Salesforce

NOVEMBER 20, 2023

Speed up your sales Wait, what is a sales call? Send an advance copy of the contract or a prepared quote so all decision-makers can review sales details before the call. Follow these four steps: 1. Make sure you mention the day and date as well as the method you’ll use to follow up.

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

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 ). So what drives the CIO in making the decision is different than those in the finance function. For the Controller: CD CTLR x FP CTLR > C CTLR + F CTLR.

B2B 94

B2B X-functional Finance Drivers/motivators 94

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 90

Commission Quota X-functional Non-Profits 90

Sales Hacker

JULY 18, 2019

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. An example might be: 15% Demo Scheduled.

X-functional 68

X-functional Pipeline Contract Quota 68

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 74

Prospecting X-functional CRM Contact 74

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 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 74

X-functional Pitch Follow-up Clients 74

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 76

Contract X-functional Negotiate Start-ups 76

Sales Hacker

JULY 10, 2020

I followed his system, and it changed my life. What followed was almost a discovery session , similar to what we all put our clients through. Find out who can spend money, who has budget, who can CREATE budget, and who can sign the contract? What is each function’s challenge with the current environment?

Legal 115

Legal X-functional Contract Presentation 115

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 70

X-functional Teamwork Sales Follow-up 70

SaaStr

MARCH 26, 2024

Before diving into your questions, you’ll want to head over to the link below and sign up for an exciting event coming up this week. On Wednesday, March 27th, SaaStr is hosting AI Day, you can sign up for free at this link. Many folks in CS don’t want to hear that their outbound emails are horrific or that they don’t follow up.

Price 110

Price X-functional Growth B2B 110

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]. What is LinkSquares?

Contract 107

Contract X-functional Objectives and Key Results Legal 107

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 64

Price Retail X-functional Healthcare 64

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

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 55

Finance X-functional CRM Engineering 55

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

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

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 thought this was a particularly interesting one to kind of pick up on. SaaStr’s Founder’s Favorites Series features one of SaaStr’s best of the best sessions that you might have missed.

X-functional 54

X-functional Start-ups Drivers/motivators Go To Market 54

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 93

X-functional Cross-sell Quota Contract 93

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 20, 2020

Your value will go up insanely in the IPO or acquisition. If your competition signs folks up to 3 year contracts, “buy out” their contract by not charging them for overlapping time periods. But pay-up if your reps can get a deal ripped out of the competition. New competitors always pop-up.

Real Estate 135

Real Estate X-functional Contract Healthcare 135

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. ” They’d show up and try and squeeze up EBITDA and try and sell you for an EBITDA multiple. You have PE platform roll-ups.

Strategize 59

Strategize Quota Non-Profits Price 59

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 113

E-commerce Manufacturing X-functional Retail 113

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 94

Contract Price X-functional Conversion 94

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 93

Retail Start-ups Drivers/motivators Up-sell 93

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 50

Contract Price Commission Conversion 50

Heinz Marketing

DECEMBER 18, 2020

Listen up – the number of minutes you choose is important. If your campaigns are time specific—routing high-value leads to sales for immediate follow-up, for example—be cognizant of these prioritization rules. #2 Here’s a list of 10 simple things that you may not know about Marketo. #1 Something is broken,” they said.

CRM 134

CRM Campaign X-functional Clients 134

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

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 105

Price Start-ups Up-sell X-functional 105

Sales Hacker

JULY 2, 2019

For this model, you’ll need the following metrics: Leads per month for the previous time period. If your CRM doesn’t have this reporting functionality, you can export the data into an excel file and quickly get the average sales price from there. 2,000 x 10% = $200/lead. Contract Sent (90%). Average sales price by source.

Price 77

Price X-functional CRM Sales 77

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 89

Prospecting Customers Promote X-functional 89

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 59

Clients Service Customers Start-ups 59

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 91

Growth Cross-sell Contract X-functional 91

PandaDoc

APRIL 12, 2022

To get the most out of NPS, do the following: Place your NPS survey in a location where it will receive a high response rate. Follow up with respondents. To gather the data, you’ll need to ask the following question: How satisfied were you with your experience today? 08 x 100 = 8%. How do they use your software?

Customers 52

Customers X-functional Promote Price 52