Sales Hacker

JULY 21, 2021

“We’re looking for a strategic rockstar sales rep who knows how to leverage and optimize our customers’ digital transformation to really move the needle!”. Before you include these buzzwords in your job descriptions and hiring processes, make sure you know what you’re talking about. But that doesn’t mean they’re all bad.

X-functional 125

X-functional Sales Strategize Cold Call 125

Sales Hacker

APRIL 10, 2018

How to map your GTM strategy to different customer segments. However, SkyStream was able to sustain itself as it had diversified with a $10M contract with Disney on a new product, a $5M 3-year contract with the Department of Defense, and a $2Mrevenue stream from both the EMEA and APAC region. How to Segment B2B Your Customers.

Go To Market 72

Go To Market GTM X-functional Territory 72

PandaDoc

OCTOBER 13, 2022

Streamlined and easy-to-perform processes for data generation and effective ways to analyze performance appeals to small and midsize businesses. Customer support : help center, email; extra support is paid additionally. The sales reps will enjoy pretty straightforward processes for creating records and moving leads through the process.

X-functional 52

X-functional Territory CRM Lead generation 52

Partners in Excellence

JULY 15, 2015

Recently, he wrote a post, The Buying Formula: Here’s How Your Customers Make Purchase Decisions. Each of these things impact the buying formula Jeff establishes: CD x CF > C + F (If you want to know what it means, read Jeff’s article ). For the Controller: CD CTLR x FP CTLR > C CTLR + F CTLR.

B2B 95

B2B X-functional Finance Drivers/motivators 95

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

Hubspot

DECEMBER 23, 2022

Effective sales prospecting is a multistep process that requires systematic prospect discovery, qualification, and outreach. In 2022, 29% of salespeople reported that improving sales process efficiency was their top goal, according to HubSpot research. You can automate parts of the search process to save time and resources.

Prospecting 78

Prospecting X-functional CRM Contact 78

InsightSquared

JANUARY 12, 2018

While sales leadership may sign on the dotted line for new vendor contracts, the responsibility of onboarding, implementation and training falls on the sales ops team. It’s important to be involved in every step of the process so you can effectively manage your organization’s sales technology. Lesson 3: Tool Does Not Fix Bad Process.

Transportation 75

Transportation X-functional Sales Contract 75

InsightSquared

JANUARY 12, 2018

While sales leadership may sign on the dotted line for new vendor contracts, the responsibility of onboarding, implementation and training falls on the sales ops team. It’s important to be involved in every step of the process so you can effectively manage your organization’s sales technology.

Transportation 54

Transportation X-functional Contract Sales 54

Lead Fuze

DECEMBER 1, 2021

Need Help Automating Your Sales Prospecting Process? Start with the Sales Process. Before making any changes to the sales process, you need to understand it completely. From recruiting to closing, technology plays a huge role in the sales process. The company offered me $X,000. Simplicity is key. Contact made.

Appointment 52

Appointment X-functional Sales CRM 52

Hubspot

MAY 12, 2023

They should be process-oriented, digitally literate, and comfortable handling logistics. Hiring managers can use EA interview questions to design a better interview process and find the best fit to work with them. Showcase your soft skills by walking them through your thinking process for a situation or sharing an accomplishment.

X-functional 78

X-functional Pitch Follow-up Clients 78

Sales Hacker

AUGUST 3, 2020

Your final math is 2 x $110K + $50K for fractional manager + $40K in tools = $310K. The average company in the SaaS space has a 16 month CAC (Customer Acquisition Cost) payback. That means that for our $50K ACV (Annual Contract Value) product, you can spend up to $67K to acquire a customer, and you’d be fine.

Pipeline 91

Pipeline X-functional Commission Clients 91

InsightSquared

JANUARY 12, 2018

While sales leadership may sign on the dotted line for new vendor contracts, the responsibility of onboarding, implementation and training falls on the sales ops team. It’s important to be involved in every step of the process so you can effectively manage your organization’s sales technology. Lesson 3: Tool Does Not Fix Bad Process.

