SaaStr

FEBRUARY 7, 2025

Its all flowing into AI and Growth, but its back. Competition is Way, Way Up. Did you step up? With AI Agents that do work for people, from coding to reviewing contracts, these are brand new dollars in software spend that didnt exist before. But without more growth, it usually gets you nowhere in the end.

Legal 88

Legal Contract B2B Growth 88

SaaStr

APRIL 30, 2021

And it’s been a vivid reminder of what I hate so much about buying software: Vendors selling you software you never use or deploy. Salespeople pushing you to sign multi-year contracts you don’t want. And MongoDB found they closed more when they stopped have their sales team push annual contracts! The list goes on.

Contract 111

Contract Price Closing Gaming 111

Sales Pop!

JULY 14, 2022

I taught a Selling class at Loyola University Maryland and many of the students were shocked when they saw the syllabus, which indicated that participation was 50% of their grade. I always promised my students that I would focus on what was truly important in the real world of selling, not what was chronicled in textbooks and articles.

Clients 232

Clients Contract Up-sell Growth 232

Salesforce

AUGUST 15, 2024

By automating routine tasks such as invoicing, inventory management, and email marketing, businesses can reduce their teams’ time and effort, freeing up their days for more important tasks like strategy and selling. Some small business tools can significantly boost productivity by streamlining daily operations. Back to top. )

Product 89

Product E-commerce CRM A/B testing 89

SaaStr

MARCH 23, 2025

I really liked this one and wanted to write up a few more learnings. What makes this growth story particularly fascinating is how quickly their go-to-market (GTM) organization scaled from just 3 people to 75 in less than a year. The 5 Key Elements of Codeium’s GTM Scaling Playbook 1.

GTM 87

GTM Territory Pipeline Growth 87

Sales Pop!

JULY 14, 2021

As a result, they often end up making costly mistakes. In some cases, people end up getting a space that is way too expensive or big for their needs. Your accountant could offer insights, but there are growth specialists who can help you give you the pros and cons of expanding at this very moment and if you can handle it.

Profit margin 246

Profit margin Finance Negotiate Contract 246

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 286

B2B Contact Clients Entertainment 286

Search Engine Land

JULY 25, 2024

In 2024, it is estimated that overall advertising spending growth in the U.S. Compare this to an average growth of 23.3% But when defending our retainer or contract renewal, businesses want to know how their SEO spend will tangibly impact the bottom line. Business email address Sign me up! prior to 2020. That’s great.

Campaign 108

Campaign Objectives and Key Results Price Finance 108

Sales Pop!

JULY 19, 2024

First Story While overseas, Mary revealed that as she walked down the stairs of an elegant hotel with her camera in hand, she looked up to notice that a Prime Minister from another country was about to walk down the same staircase. Second Story Cheryl could not be with us on vacation due to contracting a bad episode of COVID.

Government 204

Government Referrals Contract Technique 204

Search Engine Land

JULY 22, 2024

Niche sites, influencers and publishers Niche sites, influencers and media companies create content for small business Saturday, have round-ups sharing the best of Black Friday and Cyber Monday, as well as listicles of the best XYZ. With fewer days until free shipping and time to publish, now is the time to line up the lists.

Niche 98

Niche Retail Promote Follow-up 98

Sales Pop!

DECEMBER 23, 2021

For instance, digital contracts, invoices, and bills of sales can help team members speed up the sales process. This friendly competition encourages team members to do their best to sell. Yet, your hybrid sales team has plenty of room for growth. Review your sales process with your hybrid team periodically.

Sales 244

Sales Contract Drivers/motivators Growth 244

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 117

Growth Contract Up-sell Product 117

SaaStr

OCTOBER 23, 2024

” Investing for growth has been pretty flat year over year for SMBs, which means there is money there, but they’re holding onto it. Selling to Multiple Stakeholders If you sell into the Enterprise, you understand there are different stakeholders. If you screw up one payment, customers are going to be angry.

Customers 120

Customers Networking UX Engineering 120

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 119

GTM Growth Referrals Contract 119

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

AUGUST 15, 2023

How are CEO contracts typically structured? I’ll answer this from a start-up perspective, and assume you mean bringing in an outside CEO to run your start-up. Most “outside” CEOs, that are brought in to run a start-up, will be looking for 6-8% equity in the company. Maybe 4-5% if it’s mid-stage.

Contract 98

Contract Start-ups Up-sell Sell 98

SaaStr

DECEMBER 16, 2021

How do you take good revenue growth to great revenue growth? Intercom CEO Karen Peacock reveals the top strategies that accelerate revenue growth and the steps to take your business to the next level. . Yet your top-level numbers may actually obscure critical information that could help with company growth.

Growth 106

Growth B2C Contract Price 106

Salesforce

NOVEMBER 21, 2023

Field service can help drive revenue growth by selling to your existing customers, also called upselling or cross-selling. We’ve found that 65% of mobile workers are successfully selling to existing customers. Let’s dig into each of these best practices for upselling and cross-selling in field service.

Service 105

Service Growth Cross-sell Appointment 105

SaaStr

APRIL 30, 2025

Tools like Gong can provide insights into call quality, follow-ups, and adherence to best practices. Churn and Expansion : For existing customers, analyze churn rates, upsell/cross-sell performance, and NRR (Net Revenue Retention). This includes contracts, pricing approvals, and any legal requirements. If so, why?

