Sales Hacker

JULY 21, 2021

That thing reps do where they call every lead every day until the customer finally picks up the phone? Let’s come up with a plan for some quick wins”. Closing a small or easy deal to get your manager off your back. By mapping out the steps, you can optimize any function. Digitize everything!

X-functional 125

X-functional Sales Strategize Cold Call 125

Sales Hacker

JULY 18, 2019

Heart start to race a few beats? If done correctly, your sales forecast can act as an early indicator that your plan is working even though deals haven’t closed yet. Having well-defined and accurate sales stages for your business is critical, particularly if you plan to leverage the weighted pipeline functionality. 90% Verbal.

X-functional 68

X-functional Pipeline Contract Quota 68

Sales Hacker

AUGUST 3, 2020

Setting up an SDR team is, after all, more expensive than an AE team. So, let’s dive in and analyze the costs to set up these teams, and why, despite the cost, I believe an SDR team is worth it. And a good AE will have already closed a sale or two. Let’s start with tools. I know you’re skeptical.

Pipeline 91

Pipeline X-functional Commission Clients 91

Hubspot

DECEMBER 23, 2022

When each stage of the prospecting process is automated (whether in part or fully), your tea can speed up the discovery, qualification, and outreach process. Looking for a sales prospecting solution, but not sure where to start? You can set up automated notifications to alert your team when high-priority prospects engage on your site.

Prospecting 78

Prospecting X-functional CRM Contact 78

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 92

Commission Quota X-functional Non-Profits 92

PandaDoc

OCTOBER 13, 2022

The no-strings-attached free trial, a couple of tutorials, and a bunch of courses allow any user to successfully set up the system and start tinkering with the available features. To capture both professional reviews and opinions from real users, we actively interact with up to 30 various sources of data. Among these are: G2.com

X-functional 52

X-functional Territory CRM Lead generation 52

Lead Fuze

DECEMBER 1, 2021

It’s important to make sure any technology you use integrates seamlessly before starting a project. Start with the Sales Process. From recruiting to closing, technology plays a huge role in the sales process. The company offered me $X,000. Closed won. Closed lost. Simplicity is key. Contact made.

Appointment 52

Appointment X-functional Sales CRM 52

Sales Hacker

JULY 10, 2020

We start to think we have things figured out. For years, he had been a successful enterprise salesperson , started his own company, sold it, and was very well connected with heads of sales at some huge companies. Find out who can spend money, who has budget, who can CREATE budget, and who can sign the contract? Who is reviewing.

Legal 115

Legal X-functional Contract Presentation 115

Hubspot

MAY 12, 2023

Behavioral questions are the trickiest kind of interview question and often start with “Tell me about a time…” or “How would you handle…?” Why it matters : This question is often the first one asked and can trip up candidates. When answered well, it can set you up as smart and ambitious. Tell me about yourself.

X-functional 78

X-functional Pitch Follow-up Clients 78

SaaStr

MARCH 10, 2020

Hiring senior leaders can set companies up to fail and see how sticking with a current, successful model can be the key to hypergrowth. We literally pick up their goods at factories, we put it on to trucks, we take those trucks to docs and airports around the world and we literally move their cargo from point A to point B.

Government 83

Government Up-sell Contract X-functional 83

SaaStr

JULY 24, 2019

Gillian oversees Talkdesk’s Customer Success and Technical Support teams, partnering closely with customers to achieve their CX vision. Hopefully, you could leave this session enabled with a handful of action items or ideas that you can take back to your organizations in order to start to move the needle on net retention.

X-functional 57

X-functional Engineering Clients Start-ups 57

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. What do you all do?

Growth 63

Growth Contract Pipeline B2B 63

PandaDoc

FEBRUARY 27, 2023

Sales reps love nothing more than the feeling you get right after closing a successful deal. If you can’t get enough of that winning feeling then look no further; we’re going to go over the best sales closing questions to help you seal more deals. What are closing questions in sales? Why are closing questions important?

Closing 52

Closing Contract Technique Objectives and Key Results 52

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. If not, start now, even if it’s just a blog post every other month. Then it’s up to you just to become a football player.”. Mac and cheese.

X-functional 72

X-functional Teamwork Sales Follow-up 72

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. ” Matt Garratt: But then when you start to grow and you start to get these customers, you see some really nice benefits.

Price 61

Price Retail X-functional Healthcare 61

SaaStr

APRIL 30, 2024

The focus was cleaning up and rebooting, which meant exiting two of the four AEs in his first 45 days. 2022 was a foundation-building year, fixing a very leaky bucket where the product crushed it with the right customers, but they were closing a lot of poor-fit customers. They needed to get their hands on early churn. They grew 2.5x

Go To Market 106

Go To Market GTM X-functional Objectives and Key Results 106

SaaStr

JANUARY 10, 2020

Listen to the start of the episode for a promo code to our upcoming events! Harry Stebbings: I love that energy to start with. So I started my career out actually on the venture side of the table. ” I thought this was a particularly interesting one to kind of pick up on. Loving our podcast content? This is awesome.

X-functional 53

X-functional Start-ups Drivers/motivators Go To Market 53

SaaStr

MARCH 26, 2024

Before diving into your questions, you’ll want to head over to the link below and sign up for an exciting event coming up this week. On Wednesday, March 27th, SaaStr is hosting AI Day, you can sign up for free at this link. Many folks in CS don’t want to hear that their outbound emails are horrific or that they don’t follow up.

Price 102

Price X-functional Growth B2B 102

Sales Hacker

SEPTEMBER 29, 2020

Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Vishal and I talk about what it’s like to start a company from nothing and how his experience at Backupify and InsightSquared helped inform the process. for more information. Check them out.

