SaaStr

FEBRUARY 17, 2024

It too soon to target enterprise clients when you can’t support their needs 90 days after you close them. It’s sort of OK in the enterprise to promise features and functionality that are sort of there … so long as you deliver them fairly promptly after the deal closes. In fact, it happens all the time.

X-functional 111

X-functional Customers Contract Closing 111

SalesHandy

MARCH 21, 2023

A good sales email has a simple anatomy: the opening line, the ‘offer’ line, the closing line (Call to action), and the email signature. All we want to know is how would that product help us I am investing X amount of money in it. Our {{Function}} team works 24-7 to provide you with the best of everything! Best, {{Your Name}} 4.

Closing 98

Closing X-functional Sales Follow-up 98

Martech

MAY 5, 2025

When AI prioritizes cost-cutting over customer experience Theres a lot of discussion about which industries and job functions AI will disrupt and customer service is almost always near the top of that list. AI will replace X% of customer service jobs by [insert year]. Instead, the emphasis has been on reducing costs.

Service 107

Service Customers X-functional Contact 107

SaaStr

MARCH 3, 2021

Maybe even in the not-so-early days But if you are 10x better at (x) One Important Thing that (y) customers value and will pay for, that’s enough. It’s only a subset of critical functionality that customers will pay to have implemented 10x better than an existing, trusted vendor. Yes, you can build that piece of functionality better.

X-functional 141

X-functional Trust CRM Product 141

Sales Hacker

DECEMBER 17, 2024

Guest Speaker Links (Guy Yalif): LinkedIn: [link] Host Speaker Links (Scott Barker): LinkedIn: [link] Newsletter: thegtmnewsletter.substack.com/ Where to find GTMnow (GTMfunds media brand): Website: [link] LinkedIn: [link] Twitter/X: [link] YouTube: [link] The GTM Podcast (on all major directories): [link] Resource we Recommend: HG Insights.

GTM 97

GTM Engineering Electricity X-functional 97

The 5% Institute

AUGUST 5, 2021

In this article, we’ll explore what value messaging is, why it’s important, and how to can help you close more sales in a non-pushy way. Mercedes Benz through their value messaging; have been able to surpass the cars general function. Further reading: Sales Probing Questions – 20 x To Use Daily. Want To Close Sales Easier?

X-functional 145

X-functional Presentation Clients Closing 145

Martech

OCTOBER 11, 2023

In a nutshell, that was our finding from a best-in-class research project evaluating the social media programs of close to 50 companies spanning multiple industries. Posts focused on topics close to their hearts, such as Earth Day, Bring Your Child to Work Day, MLK Day, volunteer work, etc. Threads is still a question mark.

B2B 135

B2B X-functional Pharmaceutical B2C 135

Sales Hacker

MAY 7, 2025

The importance of cross-functional stream teams for accelerating GTM initiatives. We identify cross-functional streams of work that have dependencies cross-functionally that we need to get done. Functions under the CRO right now. Why customer experience is a competitive differentiator in vertical SaaS.

GTM 78

GTM Engineering Customers Cross-sell 78

The 5% Institute

MARCH 30, 2021

One of the most important functions in business, is to build an effective sales team that you can rely on to sell your products and services. The benefits of using a sales process include: It creates a system; allowing you to close sales like a road map. Further reading: The 7 Step Sales Process – Learn To Close Easier.

Outside Sales 145

Outside Sales Inside sales X-functional Sales 145

Partners in Excellence

APRIL 4, 2013

” There may be functional levels of insight, “Manufacturing/Engineering/Finance/HR/Sales/Marketing (pick one) executives are seeing these issues as critical to the performance of their organizations in the next 18 months. There are very general levels of insight, “We see these trends in business which may impact you.”

X-functional 120

X-functional Manufacturing Drivers/motivators Finance 120

Martech

DECEMBER 18, 2023

Leading customer relationship management (CRM) and other marketing platforms are integrating sophisticated AI capabilities that promise to assist with key functions like gauging customer sentiment, training employees, making product recommendations, enriching data and even auto-generating targeted campaigns.

X-functional 126

X-functional Customer Relationship Management CRM Relationship Management 126

Hubspot

DECEMBER 21, 2020

Whether it’s total revenue or number of deals closed, your dependent variable will always be sales performance. Let’s say that you want to run a sales forecast to understand if having your salespeople make more sales calls will mean that they close more deals. Y is the dependent variable (number of deals closed).

