SaaStr

FEBRUARY 28, 2022

Back to getting on jets, doing real events and field marketing, but also … living primarily distributed start-up lives, on top of Zoom. Many of you will have little to no dedicated help in sales operations , even up to $10m ARR or beyond. Start off with a buddy system, if you can make that work. Do the opposite.

Quota 97

Quota Sales Contract Start-ups 97

Partners in Excellence

FEBRUARY 17, 2024

But when my client started talking to end users–people in procurement/logistics/manufacturing, they realized there were monstrous issues. These unhappy customers were taking a lot of sales time, demanding the account managers fix the problem or contracts would be cancelled.

Manufacturing 77

Manufacturing Clients Contract Presentation 77

Gong.io

AUGUST 3, 2022

Closing new contracts is important, but retaining and increasing revenue from existing accounts is crucial for maintaining and growing ARR. For product-led growth teams, onboarding sequences are generally automated. frontline managers, individual contributors, by department or by role). Retention and expansion.

Customers 87

Customers Cross-sell Contract Price 87

Lead Fuze

JUNE 28, 2023

In this blog post, we will explore the role of sales representatives – from negotiating contracts and identifying leads effectively, to building relationships with potential clients. They conduct business operations, negotiate contracts, identify leads, contact prospects, and close deals. Active Listening: Listen up, buttercup.

Negotiate 52

Negotiate Territory Contract Technique 52

SaaStr

OCTOBER 6, 2019

When a great SaaS business starts to come together, and crosses Initial Traction ($1-$1.5m), growing nicely (8-10%+ Month-over-Month Growth) … often times, the founders start to see the first bit of real economic returns on the model. It finally starts to make sense, this SaaS stuff. Why would this be?

Non-Profits 92

Non-Profits Growth Appointment Sales 92

SalesLoft

JULY 10, 2023

Account managers and customer success teams need technology that: Makes adoption easy for the revenue team — customers aren’t upgrading a tool they aren’t using. Automates support workflows that promote customer retention with a trigger based on the contract end date. And there’s more numbers to back that up, too.

Cross-sell 40

Cross-sell Technology Technology Account management 40

Gong.io

JULY 11, 2022

Compare that to long days on the road stuck in traffic, in the air, or on your feet, trudging through the rain going from door to door, and you start to understand the appeal. Let’s say you’re looking to implement a new email marketing campaign , and you need an email automation platform to set it up.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

SaaStr

MAY 25, 2020

At the end of the call we’ll walk through the application so you can start trying the product” — Sam Blond, CRO, Brex. In your contracts. “Pacakage in extras, all users, projects, features into the price and reduce any hidden costs in contracts. “E contract” — Julie Grieve, CEO CritonHQ.

Closing 135

Closing Process Contract Price 135

SaaStr

NOVEMBER 23, 2019

Even if you are coming up a bit short, there’s one thing I do know. They will rest up over the holiday. It all starts all over again from scratch. They throw new reps in the mix, give them a ramp up period, but training usually is weak. No one can succeed when they know they are set up for failure.

Quota 90

Quota Sales Contract Closing 90

Gong.io

JULY 27, 2022

Follow up with questions like: How are you tracking toward those goals? Plan for future growth or changes. Now, you’re going to look at what you can do to support your customer’s growth in the upcoming quarter. Ask: “Could you tell me a bit about your growth plans and future goals moving forward into the next quarter?”.

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

PandaDoc

MAY 30, 2019

It hinders accurate forecasting, hurts team morale, and slows growth. In today’s highly competitive business environment, it’s the fastest-growing technology companies that end up dominating the market. So, to be the best, you need to speed up your sales cycle. Slow down to speed up. Send better contracts.

Contract 75

Contract Negotiate Strategize Sales 75

Hubspot

JUNE 6, 2019

Finally, we’ll look at real-life sales analyst job descriptions, so you know what to expect when you start the hunt for your next move. The next step in your career growth is as senior sales analyst. National Account Manager. Finally, working to add value to existing accounts would be an important part of the role.

Finance 79

Finance SQL Strategize Account management 79

Highspot

JANUARY 6, 2021

To start with, not everyone needs to get the same training anymore. Now you can build, segment and mix modules to ensure all parts of a program are directly applicable for, say, account managers, solutions engineers or business development specialists. Are they overperforming or struggling?

Contract 52

Contract Technology Technology Pitch 52

SalesHandy

JULY 12, 2022

If you don’t have an ideal customer profile, you will end up focusing your efforts on different areas of the market. Finding and attracting new customers is a costly process from the start to the end. This in turn will result in speeding up your sales process. To identify an ideal customer start with what you already have.

Customers 59

Customers Cross-sell Represent Contract 59

Sales Hacker

JANUARY 5, 2021

And actually, we started around 2016 and now with the most recent fundraising, which was in June 2019, altogether we raised 300 million, which is quite huge, especially by European standards. So we’ve managed to scale quite impressively. Well, congratulations on the success and the growth. How old is it? How big is it?

Cold Call 94

Cold Call Start-ups Finance Up-sell 94

Lead Fuze

DECEMBER 31, 2021

When you’re setting up a sales team, it’s important to consider factors such as: Regions served. When I was first starting out in sales, the industry standard for measuring success was by using an individual contributor’s revenue. This means that it may take over two years to make up for your lost profit.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 52

Partners in Excellence

OCTOBER 27, 2013

Things we may want to do to in our planning process include: Expanding our relationships within the account–both up and down the food chain and across organizations. We may want to increase customer satisfaction, both to drive retention–perhaps we have contracts we want to renew—and to drive growth.

