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

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

Sales Hacker

APRIL 21, 2021

It may take days before the rep can actually send a contract for signature. The marketing team ran a super successful campaign and generated hot leads. That didn’t go so well at all! I turned to sales for a technical recruiting agency and project management services. A sales rep has won over a new customer.

Finance 101

Finance GTM Cross-sell SQL 101

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. Accounts Payable refers to an accounting entry denoting the amount of short-term monetary obligation your company owes its suppliers, vendors and other service providers.

B2B 99

B2B E-commerce Cold Call Represent 99

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

NOVEMBER 22, 2019

Travis Bryant: So I was in services at a software company and then had this pivot point to go either into product management or into sales and sales engineering. It doesn’t matter if you’re in marketing, sales, customer success, services, everyone is thinking about how we achieve that manifest destiny with the customer.

Start-ups 65

Start-ups Customers Objectives and Key Results Growth 65

InsightSquared

AUGUST 24, 2018

Conversion Rate 2 (CR2): MQL to SQL rate, indicative of the quality of Lead Development campaigns. Annual Contract Value (ACV): Measurement of discounting, indicative of the effectiveness of negotiation. Conversion Rate 6 (CR6/Churn): Indicative of the stickiness of the service, ack of impact results in churn.

SQL 54

SQL Contract Growth GTM 54