Hubspot

FEBRUARY 24, 2025

Benefits of Conceptual Selling How to Start Conceptual Selling Conceptual Sales Questions What is conceptual selling? Their sales team now uses these posts to start meaningful conversations with prospects. Those who skip straight to commissioning posts usually drop off after six months. How to Start Conceptual Selling 1.

Sell 46

Sell Drivers/motivators Objectives and Key Results Cross-sell 46

SaaStr

JUNE 12, 2025

” His real-world example is that when he gets a contract to review as the CBO of Perplexity in a buying role, he doesn’t immediately send it straight to legal anymore. Implementation : Start today. It’s about showing up as a strategic advisor, not an order-taker. Use that for next week’s pipeline review.

Legal 86

Legal Strategic partnership Pipeline Strategize 86

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Whether you’re just getting started in sales or you’re onboarding new sales team members , I’ll share the best and most common sales terms used today. Sign up now Thanks, you’re subscribed!

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

Hubspot

APRIL 23, 2025

Common actions include adding business processes to make the business scalable, adding features that would open up a new market, or filing patents to lock down intellectual property. Tips to Get Started: Research recent business sales in your industry. Tips to Get Started: Tidy up your books. Assemble key documents.

Sell 48

Sell Legal Negotiate Non-Profits 48

Salesforce

OCTOBER 18, 2024

Every groundbreaking business starts with a single spark — just one idea. Whether you’re an aspiring entrepreneur looking for inspiration or a seasoned business owner exploring new opportunities, starting a new business is a big deal. Why start a small business? Why start a small business? Is there demand?

Minimum Viable Product 111

Minimum Viable Product Cross-sell Niche Legal 111

SaaStr

APRIL 15, 2025

I’ll dig in, but a really great deep dive with MongoDB’s head of sales ops here: Four Sales Compensation Tactics for Consumption-Based GTM with MongoDB’s SVP of Sales MongoDB us a blended commission model for their consumption-based GTM. using 20 out of 25 features). based on deal size).

Closing 57

Closing GTM Commission Contract 57

SaaStr

MAY 7, 2024

Dear SaaStr: What’s a Resonable Discount for an Annual Contract? How About a 3 Year Contract? Before then, think instead about marking up the prices of non-annual contracts to account for churn. Second — note your views on this will change based on how much you value cash , especially multi-year pre-paid contracts.

Contract 113

Contract Price Commission Closing 113

SaaStr

MAY 8, 2021

An annual contract gives you 365 days or so to fix that. I’ve long been a vocal proponent of annual contracts. Close say a $125k contract, even after a healthy sales commission, that’s $100k+ in the bank right now! Annual contracts require P.O., Annual contracts require P.O., Is it worth it?

Contract 125

Contract Legal Commission Finance 125

Sales Hacker

AUGUST 7, 2020

Should you take the risk of applying to a fast-growing startup, or slowly work your way up at a more established enterprise company? I have been an early employee at a very successful start-up (and several not-so-successful ones), and I’ve also been in Sales and Management at large, enterprise corporations.

Start-ups 105

Start-ups Non-Profits Territory Sales 105

Openview

MAY 30, 2018

The key, of course, is to find the middle ground — the point at which every employee who makes up your sales organization feels fully motivated to deliver results that fuel smart growth. Ultimately, that compensation needs to be a confluence of salary, commission and bonus.

Objectives and Key Results 162

Objectives and Key Results Commission Appointment Lead generation 162

SaaStr

SEPTEMBER 5, 2024

There are basically two options — really three, by blending the two: The first is to pay monthly commissions. I.e., if you pay the reps a 10% commission on what they close … and the customer pays say $500 a month … you pay the rep $50 a month. The second is to pay annualized commissions, with an allowance for churn.

Commission 117

Commission Customers GTM Contract 117

SaaStr

MARCH 27, 2023

When they have to give back some of their commission if a customer cancels early. Tracking-to-Cash , i.e. paying commissions once cash is received, not just once the deal is signed; and A Low Base Salary, No Matter How Much They Make. Let’s start with Clawbacks. Everyone in sales hates them. Usually at least.

Commission 117

Commission Contract Cross-sell Sales 117

A Sales Guy

MAY 10, 2013

I billed them for performance commissions I had earned per the contract. The problem was, in spite having met the commission terms of our contract, we were no where close to where we wanted to be from a sales perspective. Instead, I got caught up in the very inflexible, go by the book engagement that I hate personally.

