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

SaaStr

NOVEMBER 19, 2021

In today’s post, we present The Cutting Edge , where the best sales leaders in SaaS share cutting – edge tactics and strategies. 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.

Pitch 92

Pitch Conversion Sales Territory 92

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

SaaStr

MAY 8, 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. And the hardest thing, Bob said, is for founders to let go of their founding idea. And I do still think big contracts can still get done at the enterprise. Harry Stebbings. Jessica Lin.

Cross-sell 72

Cross-sell Contract Start-ups Up-sell 72

Lead Fuze

JANUARY 1, 2022

Account Executives focus on conversations and presenting product values in meetings. As it turns out, there are a lot of outside services that can be contracted to do your marketing. Finding a product/market fit. Sometimes, salespeople do not have the skills to pitch new products and sales outsourcing services.

Commission 52

Commission Territory Sales Objectives and Key Results 52

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? * If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. How important is it to own the entire customer journey? Harry Stebbings.

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. Contrary to popular belief, being product-led doesn’t automatically mean you’re anti-sales.

Product 95

Product SQL Contract Sales 95

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? You can also take your SaaStr to go: Listen on iTunes. Tom Tunguz.

Contract 46

Contract Price Commission Conversion 46

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. Just go look at some websites like Workday, SAP, Salesforce.

Legal 87

Legal Cross-sell Contract Price 87

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. ou can also take your SaaStr to go: Listen on iTunes. Marketing changes quite a bit. Y Dan Reich is the Founder & CEO @ Troops.ai Listen on Google Play Music.

Contract 66

Contract Sports Cross-sell Start-ups 66

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

OCTOBER 22, 2020

How should we think through SAL vs closed revenue as indicator of marketing success? Where does Ryan believe many go wrong with regards to marketing funnels? 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. Ryan Carlson.

Pipeline 69

Pipeline Cross-sell Launch Start-ups 69

SaaStr

SEPTEMBER 18, 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. And in this way, we under invested in middle management along the way, especially in our go to market motion. What’s the go to market motion look like? Henry Schuck. It molded-.

Account management 96

Account management Engineering Launch Start-ups 96

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

AUGUST 20, 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 had so many inbound referrals, and in terms of recruiting and hiring, people knew that there were a lot more roles on the go-to-market and business side. Harry Stebbings. Kyle Parrish.

Sales 79

Sales Price Quota Start-ups 79

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 60

B2C B2B Start-ups Growth 60

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. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Harry Stebbings.

Price 47

Price Cross-sell Up-sell Start-ups 47

SaaStr

NOVEMBER 22, 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. Harry Stebbings: I do want to move on more to the present day because you mentioned that being the only one with the title founder experience. Almost like in the meeting with the pitch meeting itself.

Start-ups 65

Start-ups Customers Objectives and Key Results Growth 65

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 63

Cross-sell Sales Support Growth Up-sell 63

The Lost Book of Sales

JULY 12, 2021

High-level thoughts While some chapters and concepts presented in the book are stronger than others, I enjoyed it thoroughly while taking the time to properly digest all of my learnings. This situation can be further complicated if the high-tech company, fresh from its marketing successes with visionaries, neglects to change its sales pitch.

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

A well-presented value. 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 Engagement. Blog Article.

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? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. My first VC pitch of my career was in 1996, I think I was 25, 26 years old. What is that founding moment? * Peter Yared.

Cross-sell 54

Cross-sell Up-sell Start-ups Engineering 54