Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Year-over-year growth. Average contract value (ACV). Ramp-up = amount of time spent in training + average sales cycle length + X. Percentage of reps using the CRM. Market penetration. SaaS Metrics.

X-functional 96

X-functional Quota Cross-sell Contract 96

SaaStr

MARCH 12, 2019

He provides an in-depth guide to driving revenue growth at your company and what to expect at each stage. The three stages are product-market fit, then go-to-market fit and lastly growth and moat. Awesome revenue growth on the X axis, awesome revenue retention on the Y. Thirty, 50% revenue growth. Growth and milk.

Growth 82

Growth Cross-sell Contract X-functional 82

Sales Hacker

APRIL 14, 2020

She helps growth-oriented B2B, SaaS companies design, implement, and optimize their data strategies, business processes and existing tool stacks to support their customers. Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes ,all right in your CRM.

Contract 70

Contract CRM Consult Cross-sell 70

Sales Hacker

MAY 9, 2019

Create a 2-Page Contract and Get Mutual Commitment [TEMPLATE PROVIDED]. Here’s a simple example to begin with that covers the SDR, AE and Customer Success Manager (CSM) functions: Table 1. 3) Business-Case Target Setting (Recommended): The sales acquisition team that sells a CRM platform uses one SDR ($80k), one Jr.

SQL 102

SQL Commission Customers Non-Profits 102

Hubspot

AUGUST 17, 2021

Sometimes, it means they’re selling a lot of Product X when the company is pushing for sales of Product Y. In these examples, maybe Product X is a lot easier to sell and comes with a higher commission rate than Product Y. Sales Operations has historical sales data, allowing you to build a realistic and growth-oriented quota.

Commission 83

Commission Quota X-functional Finance 83

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

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 102

E-commerce Manufacturing X-functional Retail 102

SaaStr

MAY 14, 2023

All were growing 15%-20% a month, so we called them “The 20%ers club” Did that growth last? First thing I did was, I didn’t focus on growth, or numbers, or ARR, or anything. And of course, going back from there, “OK, to get that kind of growth, who should we hire today? How did they do? All of them!

Price 92

Price Start-ups Up-sell X-functional 92

PandaDoc

MARCH 7, 2023

And that can only mean one thing, more revenue and growth for your business. When connected to tools like your CRM and other solutions, these numbers can be even more powerful at guiding sales operations. Sales automation software or other solutions with eSignature functionality will help you close deals more quickly.

Process 52

Process Objectives and Key Results Pitch Legal 52

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. You know why?

Prospecting 88

Prospecting Customers Promote X-functional 88

SaaStr

AUGUST 26, 2022

Yes, Zoom and Shopify and folks that were huge COVID beneficiaries had a bit of a hit, but even those have resumed their growth path. Jason Lemkin: Then there are different types of growth, late growth and growth. So crossover completely frozen, late growth semi-frozen. X this year. It could come back.

Quota 78

Quota Growth Product Closing 78

Sales Hacker

JULY 28, 2020

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. Prior to that, we had an IPO, and prior to that, we had really been in hyper growth mode the entire time I had been there. Salesforce, CRM, Google Enterprise and Bevy.

Sell 61

Sell Presentation Start-ups X-functional 61

SaaStr

FEBRUARY 21, 2020

But I’m thrilled to welcome David back to the show today to discuss a very specific topic, the nine stage model to get a B2B software company to get repeatable, scalable, and profitable growth. You mentioned the nine stage model there. Neither one of them is predictable in how long it’s going to take.

Non-Profits 78

Non-Profits Up-sell Start-ups Product 78

SaaStr

OCTOBER 30, 2020

390: Randy Rayess is the Co-Founder @ Outgrow, a growth marketing platform that enables marketers to build interactive content/tools to increase customer engagement and boost demand generation. The salesperson now isn’t just getting a name and email and this guy or girl wants to talk at X time.

A/B testing 79

A/B testing X-functional Launch Start-ups 79

SaaStr

JULY 2, 2020

They have that data available in their data warehouses, in their CRM systems, so there’s that available. You’re telling me mathematically the answer is going to be X, but I can’t understand why. And is there ever a case for too small a contract to start? We think that’s really core to how we do things.

Customers 114

Customers Contract Price Education 114

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. As they move into the Growth Stage, they develop an Ops team.

Quota 70

Quota X-functional Strategize Contract 70