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

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. Every client uses you a little differently.

X-functional 107

X-functional Clients Growth Start-ups 107

Sales Hacker

APRIL 10, 2018

However, SkyStream was able to sustain itself as it had diversified with a $10M contract with Disney on a new product, a $5M 3-year contract with the Department of Defense, and a $2Mrevenue stream from both the EMEA and APAC region. Distribution of B2B deals as a function of price (a product of discount and list price).

Go To Market 72

Go To Market GTM X-functional Territory 72

Sales Hacker

JULY 18, 2019

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. 75% Contract Negotiation. 25% Demo Completed.

X-functional 68

X-functional Pipeline Contract Quota 68

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 90

Commission Quota X-functional Non-Profits 90

Anthony Cole Training

OCTOBER 13, 2014

Towards the end of my career, I contracted with a sales trainer, Tom. Or, if you want to leverage our compensation model, you need to exceed this year’s goal by x.” In our Sales Managed Environment (SME) program , one of the important functions of the sales manager is to motivate the sales team AND keep them motivated.

X-functional 204

X-functional Drivers/motivators Sales Negotiate 204

Sales Hacker

JULY 21, 2021

Closing a small or easy deal to get your manager off your back. Unfortunately, optimize is not a magic word that you wave like a wand over complicated systems, hoping that they start functioning perfectly. By mapping out the steps, you can optimize any function. Let’s come up with a plan for some quick wins”.

X-functional 125

X-functional Sales Strategize Cold Call 125

Sales Hacker

AUGUST 3, 2020

And a good AE will have already closed a sale or two. Your final math is 2 x $110K + $50K for fractional manager + $40K in tools = $310K. That means that for our $50K ACV (Annual Contract Value) product, you can spend up to $67K to acquire a customer, and you’d be fine. 20% of pipeline deals close. The SDR Setup.

Pipeline 91

Pipeline X-functional Commission Clients 91

Sales Hacker

JULY 10, 2020

Find out who can spend money, who has budget, who can CREATE budget, and who can sign the contract? And make sure they’re a part of your final presentation, your business case review, and contracting. This stage is all about understanding the feature functionality your buyer is looking for and how closely your solution aligns with it.

Legal 115

Legal X-functional Contract Presentation 115

Lead Fuze

DECEMBER 1, 2021

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. To close more business in less time, you need to be aware of the best sales and marketing tools that are out there. Contact made. Appointment scheduled.

Appointment 52

Appointment X-functional Sales CRM 52

PandaDoc

OCTOBER 13, 2022

Lead generation X ? Social media integration X ? Free version X ? 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 version X ? Lead generation X ?

X-functional 52

X-functional Territory CRM Lead generation 52

Hubspot

DECEMBER 23, 2022

For more advanced functionality, HubSpot offers premium features in the Starter, Professional, and Enterprise versions of Sales Hub. Prospect monitoring functionality. This allows you to use the “Persona Lookalike” functionality that suggests prospects based on your ideal client persona. Artificial Intelligence (AI).

Prospecting 74

Prospecting X-functional CRM Contact 74

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 74

X-functional Pitch Follow-up Clients 74

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

SaaStr

MARCH 10, 2020

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 also didn’t try to build a lot of the centralized functions too early.

Government 79

Government Up-sell Contract X-functional 79

SaaStr

JULY 24, 2019

Gillian oversees Talkdesk’s Customer Success and Technical Support teams, partnering closely with customers to achieve their CX vision. We have a license-based model, and we’ve built into the product that our customers can add additional licenses as needed, as they go, in a way that is co-terminus with their contract.

X-functional 54

X-functional Engineering Clients Start-ups 54

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

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 70

X-functional Teamwork Sales Follow-up 70

SaaStr

APRIL 30, 2024

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. 2023 saw the team grow from 6-10 reps, which is pretty modest, and they built an SDR function. Then, the month after that, Owner did even fewer closed-one deals.

Go To Market 101

Go To Market GTM X-functional Objectives and Key Results 101

SaaStr

MARCH 26, 2024

As a founder, you need to be more involved in functional areas like sales support and success. It’s tough for folks to staff these functions. Give everyone x amount of money to go find the best one. App contraction is still happening, and AI is absorbing all of the energy in the industry. Is SaaS dead right now?

Price 96

Price X-functional Growth B2B 96

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. Sam Jacobs: Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Sam’s Corner [28:45]. Show Introduction [00:10]. What is LinkSquares?

Contract 107

Contract X-functional Objectives and Key Results Legal 107

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. You can see it right behind you going across the bridge but can you see 10 X? Rob Bernshyten: Well, it’s a tough question.

Price 59

Price Retail X-functional Healthcare 59

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

SaaStr

JANUARY 10, 2020

And a lot of that was just the mechanics of in a licensed maintenance world, maintenance is a real thing and A, there’s a big dollar amount that gets shelled out when an initial purchase happens, which makes buying a big services contract at the same time feel like less of a financial impact. And which partners? Is the ACV any larger?

X-functional 53

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

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. Months to recover CAC = CAC divided by (ARPA x GM).

X-functional 93

X-functional Cross-sell Quota Contract 93

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

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. I think to this day, it’s actually the fastest unicorn SaaS exit.

Finance 111

Finance X-functional Launch Objectives and Key Results 111

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 102

SQL Commission Customers Non-Profits 102

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 95

Price Launch X-functional Contract 95

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 64

Launch Pitch Niche Negotiate 64

SaaStr

NOVEMBER 21, 2020

I look at my experience through those companies, and I learned a lot about enterprise software sales, about buying patterns, about functions like product management and product marketing, and how they fit into a well functioning and operating company. NetSuite exited close to a decacorn. So if you’re ERP, boom, Workday.

E-commerce 104

E-commerce Manufacturing X-functional Retail 104

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. We recruit millennials who are very comfortable doing any of these, driving these conversations very closely with the customers and there is a reason for it.

GTM 51

GTM Price Up-sell Product 51

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 73

X-functional Closing Growth Contract 73

SaaStr

JUNE 13, 2019

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. A multi-year contract, a month-to-month contract, an annual contract. So, hire salespeople to close leads. What does this mean?

Contract 84

Contract Price X-functional Conversion 84

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 46

Contract Price Commission Conversion 46

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

SaaStr

MAY 14, 2023

I watched it very closely, and trolled through salesforce everyday, and sat with the guys and really figured it out. All of you will hopefully get into eight figures, or closing, ARR this year for most of your companies. That’s why for us, it’s so important to build that function of the company in the Bay Area.

Price 95

Price Start-ups Up-sell X-functional 95