Sales Hacker

NOVEMBER 14, 2023

He was one of the first few reps hired at Yammer to sell into the Fortune 500, responsible for closing some of their largest, 7-figure contracts. Prior to Klaviyo, Sean served in enterprise sales roles at Localytics, Yammer (acquired by Microsoft for $1.2B) and SuccessFactors (IPO & acquisition by SAP for $3.4B).

GTM 90

GTM Growth Referrals Contract 90

Iannarino

JULY 31, 2021

The Gist: Sales is made up of two parts: Opportunity Creation and Opportunity Capture. Sales starts by scheduling meetings with your target clients (prospects) to engage with them about some better result you believe you can help them achieve. You might need to start with a different number. Key Result Three: Signed contracts.

Objectives and Key Results 344

Objectives and Key Results Contract Sales Clients 344

SaaStr

OCTOBER 17, 2022

Customer Success isn’t just for established leaders; it also helps growth-stage companies compound their growth through retention, upsell and expansion. Why start early? Your renewal process starts on Day 1 of implementation. When should you start customer success? This is where most companies get hung up.

Growth 91

Growth Customers Negotiate Contract 91

SaaStr

MARCH 6, 2024

Founder CEO Todd McKinnon was VP of Engineering at Salesforce and left to start Okta in the depths of the last downturn. Billion, ARR, so at the edge of still being in growth mode. Customer Count Up 8% Year-over-Year to 18,950 It’s hard to find net net customers after $1B ARR. The story is super inspiring.

Contract 89

Contract Engineering B2B Growth 89

SaaStr

JANUARY 5, 2022

Since then, their growth has been impressive, but it hasn’t always been steady. Especially with the coronavirus pandemic, Box—like many other SaaS companies—saw a decline in growth year over year. But this year, they’ve had three consecutive quarters of growth. How did they turn their growth rates around?

Growth 106

Growth Contract Up-sell Product 106

Salesforce

JUNE 2, 2022

People often ask me how Salesforce drives revenue growth the way we do. Salesforce’s revenue has been on a firm upward trajectory for years, and every year we see terrific growth. Because it’s the greatest indicator of future sales bookings, or annual contract value (ACV). This keeps our focus on continued growth.

Pipeline 98

Pipeline Engineering Growth Territory 98

SaaStr

MARCH 7, 2023

Many companies got sucked into the 2021 vortex of a low-interest rate environment and high multiples when they should have focused on growth and efficiency. General Partner of ICONIQ Growth, Doug Pepper, and General Partner and Head of Analytics, Christine Edmonds, joined us for Workshop Wednesday , held live every Wednesday at 10 a.m.

GTM 65

GTM Growth Profit margin Contract 65

Sales Hacker

DECEMBER 20, 2022

He gets up at 5 am every morning, which is insanity. Carl-Erik: I’ve been in the industry for 22 years, I started when I was 16. When I was 19, I started renting cruise ships from Norway. I rented a big ship that fit around 2000 people, filled it up with students, and sent them to Newcastle in the UK.

Growth 75

Growth Up-sell Start-ups Follow-up 75

SaaStr

OCTOBER 24, 2022

Product-led growth is a popular topic these days. Developer-led growth is like that, but a bit different, with characteristics around self-serve onboarding similar to freemium. Bottom-up sales. It needs to be free or very affordable to get started so they can just put in a credit card and get started.

Growth 73

Growth Price Contract GTM 73

ConversionXL

MARCH 19, 2020

An article on growth and marketing in the middle of a crisis—the current one or any other—can seem tone deaf. And getting it right during the lean years, Bain reports , has a massive impact on companies’ growth rate after things improve: ( Image source ). It’s made up mostly of wealthy consumers. Tim Stewart, trsdigital.

Growth 121

Growth Non-Profits Price Promote 121

SaaStr

NOVEMBER 11, 2020

With that came the enormous burden of a contract and that dreaded lock-in period. The quicker time to value creates sustainable growth and lowers cost to acquisition. The real essence of ‘ product led growth’ comes to the forefront, when you look at its different components. But there is more to it than customer acquisition.

Growth 68

Growth Product Drivers/motivators Sales 68

Iannarino

MARCH 2, 2023

We describe this idea as being One-Up , meaning you have greater knowledge and experience than your buyers. You are responsible for getting this right, and you worry that a wrong decision will harm your position, embarrass you, and cause you to miss out on growth opportunities. Hope your competitors’ discovery is weak.

