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.

Pipeline 91

Pipeline X-functional Commission Clients 91

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 52

Finance X-functional CRM Engineering 52

PandaDoc

APRIL 24, 2020

That, combined with our payment gateway, means that you can design proposals, quotes, contracts, and more from one place and send everything for signature via email or mobile app. Personal plans.

Price 59

Price X-functional CRM Follow-up 59

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. I think at Salesforce, depending on how you look at it, CRM is either their fourth or third largest category now.

Price 59

Price Retail X-functional Healthcare 59

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

Salesforce

OCTOBER 26, 2021

Different measures track different models, but all depend on a simple formula: [Recurring revenue = Active accounts in a period X Cost of good/service]. The basic equation is: [Customer lifetime value = Average order amount X Average purchases/year X Average retention time in years]. X 100 = 10% customer churn rate.

X-functional 98

X-functional Sales Growth Contract 98

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Average contract value (ACV). Ramp-up = amount of time spent in training + average sales cycle length + X. X is based on the salesperson’s experience: The more they have, the smaller this number is.

X-functional 93

X-functional Cross-sell Quota Contract 93

SaaStr

JANUARY 10, 2020

And a lot of that was just the mechanics of in a licensed maintenance world, maintenance is a real thing and A, there’s a big dollar amount that gets shelled out when an initial purchase happens, which makes buying a big services contract at the same time feel like less of a financial impact. In that regard, yes.

X-functional 52

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

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). If you have more leads than your Marketo instance allows in your CRM, talk to your customer success manager at Marketo.

CRM 134

CRM Campaign X-functional Clients 134

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

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

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%). Sales Forecasting Using a CRM System. Average Lead Value. Total Number of Leads. Qualified to Buy (40%).

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. So, sales in my view is best run on a quarterly plan.

Finance 110

Finance X-functional Launch Objectives and Key Results 110

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

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 80

Commission Quota X-functional Finance 80

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

Heinz Marketing

AUGUST 17, 2018

If you add a 5+ minute wait step, your campaign’s priority is now considered low, and the action will be de-prioritized for the system-wide CRM sync that happens every 5 minutes. If you have more leads than your Marketo instance allows in your CRM, talk to your customer success manager at Marketo. they have in their CRM.

CRM 70

CRM Campaign X-functional Clients 70

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. Typical actions that close a sale include final quotes, agreed negotiations, deposits, and the signing of contracts and other legal documents. KPIs also help you reinforce your business goals.

Process 52

Process Objectives and Key Results Pitch Legal 52

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 94

Price Start-ups Up-sell X-functional 94

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 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 84

Growth Cross-sell Contract X-functional 84

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. I don’t believe that your success as a salesperson is a function of how well you can present. The first is Conga.

Sell 61

Sell Presentation Start-ups X-functional 61

SaaStr

AUGUST 26, 2022

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. 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. When did you start the company?”

Quota 81

Quota Growth Product Closing 81

PandaDoc

MAY 8, 2023

That includes automation tools, ticketing systems, strong workflows, CRM software, live chat software, and so much more. Note: If you’re using Zendesk Sell, be sure to check out the PandaDoc x Zendesk Sell integration for even faster document creation. But providing great service is easier said than done. Ease of use: 7.9/10

Service 52

Service Product Customers E-commerce 52

SaaStr

FEBRUARY 21, 2020

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. You do want a clear contract to exist between sales and marketing for the number of MQLs that they have to deliver.

Non-Profits 76

Non-Profits Up-sell Start-ups Product 76

SaaStr

OCTOBER 30, 2020

And so what we’ll see people come in and do is they’ll say, Hey, we want to acquire name, email, company size, function, or department, and then the consent and all these fields, right? The salesperson now isn’t just getting a name and email and this guy or girl wants to talk at X time. And so their ability to prep.

A/B testing 78

A/B testing X-functional Launch Start-ups 78

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 112

Customers Contract Price Education 112

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? Data capture.

Quota 69

Quota X-functional Strategize Contract 69