X-functional 96

X-functional Sales Represent Follow-up 96

SaaStr

FEBRUARY 11, 2021

Because sales is a lead-driven but headcount- closed business. Helping his/her sales team close deals. Working and closing key deals with them. And you want to get to $2m in ARR in the next X months. And to do that, if your ACV is say $5k … you’re gonna need to close 200 deals in the next 12 months. It’s tough.

X-functional 145

X-functional Quota Sales Up-sell 145

Hubspot

JUNE 13, 2018

SPIN gives reps a research-backed framework for working and closing complex deals with extended sales processes. Closing is less important than most salespeople and managers think. The ratio of close-ended to open-ended questions doesn’t predict selling success. Obtaining Commitment: Closing the Sale. How do you do X?

Sell 101

Sell X-functional Objectives and Key Results Up-sell 101

SaaStr

AUGUST 26, 2024

We’re so close now to the 2024 SaaStr Annual!! if accepted, you’ll receive a dedicated calendar invite with the full details of how to access these ‘closed-door’ events within SaaStr Annual. There are already over 200+ signed up so applications for this one are closing shortly. The 10th Annual!!

Networking 114

Networking GTM X-functional Finance 114

Martech

MARCH 1, 2022

Have you ever been in a meeting and had someone turn to you and say, “What do you think about Product X?” We take approximately the same number of products out of our database each year that we add due to companies retiring products or closing down. You know, that landscape with more than 8,000 products. I know I have.

X-functional 107

X-functional Hospitality Technology Technology 107

Search Engine Land

DECEMBER 5, 2023

As 2023 draws near a close, marketers have to admit this about Google: they’ve been busy. AI functionality Google has added more AI functionality within the platform, with much of that centered on Performance Max. What that looks like won’t be clear in 2023, but we’re all paying attention to the paid side of the house.

B2B 101

B2B X-functional UX Campaign 101

SaaStr

FEBRUARY 15, 2020

While it may be true, sales is about closing a lot of deals. It’s natural for a VP Sales not to care about costs — just new deals closed. I.e., guarantee me my full bonus for 6+ months until I’ve built up a big enough pipeline to close enough revenue to hit my number. no guaranteed bonus for X months until you scale).

X-functional 141

X-functional Quota Teamwork Sales 141

Search Engine Land

SEPTEMBER 26, 2023

self.output_layer = Linear(d_model, vocab_size) def forward(self, x): # Convert words to vectors, as above x = self.embedding(x) # Add position information, as above x = self.positional_encoding(x) # Pass through each transformer layer # What this is : Sending our data through each floor of our multi-story building. #

X-functional 103

X-functional Networking Gaming Represent 103

SalesLoft

FEBRUARY 24, 2016

When you close a sale, it’s the most gratifying moment in the process as an salesperson. But what are some tips to make sure you close a sale with confidence? Number one, that I learned from my dad, is don’t close past the yes. And then lastly, use the summary close. Prospect, you mentioned X, Y, and Z.

Closing 52

Closing X-functional Appointment Sales 52

Martech

MAY 4, 2022

It’s easier to get that buy-in based on being able to show them we are at X, if we do Y and Z we can reach this place in this timeline. I also enjoy the fact that I still get to collaborate and work cross-functionally. It’s a matter of being able to better inform people so decisions are made based on informed paths.

X-functional 117

X-functional Cross-sell Entertainment Consult 117

Hubspot

APRIL 2, 2018

We’d already agreed on X price. If we can come down to X price, would you sign today?”. You might be interested in our newest Feature X. ". I found myself in this situation a few years back: The deal had been advancing, my prospect was responsive over email, and I was confident we would close soon. We’ve all been there.

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

Sales Hacker

MAY 7, 2025

The importance of cross-functional stream teams for accelerating GTM initiatives. We identify cross-functional streams of work that have dependencies cross-functionally that we need to get done. Functions under the CRO right now. Why customer experience is a competitive differentiator in vertical SaaS.

GTM 66

GTM Engineering Customers Cross-sell 66

SaaStr

JULY 20, 2024

Aligning and Scaling the GTM Engine One of the core functions when hiring talent is engineering, product, and design. The types of people you want to hire at $1M to $20M will be consistent with the early days in the sense that, often, people want to hire generalists across functions. Hiring is another consideration.

