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 87

Territory Non-Profits Contract Quota 87

Sales Hacker

OCTOBER 7, 2019

What you need to know about go-to-market models in SaaS. B2B SaaS go-to-market (GTM) models range from no-touch, transactional approaches to highly specialized, consultative strategies. Target Addressable Market (TAM). Your TAM significantly impacts your go-to-market model because it dictates breadth vs. depth.

GTM 68

GTM Education Sales Contract 68

SaaStr

APRIL 30, 2024

Take on less and go deeper with it to have more success. The way we build financial models, the cell for the number of deals per quarter is always something like reps times quota. For Owner, they hired these two leaders on contract from their networks. You probably don’t need as many reps as you think.

Go To Market 111

Go To Market GTM X-functional Objectives and Key Results 111

Sales Hacker

MAY 23, 2018

It automatically captures and analyzes your team’s conversations so you can transform your team into quota-shattering super-sellers. Derek Grant: SalesLoft is a technology company here in Atlanta that overlays Salesforce.com and it helps you codify your go to market strategy. Understanding the AE quotas.

Pipeline 48

Pipeline Quota Contract Healthcare 48

Hubspot

SEPTEMBER 12, 2018

If your forecast anticipates you’re going to miss your quota, you should double down on selling activities. If your forecast shows you’re on-track to make 150% of your quota, on the other hand, you’d want to scale back your efforts for this month and start laying the groundwork for an equally successful next month.

Pipeline 101

Pipeline Negotiate Objectives and Key Results Sales 101

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. Top performance metrics include: Sales Quota Achievement Rate: The percentage of sellers who have completely hit their quota during a set time period. Contract lifecycle management. Sales process optimization and lead management. Business intelligence services.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

SBI

FEBRUARY 9, 2021

Enter Customer References You may have noticed one exclusion from the sales and marketing activities listed above. When references aren’t a serious component of a company’s go-to-market strategy it is both comical and tragic. Customer references. This fact should cause leadership to take notice.

Customers 46

Customers B2B Contract Quota 46

Lead Fuze

JANUARY 1, 2022

When I began hiring salespeople, it was difficult to know which outsourcing company would be able to help my business meet its quota. As it turns out, there are a lot of outside services that can be contracted to do your marketing. Finding a product/market fit. What can you do to be sure that the candidate is a good fit?

Commission 52

Commission Territory Sales Objectives and Key Results 52

Sales Hacker

JUNE 2, 2020

With chorus.ai, get your reps to hit quota consistently, ramp your new hires faster and replicate your unicorns through coaching initiatives, all while together or fully remote. Go to Chorus.ai/saleshacker Record, share, review, and coach your team based on the voice of your customer. saleshacker to try it for yourself.

Pharmaceutical 67

Pharmaceutical Territory Cold Call Networking 67

Heinz Marketing

MARCH 29, 2021

But also I remember a lot of explicit conversations from 12 months ago talking to go-to-market leaders, especially in some of our manufacturing industrial clients saying like, what am I going to do? I got reps that are used to going to someone’s office with a box of samples. Oh, what did we agree to last time?

Pipeline 123

Pipeline Sales Gaming Up-sell 123

SalesLoft

JUNE 20, 2019

It was sales, but it really wasn’t hardcore sales because there was no quota. So it wasn’t even like I could negotiate on contract, my price is my price. At first, I was trying to do what every other sales rep at Xerox was doing, which was just go flip copiers. ’ And I’d leave. .’

Territory 63

Territory Sales Construction Manufacturing 63

Sales Hacker

JUNE 16, 2021

The mandate for sales enablement is to increase the effectiveness of their go-to-market (GTM) strategy by providing coaching, training, and introducing sales enablement platforms and tools. Businesses that implement a sales enablement function see increased quota achievement at the rep and team level. What is sales enablement?

GTM 99

GTM Contract Quota CRM 99

InsightSquared

JULY 1, 2021

The average dollar value of an annual contract. Average Annual Contract Value. The dollar amount indicated in the contract (excluding any one-time fees) divided by the length of the contract (in years). . Go-To-Market Strategy. Go-To-Market Team. Quota Attainment. Average Deal Size.

Cross-sell 62

Cross-sell Contract Objectives and Key Results Quota 62

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. And there’s still a quota to hit. What does it mean to be product-led? Avoid this at all costs.

Product 93

Product SQL Contract Sales 93

Hubspot

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Percentage of sales reps attaining 100% quota. Revenue by market.

