Sales Hacker

DECEMBER 21, 2017

Contract Lifecycle Management. Contract Management. Contract Lifecycle Management. In addition to the technical and sales enablement responsibilities, the newly formed Sales Operations unit will be responsible for the following tasks: Go-to-market strategy & planning. Customer contract life cycle management.

Territory 90

Territory Non-Profits Contract Quota 90

Cience

APRIL 27, 2020

We came into the year with a roaring economy, bullish outlooks on the future, a smattering of contraction warnings. We were buried by what seemed like weekly stock market record highs, and the lowest unemployment rates in history. Nearly all B2B marketers use email to distribute content ( 93% to be exact ). Not in this case.

Hospitality 66

Hospitality Angle Contract Appointment 66

Sales Hacker

SEPTEMBER 11, 2020

This funding generally gives the company a couple of years to further develop its products, team, and begin to tackle its GTM (go-to-market) strategy. With that being said, stop using your standard pitch decks. Conduct an RFP process and negotiate contract terms among the front-runners. It’s no longer just an idea.

Sell 79

Sell Minimum Viable Product Objectives and Key Results Cross-sell 79

Lead Fuze

JANUARY 1, 2022

OEM licenses are larger than direct to end-user contracts because the licensee is usually pushing out software to their entire customer base or a large portion of it. One OEM contract can give thousands or tens of thousands access to licensors software. Using an OEM go-to-market strategy. Licensing OEM software Sellers.

Negotiate 52

Negotiate Profit margin Contract GTM 52

Sales Hacker

AUGUST 23, 2018

The other advantages of selling to SMBs is that over time businesses can gain experience in developing enterprise-grade software while beefing up their go-to-market strategy for SMBs. Maybe it’s because of daunting sales goals or the bad sales pitch ingrained in them, but a lot of sales reps tend to oversell.

B2B 56

B2B Cross-sell Negotiate Pitch 56

SaaStr

NOVEMBER 19, 2021

Doug Landis, Growth Partner at Emergence Capital shares his expertise on the art of business conversations and how your customers should inform your go-to-market messaging. You immediately, you’re going to be like, ‘that sounds like a sales pitch’, right? Subscribe Please do not fill in this field.

Pitch 92

Pitch Conversion Sales Territory 92

Sales Hacker

DECEMBER 2, 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. Most recently she worked at Crayon, which is an early-stage market intelligence platform.

Strategize 52

Strategize Contract Strategic planning Drivers/motivators 52

Highspot

APRIL 2, 2020

Planning and strategizing go-to-market plans. Lead Response Time: The time it takes leads to positively respond to pitches or calls to action. Contract lifecycle management. Sales process optimization and lead management. Implementation and administration of sales tools. Analysis and evaluation of performance metrics.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

Sales Hacker

DECEMBER 9, 2019

How to pitch ‘category creation’ to your CEO or CFO [30:17]. 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. Sam’s Corner [43:34].

Pitch 54

Pitch B2C Contract Up-sell 54

SaaStr

MAY 8, 2020

Jessica Lin: They had previously gone out with a productivity pitch, but they realized that what was way more compelling to customers was cost savings, which honestly ended up being a huge inflection point for them, even better for them in the long run. And the hardest thing, Bob said, is for founders to let go of their founding idea.

Cross-sell 70

Cross-sell Contract Start-ups Up-sell 70

Lead Fuze

JANUARY 1, 2022

As it turns out, there are a lot of outside services that can be contracted to do your marketing. Finding a product/market fit. Productmarket-fit evaluation is essential to your go-to market strategy in any new territory you want to enter. This could cause you to take an us vs them approach.

Commission 52

Commission Territory Sales Objectives and Key Results 52

SalesLoft

JUNE 20, 2019

’ I used to get a lot of bigger orders because I did that due diligence of understanding the real use case, as opposed to just pitching that the gears inside the stupid tool were better. So it wasn’t even like I could negotiate on contract, my price is my price. You can learn something from anybody, anywhere.

Territory 63

Territory Sales Construction Manufacturing 63

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? * Bob Moore: And I was t nerdy engineer in college, so getting the opportunity to have to pitch, it’s really a sales job at the end of the day. How important is it to own the entire customer journey?

X-functional 52

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

Sales Hacker

SEPTEMBER 2, 2021

It’s a go-to-market strategy that leads with the product, so you can experience its value firsthand. In a classic blog post , Christoph Janzexplains the number of potential customers in your total addressable market. Going top-down : once enough users sign up from one company, sales can initiate an outreach.

Product 97

Product SQL Contract Sales 97

SaaStr

JUNE 3, 2020

We’re also seeing that, but I think, estimated here, that churn in small ECB contracts, typically small business customers, the churn is expected to go up 15.8%. And so, I think that really also changes how we assess vendors can go to market. It’s most severe in the SMB world. So quite significantly.

Trust 72

Trust Technology Technology Government 72

Gong.io

JULY 21, 2021

That’s why m odern go-to-market teams started aligning those teams a while back. Done well, RevOps means higher revenue and a smoother go-to-market (GTM) process. Boosting annual contract values? Targeting new markets? How can we rationalize our use of tools across different go-to-market teams?