Account management 94

Account management Strategize Contract Contact 94

Lead Fuze

AUGUST 12, 2021

Sales Success Stories is a sales podcasts site that focuses on the people who are still picking up the phone and calling leads —not those who’ve since left the ranks of SDR and BDR. The people interviewed are actively in a sales role and offer up tips to those who are still “pounding the pavement” Best 3 Episodes: .

Drivers/motivators 98

Drivers/motivators Sales Inside sales Up-sell 98

SaaStr

MARCH 10, 2020

Hiring senior leaders can set companies up to fail and see how sticking with a current, successful model can be the key to hypergrowth. We literally pick up their goods at factories, we put it on to trucks, we take those trucks to docs and airports around the world and we literally move their cargo from point A to point B.

Government 81

Government Up-sell Contract X-functional 81

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 56

X-functional Engineering Clients Start-ups 56

Search Engine Land

JUNE 26, 2023

I’m going to take you through the basics and the process enough to give you a leg up when you are ready to bring on the vendors you have chosen. Aligning business goals Leadership support ensures strategic alignment of SEO tools with broader business objectives, integrating SEO efforts into the overall business strategy from the start.

Process 107

Process Negotiate Contract Legal 107

Hubspot

JULY 10, 2019

Customers like (if not prefer) to work with account managers and salespeople. Customers make purchases for long-term solutions, resulting in a longer sales cycle, longer contracts, and longer relationships with companies. HubSpot Tip : You can’t send marketing emails without any recipients — these people make up your lists.

B2B 101

B2B B2C E-commerce Drivers/motivators 101

Sales Hacker

APRIL 21, 2020

And what our software provides is all the components that an event planner needs or a marketing professional needs to plan a valuable event start to finish. And as I mentioned, we’re private equity backed in the growth stage of our business. We should be north of that this year, and looking to continue to accelerate growth.

Manufacturing 67

Manufacturing Start-ups Contract Clients 67

SaaStr

JANUARY 28, 2020

Aaron : The playbook for reigniting growth. So, putting a little bit more money in everybody’s pocket and creating a little more growth is probably a great topic for today. Maria is one of the top SaaS leaders in marketing, just finished up the CMO Vanna plan, which IPOed. Please sign up. Jason : All right.

Growth 84

Growth Promote Engineering Up-sell 84

Veloxy

OCTOBER 24, 2022

Use our “Sales Growth Tech Request” Email Template. When 57% of sales reps expect to miss their quota every quarter, managers need to rely on the 42% to make the team’s number. This sales tool is used to streamline the creation, management, and signing of docs. Luckily for account managers there is Scratchpad.

Quota 147

Quota Contract Account management Price 147

Sales Hacker

AUGUST 25, 2023

As always, you can catch up on past articles, podcasts and newsletters all in one place at the new home of Sales Hacker: GTMnow.com Thanks for reading The GTM Newsletter! Before Catalyst , Mark served as the VP of Sales at Outreach for an eight year run that was one of the fastest growth periods in the history of SaaS. Very simple.

GTM 52

GTM Contract Cross-sell Account management 52

Sales Hacker

APRIL 6, 2022

Let’s take a closer look at each word: Configure: Configuration of products and services ensures that what you provide is actually available, meets the buyer’s needs and specifications, and can be delivered according to the agreed-upon contract terms. Scaling sales operations. Accurate revenue forecasting.

Cross-sell 95

Cross-sell Contract Price Finance 95

Sales Pop!

MAY 20, 2023

There is the SDR—the Sales Development Rep—which warms up leads for sales reps. One of my core principles is that a good sales contract, at the end of the day, hurts both sides just a little bit—not too much on one side or the other, but just a little bit on both. There is the customer success rep, which focuses on existing customers.

Appointment 98

Appointment Education Sales Contact 98

Sales Hacker

SEPTEMBER 2, 2021

If you’ve ever used Canva or Zoom, you’ve seen product-led growth (PLG) in action. We plan to take a look at how a sales function can complement a product-led growth approach to user onboarding. If the annual contract value ranges anywhere from $2,000 to over $100,000, then you should consider a mix between the two.

Product 95

Product SQL Contract Sales 95

SaaStr

APRIL 30, 2022

In the run up to SaaStr Europa 2022 in Barcelona on June 7-8 , we’re taking a look at some of the top all-time SaaStr Europa sessions. So growth of the kind of subscription, eCommerce industry has been over 100% year on year for the past five years, according to McKinsey. Basically you can more easily start using products.

Price 92

Price Launch X-functional Contract 92

Sales Hacker

AUGUST 18, 2023

Share It seems like every second start-up founder and revenue leader I talk to these days is trying to move upmarket or ‘break into the enterprise’. On top of this, the sale cycle is longer, more bureaucracy and more legal scrutiny up there. Sales…SDR motion is also different and may end up be more “research intensive”.

GTM 68

GTM Up-sell Price Start-ups 68

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. I love search.

Start-ups 135

Start-ups Real Estate Product Networking 135

Gong.io

AUGUST 10, 2020

Which selling skills should account managers focus on building? On a recent episode of the Reveal podcast, we connected with MJ McCarthy, VP of Account Management at Everbridge, for answers to these and other questions that are top of mind for revenue leaders. Selling Skills and Account Management.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

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. Someone (usually a VC) will point out that hitting your aggressive growth numbers will be easier if you sell to larger companies.

Legal 87

Legal Cross-sell Contract Price 87

Sales Hacker

NOVEMBER 10, 2020

The key inflection moments along a journey of growth [14:25]. He’s a serial entrepreneur who started and sold a company called TrendKite. It’s a great conversation, and it’s really all about going off on your own and pushing yourself into that zone of discomfort where all personal growth happens.

Growth 75

Growth Finance Start-ups Drivers/motivators 75

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. Asia Corbett ). We told you.).

Finance 101

Finance GTM Cross-sell SQL 101

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 79

Sales Price Quota Start-ups 79