Sales Hacker

OCTOBER 10, 2019

Salesforce objects can be categorized as either Transactional or Customer Records. Customer Record Objects. Customer Records store firmographic and technographic data. Firmographic data is relevant for customer segmentation, with information about geographic area, number of employees, annual revenue, and industry.

Government 58

Government Process Objectives and Key Results Commission 58

Lead Fuze

DECEMBER 31, 2021

Size of customers. Risk of poor customer experience due to many handoffs.Additional costs from specialization. It’s hard to provide a great customer experience when there are so many people involved in the process. One on one contact with a customer is the key to success in this Island model. Customer/account size.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 52

SaaStr

APRIL 16, 2023

” What we have, we call them account managers, and there’s no outbound. It’s almost like midwifing the sale, as opposed to being a salesperson, so we can… Jason : No one’s on commission today. Stewart : I believe we can have no commissions forever. Jason : Forever.

Start-ups 136

Start-ups Real Estate Product Networking 136

SaaStr

AUGUST 27, 2019

This panel will speak tactically to various comp design options as a way for management to determine and promote ideal behavior in their front-line teams. First step, we have who has worked with a number of SAAS companies in New York City as a CFO, and is now CEO of Concert Finance, a sales commission platform. Sanj Sanampudi: Great.

Territory 52

Territory Contract Cross-sell Drivers/motivators 52

SBI

OCTOBER 23, 2017

MindTickle @mindtickle MindTickle offers one of the industry’s most comprehensive readiness solutions for closing the knowledge and skill gaps found in customer-facing teams. ModelN @ModelN Model N is a global leader in Revenue Management, maximizing revenue with quoting, contracting, pricing, rebating, channel and compliance solutions.

Commission 56

Commission Contract Sales Networking 56

Hubspot

MARCH 6, 2018

Sales process” most often refers to a repeatable set of steps your sales team takes with a prospect to move them from early stage to a closed customer. The salesperson might bring a engineer or executive to the meeting with them, to demonstrate the level of service the customer will receive and to answer more technical questions.

Process 101

Process Objectives and Key Results Sales Negotiate 101

SaaStr

MARCH 1, 2019

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? How should comp plans differ when comparing AEs to customer success?

Contract 46

Contract Price Commission Conversion 46

Sales Hacker

MAY 8, 2020

In it, Strategic Account Manager and top 1% performer at Oracle, Jamal Reimer, shows you how to think big and close on mega deals. The first was as a Strategic Account Manager where I had a handful of named accounts. Firstly, it was with a customer that we already had. What You’ll Learn.

Consult 61

Consult Contract Closing Up-sell 61

SaaStr

JULY 24, 2019

Gillian oversees Talkdesk’s Customer Success and Technical Support teams, partnering closely with customers to achieve their CX vision. At Talkdesk, we have achieved really amazing customer retention, net retention, advocacy, loyalty. The first is your customers have to have more stuff to buy. FULL TRANSCRIPT BELOW.

X-functional 54

X-functional Engineering Clients Start-ups 54

ConversionXL

NOVEMBER 13, 2019

We kicked off as quickly as we could, and they became a marquee customer of ours and one of our biggest success stories.” If you are a kitchen that only makes soup, and all your customers only get soup, then you can cut back on creation and training expenses. But I’m fine with that. Thus, you are scaling your output.

Referrals 110

Referrals Clients Networking Growth 110

SaaStr

JANUARY 3, 2020

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? How should comp plans differ when comparing AEs to customer success?

Contract 10

Contract Price Commission Conversion 10

Hubspot

FEBRUARY 7, 2018

Sales compensation ranges from zero-commission (retail salespeople, for example) to pure commission (your salary is completely determined by performance.) For instance, someone who loves to get to know their customers and help them achieve their goals over an extended period would likely be best in account management.

Territory 92

Territory Commission Outside Sales Account management 92

Openview

APRIL 3, 2018

The most recent revision of the comp plan was pushing a particular product – if you sold module X, your commission for the entire deal would be 20% higher. Instead, he attached that item to every single order for the 3 months the SPIFF ran, discounted it 100% and took an extra 20% commission on the other items. and exceptions.

Commission 72

Commission Account management Quota Sales 72

ConversionXL

NOVEMBER 13, 2019

We kicked off as quickly as we could, and they became a marquee customer of ours and one of our biggest success stories.” If you are a kitchen that only makes soup, and all your customers only get soup, then you can cut back on creation and training expenses. But I’m fine with that. Thus, you are scaling your output.

Referrals 49

Referrals Clients Networking Growth 49

Sales Hacker

APRIL 21, 2021

Revenue operations (RevOps) is a centralized org within a company that supports all revenue-generating business operations including Sales Ops, Marketing Ops, Customer Success Ops, and systems management. Customer experience becoming a critical revenue driver. A sales rep has won over a new customer.

Finance 103

Finance GTM Cross-sell SQL 103

Sales Hacker

SEPTEMBER 7, 2021

Ways to establish trust with customers [14:39]. There’s very little deep customer understanding. But they have no idea about the customers they’re going after, they haven’t really done any work about who the ideal client profile is. Ways to Establish Trust with Customers [14:39]. Sam’s Corner [31:55].

Trust 95

Trust Cold Call CRM Start-ups 95

Sales Hacker

NOVEMBER 10, 2020

Figuring out customer centricity [18:55]. Outreach revolutionizes customer engagement by moving away from siloed conversations to a streamlined and customer-centric journey, leveraging the next generation of artificial intelligence. And we had only two contracts to show from it. Figuring out customer centricity [18:55].

Growth 76

Growth Finance Start-ups Drivers/motivators 76

SBI

NOVEMBER 7, 2019

Seismic Acquires Percolate to Create Exceptional Content Experiences at Every Point in the Customer Journey. Seismic , the market leader for sales enablement platforms, today announced the acquisition of Percolate, a leading marketing campaign orchestration and content management platform. Doug Winter, Seismic co-founder and CEO.

Customers 20

Customers Tradeshows Technology Technology 20