SaaStr

APRIL 2, 2023

Mistake: On the other hand… not betting on the team that got me there “Everything will be fine once we get a new head of [X]” -every startup CEO ever (also me, frequently) When you launch a company, the initial team is usually whoever you can get. For this one deal, we just need to do X. Teammates and clients will leave.

X-functional 100

X-functional Clients Growth Start-ups 100

Salesforce

NOVEMBER 20, 2023

How to start a sales call How to close a sales call 13 tips for making a successful sales call Sell faster by connecting with buyers wherever they are Learn how Sales Engagement helps you meet buyers on their preferred channels, whether by phone, email, and web. Close with contact confirmation and a call to action.

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

SaaStr

NOVEMBER 21, 2020

Rob Gonzalez: Operationally, I look at, in particular, my experience at Endeca, but also another startup that sold to pharmaceutical companies and other life sciences businesses and financial services companies called Cambridge Semantics. NetSuite exited close to a decacorn. So if you’re ERP, boom, Workday.

E-commerce 98

E-commerce Manufacturing X-functional Retail 98

SaaStr

MARCH 17, 2020

Learn from Talkdesk SVP of Client Services how to build a Customer Reference Program. Gillian Heltai | SVP, Client Services @ Talkdesk. I’m the senior vice president of client services at Talkdesk. You’re excited to be closing your first customers. AE has a deal that is getting close to closing.

Clients 56

Clients Service Customers Start-ups 56

Hubspot

OCTOBER 16, 2017

That is to say, if you want your salespeople to do X, reward them financially for doing X. Increase average contract length. Factor in their level of involvement in the sale as well -- if they’re only producing leads, rather than closing them, allocate a smaller commission. Selling function (hunting or farming).

Commission 91

Commission Quota X-functional Non-Profits 91

PandaDoc

APRIL 24, 2020

That, combined with our payment gateway, means that you can design proposals, quotes, contracts, and more from one place and send everything for signature via email or mobile app. Personal plans.

Price 59

Price X-functional CRM Follow-up 59

PandaDoc

OCTOBER 13, 2022

Lead generation X ? Social media integration X ? Free version X ? 24/7 customer service ? ?. Lead generation X ? Social media integration X ? Free version X X 24/7 customer service ? Lead generation X ? X Mobile access ? ? Social media integration X ? Free trial ? ?

X-functional 52

X-functional Territory CRM Lead generation 52

Sales Hacker

MAY 9, 2019

Create a 2-Page Contract and Get Mutual Commitment [TEMPLATE PROVIDED]. This is how the comp plan should look for those in closing roles. Here’s a simple example to begin with that covers the SDR, AE and Customer Success Manager (CSM) functions: Table 1. Decide Base Pay vs. Variable Pay (Commissions). Set Targets.

SQL 103

SQL Commission Customers Non-Profits 103

Lead Fuze

DECEMBER 1, 2021

A company in the Financial Services or Banking industry. From recruiting to closing, technology plays a huge role in the sales process. The company offered me $X,000. Closed won. Closed won. Closed lost. If you use a CRM like Hubspot or Salesforce, email functionality may already be built in.

Appointment 52

Appointment X-functional Sales CRM 52

Sales Hacker

JANUARY 13, 2021

The licensee embeds the third-party software into its application to improve it by adding new functionality or features, or enhancing existing functionality or features. These companies resell the solution and bundle services around the solution to add value to the customer. Licensing OEM software. OEM deal structure.

GTM 74

GTM Negotiate Profit margin Contract 74

Hubspot

DECEMBER 23, 2022

For more advanced functionality, HubSpot offers premium features in the Starter, Professional, and Enterprise versions of Sales Hub. The platform is easy to use and has an incredibly good customer service team to accompany it. Prospect monitoring functionality. Pricing: A limited version is free as part of Hubspot’s Sales Hub.

