SaaStr

JANUARY 22, 2021

As you try to hire up for your SaaS company, you’re going to be faced with a lot of choices and trade-offs. But there’s one thing I can tell you in SaaS, at least: Almost Everything Except the Product Itself is Sort of the Same at a Given ACV (Annual Contract Value) Level. No hire is the perfect package. your stage, 2.

Contract 105

Contract Engineering Account management Up-sell 105

Sales Hacker

APRIL 30, 2024

In this role he oversees all aspects of G2’s revenue generation, including global sales and customer success, enablement, partnerships, and revenue operations. 6:31 – Upwork’s challenge of the status quo in hiring contract talent. 6:31 – Upwork’s challenge of the status quo in hiring contract talent.

GTM 93

GTM Customers Contract Go To Market 93

Sales Hacker

NOVEMBER 10, 2023

Contract renewal dates. A spotlight falls on customer loyalty, an influential force on the revenue secured during contract renewals. While the obvious and important way to build and cultivate customer loyalty is to build a product that people love, the reality is that it takes time.

GTM 96

GTM Intrinsic Customers Contract 96

Sales Hacker

MARCH 28, 2023

Your ideal customer profile (ICP). Define exactly who you’re selling to, and you’ve got a solid foundation for growth. What is an ideal customer profile (ICP)? Ideal customer profile example: This template gives you an idea of the information you might include. Why is a customer profile important?

Customers 107

Customers Contract Up-sell Territory 107

Gong.io

AUGUST 3, 2022

For SaaS and subscription businesses, customer success is a key revenue driver. Closing new contracts is important, but retaining and increasing revenue from existing accounts is crucial for maintaining and growing ARR. So, how exactly do you measure if a customer is “successful” (and what does that even mean?). Onboarding.

Customers 87

Customers Cross-sell Contract Price 87

Sales Hacker

FEBRUARY 1, 2021

While the link between retaining customers and profitability is pretty well understood, most companies still approach customer retention with piecemeal initiatives. When customers say: “ We are not getting the outcomes we expected ”. “ Too often contract cancellation (or non-renewal) comes as a surprise, but it never should.

Customers 75

Customers Contract Cross-sell Account management 75

Partners in Excellence

MAY 25, 2024

But that model is no longer serving customers or SaaS companies well, so we need to innovate. There are some invoices that a small number of customers don’t pay, but we will set that to the side.) SaaS has invented this metric that represents a contracted future revenues. And ARR can go up or down.

Assembly Line 73

Assembly Line Manufacturing Contract Represent 73

SalesPop

MARCH 20, 2022

In this Expert Insight Interview, Brent Keltner discusses how to transition elegantly from sales to customer success and develop that as a continuum. This Expert Insight Interview discusses: How customer success has changed in the subscription-based economy. Why organizations must work hard to make the customer experience seamless.

Customers 98

Customers Contract Sales Account management 98

SaaStr

FEBRUARY 7, 2022

Q : How Do I Know if My Competitor is Cold Calling My Customers? Just assume your competitor is cold calling all your existing customers. They should be calling your customers. Yes, oftentimes the yield here can be low if your customers are very happy. Some customers will indeed use that as a reason to switch.

Cold Call 91

Cold Call Prospecting Contract Customers 91

Partners in Excellence

APRIL 26, 2021

We tend to take for granted that our customers know how to buy. We assume they know how to get approval, how to contract, how to issue an order. Customers need our help! We need to guide our customers and can provide that insight because we see customers going through this process every day.

Customers 98

Customers Contract Legal Negotiate 98

Salesforce

JUNE 15, 2022

Wow your customers wherever they are. With Salesforce’s NFT Cloud pilot, businesses can create deeper loyalty with customers and their community while setting up secure marketplaces. People can buy or earn NFTs to hold in a digital wallet or to sell or trade. Explore NFT Cloud. What can NFTs do for your business?

Customers 98

Customers Intrinsic Contract Represent 98

Martech

OCTOBER 11, 2021

“Customers will know that they can rely on us when things go wrong and that could be a deciding factor in them deciding to stay with us rather than go elsewhere.” ” We were talking to Gemma Cipriani-Espineira about the reason she re-branded her support team as the department of Customer Love.

