Salesforce

NOVEMBER 20, 2023

In a typical sales process , much of the preparation, including prospect research and qualification, occurs days or weeks before the sales call is even scheduled. This is also an opportunity to tactfully ask who else needs to be involved in the decision-making process before the purchase can be finalized.

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

Sales Hacker

AUGUST 3, 2020

They need a computer, access to a CRM system, and access to Zoom and a tool like HelloSign or PandaDoc. Plus, you also need CRM access. Your final math is 2 x $110K + $50K for fractional manager + $40K in tools = $310K. Any more than that, and get ready to grow your SDR function. You need them to succeed. Final Thoughts.

Pipeline 91

Pipeline X-functional Commission Clients 91

PandaDoc

MAY 8, 2023

That includes automation tools, ticketing systems, strong workflows, CRM software, live chat software, and so much more. These software platforms have tools to process requests through a variety of channels (phone calls, email, live chat, etc.) But providing great service is easier said than done.

Service 52

Service Product Customers E-commerce 52

SaaStr

AUGUST 9, 2019

Prior to Kustomer, Vikas spent over 20 years implementing, consulting, marketing, and selling CRM and ContactCenter solutions with companies like LivePerson and Oracle. I got approached around this startup within Oracle called the CRM on Demand group. I thought CRM, in the cloud, et cetera, was never going to be anything.

Finance 55

Finance X-functional CRM Engineering 55

SaaStr

AUGUST 7, 2020

But the key again in industry-specific SaaS is understanding the business processes, understanding the critical problems and the issues, and really going deep in each one of these industries. Thanks for inviting me and welcome to all the folks from SaaStry. I was amazed by how big Salesforce was in the ecosystem.

Price 61

Price Retail X-functional Healthcare 61

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. CRM application licenses a natural language search technology. There are a multitude of variables involved when putting together an OEM contract.

GTM 74

GTM Profit margin Negotiate Contract 74

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). They help you understand what’s working and what’s not regarding your holistic sales process. Average contract value (ACV). Ramp-up = amount of time spent in training + average sales cycle length + X.

X-functional 96

X-functional Quota Cross-sell Contract 96

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. Today, Jessica helps companies find ways they can optimize their current business processes. Every sales org feels the pressure to close deals faster.

Contract 70

Contract CRM Consult Cross-sell 70

SaaStr

JANUARY 10, 2020

The next time you feel like you actually have a time tested, battle worn process that makes it faster and makes the outcome better. 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. In that regard, yes.

X-functional 53

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

Heinz Marketing

DECEMBER 18, 2020

If you add a 5+ minute wait step, your campaign’s priority is now considered low , and the action will be deprioritized for the system-wide CRM sync that happens every 5 minutes (and almost every other process Marketo runs). they have in their CRM. There is no change in system priority if your wait step is 4 minutes or less.

CRM 134

CRM Campaign X-functional Clients 134

Sales Hacker

JULY 2, 2019

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. 2,000 x 10% = $200/lead. Other business initiatives might change your conversion rates such as improvements in the sales process, price changes or discounts, etc.

Price 77

Price X-functional CRM Sales 77

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. You can get there by process of elimination.

Finance 114

Finance X-functional Launch Objectives and Key Results 114

Sales Hacker

MAY 9, 2019

The Process for Creating a Sales Compensation Plan. 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. Decide Base Pay vs. Variable Pay (Commissions). Set Targets.

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. Maybe, that means they’re selling one-year deals when the company wants two-year deals.

Commission 83

Commission Quota X-functional Finance 83

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 108

E-commerce Manufacturing X-functional Retail 108

ConversionXL

AUGUST 27, 2019

Be careful about contracts you sign and team training you invest in. It does not process or translate data, nor does it help you work with the output. They can now deliver a lot of the same functionality, and your main decision-making factor could be the pricing model. And its data-layer functionality is versatile.

GTM 124

GTM X-functional CRM Technology 124

SaaStr

MAY 14, 2023

Daniel : We followed a lean start up approach to building our sales process. I focused on learning and getting the process right, so I did all the sales myself. Only once I knew that I had a repeatable process that we knew why people would buy it, and for how much, and who the buyer was and all that, then I hired three sales reps.

Price 99

Price Start-ups Up-sell X-functional 99

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. Are we processing a renewal? They got a verbal, they’re like, we’re going to get a contract this is a scrape.

Prospecting 88

Prospecting Customers Promote X-functional 88

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 86

Growth Cross-sell Contract X-functional 86

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. Salesforce, CRM, Google Enterprise and Bevy. We’ve got two sponsors. The first is Conga. Businesses run on documents.

Sell 61

Sell Presentation Start-ups X-functional 61

SaaStr

AUGUST 26, 2022

I’m pretty sure all those deals were in process before the crash. 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. The deals aren’t happening. I’m going to go from 2 to 5 or 2 to 6.”

Quota 86

Quota Growth Product Closing 86

SaaStr

FEBRUARY 21, 2020

David Skok: And that point is, it’s too early to measure unit economics, CAC and LTV, if you haven’t hit the point where you already have a repeatable and scalable sales process. David Skok: So TAM, I think you should be addressing way before you even get to this phase of trying to build your repeatable and scalable sales process.

Non-Profits 78

Non-Profits Up-sell Start-ups Product 78

SaaStr

OCTOBER 30, 2020

And before we dive in, I guess into the hook, the question that I went with a little [inaudible] on is the ideation process. Often we hear that SaaS founders have to be the ones onboarding, selling the first customers and asked me to kind of boutique almost kind of handheld process. So it’s a dialogue, it’s an interaction.

A/B testing 82

A/B testing X-functional Launch Start-ups 82

SaaStr

JULY 2, 2020

They have that data available in their data warehouses, in their CRM systems, so there’s that available. How do you advise them in terms of the learning curve and maybe potential challenges or missteps that they make in the early days, and is that just part of the process? Kurt Muehmel: Yeah, absolutely. There always is.

Customers 114

Customers Contract Price Education 114

Sales Hacker

JUNE 20, 2019

I learned their primary goals (personal and professional) to refine my value language… studied org charts and power dynamics to map out procurement process… learned about organizational misalignment to help create healthy tension… You get the idea. Engineered as much automation as we could in our sales process.

Quota 70

Quota X-functional Strategize Contract 70