Prospecting 76

Prospecting X-functional CRM Contact 76

SaaStr

APRIL 30, 2022

Just to say a little bit more about this, if you look at the sales functions are structured. With very specialized sales roles from the STR’s at the qualification stage to generating leads to account executives who will close those deals. It depends on the length of the contract, if there’s a contract.

Price 92

Price Launch X-functional Contract 92

PandaDoc

MARCH 7, 2023

This means gathering any information relevant to the sale, including: Client history and reputation within their markets and industry Potential client objections and concerns The most pertinent information on your products or services for this client Past leads and sales notes to garner the best tactics and information to use.

Process 52

Process Objectives and Key Results Pitch Legal 52

SaaStr

MAY 14, 2023

Algolia went from zero to seven figures in revenue in 12 months, and the launch of their search as a service product, and grew pricing from $19 a month to $100,000, which sounds amazing. web services. I watched it very closely, and trolled through salesforce everyday, and sat with the guys and really figured it out.

Price 90

Price Start-ups Up-sell X-functional 90

SaaStr

JULY 2, 2020

How does Kurt feel about services revenue? Harry Stebbings: Speaking of the results there, in terms of the use cases, I mean, it applies to all areas of the org, but one in particular where it can be really striking is the element of customer success and customer service. Where do many go wrong with their first steps?

Customers 110

Customers Contract Price Education 110

Hubspot

MAY 12, 2023

Why it matters : This is another question that interviewers use to see if you did your research and closely read the job description. In the following two to three years, I’d like to build my internal communications and public relations skills so I can contribute further to the executive function.” In the Netflix show “Call My Agent!,"

X-functional 77

X-functional Pitch Follow-up Clients 77

PandaDoc

APRIL 12, 2022

CSAT is typically used to measure how satisfied a customer is with a product, service, or interaction. Example: 40 positive responses / 60 total responses X 100 = 67%). CSAT is best utilized to gauge the customer’s satisfaction with a specific product, service, or process. 08 x 100 = 8%. Making it actionable.

Customers 52

Customers X-functional Promote Price 52

Sales Hacker

APRIL 14, 2020

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. Create custom contracts in a click, sign them digitally, and automatically pull data back into your opportunities.

Contract 70

Contract CRM Consult Cross-sell 70

SaaStr

JULY 24, 2019

Gillian oversees Talkdesk’s Customer Success and Technical Support teams, partnering closely with customers to achieve their CX vision. Gillian Heltai | SVP of Client Services @ Talkdesk. I’m the Senior Vice-President of Client Services at Talkdesk, and I’m really excited to be here today; also, a little nervous.

X-functional 53

X-functional Engineering Clients Start-ups 53

SaaStr

MARCH 10, 2020

Our service model is fairly unique. We are not as fortunate as some of the folks in this room that if we sign a contract, regardless of how our customer feels about what they’ve bought, they’re going to continue paying. There’s generally no contract in place. We are not a software business.

Government 76

Government Up-sell Contract X-functional 76

SaaStr

JANUARY 21, 2020

My velocity lane, PatientPop’s SMB SaaS, eight units a month, $13,500 contract. Calls, emails, connect rate, demos, performs, wins, average contract value. You moved into closing roles and you moved up to closing roles to getting support and getting strategic partnerships. Quarterly ENPS service.

Quota 101

Quota Sales Healthcare Territory 101

SaaStr

FEBRUARY 25, 2020

Because it’s not so much focused around X, Y, Z NPS score. If you sat and you said, “Okay, we sign a customer, we process their contract, we have to get them provisioned. There are services that need to happen. Are we about ready to close the deal? Maybe, maybe not. Are we just getting ready to go live?

Prospecting 85

Prospecting Customers Promote X-functional 85

Hubspot

AUGUST 4, 2015

But not all couples are functioning like a belt and suspenders. Aside from the differences that make these two pair like fish and chips, it’s their extreme closeness that binds. Paranormal phenomena aside, Dana Scully’s skepticism to Fox Mulder’s “I Want to Believe” dogmatism is what made The X-Files compelling TV every week.

