Sales Hacker

AUGUST 30, 2018

To create or develop an SQL, there is a series of variables: Number of Taps — The number of times you reach out to a customer; think of an email, a call, a shout-out etc. CR(t) —The conversion rate as a function of time to get to a single SQL. We call this a 3 x 3 account — a term coming from organizational selling.

Prospecting 47

Prospecting SQL GTM X-functional 47

SaaStr

MARCH 1, 2019

And then in the enterprise, some of them tie them to multi-year deals, but there’s actually no impact on conversion rate from the free trial to a paid customer as a function of the contract value. So you’re going to have a sales team that’s going to go after named accounts or the very largest customers.

Contract 45

Contract Price Commission Conversion 45

SaaStr

JANUARY 3, 2020

And then in the enterprise, some of them tie them to multi-year deals, but there’s actually no impact on conversion rate from the free trial to a paid customer as a function of the contract value. So you’re going to have a sales team that’s going to go after named accounts or the very largest customers.

Contract 10

Contract Price Commission Conversion 10