X-functional 95

X-functional Quota Cross-sell Contract 95

Hubspot

NOVEMBER 29, 2022

The ability to switch between four different types of forecasts, each with its quota and adjustment data. Custom quota metrics. Freshsales allows users to set custom quota metrics based on specific sales goals. To accomplish these tasks, Gong pulls all interactions with a lead (phone calls, emails, contracts, etc.)

Pipeline 74

Pipeline Price CRM Quota 74

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

AUGUST 27, 2019

I’ll start because I’m living this right now, and where we’re contract value. Michaela Lehr: So mine says to learn ballpark contract value and figure out the pricing that the market can bear. But also what is my go to market motion? Either work or not work. Sanj Sanampudi: Great. So Michaela?

Territory 51

Territory Contract Cross-sell Drivers/motivators 51

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 51

Contract Price Commission Conversion 51

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

Sales Hacker

APRIL 29, 2021

This is often the biggest thorn in their shoes, even above unrealistic quotas. This likely isn’t due to a power struggle or a culture war within their organizations, but it’s instead because sales content is fundamentally different from marketing content. Content Lifecycle.

A/B testing 102

A/B testing Sales Quota GTM 102

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.

Customers 94

Customers B2B Sales Pipeline 94

Sales Hacker

DECEMBER 30, 2019

It’s all about how to build a great culture, how to think about incentivizing a team, how to help pull out a quota if you’re going to miss the number, and some creative things you can do to get there. Create custom contracts in a click, sign them digitally, and automatically pull data back into your opportunities.

Cross-sell 52

Cross-sell Contract Pharmaceutical Quota 52

SalesLoft

JUNE 21, 2022

Your legal and finance teams are likely reviewing and negotiating vendor contracts. Multiple contracts to negotiate and manage. This spreadsheet is critical, but for each technology you’ve listed, there are multiple potential points of failure and soft costs across every team in your organization. Points of Failure.

Negotiate 52

Negotiate Legal Finance Technology 52

SaaStr

AUGUST 20, 2020

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. So I think for us, we at Figma still review sales quotas each quarter. I’m really intrigued how sales works with marketing on the high ACV, heavy enterprise deals.

Sales 82

Sales Price Quota Start-ups 82

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. And so I just want to throw in a framework around product market fit measured by customer value creation, then go to market fit measured by economics, then we scale fast. It was all about getting the contract.

Growth 96

Growth Cross-sell Contract X-functional 96

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. Get two AEs that hit quota. If you have two hitting quota and the VP of sales is good, even if they’re new, even if they’re a stretch VP, they’ll figure out what the two are good at and hire 3 through 30.

Quota 97

Quota Growth Product Closing 97

SaaStr

JANUARY 28, 2020

You have to put something in to get something out of it, and I think that obviously sounds biased coming from a marketer, but that is just the case. Maria : It’s like saying, “Hey, you want a sales rep to carry 10 times the quota they do today. You can’t, you have to invest in that sales infrastructure.”

Growth 80

Growth Promote Engineering Up-sell 80

Sales Hacker

NOVEMBER 2, 2021

He has built and led AE and SDR sales teams, achieved individual revenue quotas, developed go to market strategies, managed regional sales, and recently has been a hiring machine. Appy Choudhary: 12 months on the lowest end and 18 months is the max, depending on what market you’re selling in.

Drivers/motivators 79

Drivers/motivators Engineering Promote Up-sell 79

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

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 64

GTM Healthcare Pipeline Sales 64

SaaStr

AUGUST 28, 2020

If that was not enough, Hilary is also a Limited Partner in Stage 2 Capital, the venture firm focused purely on go-to-market. If that wasn’t enough, Hilary’s also a limited partner in Stage 2 Capital, the venture firm focused entirely on go-to-market. I really do so appreciate that. And I fell in love with it.

Sales 64

Sales Start-ups Meeting Follow-up 64

SaaStr

AUGUST 13, 2019

This is important because if you don’t increase the total addressable market and the opportunities, and if you don’t increase the win rate, and you don’t increase the ASP but you add more AEs, what happens is that you’re taking the same number of opportunities and giving it to more and more AEs. Myth number three.

Cross-sell 59

Cross-sell Sales Support Growth Up-sell 59

SaaStr

JUNE 28, 2019

Common go-to-market myths and lessons. Harry Stebbings: So first I want to start on the matter and if we hear ACV so much, average contract value, just how important is it and is it the most important metric? Did they, did they all achieve quotas as appropriate? Missed the session? Jason Lemkin.

Price 45

Price Cross-sell Up-sell Start-ups 45

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. These are the future-makers in sales. Without further ado, here are the influencers who made our list for 2022.

Gaming 98

Gaming GTM Consult Sales 98