X-functional 71

X-functional Teamwork Sales Follow-up 71

SaaStr

MARCH 1, 2019

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? What time frame from SAL to closed lead suggests product market fit?

Contract 45

Contract Price Commission Conversion 45

SaaStr

MARCH 12, 2019

Awesome revenue growth on the X axis, awesome revenue retention on the Y. It was all about getting the contract. Once you had the contract, all the servers were set up, you flew in your professional services people, it took six months to set it up, it took six months to train people, and the product sucked, but it didn’t matter.

Growth 82

Growth Cross-sell Contract X-functional 82

Sales Hacker

DECEMBER 1, 2020

He talks about the journey of a marketer leading the entire revenue function on the path to CEO. Salespeople are often wasting time, fumbling around with junk leads, static lists, and haphazardly reaching out to accounts that aren’t ready to close. They’re important because they pay the bills. I joined eight months ago.

Growth 63

Growth Contract Pipeline B2B 63

SaaStr

AUGUST 7, 2020

We’ve invested in over 300 companies at Salesforce Ventures and have partnered with both of you closely and it’s been amazing to see this story up close and personal over the years. There’s a lot of services. There’s heavy services, at least 30 to 45% versus best-in-class that want to be less than 10%.”

Price 58

Price Retail X-functional Healthcare 58

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. We’ve got everything from self-service all the way up to the enterprise. I mean, what do they do?

Retail 75

Retail Start-ups Drivers/motivators Up-sell 75

SaaStr

JANUARY 10, 2020

Prior to Crossbeam, Bob founded Stitched, a powerful ETL service built for developers that was acquired by Talend in 2018. Prior to Crossbeam Bob founded Stitched, a powerful ETL service built for developers that was acquired by Talend in 2018. Why do you think that I’m wrong?

X-functional 52

X-functional Start-ups Drivers/motivators Go To Market 52

SaaStr

NOVEMBER 2, 2019

How does your customer success and customer support functions change with the move to enterprise? A classic example is a Shopify selling to, let’s say, contract. How do you think about services revenue streams today in SaaS, especially when scaling into enterprise? What are the biggest challenges in making this transition?

GTM 49

GTM Price Up-sell Product 49

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Total closed opportunities by month/quarter (by team and by individual). Average contract value (ACV). Percentage of opportunities closed/won. Revenue by product or product line. Market penetration.

X-functional 95

X-functional Quota Cross-sell Contract 95

SaaStr

JANUARY 3, 2020

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? What time frame from SAL to closed lead suggests product market fit?

Contract 10

Contract Price Commission Conversion 10

SaaStr

JUNE 14, 2019

Before that Dave was SVP/GM of Service Cloud @ Salesforce where he led the $500m line of business for customer service applications. Before that Dave was SVP and GM of Service Cloud at Salesforce where he led the 500 million dollar line of business for customer service applications. Why are we all getting the same advice?”

Strategize 54

Strategize Quota Non-Profits Price 54

SaaStr

APRIL 23, 2019

Building the basic functionality. One of the things that fintech startups often have to do, is they need to have contracts in place with not just the banks, but quite a few of the partners to really build a full stack solution. Anu: Accelerate that to now February, like probably close to eight months. Anu : Got it.

Launch 59

Launch Pitch Niche Negotiate 59

SaaStr

FEBRUARY 21, 2020

What it looks like is, you know there’s a path out there somehow or another to how you close customers, but you don’t have a roadmap for what that path looks like. And therefore, once you know that, how many single deals does a sales rep have to close in order to hit their quota?

Non-Profits 73

Non-Profits Up-sell Start-ups Product 73

SaaStr

AUGUST 19, 2020

A close cousin of this is cohort analysis. White-Glove service, different premium product extensions, and then charge more for that. It’s easy to … It’s not easy always, but one tactic that has been successful is to extend the terms of the contract and lower the overall cost on a per month or per year basis.

E-commerce 96

E-commerce Price Start-ups Growth 96