Hubspot

MAY 12, 2023

Whether you’re applying for a virtual assistant or a traditional executive assistant role, you can expect some form of the following 20 questions in your hiring process. Why it matters : This question is often the first one asked and can trip up candidates. When answered well, it can set you up as smart and ambitious.

X-functional 78

X-functional Pitch Follow-up Clients 78

Sales Hacker

JULY 10, 2020

I followed his system, and it changed my life. He simply asked me during one of our goal setting meetings, “ How much money do you want to make this fiscal? ”. What followed was almost a discovery session , similar to what we all put our clients through. You want to meet this person early in the process. Identify pain.

Legal 115

Legal X-functional Contract Presentation 115

Sales Hacker

JULY 18, 2019

For most sales reps and leaders, this is an important part of your role — and yet pipeline reviews are one of the most dreaded meetings on the calendar. Having well-defined and accurate sales stages for your business is critical, particularly if you plan to leverage the weighted pipeline functionality. 75% Contract Negotiation.

X-functional 68

X-functional Pipeline Contract Quota 68

Hubspot

OCTOBER 16, 2017

That is to say, if you want your salespeople to do X, reward them financially for doing X. Increase average contract length. Salespeople are demotivated to do anything but sell, so good luck asking them to attend meetings, log notes, go to training, etc. Selling function (hunting or farming). Increase cash flow.

Commission 92

Commission Quota X-functional Non-Profits 92

Lead Fuze

DECEMBER 1, 2021

This is crazy specific, but you could find all the people that match the following: . The company offered me $X,000. LinkedIn is the best place to find up-to-date information. If you use a CRM like Hubspot or Salesforce, email functionality may already be built in. Be careful about how you set up your CRM.

Appointment 52

Appointment X-functional Sales CRM 52

Hubspot

MAY 17, 2018

Follow these steps to make the process smoother for both you and your new freelance partner. Before you jump into the hiring process, make sure you can define everything up front. It’s bad for the freelancer because they were working on a specific set of criteria that now is expanded upon or blown up. Do you have a design?

Contract 77

Contract X-functional Negotiate Start-ups 77

Hubspot

AUGUST 4, 2015

But not all couples are functioning like a belt and suspenders. Then it’s up to you just to become a football player.”. If Montana was your marketer firing qualified leads your way, Do you have a documented sales process to follow? Do you follow up quickly with leads? Mac and cheese. Taco Tuesdays. Tango and Cash.

X-functional 72

X-functional Teamwork Sales Follow-up 72

SaaStr

AUGUST 7, 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. We’ve invested in over 300 companies at Salesforce Ventures and have partnered with both of you closely and it’s been amazing to see this story up close and personal over the years. Matt Garratt.

Price 60

Price Retail X-functional Healthcare 60

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. Sam Jacobs: Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Sam’s Corner [28:45]. Show Introduction [00:10]. Check them out.

Contract 107

Contract X-functional Objectives and Key Results Legal 107

PandaDoc

FEBRUARY 27, 2023

If they agree, the deal is finalized by the signing of a contract. That process of negotiating with a prospect is one PandaDoc can help you streamline and speed up. Pre-built, customizable templates and real-time reporting and notifications on proposal activity free up your sales team to hone their craft.

Closing 52

Closing Contract Technique Objectives and Key Results 52

SaaStr

JUNE 14, 2019

How do they set up the process from there? * How do management meetings with potential PE acquiring firms compare to founders meeting VCs in the early days? How many meetings is normal to have in this process? What does Dave believe is crucial to achieve in these in person meetings? You have PE platform roll-ups.

Strategize 58

Strategize Quota Non-Profits Price 58

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. One OEM contract can give thousands or tens of thousands of end-users access to the licensor’s software. Licensing OEM software. OEM deal structure.

GTM 74

GTM Profit margin Negotiate Contract 74

SaaStr

JANUARY 10, 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. I was sending a 100 emails a week and doing those initial meetings for that firm for two years. ” I thought this was a particularly interesting one to kind of pick up on. Harry Stebbings.

X-functional 53

X-functional Start-ups Drivers/motivators Go To Market 53

SaaStr

AUGUST 9, 2019

What about the changing tech stacks and infrastructures makes them vulnerable to up and comers? 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 do want to break the interview today up into a couple of different parts really. Eyal Manor. Megan Lueders.

Finance 54

Finance X-functional CRM Engineering 54

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Number of meetings scheduled. Average contract value (ACV). Percentage of leads followed up with. Percentage of leads followed up within target time range (for example, 8 hours).

X-functional 96

X-functional Quota Cross-sell Contract 96

SaaStr

NOVEMBER 2, 2019

How does your customer success and customer support functions change with the move to enterprise? 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.

GTM 53

GTM Price Up-sell Product 53

Sales Hacker

MAY 9, 2019

Whether you’re building a sales compensation plan from scratch or re-building an old one, you should take the following steps in order: Understand the Basic Requirements of a Good Sales Comp Plan. Create a 2-Page Contract and Get Mutual Commitment [TEMPLATE PROVIDED]. Establish Role Levels. Set Targets. Experienced/Top Performer.

SQL 102

SQL Commission Customers Non-Profits 102

SaaStr

NOVEMBER 21, 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. But it took a lot of thinking up until that point before we ended up pulling the trigger. It just made it a lot easier for us to scale up Salsify as we found success. Harry Stebbings. Rob Gonzalez.

