Sales Hacker

JUNE 17, 2019

With Conga, you can simplify documents, automate contracts, and execute e-signatures so you can focus on accelerating sales cycles and closing business faster. Essentially, what we do is we present each traveler with a price to beat. If they go below that price, they keep half the savings and the company keeps half the savings.

Contract 63

Contract Drivers/motivators Sales Price 63

SBI

FEBRUARY 9, 2021

I can’t think of a more humbling, stressful purchase decision than the one we go through when buying a home. As Brent Adamson, Distinguished Vice President, Gartner has written about and presented on , all the sales motions that go on must ultimately help build buyer self-confidence in making the decision.

Customers 46

Customers B2B Contract Quota 46

SaaStr

NOVEMBER 2, 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. A classic example is a Shopify selling to, let’s say, contract. The reason I suggest this as an approach is that when you’re getting your pricing right as a partner, and to grow with your customer.

GTM 49

GTM Price Up-sell Product 49

Cience

NOVEMBER 6, 2019

The most important thing about any go-to-market approach is the buyer and the buying process. It’s the seller’s responsibility to adapt its approach to the market ; it’s not the market’s responsibility to adapt to any company. What are the key requirements in developing an effective multi-channel go-to-market effort?

Retail 42

Retail Manufacturing Price Up-sell 42

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 68

Cross-sell Contract Start-ups Up-sell 68

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. High-tech innovation and marketing expertise are two cornerstones of the U.S. Pragmatists are reasonably price-sensitive.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

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

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. Price is just one of them. Sales Development Representatives secure such a meeting.

Commission 52

Commission Territory Sales Objectives and Key Results 52

Gong.io

JUNE 11, 2021

Rapidly evolved into a strategic, go-to-market function. They continue, “What was once the responsibility of product marketing, sales operations, or of a single sales trainer, sales enablement is now supported by dedicated teams founded within the sales organization” (bold is mine). Unique differentiators.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

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 45

Contract Price Commission Conversion 45

SaaStr

JUNE 10, 2021

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Because the packaging and pricing and thinking of the product will radically influence how successful you can be. In the 2000s, we turn into software licenses where we sold support contracts on top of them.

Customers 55

Customers Price Contract Objectives and Key Results 55

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. Where you end up on this continuum largely depends on your product, pricing, market, and buyer preferences.

Product 95

Product SQL Contract Sales 95

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. Pricing and Packaging. Product usage. Revenue number.

Legal 86

Legal Cross-sell Contract Price 86

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

NOVEMBER 21, 2020

How does Rob think through pricing today in a way that encourages land and expand? How does Rob think about usage vs seat-based pricing in SaaS? How should sales and marketing work together on pricing? You look at the forward-looking ARR multiples on the stock price, and they were a lot lower back then.

E-commerce 101

E-commerce Manufacturing X-functional Retail 101

SaaStr

JUNE 2, 2021

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. It’s the opaque pricing, but hopefully the customer gets exactly what they need at the end. Is pricing on the website? This episode is an excerpt of Olof’s session at SaaStr @ Home 2020.

Sales 98

Sales Up-sell Price Start-ups 98

SaaStr

MAY 27, 2020

Anyone who studied economics will know when supply greatly exceeds demand, prices drop. This is an example just of the oil market compared just from April 2019 to April 2020. Many of you may have noticed this past week, actually oil future prices went negative. So people were paying people to take their futures contracts.

Finance 75

Finance Government Price Contract 75

Sales Hacker

FEBRUARY 5, 2019

If you have a product that is absolutely crushing it in SMB/mid-market, you may be tempted to dive straight into the Enterprise market. Who could avoid dreaming of those seven-figure deal sizes, 3-year contracts, and trophy logos? Related: The SaaS Executive’s Guide To Building A Winning Go-To Market Strategy.