Cross-sell 68

Cross-sell Pipeline Legal Contract 68

Cerebral Selling

AUGUST 8, 2022

According to my good friend (and fellow sales nerd) Todd Caponi, author of The Transparency Sale and the upcoming The Transparent Sales Leader , economic expansion and contraction is normal. History tells us massive inflation and uncertainty follows explosive economic growth. Remind your team of this!

Sales 220

Sales Contract Clients Quota 220

SaaStr

APRIL 14, 2025

For example, a $25k pilot can grow into a $1M+ enterprise-wide contract over time. Focus on landing the logo first, then build expansion metrics into your sales comp plans to drive growth within the account. While Zoom works for smaller deals, in-person meetings build trust and help you close larger contracts faster.

Closing 60

Closing Contract Pitch Finance 60

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

Sales Hacker

MARCH 19, 2020

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. Unfortunately, in many cases, these trends are hard — if not impossible — for a human to spot and keep up with. . Higher average contract values. 8 Sales Strategies to Win Big.

Growth 101

Growth Customers Referrals B2B 101

Veloxy

JUNE 23, 2021

What Positions Make Up an Inside Sales Team? This is often why many companies don’t end up with rockstars and new teams miss the mark. Sure, it may seem challenging at first, but assembling a winning sales team is key to bolstering the growth of your business. What Positions Make up an Inside Sales Team?

Inside sales 232

Inside sales CRM Sales Pipeline 232

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! Get Your Free Ebook Key Takeaways Outside sales is the practice of selling through direct, in-person interactions.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

SaaStr

MARCH 22, 2023

Scaling Early-Stage to Hyper-Growth Companies With Ed Lenta, SVP and GM of Databricks Back in the early 2000s, people didn’t entirely accept that a virtual machine could be as good as a physical one. Is there a recipe or formula that will predict the success of a pre-growth, high-potential company? It was inevitable.

Growth 102

Growth Cross-sell GTM Up-sell 102

SaaStr

MARCH 8, 2023

That’s 12x ARR even with fairly mature growth. This turbocharged Doximity’s growth, but truly hitting 80% of your ecosystem has lead to slowing growth as they approach $500m in ARR. #2. That’s how they’ve built up to something big. #3. Marketing contracts are short, typically less than 1 year.

Contract 137

Contract Growth Networking Up-sell 137

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. I thought, let’s try to sell that.

Growth 97

Growth Up-sell Start-ups Follow-up 97

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. Pretty amazing to see end-users without budget using a Free edition still driving the majority of growth at $150m+ ARR. Sprout Social doesn’t only sell a low-end edition. It sells to customers S, M, and Larger.

Contract 145

Contract Cross-sell Price Up-sell 145

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 135

Contract Cross-sell Price Growth 135

Salesforce

NOVEMBER 25, 2024

At Connections ’24 we announced that customers in the AMER region could access many of the features we were building out in Marketing Cloud Growth and Advanced Editions. In the Winter ’25 release, we are expanding new functionality in Account Engagement to all customers on Growth, Plus, Advanced, and Premium. Segment Creation.

Cross-sell 64

Cross-sell Customers Territory Campaign 64

PandaDoc

JULY 1, 2020

Creating new sales opportunities and achieving stable growth is the goal of every company. Warm-up cold leads. When a prospect feels that your aim is to help before you sell, you gain trust. Always follow up. 70% of SDRs give up after the first email even though it takes 10+ touches to secure a meeting on average.

Technique 98

Technique Prospecting Growth Referrals 98

Martech

FEBRUARY 7, 2025

Your technology might give you a temporary edge, but competitors will catch up. Done right, its your catalyst for sustainable growth, propelling you to long-term profitability and customer success. Back it up with a human touch. Draw a line in the sand, roll up your sleeves and commit to their success at all costs.

GTM 78

GTM B2B Drivers/motivators Manufacturing 78

Salesmate

JULY 8, 2020

There are some obvious levers for growth in this stage of the sales pipeline. You can take this approach to the next level by setting up retargeting ads across FB, Google Ads, or Youtube, that pushes these prospects to a landing page where you offer a content upgrade. Sell their goals. It’s simple but effective.

Pipeline 126

Pipeline Negotiate Objectives and Key Results Contract 126

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 Sales Contract CRM 136

SaaStr

JANUARY 15, 2021

Like Atlassian, Qualtrics bootstrapped all the way to the growth stage, and did it outside of the SF Bay Area. After selling to SAP for a record $8 Billion at the time in the midst of an IPO roadshow, they then got the opportunity to spin out into a public company after all, at a far higher valuation.

Contract 122

Contract Growth Up-sell Service 122

ClickFunnels

OCTOBER 12, 2021

Here at ClickFunnels, we believe that the most effective way to sell online is the Value Ladder sales funnel. Remember that just because someone signed up for your email list to get the freebie doesn’t mean that they are going to buy something from you. Would you skimp on the foundation of your house? 3 Build a Lead Generation Funnel.

Lead generation 244

Lead generation Contact Contract Price 244