Commission 113

Commission Contract Clients Service 113

SaaStr

JULY 22, 2020

I’m not ashamed to admit that when I set up our first SaaS sales comp plan, I had no idea what I was doing. In my first start-up, yes I sold to the enterprise. At first, I just made up a plan. Then, as we first scaled up a sales team, we ended up literally copying Salesforce’s comp plan.

Commission 145

Commission Quota Inside sales Sales 145

SaaStr

MAY 6, 2023

On commissions / pay-out: For start-ups where cash matters, I strongly suggest compensating the reps mainly on cash brought in. E.g., a multiyear contract where only the first year of cash is pad up front is of limited value. But if your churn it high, incent these deals even without all the cash up front.

Quota 113

Quota Commission Sell Contract 113

Veloxy

DECEMBER 28, 2023

Grab a warm coffee or tea and let’s get started! Johnson & Johnson and Cisco Systems are examples of companies that offer competitive outside sales positions, where outside sales salary varies depending on factors such as experience, industry, and commission structure. So, let’s answer the question, “what is outside sales?”

Outside Sales 243

Outside Sales Cold Call Represent Objectives and Key Results 243

Sales Hacker

MAY 9, 2019

Decide Base Pay vs. Variable Pay (Commissions). Create a 2-Page Contract and Get Mutual Commitment [TEMPLATE PROVIDED]. These can become complicated, but start creating only three levels. Before you can decide base pay or commissions, you need to start by deciding On Target Earnings or OTE. Establish Role Levels.

SQL 110

SQL Commission Customers Non-Profits 110

Hubspot

OCTOBER 16, 2017

Commission only. Base plus commission. Absolute commission plan. Relative commission plan. Straight line commission plan. When to pay commission. For instance, if you want your reps to prioritize renewals over new business, give them a bigger commission for the former. Commission only.

Commission 101

Commission Quota X-functional Non-Profits 101

Sales Hacker

APRIL 19, 2022

Because of that, compensation plans should be ready to go by the start of the new year and rolled out to reps in a timely manner. If their quotas are going up, you need to tell them what the company is doing to further support the increased demands. If someone doesn’t meet quota, they might earn a lower commission rate.

Commission 98

Commission Product Quota Drivers/motivators 98

Hubspot

APRIL 4, 2018

Good channels will open your up business to new sales opportunities. This might involve resellers earning a commission on your product or strategic partners bundling in your software with their own. This can be a strong commission, or the fact that it might help them sell their other products more effectively.

Territory 101

Territory Commission Contract Up-sell 101

Sales Hacker

SEPTEMBER 23, 2021

When should I start engaging with sales channel partners? You can and should begin engaging with sales channel partners if: you’re just starting out, you’re trying to get your first 10 customers, or you’ve just built an MVP. But be warned: don’t start a reseller program. Not assist growth from scratch. Never before.

Commission 117

Commission Manufacturing Negotiate Contract 117

SaaStr

JUNE 17, 2022

So if you’re building a model for your SaaS start-up, or thinking about cash-flow positive as a goal, let me offer a few learnings about how we got there faster: Land A Few Whales. Large companies are fine prepaying a year of cash up front, and sometimes, multiple years. Again, that’s obscenely cheap in a start-up.

Commission 123

Commission Finance Contract Engineering 123

Hubspot

DECEMBER 12, 2017

From commission to sales cycles, models, and metrics, you’ll learn the different ways of selling this unique software and what you can expect from the job. SaaS Sales Commission. Then, a salesperson follows up with the prospect to gauge next steps. 4) SaaS Sales Commission. Table of Contents. What is SaaS?

Commission 101

Commission Contract Sales Price 101

SaaStr

MAY 25, 2020

At the end of the call we’ll walk through the application so you can start trying the product” — Sam Blond, CRO, Brex. In your contracts. “Pacakage in extras, all users, projects, features into the price and reduce any hidden costs in contracts. “E contract” — Julie Grieve, CEO CritonHQ.

Closing 137

Closing Process Contract Price 137

Hubspot

JANUARY 11, 2018

Check with your real estate commission to understand what’s required to obtain your license. Most states require 60-90 hours of college-level education on real estate basics including titles, deeds, contracts, and property ownership. But that might not mean you can start selling houses right away. You have your license.

