SaaStr

MARCH 10, 2020

We also didn’t try to build a lot of the centralized functions too early. We didn’t ask our managers to do a ton of recruiting. Would you like to talk to one of our reps about X?” So we have a one-to-one ratio. For every seller at Flexport, there is one squad. Our bestsellers were able to keep selling.

Government 82

Government Up-sell Contract X-functional 82

SaaStr

FEBRUARY 11, 2020

Aaron Ross discusses inbound and outbound sales and how to integrate Sales and Marketing Teams to re-ignite growth. What I was going to talk about today is the playbook for reigniting or even igniting growth. Really, I’ve worked with lots of companies and really been fascinated with how do you repeat growth? Good job guys.

Growth 81

Growth Niche Hospitality X-functional 81

SaaStr

APRIL 30, 2022

So growth of the kind of subscription, eCommerce industry has been over 100% year on year for the past five years, according to McKinsey. Two is the growth of your existing customers. Just to say a little bit more about this, if you look at the sales functions are structured. Join us at SaaStr Europa 2022. Transcript.

Price 97

Price Launch X-functional Contract 97

Heinz Marketing

JANUARY 18, 2021

I left my last startup job and decided to create an independent consulting practice, helping early in growth stage companies figure out their brand strategies, their marketing strategies. It was kind of the Uber for X age. Creating a revenue growth engine is no small task, nor is it one that can be done overnight.

Pipeline 117

Pipeline Consult Sales Start-ups 117

SaaStr

MAY 14, 2023

All were growing 15%-20% a month, so we called them “The 20%ers club” Did that growth last? How’d you manage all that? First thing I did was, I didn’t focus on growth, or numbers, or ARR, or anything. And of course, going back from there, “OK, to get that kind of growth, who should we hire today?

Price 101

Price Start-ups Up-sell X-functional 101

SaaStr

FEBRUARY 25, 2020

Because it’s not so much focused around X, Y, Z NPS score. And then we transition them to support and then we give them to the account manager and then we do their renewal. And that will often in itself help drive the career growth opportunities for them. Maybe, maybe not. There are services that need to happen.

Prospecting 88

Prospecting Customers Promote X-functional 88

SaaStr

DECEMBER 17, 2019

It allows us to think more about kind of where we end with the organization, how we interact with the organization, and allows us to spend a lot of time on account management and figuring out how best to kind of create champions out of those customers we have. That allows us to have a very different go to market strategy.

Finance 61

Finance X-functional Non-Profits Launch 61

SaaStr

MAY 10, 2019

Harry Stebbings: Can I ask, I had Ben Braverman and the CRO of Flexport on the show the other day and he said it’s wonderful to have SDRs and account managers and sales reps but it doesn’t create the best personalized buying experience when you’re continuously handed off to the separate specialized function.

X-functional 53

X-functional SQL Pipeline GTM 53

SaaStr

SEPTEMBER 13, 2020

You see that both organizations embracing this cloud movement, but specifically in COVID, more and more companies turning to the cloud as their solution for business continuity or for business growth in these times when shelter in place is making on-prem solutions difficult and in many cases, impossible to use. What happens to growth?

Non-Profits 66

Non-Profits Strategize Trust Growth 66

SaaStr

MARCH 17, 2020

This is where that growth into kind of mid market and enterprise really kicks in as I referenced that 3.5X deal size growth. We hire all these new enterprise account executives. CSM, account manager, AE, whoever is kind of running point as the quarterback of the relationship, they can also just ask.

Clients 58

Clients Service Customers Start-ups 58

SaaStr

AUGUST 15, 2020

We’ve got a lot of training to do with our sales teams to get them to start to speak in these types of terms versus feature function. Jay Snyder: I think the thing we’re doing Nick, to be able to force that is we’re getting a little bit more intelligent around account management. I mean, what do they do?

Retail 86

Retail Start-ups Drivers/motivators Up-sell 86

SaaStr

MARCH 1, 2019

But today, Tom, I want to focus on an incredible survey that you did with regards to free trials, and their subsequent effects on how many different parts of both the kind of the financial growth and condition of a SaaS company happened. Because at the beginning what you really want to do is start up in order to have a successful growth.

Contract 48

Contract Price Commission Conversion 48

ConversionXL

NOVEMBER 11, 2015

To navigate the list, you can filter out tools based on function as well as for which size company it works best. Account managers can tier customers. High-value accounts are rumored to get more attention, the rest are purported to get little to none. We also gave the option to view only Peep’s favorite tools as well.

Conversion 124

Conversion A/B testing UX Consult 124

Sales Hacker

AUGUST 30, 2018

CR(t) —The conversion rate as a function of time to get to a single SQL. You don’t want an account maintained only by a champion on the customer side and your account manager. We call this a 3 x 3 account — a term coming from organizational selling. Four Prospecting Approaches.

Prospecting 47

Prospecting SQL GTM X-functional 47

SaaStr

JANUARY 3, 2020

But today, Tom, I want to focus on an incredible survey that you did with regards to free trials, and their subsequent effects on how many different parts of both the kind of the financial growth and condition of a SaaS company happened. Because at the beginning what you really want to do is start up in order to have a successful growth.

Contract 10

Contract Price Commission Conversion 10

Sales Hacker

JUNE 12, 2018

”Tito, how do I go about building a sales team (especially the sales development function) from scratch?” ” 2) Adam Lewites, Entrepreneur Selection & Growth, Endeavor Atlanta. ” 9) John Malamud, Account Manager, PagerDuty. Create a growth plan.” “Be Patient.

Objectives and Key Results 74

Objectives and Key Results Sales CRM Pitch 74

SaaStr

MARCH 15, 2019

In order to drive growth, and revenue, and customer experiences for their partners and this is really changing how people institutionalize processes at organizations. Harry Stebbings: That’s super funny, actually, I couldn’t agree with you more in terms of the integration of accounts. Product, engineering, executives.

Sales 40

Sales Up-sell Meeting Engineering 40