Product 58

Product Contract Cross-sell Account management 58

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 75

Sales Price Quota Start-ups 75

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 91

Pitch Conversion Sales Territory 91

SaaStr

FEBRUARY 1, 2019

What does Amanda mean when she says “pricing is made up of 3 components?” Where does Amanda believe most people go wrong with pricing? Is there such thing as no man’s land in SaaS pricing? How does Amanda think the go-to-market has to change with every stage of development? Listen on Google Play Music.

Customers 42

Customers Price Cross-sell Start-ups 42

SaaStr

AUGUST 2, 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’d go, “Oh my God, how did I miss that?”. Cannot put a price on that. It is much more painful to have to fire people and contract as a company than it is to grow. That was a terrifying decision.

Contract 61

Contract Start-ups Up-sell Gaming 61

SaaStr

JUNE 28, 2019

What can founders do to their pricing model to extract as much value from each customer? How do the very best businesses structure their pricing for value extraction? * How do you need this change to be reflected in your pricing? What is the right way to present that when pitching VCs? Jason Lemkin. David Skok.

Price 45

Price Cross-sell Up-sell Start-ups 45

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

JUNE 3, 2020

The company went public in 2009 and was acquired by Yahoo in 2012 for $270m, a 50% premium on existing share price. Where do many go wrong here? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Why did Michael make the move to CRO 8 months ago?

Pipeline 68

Pipeline Meeting Start-ups Up-sell 68

Gong.io

NOVEMBER 11, 2019

And then analyze all of that, and make everything better as we go. So the next time Seismic suggests you use a piece of content, it has data behind it that shows that this video case study or this PowerPoint presentation is successful most of the time. And that’s precisely what we do using data. The Characteristics of Great Sellers.

Pipeline 48

Pipeline Start-ups Contract Up-sell 48

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 97

Account management Engineering Launch Start-ups 97

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 65

Pipeline Cross-sell Launch Start-ups 65

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%. Jason Reichl.

X-functional 51

X-functional SQL Pipeline GTM 51

SaaStr

JULY 30, 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. Peter Kazanjy: So at TalentBin, that was kind of like my first training wheels, SaaS business, and also the place where I started to learn and appreciate go to market. Harry Stebbings. Pete Kazanjy.

Cross-sell 77

Cross-sell Up-sell Start-ups Sell 77

SaaStr

MAY 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. It’s not just pricing, it goes all through the rollout, Harry, of what it’s going to look like as we rollout. It’s not my go-to place, it’s not my go-to place.

Trust 75

Trust Start-ups Customers Up-sell 75

SaaStr

JULY 2, 2019

We’re here to talk for the next 25 minutes or so about our experience going from freemium to enterprise. Kevin : We kept it fairly vague, if you will, but we’re going to be really focused on the go-to-market elements of the freemium to enterprise model. Dannie : It made for a really nice go-to market model.

Follow-up 56

Follow-up Go To Market Technology Technology 56

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 62

GTM Healthcare Pipeline Sales 62

SaaStr

AUGUST 13, 2019

But it’s also undeniable that going up market means your company will get pulled. You may actually have to pricing differentiate. You may actually need to build a sales team that can serve up market. And unfortunately by the time we got to the CIO’s, we were heavily price negotiated. Myth number three.

Cross-sell 59

Cross-sell Sales Support Growth Up-sell 59

SaaStr

AUGUST 26, 2022

Maybe doesn’t have to send the contract out for his signature, but you never, ever, ever get the time back. We tell all our speakers, you have to bring a diverse co-presenter, and if they say, no, we just say, “Don’t come.” A few things they don’t do: build the relationship, build trust.

Quota 82

Quota Growth Product Closing 82

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

AUGUST 19, 2020

Get back into experimentation mode with our business model, with our pricing to really think about not just how we can shrink costs, but inflect growth on the top line so we could ultimately control our own destiny which is in fact what we did. Shifting to the fifth is around pricing. So pricing is obviously a very powerful lever.

E-commerce 99

E-commerce Price Start-ups Growth 99