GTM 116

GTM X-functional Engineering Launch 116

SaaStr

OCTOBER 5, 2020

Reps have to fight for the best leads, prove the highest close rates, exceed the mean of the bell curve, to not just thrive, but survive. Each one consumes X% of your leads. You want three things: (x) a great boss, (y) ability to make serious coin, and (z) a winning product. Maybe this is true if you are a mortgage broker.

Territory 114

Territory X-functional Quota Sales 114

Hubspot

NOVEMBER 20, 2017

It uses a soft close (“Let me know what time works for you”), assuming I’m interested. I think you could be a great fit for a [function, like “sales”] role at [company] -- we’re [growing fast, just raised $X in funding, currently #1 in Y space, etc.]. It comes from the CEO, which naturally makes me sit up and pay attention.

X-functional 101

X-functional Networking Contact Technique 101

The 5% Institute

FEBRUARY 13, 2020

People, Process, Product – 3 x Words To Succeed. This is a methodology used to streamline a business’s functions, by saving potential wasted cost, enhancing profits, and creating a better experience for both your staff and clients/ customers. Want To Close Sales Easier?

Process 98

Process Product X-functional Objectives and Key Results 98

Sales Hacker

MARCH 22, 2018

Reasons to outsource include: Lack of expertise and experience in some sales functions (e.g. Assigning sales functions to other departments (we’ve seen R&D doing sourcing). Sales outsourcing agencies tend to outperform your own team with: Proven experience in exactly the sales functions they offer. Some functions (e.g.

B2B 97

B2B X-functional Cold Call SQL 97

A Sales Guy

AUGUST 21, 2015

That everyone can master all parts of the sales cycle from first contact to close? Kurt Lewin’s equation: B = f (P+E) is Behavior is a Function of the Person + Their Environment. If someone isn’t making numbers or closing deals, I’d first look to the system. Does that mean that everyone can be a rock-star in your organization?

X-functional 124

X-functional Clients Growth Start-ups 124

Sales Pop!

SEPTEMBER 28, 2021

Massive digitalization, a year of social isolation, and the continued explosion of social media have impacted the eCommerce industry as catalysts: consumers have turned to online shopping to buy things they can’t get in temporarily closed stores. ECommerce revenue for 2020 exceeded $4.13 Those numbers only continue to grow in 2021.

Retail 130

Retail Growth X-functional Cross-sell 130

Hubspot

JANUARY 1, 2021

One of the most compelling uses for this functional format? This format offers simplicity of form and function — elements are easy to read and identify, and the “flow” of time is simple to spot. Save and close. Timeline graphics. Description. How to Make a Timeline in Word. Connect the dots.

X-functional 101

X-functional Angle Represent Start-ups 101

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 117

Go To Market GTM X-functional Objectives and Key Results 117

SaaStr

FEBRUARY 14, 2021

The key is a combination of (x) churn and (y) value. And hire a sales rep or better yet two to actually talk to these customers and try to close them — go beyond just customer support. Because if it works, just that little extra functionality for that extra edition — you can dramatically increase your growth rate.

Service 103

Service X-functional Start-ups Up-sell 103

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 129

X-functional Clients Growth Start-ups 129

SaaStr

DECEMBER 30, 2021

CIOs are willing to bet early on a few SaaS start-ups (x) if the value proposition is unique, (y) if the app won’t bring down the business if it fails in a pilot or production — and (z) if they trust the founders. You will keep delivering great features and functionality at 4x the pace anyone else could. But be open to it.

Contract 103

Contract X-functional Sell Cold Call 103

Hubspot

OCTOBER 16, 2017

That is to say, if you want your salespeople to do X, reward them financially for doing X. 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). How sales compensation should work.

Commission 101

Commission Quota X-functional Non-Profits 101

Sales Hacker

SEPTEMBER 22, 2023

This combined approach helps users experience the full functionality initially and, if they don’t upgrade, the transition to the free plan with limited features can highlight the value of the paid service, encouraging them to upgrade. Include a full-feature free trial. they will get in trouble if they try to buy and expense it back ).

GTM 114

GTM X-functional Inside sales User Experience 114