Hubspot

MARCH 6, 2018

So where should you start? We’ve pulled together an introduction to all things “sales process” to help you get started down the road toward defining what your company’s ideal sales process should look like. Working backward might look something like this: One week of deliberation before a signed contract. Right here.

Process 101

Process Objectives and Key Results Sales Negotiate 101

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. Pump up the deal size (31:15). ? The first was as a Strategic Account Manager where I had a handful of named accounts. What You’ll Learn. Jamal’s first ever big deal (04:11). ?

Consult 61

Consult Contract Closing Up-sell 61

SaaStr

JULY 24, 2019

Hopefully, you could leave this session enabled with a handful of action items or ideas that you can take back to your organizations in order to start to move the needle on net retention. That really helps to reduce purchase friction and allow the CSM to grow the account without working on contracts. First up, hiring well.

X-functional 58

X-functional Engineering Clients Start-ups 58

SaaStr

JULY 22, 2020

I’m not ashamed to admit that when I set up our first SaaS sales comp plan, I had no idea what I was doing. In my first start-up, yes I sold to the enterprise. At first, I just made up a plan. Then, as we first scaled up a sales team, we ended up literally copying Salesforce’s comp plan.

Commission 145

Commission Quota Inside sales Sales 145

Hubspot

FEBRUARY 7, 2018

Chances are, you’ll need to start as a business development rep and work your way to an account executive position. On the other hand, if you go into manufacturing sales, you’ll probably be responsible for handling deals from start to finish. Account Executive (AE). Account Manager. Sales Manager.

Territory 94

Territory Commission Outside Sales Account management 94

Openview

APRIL 3, 2018

I recently caught up with a sales rep for a Fortune 500 company that has rolled out an overly complex comp plan with a complicated series of multipliers and significant number of SPIFFs (Sales Performance Incentives. Direct sales reps get comped on the initial sale and hands the customer off to Account Management on day one.

Commission 72

Commission Account management Quota Sales 72

Sales Hacker

FEBRUARY 14, 2022

What happens when a Global Head of Sales, an Inside Sales Director, and an Account Executive walk into a bar? Do they start playing hackysack? Jonathon Ilett, David Bentham, and Charlie Beale explain how Cognism went from zero to signing NASDAQ 100 on packages up to 150 seats all within six months. . Assumptions vs. reality .

Legal 83

Legal Cold Call Contract Inside sales 83

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? Should sales commission be paid on renewals?

Contract 47

Contract Price Commission Conversion 47

SaaStr

APRIL 16, 2023

As we gear up for SaaStr Europa 2023 in London on 6-7 June and SaaStr Annual 2023 in the SF Bay Area on 6-7 September , we wanted to take a look back at some of our most iconic speakers and sessions from over the year, that we can still learn from today. David, I want to start with you to get some of your thoughts.

Start-ups 138

Start-ups Real Estate Product Networking 138

Sales Hacker

APRIL 21, 2021

If the answer is “yes” to all three, now is the best time to get started in a revenue operations job. 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. Revenue Accountant.

Finance 100

Finance GTM Cross-sell SQL 100

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. Either work or not work.

Territory 55

Territory Contract Cross-sell Drivers/motivators 55

Sales Hacker

SEPTEMBER 7, 2021

Leaders at every stage and their teams can get started today at jointpavilion.com. That’s why I started the business. There’s the misconception that if I hire a chief revenue officer, then my sales are going to go up. That’s where my skills really took off because we started looking at things like best practices.

Trust 92

Trust Cold Call CRM Start-ups 92

ConversionXL

NOVEMBER 13, 2019

I asked more than a dozen successful agency CEOs to share how they’ve navigated critical moments—getting started, landing (and keeping) clients, scaling teams, and marketing their agency. Professional networks are the starting point (and growth engine). Spoiler alert: It all comes down to people.

Referrals 110

Referrals Clients Networking Growth 110

SaaStr

JANUARY 3, 2020

Listen to the start of the episode for a promo code to our upcoming events! 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? Should sales commission be paid on renewals? Loving our podcast content?

Contract 10

Contract Price Commission Conversion 10

Sales Hacker

NOVEMBER 10, 2020

He’s a serial entrepreneur who started and sold a company called TrendKite. And we help make sure that you are protected through the ups and downs, the rollercoaster ride that is the journey of your life. You started out by calling me a luminary. AJ Bruno: Yeah, we’re starting at the end, I love it.

Growth 75

Growth Finance Start-ups Drivers/motivators 75

ConversionXL

NOVEMBER 13, 2019

I asked more than a dozen successful agency CEOs to share how they’ve navigated critical moments—getting started, landing (and keeping) clients, scaling teams, and marketing their agency. Professional networks are the starting point (and growth engine). Spoiler alert: It all comes down to people.

Referrals 49

Referrals Clients Networking Growth 49

SBI

NOVEMBER 7, 2019

And it all starts with understanding your customers and what needs to. Unika’s Smart Proposal Generation frees up your sellers from manual proposal creation, by using time-saving features to create proposals from the ground up; simply. Video Reviews. Sales Efficiency. Prospect Intelligence. Industry News. Sales Enablement.

Customers 20

Customers Tradeshows Technology Technology 20