Transportation 54

Transportation X-functional Sales Contract 54

SaaStr

JULY 24, 2019

Gillian oversees Talkdesk’s Customer Success and Technical Support teams, partnering closely with customers to achieve their CX vision. At Talkdesk, we have achieved really amazing customer retention, net retention, advocacy, loyalty. The first is your customers have to have more stuff to buy. FULL TRANSCRIPT BELOW.

X-functional 56

X-functional Engineering Clients Start-ups 56

SaaStr

MARCH 10, 2020

We move boxes around the world for our customers. Or you have a business that your customer, no matter how big they may be, they don’t have the budget, they’re not going to find the budget, they do not value the revolution that software is bringing. There’s generally no contract in place.

Government 81

Government Up-sell Contract X-functional 81

SaaStr

AUGUST 7, 2020

” Matt Garratt: But then when you start to grow and you start to get these customers, you see some really nice benefits. We have over 1100 customers across the globe. There’s heavy services, at least 30 to 45% versus best-in-class that want to be less than 10%.” These companies can scale really efficiently.

Price 59

Price Retail X-functional Healthcare 59

SaaStr

AUGUST 9, 2019

Ep 255: Vikas Bhambri is SVP Sales and Customer Experience @ Kustomer, the startup providing Real-time, actionable views of customers with continuous omnichannel conversations and intelligence that automates repetitive, manual tasks. When should one look to hire their first customer success reps? Vikas Bhambri: Yeah.

Finance 54

Finance X-functional CRM Engineering 54

SaaStr

NOVEMBER 2, 2019

* What does Krish mean when he says, “In SaaS, you either sell to one of 2 customer profiles”? Does one have to expand the product line to retain customers? First, what is continuous customer development? What is the process to do it efficiently? A classic example is a Shopify selling to, let’s say, contract.

GTM 52

GTM Price Up-sell Product 52

PandaDoc

MARCH 7, 2023

A sales workflow is a sequence of necessary processes that your team can follow to complete a sale. It’s a structure of steps that help lead a customer further down the funnel in the most streamlined way possible. Wondering how to streamline the sales process ? How can a business benefit from a good sales process flowchart?

Process 52

Process Objectives and Key Results Pitch Legal 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. The new joint solution is improved by having the OEM technology embedded into its application, providing increased value to the end customer.

GTM 74

GTM Negotiate Profit margin Contract 74

Sales Hacker

SEPTEMBER 29, 2020

Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Vishal and I talk about what it’s like to start a company from nothing and how his experience at Backupify and InsightSquared helped inform the process. Subscribe to the Sales Hacker Podcast.

Contract 107

Contract X-functional Objectives and Key Results Legal 107

Sales Hacker

MAY 9, 2019

It needs to provide fair compensation to employees in customer-facing roles. It needs to incentivize specific behaviors and actions that suit the needs of both the company and the customer. The Process for Creating a Sales Compensation Plan. Create a 2-Page Contract and Get Mutual Commitment [TEMPLATE PROVIDED].

SQL 102

SQL Commission Customers Non-Profits 102

SaaStr

APRIL 30, 2024

2022 was a foundation-building year, fixing a very leaky bucket where the product crushed it with the right customers, but they were closing a lot of poor-fit customers. 2023 saw the team grow from 6-10 reps, which is pretty modest, and they built an SDR function. For Owner, that meant actually saying no to a lot of customers.

Go To Market 101

Go To Market GTM X-functional Objectives and Key Results 101

SaaStr

JUNE 14, 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. Before that Dave was SVP/GM of Service Cloud @ Salesforce where he led the $500m line of business for customer service applications.

