SaaStr

AUGUST 27, 2019

I’ll start because I’m living this right now, and where we’re contract value. Michaela Lehr: So mine says to learn ballpark contract value and figure out the pricing that the market can bear. But also what is my go to market motion? Either work or not work. Sanj Sanampudi: Great. So Michaela?

Territory 54

Territory Contract Cross-sell Drivers/motivators 54

Sales Hacker

DECEMBER 30, 2019

It’s all about how to build a great culture, how to think about incentivizing a team, how to help pull out a quota if you’re going to miss the number, and some creative things you can do to get there. Create custom contracts in a click, sign them digitally, and automatically pull data back into your opportunities.

Cross-sell 52

Cross-sell Contract Pharmaceutical Quota 52

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. 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. It was all about getting the contract.

Growth 82

Growth Cross-sell Contract X-functional 82

SaaStr

AUGUST 20, 2020

Kyle Parrish: In that time, before I was even really focused on the impact of UI/UX or the design world at large, I started to realize we were selling against companies like Google and Microsoft and Box, and a lot of our sales pitch was around how intuitive the product was. It wasn’t just engineering, product, and design roles.

Sales 79

Sales Price Quota Start-ups 79

SaaStr

AUGUST 26, 2022

Sometimes we’re not as founders, sometimes founders sell their company because they don’t end up being deeply passionate about what it does. So sell your product. I’m not great at it, but most folks they’re aggressive without crossing the line. It’s like recruiting for a VP today. Maverick.

Quota 78

Quota Growth Product Closing 78

SaaStr

AUGUST 13, 2019

When organizations actually go from starting up to selling to SMBs and going up market, the pool up market is undeniable. You’re trying to figure out how to sell to them. Also selling up market actually means that you can very easily have predictable revenue streams. The first one.

Cross-sell 63

Cross-sell Sales Support Growth Up-sell 63

SaaStr

JUNE 28, 2019

In his most recent role, Dave was the CEO @ Host Analytics where he quintupled ARR, halved customer acquisition costs and increased net retention rates before selling the company to a private equity sponsor. If ACV increase is a core focus for our startup, should we hire a sales rep solely selling to enterprise? Missed the session?

Price 47

Price Cross-sell Up-sell Start-ups 47

SaaStr

JULY 10, 2020

We shut down something called the Evernote Market, which was selling physical goods, sunset some niche products like Evernote Food which had nice followings, but I felt were distracting from the larger priorities. So if you haven’t experimented with an ROI calculator in your go-to-market motion, I’d highly encourage it.

E-commerce 75

E-commerce Price Start-ups Growth 75