B2B 288

B2B Contact Clients Entertainment 288

Highspot

JANUARY 31, 2020

But like the great athletes of our age, modern leaders know growth doesn’t come from pure luck. Excellence starts behind the scenes. Sales excellence is defined as the consistent outperformance of key growth objectives, achieved by strategic, cross-functional initiatives. Year-over-year growth. What Is Sales Excellence?

Growth 98

Growth Quota Sales Contract 98

Iannarino

JULY 28, 2021

The Gist: Teaching salespeople to avoid making cold calls stunts their growth and development. The ability to have a synchronous conversation is also the key to acquiring the other benefits, some of which may seem counterintuitive but will still enhance your professional growth and development. Eliminating Fear of Your Client.

Cold Call 352

Cold Call Clients Contract Meeting 352

SaaStr

OCTOBER 18, 2023

Founder Josh James had one of the earliest $1B+ exits in SaaS when Adobe bought his first start-up, Omniture, for $1.8 So in 2023, Josh came back as CEO again to return the company to growth. Josh is Spending a Ton of Time on the Road With Customers to Get Back to Growth. Billion way back in 2008.

Contract 98

Contract Price Growth Launch 98

Martech

NOVEMBER 9, 2023

The map, which started in 2011 with only 150 companies listed, now contains over 11,000 companies* — a ridiculous growth rate of over 7,000%! With investments bringing generative AI into every marketing area imaginable, it seems certain that next year’s map will continue on the same growth trajectory. And it’s getting worse.

Contract 111

Contract Technology Technology Clients 111

SaaStr

NOVEMBER 8, 2023

In SaaS, we talk a lot about hyper-growth, uber-successful companies, but many founders, including hyper-growth founders, make mistakes over and over. You have to lead the team, live up to the values, hit quotas and targets, and make money. Almost everyone grew up in the company. It becomes a house of cards. It’s a trap.

X-functional 97

X-functional Contract Growth Quota 97

Search Engine Land

AUGUST 31, 2023

Many agencies are built on the backs of referrals; however, trust can be quickly eroded, leading to ongoing problems maintaining growth and building a healthy, self-sustaining business. For example, we’ll hear of other agencies: Locking clients into long contracts with no out clauses. Start with a welcome email.

Trust 130

Trust Clients Referrals Contract 130

SaaStr

SEPTEMBER 6, 2023

Everyone has spent the past year managing their budgets more carefully, but the awesome force of simply running more workflows in the Cloud has still pulled growth forward. But, growth it still 26% at almost $600,000,000 in ARR. Strong, although down significantly from 51% growth at $400m in ARR. But that’s OK.

Contract 96

Contract Growth Start-ups Customers 96

PandaDoc

JULY 1, 2020

Creating new sales opportunities and achieving stable growth is the goal of every company. Warm-up cold leads. Start with personalization. Based on this insight, you can start pre-event prospecting. Always follow up. Your goal is to start a conversation and build a relationship. Why create referral programs?

Technique 98

Technique Growth Prospecting Referrals 98

Veloxy

FEBRUARY 15, 2024

Whether you’re a rookie learning the ropes or a vet hunting innovative tactics, our curated guide to essential sales podcasts is your ticket to leveling up your sales game. Real Sales Talk is an excellent resource for individuals seeking modern techniques and business growth tips.

Gaming 233

Gaming Sell GTM Technique 233

SaaStr

SEPTEMBER 5, 2022

Product-led growth (PLG) companies have become a major trend in the world of SaaS over the last few years. These companies are characterized by being product-led; in other words, conversion, retention, and growth are led by the product itself. Companies may try a freemium option or a user-based model to start.

Contract 101

Contract Price Growth User Experience 101

SaaStr

DECEMBER 27, 2023

Instead, it was growth at all costs. Docebo was started and funded in 2005 and became a SaaS player in 2012. Between 2016 and 2023, you see the ACV (average contract value) going up and up. As a result, the contracts got bigger because they were working with bigger companies.

Real Estate 82

Real Estate Contract Start-ups Growth 82

Search Engine Land

NOVEMBER 30, 2023

Starting a business can be daunting. As an accidental entrepreneur who started a digital marketing agency seven years ago, I’ve learned first-hand what it takes to achieve longevity while navigating periods of rapid growth and economic uncertainty. Small Business Administration.

Contract 102

Contract Clients Pitch Growth 102

Sales Hacker

MARCH 19, 2020

This post is a simple walkthrough of the why and the how behind predictive sales and marketing strategies, and why it all starts with your own customer data. Unfortunately, in many cases, these trends are hard — if not impossible — for a human to spot and keep up with. . Higher average contract values. Let’s dig into it.