Contract 107

Contract X-functional Objectives and Key Results Legal 107

SaaStr

APRIL 23, 2019

Henrique started his first company at 16 and has now built two successful companies from nothing. How they came up with the idea of Brex, and product market fit. And we started out, we were both coders, and I started coding by the time I was around 12, Pedro when he was nine. So, please feel free to ask questions.

Launch 68

Launch Pitch Niche Negotiate 68

SaaStr

NOVEMBER 2, 2019

As for Krish, under Krish’s leadership the team has grown to over 300 people and over 5,000 clients making it one of the next generation in truly global SaaS businesses started in India. Listen to the start of the episode for a promo code to our upcoming events! And then we decided to start a company. Loving our podcast content?

GTM 53

GTM Price Up-sell Product 53

SaaStr

AUGUST 12, 2020

David Sacks, General Partner at Craft Ventures joins the New New in Ventures to discuss The Cadence and how to structure around it while building a start-up. When you start growing above 50 employees, and certainly get to 100, things change, you now have teams, which means you have functional leaders. billion dollars.

Finance 114

Finance X-functional Launch Objectives and Key Results 114

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. One OEM contract can give thousands or tens of thousands of end-users access to the licensor’s software. Licensing OEM software. OEM deal structure.

GTM 74

GTM Profit margin Negotiate Contract 74

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 leads followed up with. Percentage of opportunities closed/won. Market penetration.

X-functional 96

X-functional Quota Cross-sell Contract 96

SaaStr

APRIL 30, 2022

In the run up to SaaStr Europa 2022 in Barcelona on June 7-8 , we’re taking a look at some of the top all-time SaaStr Europa sessions. Basically you can more easily start using products. That equation basically makes up your profitability. Start with increasing the number of customers, getting more customers.

Price 96

Price Launch X-functional Contract 96

SaaStr

JUNE 14, 2019

How do they set up the process from there? * Harry Stebbings: Well I would love to start though, with a little bit about you. So for the people that made the cardinal sin for missing our round one, tell me Dave, how did you make your way into the world of SaaS and what was that starting point for you? IOIs are the next step.

Strategize 58

Strategize Quota Non-Profits Price 58

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. These can become complicated, but start creating only three levels. Here’s a simple example to begin with that covers the SDR, AE and Customer Success Manager (CSM) functions: Table 1.

SQL 102

SQL Commission Customers Non-Profits 102

PandaDoc

APRIL 24, 2020

While the free plan won’t be a great fit for power users, all you need is a DocuSign account to sign up. On top of that, we also allow users to set up a payment gateway so that they can collect payments via credit card on their signed documents. You can even link to cloud storage in order to import your documents as a PDF.

Price 59

Price X-functional CRM Follow-up 59

SaaStr

JULY 13, 2023

Startups come in all shapes and sizes on various stages of a timeline, yet it’s not surprising how many have the same questions and concerns about how to scale from x to y to z, the right time to hire and fire, and how to keep a team motivated during hard times. As Nielsen says, “The hardest part of closing any deal is finding it.”

X-functional 77

X-functional Closing Growth Contract 77

SaaStr

NOVEMBER 21, 2020

I do want to start it a little bit on you. But I had wanted to start a company for a long time before that. But it took a lot of thinking up until that point before we ended up pulling the trigger. Or should I start my own company? Or should I start my own company?” Harry Stebbings: Not at all.

E-commerce 109

E-commerce Manufacturing X-functional Retail 109

SaaStr

MAY 14, 2023

As we gear up for SaaStr Europa 2023 in London on 6-7 June and SaaStr Annual 2023 in the SF Bay Area on 6-7 September , we wanted to take a look back at some of our most iconic speakers and sessions from over the year, that we can still learn from today. OK, so straight up. Next up, we’ve got Nicolas Dessaigne.

Price 100

Price Start-ups Up-sell X-functional 100

SaaStr

AUGUST 15, 2020

I actually just got off the boat, Nick, and scurried up to make sure that I was ready to go for the presentation. Nick Mehta: I got to say pretty good internet up there on the Italian Alps, so I’m impressed. So, you teed it up really well. One, it starts high up in the sales process, right? Jay Snyder: Yeah.

Retail 85

Retail Start-ups Drivers/motivators Up-sell 85

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 48

Contract Price Commission Conversion 48

SaaStr

JUNE 13, 2019

I write a blog at tomtunguz.com that focuses a lot of early stage start-ups and uses a lot of data in order to illuminate different topics. Contract length. How long should a contract be in order to maximize conversion rate? A multi-year contract, a month-to-month contract, an annual contract.

Contract 89

Contract Price X-functional Conversion 89

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. Outreach has your back.

Contract 70

Contract CRM Consult Cross-sell 70

PandaDoc

MARCH 7, 2023

Salespeople quickly adapt to consumer needs and switch up tactics whenever necessary. Sales workflows provide flexible and adaptable roadmaps that can be continually improved to keep up with evolving consumer needs and preferences. The process you outline for prospecting sets up how the rest of your sales workflow will operate.

Process 52

Process Objectives and Key Results Pitch Legal 52

Sales Hacker

JULY 2, 2019

According to CSO Insights, 60% of forecasted deals do not actually close. For example, you may find that website leads close at an average of $1,000 per customer, while leads who request a demo close at $1,500 per customer. 2,000 x 10% = $200/lead. Predicting an opportunity’s likelihood to close is similar.

Price 77

Price X-functional CRM Sales 77