PandaDoc

OCTOBER 13, 2022

A weakness that we’ve identified through our conversations with sales reps is that homegrown apps lack good project management tooling. Upon conversion, teams usually hand off leads externally to customer success managers and KAMs. Lead generation X ? Social media integration X ? Free version X ? Free version X ?

X-functional 52

X-functional Territory CRM Lead generation 52

InsightSquared

JANUARY 12, 2018

While sales leadership may sign on the dotted line for new vendor contracts, the responsibility of onboarding, implementation and training falls on the sales ops team. Be sure to ask enough questions during the demo and evaluation phase about how X functionality would handle Y workflow.

Transportation 75

Transportation X-functional Sales Contract 75

Hubspot

MAY 17, 2018

The reason you want a contract is so that you have your scope, your deliverables, and your timelines outlined. A contract will also give you the opportunity to build in check-ins,testing time, and a payment schedule (we’ll get back to this). It looks and functions great. This isn’t to say that you’re going to get swindled.

Contract 76

Contract X-functional Negotiate Start-ups 76

Sales Hacker

JULY 10, 2020

Find out who can spend money, who has budget, who can CREATE budget, and who can sign the contract? And make sure they’re a part of your final presentation, your business case review, and contracting. This stage is all about understanding the feature functionality your buyer is looking for and how closely your solution aligns with it.

Legal 115

Legal X-functional Contract Presentation 115

InsightSquared

JANUARY 12, 2018

While sales leadership may sign on the dotted line for new vendor contracts, the responsibility of onboarding, implementation and training falls on the sales ops team. Be sure to ask enough questions during the demo and evaluation phase about how X functionality would handle Y workflow.

Transportation 54

Transportation X-functional Sales Contract 54

Lead Fuze

DECEMBER 1, 2021

The company offered me $X,000. If you use a CRM like Hubspot or Salesforce, email functionality may already be built in. Sometimes it†s just not possible to have a conversation through email. Before using another product, make sure it has the functionality you need. When I send a proposal, I also include the contract.

Appointment 52

Appointment X-functional Sales CRM 52

Hubspot

AUGUST 4, 2015

But not all couples are functioning like a belt and suspenders. Conversations and content can be humorous and playful and when done right, can amplify your message, whether you’re in marketing or sales (preferably you’re not taking yourselves too serious, anyway). I need ‘conversations’ with leads generated.” Mac and cheese.

X-functional 70

X-functional Teamwork Sales Follow-up 70

Sales Hacker

DECEMBER 1, 2020

He talks about the journey of a marketer leading the entire revenue function on the path to CEO. Outreach revolutionizes customer engagement by moving away from siloed conversations where different people in your company are talking to different people at the prospect, to a streamlined and customer-centric journey. Great author.

Growth 63

Growth Contract Pipeline B2B 63

SaaStr

JULY 24, 2019

This is pretty simple, but when I look at this industry, a lot of times what I see is organizations crafting pricing packages that would enable, for example, an enterprise-wide license, where an organization pays you X amount of money, and they have unlimited seats, unlimited usage. We’ve added a technical account manager function.

X-functional 55

X-functional Engineering Clients Start-ups 55

Sales Hacker

SEPTEMBER 29, 2020

Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Sam Jacobs: Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Sam’s Corner [28:45]. Show Introduction [00:10]. Check them out.

Contract 107

Contract X-functional Objectives and Key Results Legal 107

SaaStr

APRIL 30, 2024

2023 saw the team grow from 6-10 reps, which is pretty modest, and they built an SDR function. At the end of ‘22, they started a small pilot and grew that function from one and two BDRs to a team of 10 and then 12. For Owner, they hired these two leaders on contract from their networks. Every function gets a stack rank.

Go To Market 99

Go To Market GTM X-functional Objectives and Key Results 99

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 53

Finance X-functional CRM Engineering 53

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

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

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 in that world, you better believe that the partnerships function was a very first function. In that regard, yes.

X-functional 53

X-functional Start-ups Drivers/motivators Go To Market 53

SaaStr

NOVEMBER 2, 2019

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. I do have to ask though, because when we spoke earlier about retention, you said to me the continuous conversations with your customers is key.

GTM 51

GTM Price Up-sell Product 51

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 93

X-functional Cross-sell Quota Contract 93

SaaStr

JUNE 13, 2019

And the second goal, is to help you have conversations within your business about what the right mechanisms are to test free trial. Contract length. How long should a contract be in order to maximize conversion rate? A multi-year contract, a month-to-month contract, an annual contract.

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 46

Contract Price Commission Conversion 46

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 I think we did two X what we thought we were going to do. We go in a lot of directions.

Launch 64

Launch Pitch Niche Negotiate 64

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

JUNE 14, 2019

And conversely in a good book, the numbers are all correct, they all foot out very well, the book tells a story about the company where it’s going, and the words match the music. We thought we were buying a fully functioning management team.” When you look at the numbers, they support that story. ” Right?

Strategize 56

Strategize Quota Non-Profits Price 56

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

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 111

Finance X-functional Launch Objectives and Key Results 111

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 81

Retail Start-ups Drivers/motivators Up-sell 81

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 80

Commission Quota X-functional Finance 80

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 77

Price X-functional CRM Sales 77

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. But it wasn’t ok in 2018, and it isn’t ok today.

X-functional 74

X-functional Closing Growth Contract 74

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 96

Price Start-ups Up-sell X-functional 96

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 87

Prospecting Customers Promote X-functional 87

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 57

Clients Service Customers Start-ups 57

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. His name is Steven Broudy, and he runs sales at a great company called Bevy. The first is Conga.

Sell 61

Sell Presentation Start-ups X-functional 61

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

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 85

Growth Cross-sell Contract X-functional 85

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 52

X-functional SQL Pipeline GTM 52