SaaStr

MAY 10, 2019

So we actually are the operators of SaaS companies, and we come into organizations and help them streamline their go to market processes. And when we’re talking about MQLs and SQLs we’re really talking about one of these key handoffs that happen in the revenue team process, right? Jason Reichl: Yeah, absolutely.

X-functional 54

X-functional SQL Pipeline GTM 54

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

What one question must all founders be asking in the sales process? * Called Appian that went public two or three years ago, and we were building business process management software. And then I went to work at Google for about three years as a product manager in ads. I went to work at a startup in Washington, D.C.

Contract 46

Contract Price Commission Conversion 46

SaaStr

FEBRUARY 11, 2020

If you aren’t familiar with me, like Rita said, helped create a new outbound process salesforce.com. The other one is, as soon as you can, again, split the new customers signing versus account management/customer success. That nurturing process for … because they’ll sell to companies like car companies.

Growth 78

Growth Niche Hospitality X-functional 78

SaaStr

JANUARY 3, 2020

What one question must all founders be asking in the sales process? * Called Appian that went public two or three years ago, and we were building business process management software. And then I went to work at Google for about three years as a product manager in ads. I went to work at a startup in Washington, D.C.

Contract 10

Contract Price Commission Conversion 10