Real Estate 100

Real Estate Commission Legal Education 100

SBI

FEBRUARY 20, 2018

For example, our research shows that using Adobe Sign results in contracts being signed 21x faster than using paper-based signatures. Second, once contracts are in play, salespeople can monitor their status and stay on top of every step. We worked with REA Group to transform their manual, paper-based contract process.

Contract 55

Contract Gaming Commission Sales 55

Hubspot

MARCH 27, 2019

A salesperson’s quota is often directly tied to their compensation plan, including commission and bonuses. Activities usually include phone calls, follow-up emails, scheduling meetings, and leading demos. Activity Sales Quota Example: Sales rep Jonathan has a quota of 45 phone calls/month, 84 follow-up emails, and 12 demos each month.

Quota 100

Quota Territory Commission Sales 100

Salesforce

JANUARY 16, 2024

It’s relevant to sales reps, as it’s the number a sales team gets paid commission on, but it’s also relevant to sales leaders as they use it to determine the health of the company and progress toward pre-determined targets. For example: Is revenue up year over year, or quarter over quarter? million 2.

Contract 105

Contract Non-Profits Referrals Sales 105

SaaStr

FEBRUARY 16, 2021

He sent me his Calendly, and never followed up when I didn’t pick a convenient time for him. Do not break up with them. No one likes to be broken up with, folks. If an AE is breaking up with too many prospects, that AE probably has too many leads. Not following up in minutes to every inbound request.

Quota 111

Quota Commission Sales Contract 111

Hubspot

JANUARY 9, 2019

For example, listing contracts written are for X% with X% offered to the cooperating agent. The property must appraise for the agreed-upon contracted sales price in order for the lender to grant the loan. In some cases, FSBO sellers may pay a cooperating commission to the buyer’s agent working with whomever buys their home. • • •.

Real Estate 101

Real Estate Negotiate Contract Commission 101

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. Let’s start with tools. ZoomInfo, for instance, starts at $25K. Do you see how the costs begin to add up?

Pipeline 121

Pipeline X-functional Commission Clients 121

Outreach

MARCH 3, 2021

Salaries including bonus and/or commission can vary greatly depending on location, compensation plans, and experience, with top-earners landing $1 million+ per year. The discrepancies in average salary are no surprise, as companies vary in their commission models for SaaS salespeople.

Commission 98

Commission Profit margin Objectives and Key Results Pipeline 98

Adaptive Business Services

NOVEMBER 1, 2023

I wanted to start a discussion on workflows vs pipelines. In this case, you will be given a pop-up window to enter the deal details, that deal is then added to your pipeline, and that contact record is removed from that workflow. Referral Commission Offer! This commission applies to the original training contract only.

CRM 71

CRM Commission Contract Referrals 71

Partners in Excellence

MAY 30, 2013

I’m reacting to a cumulative build up of a number of conversations about compensation planning, incentives, and “motivating” sales people. Violating those conditions of employment violates the implicit “contract” we have with our people. This is one of those times. They become conditions of employment.

Commission 79

Commission Territory Contract CRM 79

Sales Hacker

FEBRUARY 5, 2021

Your reps will end up spinning their wheels on unqualified leads that they should not be working. They will spend their time on the wrong things and their quota and commission, along with their energy will suffer. Think about what these individuals get frustrated with during the week: What keeps them up at night?

Sales 134

Sales Commission Negotiate Contract 134

Sales Hacker

MAY 19, 2020

But the ultimate milestone isn’t the contract. And then from time to time, I would pick up the phone and call the customer. Actually, we implemented Salesforce over there, and I withheld commissions until they had filled in Salesforce to my satisfaction. It’s the buyer’s ROI. What You’ll Learn. How about 62 words?

Contract 111

Contract Follow-up Quota Networking 111

SaaStr

NOVEMBER 24, 2021

Pothole #1 – Legacy Sales Commission Plans May Yield Low License Utilization. Says Roberge, “We’re using a sales comp plan that was invented in the 1980s, and it’s causing our customers to utilize their licenses at a lower rate, and it’s causing revenue contraction.”. Roberge recommends starting with product-market fit.

GTM 102

GTM Price Promote Commission 102