Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Number of conversations. Average contract value (ACV). Conversion rate by sales funnel stage (by team and by individual). Percentage of prospects who agree to a conversation. Market penetration.

X-functional 96

X-functional Quota Cross-sell Contract 96

SaaStr

JANUARY 10, 2020

Harry Stebbings: Can I push back and ask, and I’m sorry this is off schedule, but as I said, we let the conversation flow. Bob Moore: At that 50 plus era, there’s a function for this. And the reason it’s missing is because half of it is in your partner’s CRM system, not yours.

X-functional 52

X-functional Start-ups Drivers/motivators Go To Market 52

Sales Hacker

APRIL 14, 2020

Reps working from home need to be willing to converse without selling. 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.

Contract 70

Contract CRM Consult Cross-sell 70

Sales Hacker

JULY 2, 2019

Lead to customer conversion rate by lead source. If your CRM doesn’t have this reporting functionality, you can export the data into an excel file and quickly get the average sales price from there. Average Lead Value = Average Sales Price * Conversion Rate from lead to customer. 2,000 x 10% = $200/lead.

Price 78

Price X-functional CRM Sales 78

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. If you’re CRM, boom, Salesforce. So if you’re ERP, boom, Workday.

E-commerce 104

E-commerce Manufacturing X-functional Retail 104

PandaDoc

MARCH 7, 2023

An effective sales workflow helps improve your conversion rates, shorten the sales cycle , and increase total revenue from sales. Win rates and conversion percentages can be extrapolated for every bridge or step in the sales workflow. A sales workflow is a sequence of necessary processes that your team can follow to complete a sale.

Process 52

Process Objectives and Key Results Pitch Legal 52

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. So, sales in my view is best run on a quarterly plan.

Finance 113

Finance X-functional Launch Objectives and Key Results 113

Hubspot

AUGUST 17, 2021

I’ve had countless conversations with sales leaders who tell me that their reps just aren’t selling the "right type" of deals. Sometimes, it means they’re selling a lot of Product X when the company is pushing for sales of Product Y. There's often a lack of clarity around company goals. Why RevOps Should Own Comp Plan Design.

Commission 83

Commission Quota X-functional Finance 83

SaaStr

FEBRUARY 25, 2020

Because it’s not so much focused around X, Y, Z NPS score. If you sat and you said, “Okay, we sign a customer, we process their contract, we have to get them provisioned. They got a verbal, they’re like, we’re going to get a contract this is a scrape. Maybe, maybe not.

Prospecting 89

Prospecting Customers Promote X-functional 89

SaaStr

MAY 14, 2023

That’s why for us, it’s so important to build that function of the company in the Bay Area. Every month we know we need X amount of sales reps, and we multiply the number of leads that each one needs, and that is also what marketing has to produce. For a tech company like we are, being here is being also kind of legit.

Price 94

Price Start-ups Up-sell X-functional 94

Sales Hacker

JULY 28, 2020

It’s a great conversation. It’s a very honest conversation. Conga is changing the way the world works by modernizing, streamlining and automating your documents, contracts, and processes to make it easier to do business. Salesforce, CRM, Google Enterprise and Bevy. We’ve got two sponsors.

Sell 61

Sell Presentation Start-ups X-functional 61

SaaStr

MARCH 12, 2019

Awesome revenue growth on the X axis, awesome revenue retention on the Y. It was all about getting the contract. Once you had the contract, all the servers were set up, you flew in your professional services people, it took six months to set it up, it took six months to train people, and the product sucked, but it didn’t matter.

Growth 83

Growth Cross-sell Contract X-functional 83

SaaStr

AUGUST 26, 2022

X this year. You need your CRM, you need your ERP, you need your human capital management. You don’t have to do every single function to still get a customer. For all these types of categories, I know it’s trite, but you just have to find your 10 X feature that someone will buy. When did you start the company?”

Quota 80

Quota Growth Product Closing 80

PandaDoc

MAY 8, 2023

That includes automation tools, ticketing systems, strong workflows, CRM software, live chat software, and so much more. Note: If you’re using Zendesk Sell, be sure to check out the PandaDoc x Zendesk Sell integration for even faster document creation. But providing great service is easier said than done. Ease of use: 7.9/10

Service 52

Service Product Customers E-commerce 52

SaaStr

FEBRUARY 21, 2020

So don’t be too upset if you’re not yet at the four X number, but know for sure that if you don’t get beyond that, you’re not going to have a very profitable company in the long run. You do want a clear contract to exist between sales and marketing for the number of MQLs that they have to deliver.

Non-Profits 79

Non-Profits Up-sell Start-ups Product 79

SaaStr

OCTOBER 30, 2020

For example, right now, what we’re doing is we’re having a conversation. And so what we’ll see people come in and do is they’ll say, Hey, we want to acquire name, email, company size, function, or department, and then the consent and all these fields, right? So it’s a dialogue, it’s an interaction.

A/B testing 81

A/B testing X-functional Launch Start-ups 81

Sales Hacker

JUNE 20, 2019

That tech served purposes like capturing leads directly from a website, automatically routing those leads to reps, increasing the volume of emails a human could send, enabling reps to make phone calls with a single click, and easily creating clean and crisp contracts for signature. Wanna know what else those products can do? Data capture.

Quota 70

Quota X-functional Strategize Contract 70