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. Create a 2-Page Contract and Get Mutual Commitment [TEMPLATE PROVIDED]. What if you need 4 SDRs and 2 CSMs to bring on those customers?

SQL 103

SQL Commission Customers Non-Profits 103

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? How should comp plans differ when comparing AEs to customer success?

Contract 47

Contract Price Commission Conversion 47

SaaStr

MAY 10, 2019

How does Jason believe SaaS companies can use a “swarming” effect to create the best buyer experience for their customer? Why is alignment actually a negative for the customer experience? They work with customers to unsilo their operations and create one strategic revenue Ops team to support their go to market strategy.

X-functional 55

X-functional SQL Pipeline GTM 55

SaaStr

JANUARY 21, 2020

At least two to three of your interview questions on your very first interview should be aligned specifically with your mission, vision, values and what you’re looking to uncover is do they have a passion for your customer and do they have a passion for the challenge that you’re attempting to solve? They came from medicine, right?

Quota 103

Quota Sales Healthcare Territory 103

SaaStr

JANUARY 3, 2020

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? How should comp plans differ when comparing AEs to customer success?

Contract 10

Contract Price Commission Conversion 10

SaaStr

JULY 2, 2020

348: Kurt Muehmel is the Chief Customer Officer @ Dataiku, the platform democratizing access to data and enabling enterprises to build their own path to AI in a human-centric way. As for Kurt, he joined the company over 5 years ago and has risen from AE to VP EMEA to VP Sales Engineering to today as Chief Customer Officer.

Customers 115

Customers Contract Price Education 115