Salesforce

NOVEMBER 20, 2023

How to start a sales call How to close a sales call 13 tips for making a successful sales call Sell faster by connecting with buyers wherever they are Learn how Sales Engagement helps you meet buyers on their preferred channels, whether by phone, email, and web. Speed up your sales Wait, what is a sales call?

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

Sales Hacker

APRIL 10, 2018

CASE IN POINT: In the late 90s, SkyStream followed Cisco’s footsteps in infrastructure sales. However, SkyStream was able to sustain itself as it had diversified with a $10M contract with Disney on a new product, a $5M 3-year contract with the Department of Defense, and a $2Mrevenue stream from both the EMEA and APAC region.

Go To Market 72

Go To Market GTM X-functional Territory 72

Sales Hacker

JULY 21, 2021

That thing reps do where they call every lead every day until the customer finally picks up the phone? Let’s come up with a plan for some quick wins”. Unfortunately, optimize is not a magic word that you wave like a wand over complicated systems, hoping that they start functioning perfectly. Digitize everything!

X-functional 125

X-functional Sales Strategize Cold Call 125

Partners in Excellence

JULY 15, 2015

It’s brilliant in it’s simplicity and is a great starting point to look at the challenges of B2B Decision-making. Each of these things impact the buying formula Jeff establishes: CD x CF > C + F (If you want to know what it means, read Jeff’s article ). For the Treasurer: CD TR x FP TR > C TR + F TR.

B2B 95

B2B X-functional Finance Drivers/motivators 95

Hubspot

DECEMBER 23, 2022

Whatever you’re looking for, a sales prospecting tool will help you do one or more of the following: Identify high-quality prospects. When each stage of the prospecting process is automated (whether in part or fully), your tea can speed up the discovery, qualification, and outreach process. Prospect monitoring functionality.

Prospecting 78

Prospecting X-functional CRM Contact 78

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. I do want to start it a little bit on you. But I had wanted to start a company for a long time before that. But it took a lot of thinking up until that point before we ended up pulling the trigger.

E-commerce 103

E-commerce Manufacturing X-functional Retail 103

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 93

Price Start-ups Up-sell X-functional 93

Sales Hacker

JULY 18, 2019

Heart start to race a few beats? 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. Upside – the AE is feeling good about the deal; however, they haven’t ironed out pricing, contract terms, etc.

X-functional 68

X-functional Pipeline Contract Quota 68

Hubspot

MAY 12, 2023

Behavioral questions are the trickiest kind of interview question and often start with “Tell me about a time…” or “How would you handle…?” 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. Tell me about yourself.

X-functional 78

X-functional Pitch Follow-up Clients 78

Lead Fuze

DECEMBER 1, 2021

It’s important to make sure any technology you use integrates seamlessly before starting a project. This is crazy specific, but you could find all the people that match the following: . Start with the Sales Process. The company offered me $X,000. LinkedIn is the best place to find up-to-date information.

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. The answer to any of these questions will set the tone for how you start your search, and who you ultimately hire. Before you jump into the hiring process, make sure you can define everything up front. How to Hire a Freelance Developer.

Contract 77

Contract X-functional Negotiate Start-ups 77

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. Selling function (hunting or farming). For example, you might pay $30,000 base and $15,000 for selling X amount per year. This target can be based on revenue (X dollars) or volume (X units).

Commission 92

Commission Quota X-functional Non-Profits 92

Sales Hacker

JULY 10, 2020

I followed his system, and it changed my life. We start to think we have things figured out. For years, he had been a successful enterprise salesperson , started his own company, sold it, and was very well connected with heads of sales at some huge companies. “ You can double your income with this. But I did what he said.

Legal 115

Legal X-functional Contract Presentation 115

SaaStr

JULY 2, 2020

In Today’s Episode We Discuss: * How Kurt made his way into the world of enterprise SaaS with Dataiku having started his career at Deloitte in Paris? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Kurt Muehmel: I joined, started interviewing with them.

