SaaStr

AUGUST 12, 2020

When you start growing above 50 employees, and certainly get to 100, things change, you now have teams, which means you have functional leaders. Rather than having this feeling of disconnected functional areas, everyone in the company knows what to work on. To me, that’s what the cadence says. I learned this operating myself.

Finance 111

Finance X-functional Launch Objectives and Key Results 111

SaaStr

JUNE 14, 2019

In his most recent role, Dave was the CEO @ Host Analytics where he quintupled ARR, halved customer acquisition costs and increased net retention rates before selling the company to a private equity sponsor. ” They’d show up and try and squeeze up EBITDA and try and sell you for an EBITDA multiple.

Strategize 58

Strategize Quota Non-Profits Price 58

Sales Hacker

APRIL 14, 2020

Reps working from home need to be willing to converse without selling. Every sales org feels the pressure to close deals faster. Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes ,all right in your CRM. Data integrity is more important than you thought. We’re on iTunes.

Contract 70

Contract CRM Consult Cross-sell 70

SaaStr

MAY 14, 2023

Greenhouse followed a similar path to Talkdesk and should cross $10 million ARR later this year, up from almost nothing at the start of the year. They all started the same day and they sat next to me watched me sell for a month and then I turned them loose. What I mean is that even to sell let’s say, to a customer in London.

Price 93

Price Start-ups Up-sell X-functional 93

PandaDoc

MARCH 7, 2023

This visual aid gives every member of your sales team a big-picture view of the entire selling process. What’s more, it makes it easy to ensure you have enough personalization to show the lead that you understand their needs (and what you’re selling!). What needs to happen to close deals will depend on the nature of your business.

Process 52

Process Objectives and Key Results Pitch Legal 52

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. That doesn’t mean to say, you’re going to do away with the functions. Jay Snyder: That’s an enablement exercise that is not to be minimized, right? I mean, what do they do?

Retail 78

Retail Start-ups Drivers/motivators Up-sell 78

SaaStr

MARCH 12, 2019

Awesome revenue growth on the X axis, awesome revenue retention on the Y. And I think it comes out of the 80s and 90s and how we used to sell with shelfware. It was all about getting the contract. We really only know how to sell the mid market companies through inbound demand gen. That’s easy. We sold software.

Growth 83

Growth Cross-sell Contract X-functional 83

PandaDoc

APRIL 12, 2022

Example: 40 positive responses / 60 total responses X 100 = 67%). Software with high functionality, speed, and simplicity can be more readily adapted into a customer’s business model and can even boost their total revenue. 08 x 100 = 8%. Contraction / Downgrade. Making it actionable. Average Revenue Per User (ARPU).

Customers 52

Customers X-functional Promote Price 52

SaaStr

AUGUST 26, 2022

As SaaStr Europa 2022 drew to a close, attendees took one more opportunity to ask Jason questions about topics like how to navigate the current market, the future of work, playing in a crowded space, and hiring your first VP of Sales. So sell your product. X this year. Transcript. I’m going to go from 2 to 5 or 2 to 6.”

Quota 79

Quota Growth Product Closing 79

SaaStr

AUGUST 19, 2020

We shut down something called the Evernote market which was selling physical goods, sunset some nice products like Evernote food which had nice followings, but I felt were distracting from the larger priorities. A close cousin of this is cohort analysis. One tactic that is very popular, people are going to be asked for discounts.

E-commerce 101

E-commerce Price Start-ups Growth 101