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. Eyal Manor.

Finance 55

Finance X-functional CRM Engineering 55

SaaStr

AUGUST 7, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. ” 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.

Price 60

Price Retail X-functional Healthcare 60

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

Sales Hacker

JANUARY 13, 2021

The licensee embeds the third-party software into its application to improve it by adding new functionality or features, or enhancing existing functionality or features. One OEM contract can give thousands or tens of thousands of end-users access to the licensor’s software. Licensing OEM software. OEM deal structure.

GTM 74

GTM Profit margin Negotiate Contract 74

SaaStr

JANUARY 10, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. 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.

X-functional 52

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

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Number of conversations. Number of demos or sales presentations. Average contract value (ACV). Conversion rate by sales funnel stage (by team and by individual). Primary Conversion Metrics.

X-functional 96

X-functional Quota Cross-sell Contract 96

SaaStr

APRIL 23, 2019

Building the basic functionality. One of the things that fintech startups often have to do, is they need to have contracts in place with not just the banks, but quite a few of the partners to really build a full stack solution. And think about that, and already present it in a way that works. We go in a lot of directions.

Launch 65

Launch Pitch Niche Negotiate 65

SaaStr

JUNE 14, 2019

What were his biggest lessons from being in the Sequoia boardroom when they presented “RIP Good Times”? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. In Today’s Episode We Discuss: * How did Dave make his way into the world of SaaS over 20 years ago?

Strategize 59

Strategize Quota Non-Profits Price 59

SaaStr

JUNE 13, 2019

Can we get the slides on the presentation? And the second goal, is to help you have conversations within your business about what the right mechanisms are to test free trial. The way that we structure this presentation is top 10 learnings, so let’s jump right in. Contract length. Ready to go? What does this mean?

Contract 85

Contract Price X-functional Conversion 85

SaaStr

MARCH 1, 2019

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? How does the impact of a salesperson change the conversion rate?

Contract 47

Contract Price Commission Conversion 47

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 114

Finance X-functional Launch Objectives and Key Results 114

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. Present product or service The presentation or the pitch is showtime in any sales workflow outline.

Process 52

Process Objectives and Key Results Pitch Legal 52

SaaStr

NOVEMBER 21, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Rob Gonzalez: The second major thing, I think, is that back in 2012, we were in what I think of as X in the cloud, as the moment of SaaS where you just take an existing software category and you put it in the cloud.

E-commerce 106

E-commerce Manufacturing X-functional Retail 106

SaaStr

AUGUST 15, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. I actually just got off the boat, Nick, and scurried up to make sure that I was ready to go for the presentation. That doesn’t mean to say, you’re going to do away with the functions.

Retail 81

Retail Start-ups Drivers/motivators Up-sell 81

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

JULY 13, 2023

Startups come in all shapes and sizes on various stages of a timeline, yet it’s not surprising how many have the same questions and concerns about how to scale from x to y to z, the right time to hire and fire, and how to keep a team motivated during hard times. His answers didn’t disappoint. His answers didn’t disappoint.

X-functional 72

X-functional Closing Growth Contract 72

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. They test for presentation skills in a sales hire. We’ve got two sponsors.

Sell 61

Sell Presentation Start-ups X-functional 61

SaaStr

MAY 14, 2023

You have a presentation online that’s called Unsexy, which you’ll have to explain to me later. That’s why for us, it’s so important to build that function of the company in the Bay Area. First of all, you win the coolest name prize, although Nicolas also is a pretty awesome name, so good job. It makes sense.

Price 96

Price Start-ups Up-sell X-functional 96

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

SaaStr

JANUARY 21, 2020

We won’t be talking about perks and amenities today during the playbook conversation. I’m not going to talk about dogs in today’s presentation. My velocity lane, PatientPop’s SMB SaaS, eight units a month, $13,500 contract. Calls, emails, connect rate, demos, performs, wins, average contract value.

Quota 104

Quota Sales Healthcare Territory 104

SaaStr

MAY 10, 2019

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. That’s an internal function, but to the customer it shouldn’t be obvious that that’s their obligation, right? Here’s what Dave talks about: When is the right time to raise money? Jason Reichl.

X-functional 55

X-functional SQL Pipeline GTM 55

SaaStr

JANUARY 3, 2020

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? How does the impact of a salesperson change the conversion rate?

Contract 10

Contract Price Commission Conversion 10

SaaStr

AUGUST 26, 2022

X this year. 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. Maybe doesn’t have to send the contract out for his signature, but you never, ever, ever get the time back.

Quota 81

Quota Growth Product Closing 81

SaaStr

FEBRUARY 21, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. 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.

Non-Profits 79

Non-Profits Up-sell Start-ups Product 79

SaaStr

OCTOBER 30, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. For example, right now, what we’re doing is we’re having a conversation. What’s the data around conversions on input field amount? Harry Stebbings. Randy Rayess. Oh, whatever else is.

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. You should change up the presenter to keep it fresh.

Quota 70

Quota X-functional Strategize Contract 70

SaaStr

AUGUST 19, 2020

Interestingly, we saw an improvement in conversion rates and we saw an improvement in retention rates which were very counterintuitive. It’s easy to … It’s not easy always, but one tactic that has been successful is to extend the terms of the contract and lower the overall cost on a per month or per year basis.

E-commerce 104

E-commerce Price Start-ups Growth 104