Customers 114

Customers Contract Price Education 114

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 83

Contract Price X-functional Conversion 83

SaaStr

FEBRUARY 25, 2020

We have heard a lot of sessions today around ramping up your lead gen, accelerating marketing. Because all of a sudden we start seeing right before we cut the check, we get buyer’s remorse. So five steps to getting started. So starting with culture. You want them to follow. Second or third is referrals.

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. Okay so start off quizzing the chart, take a sip of your coffee, 9:00am. It was all about getting the contract.

Growth 83

Growth Cross-sell Contract X-functional 83

SaaStr

JANUARY 21, 2020

Justin Welsh, former SVP of Sales at PatientPop explains how he started in SaaS in 2009 as the second sales hire at Zocdoc. 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.

Quota 103

Quota Sales Healthcare Territory 103

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 78

Retail Start-ups Drivers/motivators Up-sell 78

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? I started a little legal software company with my Dad in South America.

Contract 46

Contract Price Commission Conversion 46

Hubspot

AUGUST 4, 2015

But not all couples are functioning like a belt and suspenders. If not, start now, even if it’s just a blog post every other month. 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? Mac and cheese.

X-functional 72

X-functional Teamwork Sales Follow-up 72

SaaStr

OCTOBER 30, 2020

When should one start to use interactive content? 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’m excited for this, but I’d love to start with a little bit of context. Harry Stebbings: Totally get you in terms of kind of resourcing up.

A/B testing 79

A/B testing X-functional Launch Start-ups 79

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.” I wanted to start by talking a little bit about the Talkdesk evolution. deal size growth.

Clients 57

Clients Service Customers Start-ups 57

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 59

Price Retail X-functional Healthcare 59

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 101

E-commerce Price Start-ups Growth 101

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. Vishal and I talk about what it’s like to start a company from nothing and how his experience at Backupify and InsightSquared helped inform the process. for more information. Check them out.

Contract 107

Contract X-functional Objectives and Key Results Legal 107

SaaStr

JANUARY 10, 2020

Listen to the start of the episode for a promo code to our upcoming events! 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: I love that energy to start with. So I started my career out actually on the venture side of the table.

X-functional 52

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

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. So I started my career on the business side of consulting in the sales force space. I started noticing all these organizations that I had worked in they couldn’t you had to build product.

X-functional 54

X-functional SQL Pipeline GTM 54

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 think I’ve listened to quite a few folks who started their journey there. Eyal Manor. Megan Lueders.

Finance 54

Finance X-functional CRM Engineering 54

SaaStr

NOVEMBER 2, 2019

As for Krish, under Krish’s leadership the team has grown to over 300 people and over 5,000 clients making it one of the next generation in truly global SaaS businesses started in India. Listen to the start of the episode for a promo code to our upcoming events! And then we decided to start a company. Loving our podcast content?

GTM 52

GTM Price Up-sell Product 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. 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 Negotiate Profit margin Contract 74

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? * 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: Well I would love to start though, with a little bit about you. You have PE platform roll-ups. IOIs are the next step. What are they?

Strategize 58

Strategize Quota Non-Profits Price 58

SaaStr

FEBRUARY 21, 2020

As for David, he started his first company in 1977 aged just 22. Listen to the start of the episode for a promo code to our upcoming events! If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Three of these companies went public. Take a listen for more.

Non-Profits 78

Non-Profits Up-sell Start-ups Product 78

PandaDoc

APRIL 24, 2020

While the free plan won’t be a great fit for power users, all you need is a DocuSign account to sign up. Most competitors follow DocuSign’s lead here by offering equivalent plans at no charge, but PandaDoc takes free plans to a new level with our Free eSign Plan. Competitor highlights. Personal plans.

Price 59

Price X-functional CRM Follow-up 59

Hubspot

AUGUST 8, 2019

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

X-functional 96

X-functional Quota Cross-sell Contract 96

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