Growth 75

Growth Customers Referrals B2B 75

Sales Hacker

NOVEMBER 10, 2023

Contract renewal dates. A spotlight falls on customer loyalty, an influential force on the revenue secured during contract renewals. Whether it’s a convoluted sign-up process, unclear feature exploration, or a steep learning curve, measuring this metric pinpoints areas that may need optimization.

GTM 93

GTM Intrinsic Customers Contract 93

Sales Hacker

SEPTEMBER 25, 2019

Enterprise sales is hard, which is why most businesses start as an SMB org and grow into an enterprise org. Even starting small, though, most companies fail to make this transition. So let’s look at how to drive sales in a high-growth situation, so the transition from SMB to enterprise is smoother (and faster). That’s it.

Growth 73

Growth Cross-sell Contract Education 73

SaaStr

JANUARY 30, 2021

New Products and Workflows Fuel Growth After $1B in ARR. The “core” product often takes you quite far — farther than you’d think — but as some side of $1B in ARR, you need another product to fuel growth from the customer base. Now as we’ll see below, they do sign 3+ year contracts :).

Contract 139

Contract CRM Growth Presentation 139

SaaStr

FEBRUARY 7, 2024

In today’s world, there’s a clear shift in what founders, boards, and investors are all after — scalable, low-CAC (customer-acquisition cost) growth strategies. Sales-assisted, product-led growth strategies that close Enterprise leads. How to use community as a driver of product-led growth. vs. $1.80, which is a big difference.

E-commerce 92

E-commerce Referrals Growth Quota 92

Sales Hacker

DECEMBER 1, 2023

Owner has created the ultimate recipe for growth: Acquisition x Churn x Deal Size = Increasing Acquisition Rate Decreasing Churn Growing Deal Size Driving a super efficient BDR motion powered by great data. She is currently the VP of Sales at Crunchbase , where she leads a high-growth team out of New York City. with great economics.

GTM 87

GTM Contract Represent CRM 87

PandaDoc

FEBRUARY 23, 2024

All you need to do is zoom out, see the bigger picture and start looking for long-term growth and expansion possibilities rather than focusing only on short-term conversion objectives. Instead, it’s about recognizing and nurturing all sorts of potential avenues for growth — which may or may not be related to sales in the near future.

Objectives and Key Results 52

Objectives and Key Results CRM Contract Strategic partnership 52

ConversionXL

APRIL 13, 2017

As Paul Rouke says, we need to prioritize human intelligence in the face of increasingly sophisticated artificial intelligence, and building a high performing team is the most impactful thing you can do when it comes to growth. Quick Primer on Growth vs. Marketing. As Ben Adelt answered on a Quora thread : Ben Adelt: “Nothing.

Growth 99

Growth Engineering Intrinsic A/B testing 99

Search Engine Land

OCTOBER 17, 2023

Clients always love seeing insights about how they stack up against their rivals. Armed with all of this research, a fun content play I like to suggest to clients is “{client} vs. {competitor}” pieces, particularly once you have some differentiators fleshed out to play up in your content. Poor customer service?

Angle 123

Angle Strategize Strategic planning Territory 123

SaaStr

JULY 27, 2022

So when we started SaaStr waaay back in 2012, I never would have thought of profiling Microsoft and its old fashioned desktop software. MSFT Q4 2022 – Revenue up 12% to $51.9 billion – Net income up 2% to 16.7$ While slightly down from the prior quarters of 50% growth, Cloud is still on an incredible tear. #2.

Contract 115

Contract Growth Gaming B2B 115

Hubspot

MARCH 28, 2018

Ignoring that question is costly with 82% of marketers and salespeople losing up to an hour a day managing siloed tools. 7 Free Apps for Startups to Help Kickstart Growth. How you could use it: Keep all the your contacts and leads in one system by setting up “Zaps” to automatically sync contacts to keep your email lists up-to-date.

Growth 75

Growth Contract Contact Territory 75

SaaStr

FEBRUARY 1, 2022

Asana’s biggest growth is in its $50k+ deals, but its ACV is still just $3,600 … or $300 per month. 60% of Expensify’s Customers started off in the Free edition, even at IPO. Pretty amazing to see end-users without budget using a Free edition still driving the majority of growth at $150m+ ARR.

Contract 139

Contract Cross-sell Price Growth 139

SaaStr

SEPTEMBER 12, 2023

And you can start very small. You have to start formal sales training by rep #3. Customer success teams are critical for SaaS companies as they own the customer relationship from start to finish, managing up to 75% of revenue through renewals and upsells. Long-Term Contracts 8. No Contract At All Some good ones!

Price 94

Price Contract Territory Growth 94