Growth 62

Growth GTM Cross-sell Pipeline 62

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 46

Contract Price Commission Conversion 46

Capterra Sales & Marketing Software

NOVEMBER 19, 2021

Getting a sale with a high average contract value (ACV) means making more profit while investing less in the sales process. That’s why for many companies, the best go-to-market plan is consistency with a regular workflow, predictable revenue, and a developed formula for opening sales conversations. Predictability.

Customers 94

Customers B2B Sales Pipeline 94

Heinz Marketing

MARCH 15, 2021

I feel like if you go and talk to each of them, if you go to every tool’s website or you see them in a trade show (eventually we’ll see them at trade shows again), you go to their website and you hear from them– everybody individually has a great story. It sounds like a good pitch. Judy Ash: Thank you.

Pipeline 115

Pipeline Technology Technology Sales 115

Sales Hacker

APRIL 21, 2022

We changed our product, evolved our marketing programs, and transitioned the sales team. This was all in an effort to increase our average contract value (ACV). The ICP determines decisions across the company from the go-to-market to product strategy. Product usage. Revenue number. How to Attract Enterprise Buyers.

Legal 88

Legal Cross-sell Contract Price 88

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

SaaStr

MARCH 12, 2019

As for Erica, under her CRO role, she leads all go-to-market functions including Marketing, Sales, Operations, Customer Success, Services, and Support. As for Erica, under her CRO role, she leads all go to market functions including marketing, sales, operations, customer success, services, and support.

Contract 67

Contract Sports Cross-sell Start-ups 67

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 77

Finance Government Price Contract 77

SaaStr

SEPTEMBER 18, 2020

And in this way, we under invested in middle management along the way, especially in our go to market motion. Instead of investing a bunch in automation, they invested a bunch in managers in that go to market motion. What’s the go to market motion look like? And they trusted people. It molded-.

Account management 97

Account management Engineering Launch Start-ups 97

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

Partners in Excellence

JANUARY 19, 2018

” Ironically, I walk into organizations espousing this, then watch as their sales people continue to pitch their products, without understanding where the customer is and what they are trying to achieve. Also, while, I’m at this stage of the discussion, too many think confuse the contracting process with the buying process.

Process 52

Process Sell Drivers/motivators Sales 52

SaaStr

AUGUST 20, 2020

Kyle Parrish: In that time, before I was even really focused on the impact of UI/UX or the design world at large, I started to realize we were selling against companies like Google and Microsoft and Box, and a lot of our sales pitch was around how intuitive the product was. It wasn’t just engineering, product, and design roles.

Sales 77

Sales Price Quota Start-ups 77

SaaStr

OCTOBER 22, 2020

But I think the ultimate test of that, you want to launch when you know you have repeatability in your go-to-market. Harry Stebbings: Can I ask in terms of the measurements in that pipeline, I always believe that it has to be tied, when you’re measuring marketing team success, it has to be tied directly to a revenue number.

Pipeline 66

Pipeline Cross-sell Launch Start-ups 66

SaaStr

NOVEMBER 21, 2019

So what we see when our companies are pitching to investors is that you know what metrics investors will open the email. To build the initial team, to build the product, to build the initial go to market, to build the first customers and to build the ARR, the starting. Then we deploy the capital to build. growth fund.

B2C 58

B2C B2B Start-ups Growth 58

SaaStr

AUGUST 13, 2019

Once we identified that, then it was much easy to go and pitch to them. It was the departmental IT decision maker, and once we identified the use case, drove value for them, it was much easier to go upstream and talk to the right folks within the organization. Local contracts support, which we didn’t have.

Cross-sell 61

Cross-sell Sales Support Growth Up-sell 61

SaaStr

JUNE 28, 2019

What is the right way to present that when pitching VCs? Where do many founders go wrong in how they present and discus ACVs with investors? Common go-to-market myths and lessons. ” How do you respond to the common VC statement of, Ah, such small ACVs, the difficulty with the go to market?

Price 45

Price Cross-sell Up-sell Start-ups 45

SaaStr

NOVEMBER 22, 2019

Almost like in the meeting with the pitch meeting itself. If you sign up for the product and you don’t renew that first contract. You actually go out of business faster because most SaaS companies payback periods are longer than a year. Like all first emails or follow up emails or rejection emails.

Start-ups 63

Start-ups Customers Objectives and Key Results Growth 63

The Lost Book of Sales

JULY 12, 2021

This situation can be further complicated if the high-tech company, fresh from its marketing successes with visionaries, neglects to change its sales pitch. The problem goes beyond pitches and positioning, though. It is fundamentally a problem of time. We just have a better set of material to work with.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Sales Hacker

DECEMBER 17, 2019

If you missed episode 87, check it out here: PODCAST 87: How to Pitch Category Creation to Your CEO or CFO w/ Anthony Kennada. Take control with a DocuSign agreement cloud, a suite of tools that automated sales contracts and quotes all in your CRM. Great custom contracts, get them signed and pull data back into your opportunities.

Cross-sell 52

Cross-sell Contract Sales Up-sell 52

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. Among its differentiators are machine.

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? But you look at what’s going on in enterprise now, if some person, a manger of a department, brings in a SaaS vendor without an InfoSec check, they’re going to be fired. What is that founding moment? * Do they really mean anything?

Cross-sell 52

Cross-sell Up-sell Start-ups Engineering 52