InsightSquared

JANUARY 12, 2018

As a strategic member of the sales team, ops plays a critical role in owning the sales tech stack. 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.

Transportation 75

Transportation X-functional Sales Contract 75

InsightSquared

JANUARY 12, 2018

As a strategic member of the sales team, ops plays a critical role in owning the sales tech stack. 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.

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 54

X-functional Engineering Clients Start-ups 54

Sales Hacker

DECEMBER 1, 2020

He talks about the journey of a marketer leading the entire revenue function on the path to CEO. Outreach revolutionizes customer engagement by moving away from siloed conversations where different people in your company are talking to different people at the prospect, to a streamlined and customer-centric journey.

Growth 63

Growth Contract Pipeline B2B 63

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 56

Strategize Quota Non-Profits Price 56

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

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

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 102

SQL Commission Customers Non-Profits 102

SaaStr

NOVEMBER 20, 2020

First, at a strategic level, the founder/CEO has to see the future, a positive future, that is 100x bigger than today. So most founder/CEOs want to take the hill, win the war, be good to their customers, and protect the team. We have more money, more resources, more customers, more, more, more. They can’t be.

Real Estate 134

Real Estate X-functional Contract Healthcare 134

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 108

Finance X-functional Launch Objectives and Key Results 108

Heinz Marketing

DECEMBER 18, 2020

If you have more leads than your Marketo instance allows in your CRM, talk to your customer success manager at Marketo. There is a way to block the sync on specific records, but it takes a new CRM field and some custom development work. #3 . – they are included in your overall database size. 10 – From address or Reply-to?

CRM 135

CRM Campaign X-functional Clients 135

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. For some companies, a customer is a customer regardless of industry, size, or location.

Commission 82

Commission Quota X-functional Finance 82

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 45

Contract Price Commission Conversion 45

SaaStr

JULY 13, 2023

Startups come in all shapes and sizes on various stages of a timeline, yet it’s not surprising how many have the same questions and concerns about how to scale from x to y to z, the right time to hire and fire, and how to keep a team motivated during hard times. But it wasn’t ok in 2018, and it isn’t ok today. That other founder failed.

X-functional 68

X-functional Closing Growth Contract 68

PandaDoc

MARCH 7, 2023

It’s a structure of steps that help lead a customer further down the funnel in the most streamlined way possible. Links or arrows can guide each team member on what to do next, depending on how the customer is responding. You don’t want to waste your team’s time or, indeed, the customer’s. What is a sales workflow?

Process 52

Process Objectives and Key Results Pitch Legal 52

SaaStr

MAY 10, 2019

Currently growing 100% year over year, working with companies to un-silo their operations and create one strategic revenue ops team to support their Go To Market strategy. How does Jason believe SaaS companies can use a “swarming” effect to create the best buyer experience for their customer? Why are they so damaging?

X-functional 52

X-functional SQL Pipeline GTM 52

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 101

Quota Sales Healthcare Territory 101

Heinz Marketing

AUGUST 17, 2018

If you have more leads than your Marketo instance allows in your CRM, talk to your customer success manager at Marketo. There is a way to block the sync on specific records, but it takes a new CRM field and some custom development work. . – they are included in your overall database size. From address or Reply-to?

CRM 67

CRM Campaign X-functional Clients 67

SaaStr

AUGUST 26, 2022

How do they get their customer? X this year. It didn’t even have custom tabs. If you’re already teasing into it, if your deal size is going up a bit, if your customers are getting a little bit bigger, I think so much of the money is going into bigger enterprises today in cloud. What’s their NRR?

Quota 77

Quota Growth Product Closing 77

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

OCTOBER 30, 2020

390: Randy Rayess is the Co-Founder @ Outgrow, a growth marketing platform that enables marketers to build interactive content/tools to increase customer engagement and boost demand generation. How should customer success engage with interactive content? What can be done to make the sales and customer success teamwork so well together?

A/B testing 76

A/B testing X-functional Launch Start-ups 76

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 111

Customers Contract Price Education 111

Salesforce

JANUARY 22, 2024

It will affect vocations such as customer operations, marketing and sales, software engineering, and research and development. If you’re in sales or customer service, you can now devote more time to interacting with customers to create even better relationships. trillion and $4.4 People will now have time to, well, be people.

Healthcare 122

Healthcare X-functional Engineering Technology 122

Sales Hacker

JUNE 20, 2019

3) Sales Ops has grown from tactical to strategic. 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.

Quota 70

Quota X-functional Strategize Contract 70