SaaStr

AUGUST 7, 2020

” They will be able to point to measurable value X amount saved, or X user adoption, or X spend categories and a management, or X improvement in operational efficiency, whatever that may be. You can see it right behind you going across the bridge but can you see 10 X? You can imagine that conversation.

Price 60

Price Retail X-functional Healthcare 60

SaaStr

AUGUST 9, 2019

Ep 255: Vikas Bhambri is SVP Sales and Customer Experience @ Kustomer, the startup providing Real-time, actionable views of customers with continuous omnichannel conversations and intelligence that automates repetitive, manual tasks. Why the “strongest” conversations need to happen between engineering and marketing. Missed the session?

Finance 55

Finance X-functional CRM Engineering 55

SaaStr

NOVEMBER 2, 2019

How should this data feedback into your product roadmap and pipeline? * 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. Harry Stebbings: Digging into the conversations they do actually have.

GTM 53

GTM Price Up-sell Product 53

PandaDoc

FEBRUARY 27, 2023

If they agree, the deal is finalized by the signing of a contract. Closing questions in sales are important because they keep a prospect moving toward a sales conversion. You aren’t exactly cold calling during a closing conversation – you should be using a sales strategy suited to the moment: 1. Customers always like options.

Closing 52

Closing Contract Technique Objectives and Key Results 52

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

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. It just made it a lot easier for us to scale up Salsify as we found success.

E-commerce 105

E-commerce Manufacturing X-functional Retail 105

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

SaaStr

AUGUST 15, 2020

We’ve got a lot of training to do with our sales teams to get them to start to speak in these types of terms versus feature function. That doesn’t mean to say, you’re going to do away with the functions. And so every conversation, we did an incredible podcast, you should listen, that was one of our highest rated ones.

Retail 80

Retail Start-ups Drivers/motivators Up-sell 80

SaaStr

MAY 14, 2023

That’s why for us, it’s so important to build that function of the company in the Bay Area. ” It’s difficult to keep all the little pieces of your revenue pipeline exactly perfectly in sync, right? How do you think about what leads you’re using, what quality to determine how your pipeline is growing?

Price 96

Price Start-ups Up-sell X-functional 96

SaaStr

MAY 10, 2019

Harry Stebbings: Can I ask, I had Ben Braverman and the CRO of Flexport on the show the other day and he said it’s wonderful to have SDRs and account managers and sales reps but it doesn’t create the best personalized buying experience when you’re continuously handed off to the separate specialized function.

X-functional 55

X-functional SQL Pipeline GTM 55

SaaStr

FEBRUARY 25, 2020

If you can get your customers to do that lead gen and pipeline generation for you, that’s goodness. 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. Second or third is referrals.

Prospecting 89

Prospecting Customers Promote X-functional 89

SaaStr

MARCH 17, 2020

You’re probably going to have to be doing customer references unless there’s very small contract value, right, where there’s not a ton of pressure in making the right decision on the part of the prospective buyer. Then a third thing that you can do is incorporate it into the contract. What am I going to give?

Clients 58

Clients Service Customers Start-ups 58

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. If you don’t f**k up, you can stay on board and then you go and finish the pipeline.”

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 don’t have to do every single function to still get a customer. Jason Lemkin : That’s the reason there’s a thousand marketing applications, because every CMO needs to generate pipeline, awareness, leads, and they will test anything that works and shoot what doesn’t and keep trying things.

Quota 81

Quota Growth Product Closing 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. Do you review the forecast and make sure pipeline is clean ?

Quota 70

Quota X-functional Strategize Contract 70