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. Have sane quotas.

Quota 97

Quota Sales Contract Start-ups 97

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. Hire more folks to acquire, manage and qualify leads for your reps.

Quota 91

Quota Sales Contract Closing 91

Hubspot

OCTOBER 16, 2017

Quota and OTE. Setting quota. Increase average contract length. Acquire “seed” accounts. Manage deal flow. After they’ve hit quota, they’ll probably relax instead of pushing for the next deal. The more support you expect reps to give customers (such as implementation help, account management, etc.),

Commission 92

Commission Quota X-functional Non-Profits 92

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. More account managers and farmers.

Non-Profits 93

Non-Profits Growth Appointment Sales 93

Hubspot

APRIL 20, 2020

It may take up one minute of the conversation — it might take up 15. But that's where I want to start. I want to hear where my prospects are coming from to see if they want to open up or just get down to business.". I try to use a tone that shows I really care and am curious to hear. And they're keen not to damage any.

Relationship building 78

Relationship building Prospecting Contract Quota 78

PandaDoc

MAY 30, 2019

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. Here are 14 ways you can close deals faster and set up your entire company for sustained growth. Slow down to speed up.

Contract 75

Contract Negotiate Strategize Sales 75

Lead Fuze

DECEMBER 31, 2021

When you’re setting up a sales team, it’s important to consider factors such as: Regions served. Reps were hired, trained and compensated to perform as an individual to hit a quota. When I was first starting out in sales, the industry standard for measuring success was by using an individual contributor’s revenue.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 52

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 82

Government Up-sell Contract X-functional 82

SBI

NOVEMBER 15, 2018

I’m talking about something that went above your need to hit a monthly sales quota. If you find yourself in this type of conundrum, it may be a sign that you’re working at the wrong company or for the wrong manager. At this point, you may want to start seeking other options. How long can you keep this up?

Sales 42

Sales Quota Represent Referrals 42

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

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

Veloxy

OCTOBER 24, 2022

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. One of the biggest challenges for the missed quota reps is sales readiness. This sales tool is used to streamline the creation, management, and signing of docs. Highest Rated Feature. Scratchpad.

Quota 147

Quota Contract Account management Price 147

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

Sales Hacker

SEPTEMBER 2, 2021

He describes how your business’ annual contract value dictates your “hunting strategy,” i.e. how you acquire, onboard, and retain new customers. What you end up “hunting” for largely dictates whether you should adopt a sales-led, product-led, or sales-assisted approach to user onboarding. Avoid this at all costs.

Product 95

Product SQL Contract Sales 95

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

Hubspot

NOVEMBER 28, 2022

If you’re looking for a scalable, user-friendly lead management tool, then you’ll love HubSpot. You can start with our free Sales/CRM features, and upgrade to the Sales Hub once you’ve scaled your lead generation and sales campaigns. Sales Hub plans start at $45 per month. Pricing: Prices start at $15 each month per user.

Territory 73

Territory Price CRM Lead generation 73

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

SaaStr

AUGUST 27, 2019

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. I’ll start because I’m living this right now, and where we’re contract value. So next up an early sales team. So Michaela?

Territory 55

Territory Contract Cross-sell Drivers/motivators 55

SaaStr

JANUARY 28, 2020

Maria is one of the top SaaS leaders in marketing, just finished up the CMO Vanna plan, which IPOed. And so, she can, and Anthony just finished up basically going from the first sales hire at Gainsight at almost 100 million in revenue and has just retired. Please sign up. I mean, half of downtown Palo Alto was boarded up.

Growth 85

Growth Promote Engineering Up-sell 85

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

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 137

Start-ups Real Estate Product Networking 137

Salesmate

OCTOBER 26, 2021

They are team players and work towards bringing everyone up along with themselves. Start My Trial Now! Start My Trial Now! A farmer salesperson’s personality is a requisite combination of behaviors, driving forces, acumen, competencies, education, experience, and background to perform account manager sales roles.

Represent 52

Represent Sales Angle Account management 52

SalesLoft

AUGUST 10, 2023

That new way starts with your sales workflow. Our AI-powered workflow engine, Rhythm , prioritizes actions based on buyer behavior, account data, and revenue outcomes with pipeline generation activities integrated from the very start. Worse yet, everyone is being asked to do more with less. Low on pipeline?

Pipeline 52

Pipeline Cross-sell A/B testing Contract 52

PandaDoc

MAY 24, 2023

Before we zero in on the important qualities of a sales enablement manager, we need to wrap our heads around the very definition of this role. We all seem to know what sales managers, account managers, and business development managers do — but who in the world is a sales enablement manager?

Objectives and Key Results 52

Objectives and Key Results Cross-sell Appointment Legal 52

Sales Hacker

APRIL 10, 2019

Let’s get started, shall we. Once created, it keeps both the selling team and buying team on track –– working together to punch through the list until the product/ service is up and running and delivering on the seller’s promise of value. Best of all, it helps you quickly identify a deal that could end up going nowhere.

Process 83

Process Contract Sales Up-sell 83

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

Hubspot

NOVEMBER 7, 2023

Get started below. Best Practices for Using CRMs Choosing the Right CRM Core CRM Features Get Started with HubSpot CM+RM What is CRM? CRM, or customer relationship management, is a strategy companies use to track customer relationships from pre- to post-sale. 5 Benefits of CRMs Customer data management. What is CRM?

CRM 75

CRM Contact Contract Objectives and Key Results 75

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

JUNE 16, 2020

So we surveyed a portfolio over a couple of surveys and to set this up, this is largely a company that are Series A Series B, and Series C, 80% of the companies fell in that category. So think of this as more direct sales, mid market and up kind of earliest to early growth stage companies to sort of think about the survey results.

GTM 67

GTM Healthcare Pipeline Sales 67

Lead Fuze

AUGUST 5, 2021

24 Examples of Sales Follow Up Email Subject Line. The Gist: You can almost not keep up with the sheer volume of content generated by the sales (Read. Email Open Rates By Industry: See How You Stack Up. Sales is definitely part of Nancy’s genetic make-up. The B2B Marketer’s Quick Start Guide: ABM Orchestration.

Negotiate 98

Negotiate Sales Retail B2B 98

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. more likely to hit quota. Video Reviews. Sales Efficiency. Prospect Intelligence.

Customers 20

Customers Tradeshows Technology Technology 20

Sales Hacker

FEBRUARY 16, 2024

If your reps have $1M quota, then every day is worth $4,000 in revenue. When you break the value of each day and even each minute down, it’s easier to realize how intentional time needs to be spent in order to hit quota. Start-ups to watch: Document Crunch: Announced their $9M Series A round. So, Wiza was built.

GTM 95

GTM Quota Construction Contact 95

SaaStr

OCTOBER 25, 2019

Before Assist, Liat spent 6 years at Twitter where she first hand saw their hyper-growth, managing a team of 40 across New York and SF and also Liat achieved 102% to quota on average every year. Finally before Twitter, Liat was VP of Sales @ Revolution Prep where she led and managed 7 offices. Loving our podcast content?

E-commerce 43

E-commerce Start-ups Product Price 43