E-commerce 107

E-commerce Manufacturing X-functional Retail 107

SaaStr

JUNE 13, 2019

I write a blog at tomtunguz.com that focuses a lot of early stage start-ups and uses a lot of data in order to illuminate different topics. Contract length. How long should a contract be in order to maximize conversion rate? A multi-year contract, a month-to-month contract, an annual contract.

Contract 86

Contract Price X-functional Conversion 86

SaaStr

AUGUST 15, 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. I actually just got off the boat, Nick, and scurried up to make sure that I was ready to go for the presentation. So, you teed it up really well. One, it starts high up in the sales process, right?

Retail 82

Retail Start-ups Drivers/motivators Up-sell 82

PandaDoc

MARCH 7, 2023

Salespeople quickly adapt to consumer needs and switch up tactics whenever necessary. A sales workflow is a sequence of necessary processes that your team can follow to complete a sale. Sales workflows provide flexible and adaptable roadmaps that can be continually improved to keep up with evolving consumer needs and preferences.

Process 52

Process Objectives and Key Results Pitch Legal 52

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

Contract 47

Contract Price Commission Conversion 47

SaaStr

MAY 14, 2023

As we gear up for SaaStr Europa 2023 in London on 6-7 June and SaaStr Annual 2023 in the SF Bay Area on 6-7 September , we wanted to take a look back at some of our most iconic speakers and sessions from over the year, that we can still learn from today. OK, so straight up. Next up, we’ve got Nicolas Dessaigne.

Price 97

Price Start-ups Up-sell X-functional 97

SaaStr

FEBRUARY 25, 2020

We have heard a lot of sessions today around ramping up your lead gen, accelerating marketing. You want them to follow. You need to be able to do that for a second reason, which is you want to sign up customers who are passionate about what you do, that believe in what you do. Second or third is referrals. How do you do that?

Prospecting 88

Prospecting Customers Promote X-functional 88

SaaStr

MARCH 12, 2019

What are you doing up so early? What’s the failure rate for a Series A start up? What’s the failure rate of a Series C start up? We are screwing up the scale. Awesome revenue growth on the X axis, awesome revenue retention on the Y. It was all about getting the contract. SaaStr, good morning.

Growth 85

Growth Cross-sell Contract X-functional 85

SaaStr

MARCH 17, 2020

I remember in my first week or two at Talkdesk I had one of the sales leaders come up to me and say, “Hey, we’re going to need a reference for this customer that we’re trying to close to help us help sell the deal.” Let’s say we messed something up in the implementation. Are you willing to sign up?”

Clients 58

Clients Service Customers Start-ups 58

SaaStr

JANUARY 21, 2020

So you might be wondering who am I and why am I up here talking about sales culture? I think it’ll become clear why Jason asked me to come up and talk about this very specific topic. In the last year, I ended up working directly for the CEO doing special projects. Well, let me give you a little bit of my background.

Quota 105

Quota Sales Healthcare Territory 105

Hubspot

FEBRUARY 11, 2019

Checking out what other people have come up with can be a great way to kick your own thought process into gear. Ask everyone to come prepared to discuss a certain product category or question, such as, "What's your favorite type of X and why?" It's functional enough to satisfy early customers and get a sense of what you should improve.

Minimum Viable Product 101

Minimum Viable Product Legal X-functional Networking 101

SaaStr

MAY 10, 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. Jason Reichl: So the reason I want to bring that up is because that’s the context in which we look to the world. Here’s what Dave talks about: When is the right time to raise money? Jason Reichl.

X-functional 54

X-functional SQL Pipeline GTM 54

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

FEBRUARY 21, 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. I’ve wanted to do this one for such a long time and following off first step. Is PR just pitching and getting articles? Take a listen for more. This episode is sponsored by Owl Labs. Harry Stebbings.

Non-Profits 78

Non-Profits Up-sell Start-ups Product 78

SaaStr

OCTOBER 30, 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. Harry Stebbings: We are back for another week in the world of SaaStr with me, Harry Stebbings, and following from our episode with Ryan at Okta, I wanted to dive deeper into the mechanics of SaaS marketing today.

A/B testing 81

A/B testing X-functional Launch Start-ups 81

SaaStr

JULY 2, 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. In the second interview with Dataiku, I think I picked up that they were interviewing me for a sales position. To what extent is Kurt and Dataiku willing to engage with pilots and POCs? Harry Stebbings.

Customers 114

Customers Contract Price Education 114

Sales Hacker

JUNE 20, 2019

And following this rule of thumb I went DEEP on my target persona. Doing that, you end up learning things that aren’t immediately obvious to everyone else. Shored up our weaknesses by adding tech. I was responsible for onboarding hundreds of salespeople, training the entire BDR, AE, CS, and Support functions.

Quota 70

Quota X-functional Strategize Contract 70

SaaStr

AUGUST 19, 2020

Portag3 Ventures Partner Chris O’Neill discusses leadership and teamwork lessons he’s picked up in his career through a hobby and a metaphor of sailing. I grew up in a really small town in Canada on the shores of Lake Huron and in that community, sailing was a really big part of the community and the way of life.

E-commerce 105

E-commerce Price Start-ups Growth 105