Partners in Excellence

JULY 26, 2016

They focus on the “big commission check,” or other things. They forget, that big commission check is a result of sales people doing exactly what we are asking them to do! If we have designed our compensation and performance management processes well, we should be ecstatic with the big commission or bonus checks.

Commission 49

Commission Manufacturing Sales Engineering 49

Lead Fuze

JANUARY 1, 2022

Product management, engineering, customer success, sales and marketing departments all play a role in determining whether or not this should be done. It also provides an upfront payment instead of the variable commission structure where pay depends on success, which might leave money on the table over time.

Negotiate 52

Negotiate Profit margin Contract GTM 52

SaaStr

MARCH 31, 2020

My focus is SaaS and my job is to create a defensible go-to market moat, right? When we talk of hypergrowth and I go back to Drift and Segment to give you an idea of how fast and how much growth there is, we did 3X revenue at Segment in 18 months and we made 5X revenue at Drift in 18 months. Easy, after product market fit.

Growth 52

Growth Engineering Launch Commission 52

PandaDoc

DECEMBER 9, 2022

Go beyond the limits of the accounting definitions — such as cost of goods sold (COGS) and cost of sales — and dig deeper into the actual cost basis that should cover all of the related promotions, distribution costs as well as sales commissions. Analyze prices.

Price 52

Price Profit margin Legal Retail 52

SaaStr

SEPTEMBER 26, 2019

So you completely change your go to market and that also includes the fact that you need to start an outbound team. You need to scale the go to market team to feed that new sort of like next wave of deals. And one of the things your hiring process used to have reps sort of present to all the engineers.

Territory 54

Territory Cross-sell Sales Cold Call 54

Heinz Marketing

JUNE 3, 2019

I mean, we had leaders from product marketing and sales who joined us. The theme was Together, how to build a high performance revenue engine by aligning product marketing and sales. We’re going to be talking more about building a revenue engine for your organization. He’s a SiriusDecisions.

Pipeline 57

Pipeline Sales Objectives and Key Results B2B 57

SaaStr

MARCH 27, 2019

In Leyla’s role today, she leads the charge on extending the power of Salesforce with a full portfolio of mobile apps, and is responsible for driving product, go-to-market and other key programs around Salesforce’s mobile offerings. I can’t go tell an engineer, “You must code this,” right?

Start-ups 52

Start-ups Objectives and Key Results UX Follow-up 52

Sales Hacker

JANUARY 13, 2021

Depending on the software, implementation, and go-to-market (GTM) strategy, considerable costs and internal resources could be needed for a successful deployment. Product management, engineering, customer success, sales, and marketing groups will weigh in on the decision-making process.

GTM 74

GTM Negotiate Profit margin Contract 74

SalesLoft

JUNE 20, 2019

While most of us know Pete for his work building the MSP community, but did you know he started a talent search engine that sold to Monster? If you’re just in there for a commission check, people can sense that. Throughout 2018, I was iterating our sales motion and driving us towards product-market fit and then go to market fit.

Territory 63

Territory Sales Construction Manufacturing 63

Sales Hacker

APRIL 21, 2021

Google search engine using the terms “RevOps jobs” and “Revenue Operations jobs”. Assist the CEO and sales leadership team with go-to-market planning. Oversee and improve order management, revenue recognition, commissions, billing and accounts receivable. Traditional job sites such as Monster, CareerBuilder, and Indeed.

Finance 103

Finance GTM Cross-sell SQL 103

Sales Hacker

FEBRUARY 23, 2021

The commissions I earned last quarter are more than you make in a year. So, I worked my way up the go-to-market side of the engine. You get this real well-rounded view of what’s actually happening in the market. Why don’t you come and try to get a job here?” Surprises in the top job [17:32].

E-commerce 60

E-commerce Sales Commission Finance 60

SaaStr

OCTOBER 8, 2019

Here are a couple of the stages of denial that I think I went through as founder CEO from doing sales completely on my own, to building out a sales team and finding actual leaders for the go-to market team. So you end up with like a 75% close rate, which is completely crazy and indicative of part of the problem in a way. .”

Sales 50

Sales Intrinsic Growth Product 50

SaaStr

AUGUST 27, 2019

This will include diving into the pros and cons of the various comp design models, including MBOs, detailed incentive structures and flat commission rate payouts, as well as the nuance between using comp design as a motivational factor but not as a substitute for good management. But also what is my go to market motion?

Territory 52

Territory Contract Cross-sell Drivers/motivators 52

SaaStr

MARCH 1, 2019

Should sales commission be paid on renewals? So if your product is missing a particular feature you can take somebody in professional services or a presales engineer, and they can actually build a prototype and solve some of the feature lack in the product. And then the second, he was going to market trying to change pricing.

Contract 46

Contract Price Commission Conversion 46

SaaStr

JULY 30, 2020

Peter Kazanjy: So at TalentBin, that was kind of like my first training wheels, SaaS business, and also the place where I started to learn and appreciate go to market. So I went from being a business generalist founder, so prior to that I was in product marketing and product management at VMware, so big enterprise software company.

Cross-sell 79

Cross-sell Up-sell Start-ups Sell 79

Sales Hacker

OCTOBER 7, 2021

A Vietnamese immigrant, dedicated mother, and seasoned technology executive, Hang Black has an extensive background in engineering, marketing, sales, and entrepreneurship. She holds a BS in Chemical Engineering from the University of Texas at Austin and lives in Los Altos, California with her two children. Bridget Gleason.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

SaaStr

JANUARY 3, 2020

Should sales commission be paid on renewals? So if your product is missing a particular feature you can take somebody in professional services or a presales engineer, and they can actually build a prototype and solve some of the feature lack in the product. And then the second, he was going to market trying to change pricing.

Contract 10

Contract Price Commission Conversion 10

SalesHandy

OCTOBER 28, 2022

All of your marketing and sales efforts are centered around pushing your product or service to your target audience, rather than pulling them in through inbound lead generation. The biggest selling point of outbound is that it allows sales and marketing teams to take complete ownership of their go-to-market (GTM) strategy.

Lead generation 59

Lead generation Cold Call Referrals Objectives and Key Results 59

SaaStr

JANUARY 10, 2022

As software purchasing becomes increasingly democratized and complex, there’s often a false narrative that companies need to choose either a self-serve or a sales-driven go-to-market model to drive growth. These are people that were full-time designers prior to coming to Figma, and they work across both marketing and sales.

Customers 86

Customers Price Start-ups Growth 86

SBI

NOVEMBER 7, 2019

ZoomInfo powered by DiscoverOrg is a powerful sales prospecting and go-to-market solution for salespeople, marketing, and even C-Level execs. DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success. Prospect Intelligence. Among its differentiators are machine.

Customers 20

Customers Tradeshows Technology Technology 20