Sales Hacker

AUGUST 7, 2020

Should you take the risk of applying to a fast-growing startup, or slowly work your way up at a more established enterprise company? I have been an early employee at a very successful start-up (and several not-so-successful ones), and I’ve also been in Sales and Management at large, enterprise corporations.

Start-ups 78

Start-ups Non-Profits Territory Sales 78

Partners in Excellence

MAY 10, 2024

When I was selling mainframe computers (back around the time when the wheel was invented), I could only offer a subscription payment. Customer could choose to sign contracts for several years, but they couldn’t purchase them outright. The reality is these are separate and distinct. It’s much easier to justify!”

Service 62

Service GTM Contract Price 62

Iannarino

MARCH 2, 2023

But by rushing the deal to get to the pain points, you break B2B selling and buying. Your Buyer's Lack of Experience Because you sell your company's offerings every day, you have the experience that your B2B buyer is missing. We describe this idea as being One-Up , meaning you have greater knowledge and experience than your buyers.

B2B 277

B2B Contact Clients Entertainment 277

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

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. Expect actionable insights, cutting-edge strategies, and insider knowledge to keep you engaged and selling smarter—all without the fluff.

Gaming 233

Gaming Sell GTM Technique 233

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 350

Cold Call Clients Contract Meeting 350

Sales Hacker

DECEMBER 20, 2022

Join us for a playful conversation about a wild guy who took a wild ride to become wildly successful at selling tickets. If you missed episode 224, check it out here: Building Meaningful Connections with Co-Selling with Alex Buckles. He gets up at 5 am every morning, which is insanity. It was impossible for me to get started.

Growth 76

Growth Up-sell Start-ups Follow-up 76

SaaStr

OCTOBER 24, 2022

So selling, marketing and supporting them should be different too. As an API-first company, WorkOS focuses on selling primarily to developers. What’s Different About Selling to Developers. Product-led growth is a popular topic these days. So why sell to these developers? Bottom-up sales.

Growth 71

Growth Price Contract GTM 71

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. Yet in expansionary periods, successful leaders spent significantly less on [selling, general, and administrative costs] than did their former peers. It’s made up mostly of wealthy consumers. Tim Stewart, trsdigital.

Growth 121

Growth Non-Profits Price Promote 121

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. And others.

Contract 96

Contract Price Growth Launch 96

Veloxy

DECEMBER 28, 2023

However, if you’re considering a transition to outside sales or simply want to elevate your field selling game, you’re in the right place. and embark on this journey to master the art of field selling together! Grab a warm coffee or tea and let’s get started!

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

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 94

X-functional Contract Growth Quota 94

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 128

Trust Clients Referrals Contract 128

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

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. When a prospect feels that your aim is to help before you sell, you gain trust. Based on this insight, you can start pre-event prospecting. Always follow up.

Technique 98

Technique Growth Prospecting Referrals 98

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 94

GTM Intrinsic Customers Contract 94

Partners in Excellence

NOVEMBER 7, 2023

Ever since I started selling–you know back in the old days when phones were still attached to cords–I’ve been taught, “Buyers have a structured buying process.” On the selling side we would have perfectly structured steps like Qualification, Needs Identification, Solution Presentation, Closing.

B2B 130

B2B Up-sell Contract Start-ups 130

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 136

Contract Cross-sell Price Growth 136

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 74

Growth Cross-sell Contract Education 74

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 99

Contract Clients Pitch Growth 99

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 89

E-commerce Referrals Growth Quota 89

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. If your company is struggling to sell into one industry but is closing at a massive clip in another industry, you can bet that trend will continue. Higher average contract values.

Growth 76

Growth Customers Referrals B2B 76

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

Veloxy

JUNE 23, 2021

They all start out on a high note, bubbling with excitement as they proceed through the onboarding and ramp process. But after a while, they start feeling overwhelmed and begin falling behind on their sales motions. Why Start with Inside Sales? What Positions Make Up an Inside Sales Team? Why Start with Inside Sales? .

Inside sales 232

Inside sales CRM Sales Pipeline 232

Sales Hacker

MARCH 28, 2023

The best place to start? Define exactly who you’re selling to, and you’ve got a solid foundation for growth. Without an ideal customer profile, you could end up targeting accounts that aren’t likely to close. Getting started: Who is your ideal customer? Building an outbound sales strategy can be challenging.