Strategize 58

Strategize Quota Non-Profits Price 58

PandaDoc

FEBRUARY 27, 2023

They’re used to inform the customer and help you get closer to your deal. They help give a lasting impression of the company and the product it’s offering to drive the decision-making process. If they agree, the deal is finalized by the signing of a contract. This already puts a partnership between you and the customer in mind.

Closing 52

Closing Contract Technique Objectives and Key Results 52

SaaStr

JANUARY 10, 2020

297: Bob Moore is the Founder & CEO @ Crossbeam, the startup that helps companies find overlapping prospects and customers while keeping the rest of their data private and secure. How important is it to own the entire customer journey? Why is this? What are the drivers of its death? At what scale does that become impossible?

X-functional 52

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

SaaStr

APRIL 30, 2022

Average Revenue per Customer. Customer Lifetime Value (LTV). Customer Acquisition Cost (CAC). & One is customers. Customers love SaaS products and tools because it simply works. Two is the growth of your existing customers. It’s basically lost customers. Average revenue per customer.

Price 91

Price Launch X-functional Contract 91

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Average lifetime value (LTV) of user or customer. They help you understand what’s working and what’s not regarding your holistic sales process. Average contract value (ACV). Market penetration.

X-functional 96

X-functional Quota Cross-sell Contract 96

SaaStr

MARCH 17, 2020

Learn from Talkdesk SVP of Client Services how to build a Customer Reference Program. How to create boundaries and norms with the sales team, how to find customer advocates, how to build and scale your program, as well as the difference between incentivized vs. reward program. Why do they need to be involved in that process?”

Clients 57

Clients Service Customers Start-ups 57

PandaDoc

APRIL 24, 2020

This collection of plans is intended for individuals, freelancers, and small business owners with limited usage requirements and a simplified signing process. While reusable templates can help to automate and streamline your document creation process, that may not be vital since you can only send five documents per month.

Price 59

Price X-functional CRM Follow-up 59

SaaStr

APRIL 23, 2019

Dashboard, which was a payments company back in Brazil that did payment processing, like Stripe, Braintree, or ePay, all those … That’s you guys’ versions of the company. Anu: Can you talk a little bit … You came up with that idea during those three days, but by demo day, did you have any customer? Anu : Got it.

Launch 62

Launch Pitch Niche Negotiate 62

SaaStr

FEBRUARY 25, 2020

Kathy Lord, SVP of Sage People explains how asking hard questions, embracing feedback and making personal connections with your customers can move the sales journey from prospect to champion. And when you think about that, why are you focused on creating champions isn’t just good enough to have successful customers? Here we go.

Prospecting 88

Prospecting Customers Promote X-functional 88

PandaDoc

APRIL 12, 2022

Customer success metrics are the bread and butter of the SaaS industry, especially when it comes to business operations. In many cases, all aspects of the business — from product expansion to feature development — revolve around customer metrics and feedback. 7 customer success metrics for SaaS. Customer Effort Score (CES).

Customers 52

Customers X-functional Promote Price 52

SaaStr

AUGUST 15, 2020

362: The Future of the Customer with Bernadette Nixon, CEO @ Algolia, Jay Snyder, Chief Customer Officer @ New Relic, and Nick Mehta, CEO @ Gainsight. Customers’ expectations are higher than ever with more access to information and options. You can see the full video here , and read the podcast transcript below.

Retail 77

Retail Start-ups Drivers/motivators Up-sell 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 111

Finance X-functional Launch Objectives and Key Results 111

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

MARCH 1, 2019

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? What one question must all founders be asking in the sales process? *

Contract 46

Contract Price Commission Conversion 46

SaaStr

NOVEMBER 21, 2020

When is it right for SaaS companies to turn down potential customers? What is the right way to think about customer segmentation? How should startups decide which customer segment to focus on? * And that’s distinct from the X in the cloud pattern that was the first generation. Why would one turn down customers?

E-commerce 102

E-commerce Manufacturing X-functional Retail 102