Sales Hacker

SEPTEMBER 21, 2021

When to use functional heads in lines of reporting. Sam Jacobs: You’re an expert in not just selling, but adapting sales and sales processes to cultural differences around the world. As a general manager in the Berlitz model, you’re responsible for sales. powered by Sounder. What You’ll Learn. How to open a regional office.

Territory 75

Territory Finance B2C X-functional 75

SaaStr

APRIL 30, 2022

This is products that sell themselves. This is products that kind of sell themselves on channels such as website, email, free trials. Just to say a little bit more about this, if you look at the sales functions are structured. And account management, which is basically around for retention and also upsell of different products.

Price 95

Price Launch X-functional Contract 95

SaaStr

MAY 14, 2023

They all started the same day and they sat next to me watched me sell for a month and then I turned them loose. They were like they could manage their own deals at that point because it didn’t take a lot of effort because they just did what I had them do. What I mean is that even to sell let’s say, to a customer in London.

Price 95

Price Start-ups Up-sell X-functional 95

SaaStr

MARCH 10, 2020

You have a business that has figured out how to sell into an industry that needs IT and the budget is just exploding, which is obviously why he regrets parting ways with EchoSign when he did. So if you cannot sell them software, your only alternative is to build a business to compete with them. That’s what Flexport did.

Government 79

Government Up-sell Contract X-functional 79

SaaStr

FEBRUARY 25, 2020

The other thing that we want to do is we want to increase that customer lifetime value or CLTV because not only is that easier to sell our current customers more than acquiring new customers, but it’s a way of continuing to grow the business at a faster rate even if you’re not adding as many new customers. Maybe, maybe not.

Prospecting 87

Prospecting Customers Promote X-functional 87

SaaStr

DECEMBER 17, 2019

Zach : Well, I guess in the truest sense we do sell software as a service. 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.

Finance 58

Finance X-functional Non-Profits Launch 58

SaaStr

JULY 24, 2019

This is pretty simple, but when I look at this industry, a lot of times what I see is organizations crafting pricing packages that would enable, for example, an enterprise-wide license, where an organization pays you X amount of money, and they have unlimited seats, unlimited usage. We sell contact center software. What does that mean?

X-functional 54

X-functional Engineering Clients Start-ups 54

SaaStr

MAY 10, 2019

Dave was CEO of Host Analytics from 2012 to 2018 where he quintupled ARR while halving customer acquisition costs in a highly competitive market, ultimately selling the company in a private equity transaction. That’s an internal function, but to the customer it shouldn’t be obvious that that’s their obligation, right?

X-functional 52

X-functional SQL Pipeline GTM 52

SaaStr

FEBRUARY 11, 2020

They both have the same thing around, “Ah, what do I sell? 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. What do I do? I have too many apps.”

Growth 77

Growth Niche Hospitality X-functional 77

Salesforce

JANUARY 31, 2024

Tech sales refers to selling technology as a product or service. As an illustration, I used to sell appointment-scheduling software — a single-function solution for easier meeting set-up. When I moved from a dance career to sales, I had zero experience selling a product. Get the free report What is tech sales?

Networking 59

Networking B2C Cross-sell Negotiate 59

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 80

Retail Start-ups Drivers/motivators Up-sell 80

SaaStr

MARCH 17, 2020

I remember in my first week or two at Talkdesk I had one of the sales leaders come up to me and say, “Hey, we’re going to need a reference for this customer that we’re trying to close to help us help sell the deal.” So much of what Talkdesk sells on is innovation and trust.

Clients 57

Clients Service Customers Start-ups 57

SaaStr

MARCH 15, 2019

In terms of tracking and analysis, how does this change when making the move from tracking individual performance to team performance around an account? What is key to a successful transition to this style of selling? We ended up merging my company with another business called Buddy Media and then ended up selling that to Salesforce.

Sales 40

Sales Up-sell Meeting Engineering 40

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

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. And so what would you do find is in the SMB, some of the companies tie the free trials to month to month.

Contract 46

Contract Price Commission Conversion 46

Sales Hacker

AUGUST 5, 2019

The Benefit of Starting Out in Account Management. About Managed By Q [03:30]. Starting Out in Sales in Account Management [25:49]. About Managed by Q. She spent over a decade building and managing customer and revenue generation teams for leading technology companies. We’re on iTunes.

Customers 53

Customers Account management X-functional Hospitality 53

Sales Hacker

MAY 26, 2020

But you really need somebody who can go out there without much infrastructure, without much history and just go sell. And so what I encourage people to do is, as opposed to bringing in a VP of sales, go get two sellers, get two account executives that can sit side by side or virtually side by side in today’s world.

Prospecting 95

Prospecting E-commerce Account management Up-sell 95

Heinz Marketing

JANUARY 18, 2021

So was selling my wares too early in growth stage companies and was trying to reach new ones and out came this media property, which basically did well enough that it ate the consulting business as lunch. It was kind of the Uber for X age. Ben: I guess the fun part of the story starts with heartbreak. The relationship was souring.

Pipeline 117

Pipeline Consult Sales Start-ups 117

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. And so what would you do find is in the SMB, some of the companies tie the free trials to month to month.

Contract 10

Contract Price Commission Conversion 10

Hubspot

FEBRUARY 11, 2019

Since you have experience in sales development and account management at early-stage sales companies, you might decide to offer this service to tech startups. Ask everyone to come prepared to discuss a certain product category or question, such as, "What's your favorite type of X and why?" Other suggestions. Why or why not?"

Minimum Viable Product 101

Minimum Viable Product Legal X-functional Networking 101

Sales Hacker

AUGUST 30, 2018

If you’re selling car tires, anyone with a car is a fit. CR(t) —The conversion rate as a function of time to get to a single SQL. This may work well in a market with an unlimited number of companies to sell into. However, most B2B businesses sell in a relatively small market. Four Prospecting Approaches.

Prospecting 47

Prospecting SQL GTM X-functional 47

SalesHandy

MAY 28, 2021

You could also use tools like Zoominfo to collect phone numbers of leads in your target accounts and later qualify and call them up. Based on what you’re selling — you’ll have to filter out leads based on several criteria. Most of the time – the objective is to get them to book time with your Account Managers.

Cold Call 98

Cold Call Closing Contact Follow-up 98

Sales Hacker

JUNE 12, 2018

”Tito, how do I go about building a sales team (especially the sales development function) from scratch?” Unless you’re selling a $20/mo product, keep the “fun” out. I’m not eager to sell you ASAP. ” 9) John Malamud, Account Manager, PagerDuty.

Objectives and Key Results 74

Objectives and Key Results Sales CRM Pitch 74