Hubspot

APRIL 2, 2018

I wanted to follow up on the proposal.”. "Do Do you have any questions about the contract?". We’d already agreed on X price. If we can come down to X price, would you sign today?”. You might be interested in our newest Feature X. ". Finally, I picked up the phone and called my prospect’s office.

Prospecting 96

Prospecting X-functional Contract Cross-sell 96

Hubspot

OCTOBER 16, 2017

That is to say, if you want your salespeople to do X, reward them financially for doing X. Increase average contract length. Acquire “seed” accounts. Manage deal flow. The more support you expect reps to give customers (such as implementation help, account management, etc.), Increase cash flow.

Commission 92

Commission Quota X-functional Non-Profits 92

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? And the first one as you said, Harry, is around annual contracts.

Contract 46

Contract Price Commission Conversion 46

SaaStr

AUGUST 15, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. I actually just got off the boat, Nick, and scurried up to make sure that I was ready to go for the presentation. So, you teed it up really well. One, it starts high up in the sales process, right?

Retail 78

Retail Start-ups Drivers/motivators Up-sell 78

SaaStr

FEBRUARY 25, 2020

We have heard a lot of sessions today around ramping up your lead gen, accelerating marketing. You want them to follow. 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. Second or third is referrals. How do you do that?

Prospecting 88

Prospecting Customers Promote X-functional 88

SaaStr

MAY 14, 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. OK, so straight up. Next up, we’ve got Nicolas Dessaigne.

Price 92

Price Start-ups Up-sell X-functional 92

SaaStr

MARCH 17, 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.” Let’s say we messed something up in the implementation. Are you willing to sign up?”

Clients 57

Clients Service Customers Start-ups 57