Sales Hacker

JANUARY 13, 2021

OEM licenses are significantly larger deal sizes than direct to end-user contracts because the licensee is usually pushing out the software to their entire customer base or a large portion of their customer base. One OEM contract can give thousands or tens of thousands of end-users access to the licensor’s software. Exclusivity.

GTM 74

GTM Negotiate Profit margin Contract 74

SaaStr

MAY 27, 2020

So people were paying people to take their futures contracts. That means specifically they’re going to cancel contracts. And that means they’re going to renegotiate prices for tools that they deem essential. I think most SaaS startups haven’t seen the full effects of what you’re going to see.

Finance 79

Finance Government Price Contract 79

SaaStr

DECEMBER 12, 2020

And there are so many things early days where there’s just fires that you’re trying to put out and so you need to pick the ones that you’re going to strategically go after. So within the product world, there’s so many different directions you can go. What does strategic in sales mean?

Customers 68

Customers Strategize Start-ups Growth 68

SaaStr

MAY 10, 2019

Currently growing 100% year over year, working with companies to un-silo their operations and create one strategic revenue ops team to support their Go To Market strategy. In the past, Go Nimbly has helped companies like Zendesk, Twilio, PagerDuty and Coursera to achieve alignment and increase revenue by 26%. . *

X-functional 54

X-functional SQL Pipeline GTM 54

SaaStr

AUGUST 13, 2019

And unfortunately by the time we got to the CIO’s, we were heavily price negotiated. I spent a lot of time talking to CEOs and CROs, exchanging best practices and having conversations about go to market strategies. Every one of them are going to help you increase the win rate. The sales cycles were very lumpy.

Cross-sell 63

Cross-sell Sales Support Growth Up-sell 63

SalesLoft

JUNE 20, 2019

I also mentioned that John’s firm is a key strategic partner to SalesLoft, he does train us and we do recommend him to many of our customers. So it wasn’t even like I could negotiate on contract, my price is my price. John, welcome to the show. John: Hey Jeremey, thanks for having me. I appreciate it. .’

Territory 63

Territory Sales Construction Manufacturing 63

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 65

GTM Healthcare Pipeline Sales 65

Sales Hacker

NOVEMBER 15, 2017

Average Contract Value. AB Testing (or Split Testing) is an experiment involving two variants, usually for measuring and comparing market response to each. Annual Recurring Revenue (ARR) is the value of contracted, often subscription-based revenues normalized for one calendar year. Go-to-Market Strategy.

B2B 99

B2B E-commerce Cold Call Represent 99

SalesLoft

JUNE 21, 2022

Your legal and finance teams are likely reviewing and negotiating vendor contracts. More challenging to identify where the problem is if something breaks; time spent troubleshooting takes away from more strategic work . Multiple contracts to negotiate and manage. That’s right, it isn’t just a revenue issue.

Negotiate 52

Negotiate Legal Finance Technology 52

Gong.io

AUGUST 10, 2020

Then all the negotiation skills that you learn in sales carry through to the renewal process. At the end of that contract, you’ve got to sell it again. Every week, we interview senior revenue professionals who share their insights on how they leverage revenue intelligence to drive success and win their market.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

The Lost Book of Sales

JULY 12, 2021

Early adopters | Visionaries The key point is that, in contrast with the technology enthusiast, a visionary focuses on value not from a system’s technology per se but rather from the strategic leap forward such technology can enable. This can only happen if the sales effort is focused on a single niche market.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Salesforce

MAY 2, 2022

This year, we’re adding 13 new names to our top-tier cohort, featuring experts in go-to-market strategies, diversity and inclusion, mental health, productivity, and revenue growth in our digital-first world. Co-Founder, Women in Sales Club and Strategic Account Executive, Alyce, Chicago, Illinois. Alexine Mudawar.

Gaming 98

Gaming GTM Consult Sales 98

SBI

NOVEMBER 7, 2019

Join us for “From Vendor to Strategic Partner: Uncovering Insights to Generate Customer Value” webinar. Qstream can be used for sales onboarding or ongoing reinforcement and can test and reinforce sales qualification skills, sales negotiation, & product knowledge. Think how effective it would be. Video Reviews. Account Planning.

Customers 20

Customers Tradeshows Technology Technology 20