Sales Hacker

AUGUST 3, 2020

We’ll also assume you sell a mid-market $50K ACV SaaS product. They need a computer, access to a CRM system, and access to Zoom and a tool like HelloSign or PandaDoc. Powerpoint or Google slides are free, and product demos don’t need much more. Plus, you also need CRM access. The AE Setup.

Pipeline 92

Pipeline X-functional Commission Clients 92

Lead Fuze

DECEMBER 1, 2021

The company offered me $X,000. LinkedIn is the best platform for B2B products, but you need to have some activity on other platforms too. With CRM data, it’s important to be able to personalize and segment your leads. If you use a CRM like Hubspot or Salesforce, email functionality may already be built in.

Appointment 52

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

GTM 74

GTM Negotiate Profit margin Contract 74

SaaStr

NOVEMBER 21, 2020

398: Rob Gonzalez is the Co-Founder & CMO @ Salsify, empowering brand manufacturers to deliver the product experiences consumers demand at every point in their buying journey. In Today’s Episode We Discuss: * How Rob made his way into the world of SaaS as a product manager and how that led to his founding Salsify over 8 years ago. *

E-commerce 98

E-commerce Manufacturing X-functional Retail 98

Sales Hacker

APRIL 14, 2020

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. So companies going out, they bought this SaaS platform to help with X, Y, and Z.

Contract 70

Contract CRM Consult Cross-sell 70

ConversionXL

AUGUST 27, 2019

Be careful about contracts you sign and team training you invest in. 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. Doing too much reporting inside the CRM. Stay focused. Educate yourself. Stay focused.

GTM 124

GTM X-functional CRM Technology 124

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. Contract Sent (90%). You should adjust the rates as your team becomes more productive and improves their conversion rate. Average Lead Value.

Price 78

Price X-functional CRM Sales 78

SaaStr

MAY 14, 2023

Talkdesk spent two years getting its Zendesk for voice products right, and then boom, boom, went from almost nothing to six million in ARR in the last 12 months… that sounds pretty good and it’s accelerating. We need a good market, the long tail of developers, product managers, that would simply self serve on the website.

Price 90

Price Start-ups Up-sell X-functional 90

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 103

SQL Commission Customers Non-Profits 103

PandaDoc

MARCH 7, 2023

When connected to tools like your CRM and other solutions, these numbers can be even more powerful at guiding sales operations. This can be intimidating at times, but often you’ll already be aware of genuine interest and know exactly how your product eliminates a pain point (solid preparation is key).

Process 52

Process Objectives and Key Results Pitch Legal 52

SaaStr

JULY 2, 2020

They have that data available in their data warehouses, in their CRM systems, so there’s that available. And this gets into some of the automated machine learning capabilities, which Dataiku and other solution providers that we have in our products as well. And is there ever a case for too small a contract to start?

Customers 110

Customers Contract Price Education 110

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 the CEO running around telling the engineers exactly what to build, you now have product managers. And, the second system is what I call the product marketing system.

Finance 107

Finance X-functional Launch Objectives and Key Results 107

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. Wanna know what else those products can do?

Quota 70

Quota X-functional Strategize Contract 70

SaaStr

MARCH 12, 2019

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. And so I just want to throw in a framework around product market fit measured by customer value creation, then go to market fit measured by economics, then we scale fast.

Growth 82

Growth Cross-sell Contract X-functional 82

SaaStr

FEBRUARY 25, 2020

And if your employees align around your purpose, your customers align around your purpose, you’re starting to do a lot more than just create a company and a product. Because it’s not so much focused around X, Y, Z NPS score. They got a verbal, they’re like, we’re going to get a contract this is a scrape.

Prospecting 85

Prospecting Customers Promote X-functional 85

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 51

Finance X-functional CRM Engineering 51

SaaStr

AUGUST 7, 2020

359: The Secrets to Vertical Growth, What it Really Takes to Build a $1B SaaS Company with Matt Garratt, SVP, Managing Partner @ Salesforce Ventures, Trisha Price, Chief Product Officer @ nCino and David Schmaier, CEO & Founder @ Vlocity. Are these really product companies? There’s a lot of services.

Price 58

Price Retail X-functional Healthcare 58

SaaStr

AUGUST 26, 2022

So sell your product. X this year. You need your CRM, you need your ERP, you need your human capital management. Don’t go from a $10 a month product to 1 million dollars a year. That it’s a good conservative bet to accelerate that six or nine months in your product roadmap. ” “2012.”

Quota 79

Quota Growth Product Closing 79

SaaStr

OCTOBER 30, 2020

And so you want to make sure that people from the content marketing team or the people from your sales or CS or product team kind of really understand the product and the value of deriving and making sure that’s some key, valuable insights are being given in the content piece. So that is very useful.

A/B testing 74

A/B testing X-functional Launch Start-ups 74

SaaStr

JANUARY 10, 2020

Or hey, we’re having all these arguments internally about whether we should take the product down this road or that one. Let’s hire an amazing VP of product who’s going to answer this question for us and kind of have the frameworks to do it. Really it’s more like product market fit solves all problems.

X-functional 52

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

Salesforce

OCTOBER 26, 2021

To ensure predictable growth that offered customers digital-first, low-cost entry to products and services, businesses rolled out subscriptions. Using this model, companies charge customers for access to features of a product or levels of service for a set period of time, typically monthly or yearly. X 100 = 10% customer churn rate.

X-functional 98

X-functional Sales Growth Contract 98

Hubspot

AUGUST 8, 2019

Revenue by product or product line. Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Average contract value (ACV). Sales Productivity Metrics. Sales productivity is defined at the rate at which your salespeople hit their revenue targets.

X-functional 95

X-functional Quota Cross-sell Contract 95

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. I was the product of a single mom who had three kids that she was raising on her own. Salesforce, CRM, Google Enterprise and Bevy. We’ve got two sponsors.

Sell 61

Sell Presentation Start-ups X-functional 61

SaaStr

FEBRUARY 21, 2020

What does David believe is the crucial step missing in B2B when it comes to finding product market fit? So if we start today on the hailed and much discussed topic of product market fit, there’s a common assumption that you find product market fit and then just aggressively scale. What’s the playbook?

Non-Profits 73

Non-Profits Up-sell Start-ups Product 73

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. Ask yourself, do you need to compensate differently for different products?

Commission 82

Commission Quota X-functional Finance 82