

E-commerce 52

E-commerce CRM Price A/B testing 52

Cience

JANUARY 6, 2020

Obviously, there’s a need to fill the sales pipeline with quality leads , but there’s little understanding of how providers actually achieve this goal; and more importantly, what’s necessary for their particular business. time to market, number of resources, contract lengths). Check whether they provide test leads.

Lead generation 89

Lead generation B2B Appointment Networking 89

SaaStr

AUGUST 7, 2020

Since March 15th, was there a trigger point where maybe I had a project that I was talking to Coupa, it might be a 2021, 2022, 2023 long term deployment because you have many enterprise customers. Where are we in terms of stage of pipeline? Jason Lemkin: It’s interesting because it’s different for different vendors.

Price 83

Price Retail X-functional Healthcare 83

Sales Hacker

MAY 13, 2025

How Yext evolved from managing listings to powering AI-ready data pipelines. 31:00 Seat-based pricing is dying how to move to value-based contracts. And, the ROI is gonna be built into the contract in a way that like paying per head is not. I would say after 2022 was a really tough year for revenue leaders.

GTM 73

GTM Engineering Start-ups Growth 73

Sales Hacker

MARCH 13, 2023

I am not saying that you won’t get any value from it but if you aren’t an SE or AE, or working directly with SEs/AEs and new business sales pipeline, then this wasn’t written for you. AND you will no longer look at your pipeline and think, “Where the f*ck do I start?!” Plays miniature violin for the people who just left.

Follow-up 98

Follow-up Closing Process Pipeline 98

SaaStr

JANUARY 5, 2023

Founded in 2019, Laika (an enterprise-ready compliance platform) closed a $50MM Series C by the summer of 2022. Instead, the pathway to success resembles a series of consecutive S-curves—the undulations of growth and contraction that occur in every business. Pipeline Coverage. Marketing Lead Gen. Workplace Productivity.

Contract 19

Contract Pipeline Growth Strategize 19

Salesforce

FEBRUARY 16, 2024

For instance, a 2022 Gartner survey found that 90% of sellers experience burnout, which can lead to resignations. Use tools like Sales Cloud’s Revenue Intelligence to track quota attainment, open pipelines, and deal shifts in real-time. Learn more What is sales commission? How long is your sales cycle ? Watch the demo

Commission 104

Commission Territory Quota Drivers/motivators 104

Gong.io

APRIL 25, 2022

In the sales world, automation comes in many forms — emails that trigger once a prospect clicks a link, a Slack notification that fires off when some status changes or a signed copy of a contract generated when a deal closes. No need to open CRM or pipeline management software — it all happens from within Gong. What is Gong Assist?

Contract 62

Contract CRM Sales Finance 62

PandaDoc

NOVEMBER 25, 2022

Ready to fortify your sales pipeline? It helps avoid the “RFP trap” ( replying to an RFP only to have the contract awarded to another, more favored vendor), and allows to present both the salesperson and their company as insightful experts in their field. Originally published June 4, 2019, updated November 25, 2022. Disclaimer.

Sell 52

Sell Niche Legal Up-sell 52

SaaStr

AUGUST 26, 2022

As SaaStr Europa 2022 drew to a close, attendees took one more opportunity to ask Jason questions about topics like how to navigate the current market, the future of work, playing in a crowded space, and hiring your first VP of Sales. Podcast episode 585 is an excerpt from the AMA, and you can watch the full video below. Transcript.

Quota 98

Quota Growth Product Closing 98

Sales Hacker

JANUARY 21, 2025

I imagine it was It was tough to make the decision in 2022 to move over to, to DocuSign. And then I left, um, I left DocuSign in 2022. And then, so then you have the run and then you move over to HubSpot in 2022. You better build a great pipeline. Make it simple to, um, upgrade your contract. Rob Giglio: Yeah.

GTM 100

GTM Gambling B2B E-commerce 100