Customers 107

Customers Contract Up-sell Territory 107

SaaStr

MAY 6, 2023

Dear SaaStr: As a salesperson, if you sell a multi-year SaaS deal, does the whole amount count towards your current year quota? On commissions / pay-out: For start-ups where cash matters, I strongly suggest compensating the reps mainly on cash brought in. Or just the part attributed to your current year? Approaches vary here.

Quota 87

Quota Commission Sell Contract 87

SaaStr

OCTOBER 17, 2023

Anyone looking to grow their customer success team, or rather, drive growth and NRR, will have some valuable takeaways. Sell to more existing customers. It’s one thing to bring the customer over the line and sell for the first time. This is applicable at every stage of growth. Get more new customers.

Cross-sell 67

Cross-sell Customers GTM A/B testing 67

SaaStr

DECEMBER 27, 2020

CEO Lew Cirne, after regretting selling his first startup in the space to CA for $375m, tries again with New Relic. Slow growth means a low multiple. New Relic is an icon but growth has slowed to 14% annually. It’s a reminder why there is such a premium paid from VCs and others for growth today.

Contract 119

Contract Cross-sell Price Growth 119

SaaStr

DECEMBER 5, 2023

People start with the push to go upmarket vs. being pulled upmarket. You don’t want to end up in The Valley of Death, where you can’t get the big dollar contracts. You have to expand your focus on how you sell and make it strategic to the C-suite. A cultural shift starts at the CEO level.

GTM 75

GTM Cross-sell Government Legal 75

Sales Hacker

SEPTEMBER 23, 2021

A channel partner is a company that sells products and services for a technology manufacturer or vendor. Channel partners basically onboard other people to sell your product for you. In the tech world, massive enterprise companies have entire sales channel departments who sell outside technology solutions to their clients.

Commission 103

Commission Manufacturing Negotiate Contract 103

Hubspot

APRIL 27, 2023

With this growth comes tons of new job opportunities for salespeople looking to get into the tech industry. This booming sector can offer sales professionals huge growth opportunities, financially and professionally. Professional growth. Companies will need more salespeople to help them reach their growth and revenue goals.

Account management 77

Account management Commission Contract Sales 77

Hubspot

AUGUST 2, 2022

SaaS selling — and SaaS revenue — are distinctly different from traditional sales and require a new approach to maximize their potential. This starts by creating a solid SaaS bundle that customers want to buy. Instead, the SaaS revenue approach comes with three distinct phases: Initial Contracts. This doesn’t happen overnight.

Contract 70

Contract Cross-sell Up-sell Clients 70

Gong.io

AUGUST 3, 2022

Closing new contracts is important, but retaining and increasing revenue from existing accounts is crucial for maintaining and growing ARR. For product-led growth teams, onboarding sequences are generally automated. For enterprise sales, onboarding includes: Setting up and executing training sessions with different user groups (i.e.

Customers 87

Customers Cross-sell Contract Price 87

Salesmate

FEBRUARY 11, 2020

It’s a no-brainer that sales methodologies help businesses sell better and choose better customers for life. In the Sandler sales model, the seller and buyer both will be equally invested in the selling process. Basically, the sales rep will communicate to build a relationship, not to sell a product. Up-front contracts.

Cross-sell 136

Cross-sell Contract Sales CRM 136

ClickFunnels

OCTOBER 12, 2021

And that starts with generating more and better leads. In fact, if you are starting out, that’s what we would recommend, even if you can afford to outsource it. And that’s okay when you are just starting out because you need to test a bunch of stuff to see what works and what doesn’t. Want to make more money?

Lead generation 244

Lead generation Contact Contract Price 244

Sales Pop!

APRIL 11, 2024

It’s a goal we strive for in selling. For it’s all too common that selling organizations in the enterprise world make the same mistake made by the hotel chain when seeking information about their client’s satisfaction level. The contract is signed. The honesty needle points way up. Client Satisfaction.

B2C 52

B2C Clients Contract Account management 52

Salesforce

FEBRUARY 16, 2024

About 69% of sales professionals say selling is more difficult now than in previous years, according to Salesforce’s State of Sales report. Even though it’s harder to sell, reps still need to hit their numbers. If they sell just one of those products, their net pay is $100,00 + (.1 The pressure is on.

Commission 104

Commission Territory Quota Drivers/motivators 104