Sales Hacker

APRIL 21, 2021

There I taught myself Python and SQL to help automate many of the analyses that took me hours to perform manually. Revenue Accountant. Manager-level roles. Revenue Operations Manager. Manager, Revenue Accounting Operations. Data Manager, Revenue Operations. Revenue Cycle Manager.

Finance 101

Finance GTM Cross-sell SQL 101

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

MAY 10, 2019

And when we would focus on the buying experience and making it very personal to the buyer we actually see a dramatic increase in revenue and so MQL and SQL are what I call maybe a momentum or a KPI metric, but they shouldn’t be how you’re driving or measuring your teams.

X-functional 55

X-functional SQL Pipeline GTM 55

SaaStr

MARCH 1, 2019

So you’re going to have a sales team that’s going to go after named accounts or the very largest customers. You really want an account manager who’s going to understand or an AE who’s really going to understand the dynamics of that account and how to expand and grow within that account.

Contract 47

Contract Price Commission Conversion 47

SaaStr

FEBRUARY 11, 2020

The other one is, as soon as you can, again, split the new customers signing versus account management/customer success. Just measure SQLs. It is harder because you have to have consistent definitions on what is an SQL. It just won’t. That’s one example. Yes, I know there’s so many gray areas.

Growth 79

Growth Niche Hospitality X-functional 79

SaaStr

APRIL 11, 2019

” Or, “You are the next generation account management software.” ” And for us, the piece that was missing was that there was a job that existed called the customer success manager. They said, “You are the proactive customer support company.” Anthony Kennada: Yeah, more complex.

Growth 53

Growth Customers Start-ups Product 53

SaaStr

NOVEMBER 22, 2019

And then they flip it over the fence to a expansion AE or account manager to grow that relationship. Because what they’re looking for is where to remove friction to get that customer flywheel turning as fast as it can. ” Whatever that might be.

Start-ups 66

Start-ups Customers Objectives and Key Results Growth 66

SaaStr

JANUARY 3, 2020

So you’re going to have a sales team that’s going to go after named accounts or the very largest customers. You really want an account manager who’s going to understand or an AE who’s really going to understand the dynamics of that account and how to expand and grow within that account.

Contract 10

Contract Price Commission Conversion 10