Sales Hacker

DECEMBER 21, 2017

As the volume of business information exploded, sales ops has evolved into a more powerful data analysis and reporting unit that can provide critical insight on the following areas: Sales Process Optimization. Contract Lifecycle Management. Contract Management. Contract Lifecycle Management. Performance Metrics Analyses.

Territory 89

Territory Non-Profits Contract Quota 89

Sales Hacker

MARCH 2, 2021

An incredible sales leader, Michelle has risen up the ranks over the last 20 years. Outreach has been a longtime sponsor of this podcast and they just launched a new way to learn. Learn how the team follows up with every lead in record time after virtual events and turns them into revenue. Show Introduction [00:02].

Referrals 59

Referrals Contract Cross-sell Sales 59

Gong.io

JANUARY 5, 2019

Up-Front Contracts : Agree on a plan with the buyer to ensure you secure the next step in the sales cycle. The Sandler methodology places significant emphasis on maintaining control of the sales process by using upfront contracts with your buyer. Market Intelligence: What’s happening in this market?

Pitch 131

Pitch Sales Up-sell Contract 131

Sales Hacker

DECEMBER 9, 2019

Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes ,all right in your CRM. Create custom contracts in a click, sign them digitally, and automatically pull data back into your opportunities. Whatever he was going to do, I wanted to be a part of it, too.

Pitch 54

Pitch B2C Contract Up-sell 54

Sales Hacker

APRIL 21, 2021

Revenue operations (RevOps) is a centralized org within a company that supports all revenue-generating business operations including Sales Ops, Marketing Ops, Customer Success Ops, and systems management. On Linkedin alone, a search for “revenue operations” in the US brings up almost 20,000 results. Remind me again – what is RevOps?

Finance 101

Finance GTM Cross-sell SQL 101

SaaStr

MAY 27, 2020

Maybe you want to launch a business. We woke up February 2020 with a shock to the system and no idea what it would mean for our business. That’s the week that the CARES Act was signed into law and created some market stability that drove the Dow Jones back up. It all begins with an idea. FULL TRANSCRIPT BELOW.

Finance 75

Finance Government Price Contract 75

SaaStr

SEPTEMBER 18, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. You should go fix that, so that you have the opportunity to make these types of investments along the way, but totally get that it’s not for today.” Henry Schuck. ” Jason Lemkin: Yeah.

Account management 95

Account management Engineering Launch Start-ups 95

SaaStr

JULY 28, 2021

In the run-up to 2021 SaaStr Annual, we’re looking back at some of the top all-time sessions. One of the most popular sessions at SaaStr Annual, Busting the Myths About Startup Success with BlackLine CEO and Founder Therese Tucker is up at the top of our must-watch list. I’m also a serial launch entrepreneur.

Start-ups 107

Start-ups Gaming Up-sell Contract 107

SaaStr

MAY 8, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Jessica Lin: Yeah, and this is so much of what even we do at Work-Bench as we build up the corporate network, it really is about how do you provide value to those executives? Harry Stebbings. Jessica Lin.

Cross-sell 68

Cross-sell Contract Start-ups Up-sell 68

SaaStr

AUGUST 20, 2020

As for Kyle, prior to Figma he spent over 5 years at Dropbox achieving some incredible milestones including launching and scaling the Austin, Texas office from 3 to 80 people and being responsible for growing Dropbox’s leading partner ecosystem. Before Figma, Kyle spent close to 3 years as an Account Executive at ADP. Harry Stebbings.

Sales 75

Sales Price Quota Start-ups 75

SaaStr

OCTOBER 22, 2020

How should we think through SAL vs closed revenue as indicator of marketing success? Where does Ryan believe many go wrong with regards to marketing funnels? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Harry Stebbings. Ryan Carlson.

Pipeline 65

Pipeline Cross-sell Launch Start-ups 65

SaaStr

JUNE 16, 2020

Matt Garratt: All of our mid-market business and we are going to be talking about how our portfolio companies and how Salesforce ventures, and how Salesforce is shifting our go to market strategies during these very uncertain times and really excited to have Adnan here, one of the best sales leaders I’ve ever had the privilege of working with.

GTM 62

GTM Healthcare Pipeline Sales 62

The Lost Book of Sales

JULY 12, 2021

If you enjoy what you read and would like to receive a very occasional, hand-crafted update from me into your inbox, feel free to sign up below. Basics: Markets and segmentation. Launching the invasion. As the kids like to say: What’s up with that? Here are some previous issues of the newsletter. Table of Contents.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

JANUARY 10, 2020

In terms of replacement, what does Bob believe will be the emerging trends in SaaS Go To Market that will replace it? * Where do most startups go wrong both in hiring for partnerships and in the engagements themselves? ” I thought this was a particularly interesting one to kind of pick up on. Harry Stebbings.

X-functional 52

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

SaaStr

JUNE 28, 2019

Is it best to start at enterprise and work down to SMB or does SMB and work up to enterprise work best? Common go-to-market myths and lessons. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Harry Stebbings. They are profit, cash, growth, and market share.

Price 45

Price Cross-sell Up-sell Start-ups 45

SaaStr

NOVEMBER 2, 2019

Billion story from its launch in 2008 to its 2018 acquisition by Recruit Holdings. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. A classic example is a Shopify selling to, let’s say, contract. Harry Stebbings. Krish Subramanian. Robert Hohman.

GTM 50

GTM Price Up-sell Product 50

SaaStr

DECEMBER 12, 2020

How can product and marketing also collaborate productively? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. I ended up emailing Marc Benioff, randomly. And it was just an awesome launching pad. Harry Stebbings. He responded.

Customers 65

Customers Strategize Start-ups Growth 65

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? And the first one as you said, Harry, is around annual contracts.

Contract 10

Contract Price Commission Conversion 10

SaaStr

NOVEMBER 22, 2019

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. So that ends up being a very useful skill for customer facing roles. And I had a tastic experience there for about seven years before running a marketing tech sales team at Optimizely for five years.

Start-ups 62

Start-ups Customers Objectives and Key Results Growth 62

SBI

NOVEMBER 7, 2019

ZoomInfo powered by DiscoverOrg is a powerful sales prospecting and go-to-market solution for salespeople, marketing, and even C-Level execs. DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success. Prospect Intelligence. Video Reviews. Prospect Engagement.

Customers 20

Customers Tradeshows Technology Technology 20

SaaStr

JULY 19, 2019

Why is it no longer to come into large enterprises with a small contract and expand? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Peter Yared: Well, you know I grew up overseas. What is that founding moment? * Do they really mean anything?

Cross-sell 52

Cross-sell Up-sell Start-ups Engineering 52

SaaStr

MAY 15, 2020

and before that was VP of Corporate Sales @ Sumo Logic where she drove ARR up by a record 237%. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Really great to connect, and get caught up. . As for Bridget, she has the most incredible track record.

Trust 76

Trust Start-ups Customers Up-sell 76