Customers 85

Customers Account management Real Estate Contract 85

Veloxy

DECEMBER 28, 2023

However, if you’re considering a transition to outside sales or simply want to elevate your field selling game, you’re in the right place. and embark on this journey to master the art of field selling together! Get Your Free Ebook Key Takeaways Outside sales is the practice of selling through direct, in-person interactions.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Partners in Excellence

MAY 10, 2024

When I was selling mainframe computers (back around the time when the wheel was invented), I could only offer a subscription payment. Customer could choose to sign contracts for several years, but they couldn’t purchase them outright. The customer could upgrade, and the monthly fee would be adjusted for that upgrade.

Service 62

Service GTM Contract Price 62

SaaStr

MAY 27, 2021

Q: Dear SaaStr: How Do I Convince My Customers with Monthly plans to Upgrade to Annual Plans? Large customers only pay via invoices, especially for any deal of any material size (>$10k a year). The smaller the customer, the more important micro-cash management is. You can’t change the way your customers want to buy.

Contract 66

Contract Customers Commission Price 66

Iannarino

MARCH 2, 2023

But by rushing the deal to get to the pain points, you break B2B selling and buying. Your Buyer's Lack of Experience Because you sell your company's offerings every day, you have the experience that your B2B buyer is missing. We describe this idea as being One-Up , meaning you have greater knowledge and experience than your buyers.

B2B 246

B2B Contact Clients Entertainment 246

Salesforce

SEPTEMBER 26, 2023

You’ve done your customer research, made prospecting calls, and connected with a potential buyer. Sail to close in record time Use our Sales Engagement tool to jump on hot leads fast with ready-to-go email templates, AI-generated customer insights, and recommendations for next deal actions. If so, you have a lead worth following up on.

Contract 119

Contract Negotiate Follow-up Contact 119

SaaStr

OCTOBER 17, 2023

Customer success is all about outcomes. What does NRR have to do with customer success? PST — Former VP of Customer Success and current founder and Managing Partner at Success Venture Partners, John Gleeson, shares his lessons learned scaling customer success from $1M to $300M in ARR. Get more new customers.

Cross-sell 65

Cross-sell Customers GTM A/B testing 65

Partners in Excellence

JUNE 6, 2018

A friend forwarded me an article entitled, “Giving People More Time To Sell Is BS.” The article started with a statement to the effect of “ill informed pundits quoting data that sales people spend only 10-30% of their time F2F with customers.” Customers don’t want to spend time with sales people.

Up-sell 52

Up-sell Sell CRM Cold Call 52

Salesforce

MAY 31, 2024

Bottom line, wholesalers are now expected to be more agile and innovative in an ever-evolving ecosystem , which puts the focus on the customer experience and marketplace partnerships. But with a myriad of potential offerings and rapidly changing market dynamics , this makes the selling process increasingly complex.

Negotiate 52

Negotiate Contract Price Networking 52

Hubspot

AUGUST 2, 2021

Now that the world is opening back up, it’s time to get out there and meet your customers face-to-face. For many newer customers, this might be their first time getting to spend time with you — especially as conferences have moved online. Why plan a customer visit? 5 Potential Goals of Your Customer Visit.

Customers 92

Customers Cross-sell Referrals Clients 92

SaaStr

FEBRUARY 15, 2022

And even in the enterprise, losing one big customer can swamp you here in the early days. One you may not have heard but it’s a good one — is Hire One Customer Success Manager for every $2m in ARR. This is pretty much where most of us end up at, at scale. As the deal size goes up, the CSM can be more proactive.

Customers 98

Customers Contract Follow-up Up-sell 98

PandaDoc

APRIL 8, 2024

Their cross-functional expertise enables them to create proposals tailored to customers’ needs. A deal desk identifies upsell and cross-sell opportunities for existing customers by analyzing past deals and current contracts, and tracking renewal dates.

Negotiate 52

Negotiate Cross-sell Contract Legal 52

Partners in Excellence

SEPTEMBER 14, 2023

Time Available For Selling is a critical issue for everyone in sales. But before I go into a further discussion about time available for selling, let me first define how I look at time available for selling. Sellers have responsibilities outside just engaging customers. There is a certain amount of administrative work.

Sell 140

Sell CRM Technique Territory 140

Partners in Excellence

NOVEMBER 7, 2023

Ever since I started selling–you know back in the old days when phones were still attached to cords–I’ve been taught, “Buyers have a structured buying process.” ” I’d see all sorts of block diagrams, showing how the buying process always, coincidentally, aligned with the customer buying process.

