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? I started a little legal software company with my Dad in South America.

Contract 47

Contract Price Commission Conversion 47

Sales Hacker

APRIL 21, 2022

SaaS companies tend to follow a typical path, and it almost always leads to moving up-market and enterprise sales. But as SaaS startups mature, they usually start moving up-market. This is why most SaaS companies eventually move up-market and start focusing on bigger deals.

Legal 87

Legal Cross-sell Contract Price 87

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 101

Finance GTM Cross-sell SQL 101

SaaStr

AUGUST 27, 2019

In addition to sales comps go to super power is a mean karaoke rendition of, Since You’ve Been Gone. Jessica Lin: Next up we have Michaela Lairs, senior director of finance at Movable Ink, a digital marketing platform, and also a veteran of top enterprise startups in New York City. But also what is my go to market motion?

Territory 55

Territory Contract Cross-sell Drivers/motivators 55

SaaStr

SEPTEMBER 18, 2020

You start this business. It starts growing. And luckily, he was an investor and an operator, and so he had started a business and grown it. I go, “Look, Randy. You guys just tell me what to do, and I’ll just go do that. What’s that going to do to your company? How were you not being heard?

Account management 96

Account management Engineering Launch Start-ups 96

Sales Hacker

FEBRUARY 5, 2019

If you have a product that is absolutely crushing it in SMB/mid-market, you may be tempted to dive straight into the Enterprise market. Who could avoid dreaming of those seven-figure deal sizes, 3-year contracts, and trophy logos? Related: The SaaS Executive’s Guide To Building A Winning Go-To Market Strategy.

Product 58

Product Contract Cross-sell Account management 58

SaaStr

AUGUST 20, 2020

343: Kyle Parrish is the Head of Sales @ Figma, the company that helps teams create, test and ship better designs from start to finish. At what stage does culture and process really start to break? * For those that do not know, Figma helps teams create, test, and ship better designs from start to finish. What worked?

Sales 81

Sales Price Quota Start-ups 81

Sales Hacker

MAY 20, 2019

In case you missed PODCAST 57: Career Progression as a Concentric Circle to Become Top Manager w/Ashley Grech. How to better optimize your go to market. With Conga, you can simplify documents, automate contracts, and execute esignatures so you can focus on accelerating sales cycles and closing business faster.

Consult 63

Consult Technology Technology Networking 63

Sales Hacker

MAY 20, 2019

In case you missed PODCAST 57: Career Progression as a Concentric Circle to Become Top Manager w/Ashley Grech. How to better optimize your go to market. With Conga, you can simplify documents, automate contracts, and execute esignatures so you can focus on accelerating sales cycles and closing business faster.

Consult 49

Consult Technology Technology Networking 49

SaaStr

JUNE 16, 2020

Matt Garratt: All of our mid-market business and we are going to be talking about how our portfolio companies and how Salesforce ventures, and how Salesforce is shifting our go to market strategies during these very uncertain times and really excited to have Adnan here, one of the best sales leaders I’ve ever had the privilege of working with.

GTM 67

GTM Healthcare Pipeline Sales 67

SaaStr

MAY 10, 2019

Currently growing 100% year over year, working with companies to un-silo their operations and create one strategic revenue ops team to support their Go To Market strategy. In the past, Go Nimbly has helped companies like Zendesk, Twilio, PagerDuty and Coursera to achieve alignment and increase revenue by 26%.

X-functional 55

X-functional SQL Pipeline GTM 55

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? So a huge thank you for putting up with these dulcet British tones once again.

Contract 10

Contract Price Commission Conversion 10

SaaStr

NOVEMBER 22, 2019

Listen to the start of the episode for a promo code to our upcoming events! Harry Stebbings: That’s far to kind of you, but I do want to start today with a little bit about you. I started my career as an Oracle DBA and a failed Java developer and realized pretty quickly that I wasn’t great at that.

Start-ups 66

Start-ups Customers Objectives and Key Results Growth 66

The Lost Book of Sales

JULY 12, 2021

If you enjoy what you read and would like to receive a very occasional, hand-crafted update from me into your inbox, feel free to sign up below. Basics: Markets and segmentation. Starting to cross the chasm. As the kids like to say: What’s up with that? Here are some previous issues of the newsletter.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SBI

NOVEMBER 7, 2019

And it all starts with understanding your customers and what needs to. ZoomInfo powered by DiscoverOrg is a powerful sales prospecting and go-to-market solution for salespeople, marketing, and even C-Level execs. DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success.

Customers 20

Customers Tradeshows Technology Technology 20

Sales Hacker

FEBRUARY 16, 2024

That’s because these tools are built on static databases, playing cat-and-mouse to keep up with job titles changes, employee turnover, and bouncing emails. If your team has invested time in a stellar marketing campaign, it can be disheartening for those messages to get flagged as spam or end up in dormant and nonexistent inboxes.

GTM 95

GTM Quota Construction Contact 95