B2B 131

B2B Up-sell Contract Start-ups 131

Hubspot

OCTOBER 3, 2022

When I first sat down with David Stafford , Dropbox's Head of Customer Solutions, to discuss BATNA, he admitted what I'd also been thinking. I'd also spent the morning reading up on BATNA, so I could relate. Here, we'll discuss why BATNA is an invaluable part of the selling process. But I never knew it as BATNA.

Negotiate 65

Negotiate Customers Contract Non-Profits 65

SaaStr

OCTOBER 18, 2023

Founder Josh James had one of the earliest $1B+ exits in SaaS when Adobe bought his first start-up, Omniture, for $1.8 Josh is Spending a Ton of Time on the Road With Customers to Get Back to Growth. 60% more users log-in to accounts with consumption-based pricing, and 50% of new customers are choosing consumption-based pricing. #4.

Contract 95

Contract Price Growth Launch 95

SalesLoft

APRIL 25, 2024

In this three-part series, you’ll learn how a Salesloft AE lands multiple mega deals — from prospecting to selling to power, to delighting them as customers — so you can replicate his success. The customer is on board. The contract is signed. What is that like with the customer after the contract is signed?

Commission 52

Commission Contract Legal Up-sell 52

Lead Fuze

AUGUST 16, 2021

Learn how to start selling to your ideal customers. You may have heard of a recent trend in sales this 2021, which is creating an “ ideal customer profile ” (ICP). Maybe you’ve read about it or even gone through the process to create one when trying to learn how to start selling. Higher average contract value.

Sell 98

Sell Customers Lead generation Niche 98

SBI

FEBRUARY 20, 2018

For example, our research shows that using Adobe Sign results in contracts being signed 21x faster than using paper-based signatures. Second, once contracts are in play, salespeople can monitor their status and stay on top of every step. Fourth, this digital automation improves account management and customer satisfaction.

Contract 55

Contract Gaming Commission Legal 55

Salesforce

NOVEMBER 21, 2023

Field service can help drive revenue growth by selling to your existing customers, also called upselling or cross-selling. We’ve found that 65% of mobile workers are successfully selling to existing customers. Let’s dig into each of these best practices for upselling and cross-selling in field service.

Service 105

Service Growth Cross-sell Appointment 105

Openview

MAY 29, 2019

For SaaS companies, the allure of the enterprise customer is pretty strong. And because enterprise customers typically stick around longer, they lower your overall churn risk. Plus, enterprise customers usually spend more—on support, seats, usage, integrations, etc. Rigorous security requirements. Integration options.

Product 93

Product Customers Sell Contract 93

SalesHandy

JULY 12, 2022

“Everyone is not your customer.” — Seth Godin. Most businesses spend a considerable amount of resources on acquiring and converting customers hoping they remain profitable for years to come. Generating revenue requires building a successful marketing and sales strategy while keeping customers at the forefront.

Customers 59

Customers Cross-sell Represent Contract 59

SaaStr

FEBRUARY 22, 2024

Customer success reps are defended, even if their top customers churn without there even having been a conversation. Everyone is worried they be called toxic, or things will blow up, if they’re critical of almost everyone today. That yes, we have to sell even harder. It’s probably true, to a large extent.

Contract 100

Contract Quota Up-sell Meeting 100

SaaStr

APRIL 24, 2021

You pay a subscription for websites to help you sell stuff. It’s just only a minority is under a contract. And almost none is under a long-term contract. Wow! But almost none of its revenue is truly SaaS or provided under a fixed, recurring contract. And yes, it’s a software company. Example #3: Snowflake.

Contract 143

Contract Price B2B Contact 143

Sales Hacker

NOVEMBER 14, 2023

He was one of the first few reps hired at Yammer to sell into the Fortune 500, responsible for closing some of their largest, 7-figure contracts. Prior to Klaviyo, Sean served in enterprise sales roles at Localytics, Yammer (acquired by Microsoft for $1.2B) and SuccessFactors (IPO & acquisition by SAP for $3.4B).

GTM 93

GTM Growth Referrals Contract 93

SaaStr

OCTOBER 25, 2023

Bigger Customers Keep Growing, But SMBs Have Slowed A common theme across tech today. Freshworks has 51,700 customers at around $2k ARR, with a quick close of just 25 days. But in contrast to their bigger customers, the macro environment — or perhaps market saturation — has led to slowing growth in this segment in 2023. #2.

Cross-sell 99

Cross-sell Contract Price Growth 99