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 104

Growth Contract Up-sell Product 104

SaaStr

MAY 22, 2024

But — it’s one that is very important to many of us that sell into the enterprise. Given how critical its research is in selling to the enterprise, I wanted to take a look at its business. And its stock price is up +35% the last year, and +192% the past 5 years: 5 Interesting Learnings: #1.

Cross-sell 83

Cross-sell Quota Contract Price 83

Search Engine Land

JUNE 29, 2023

Over the past six years building Eyeful Media, I’ve leaned into my network and colleagues, specifically those with agency experience, to navigate our growth successfully. Go-Go growth. Many of the most critical growth opportunities that we were able to capitalize on were gathered from the feedback of our clients and employees.

Growth 91

Growth Non-Profits Clients Consult 91

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

DECEMBER 21, 2021

One of the most popular sales resolutions for 2022 will be a commitment to reduce non-selling activity. Did you know that most salespeople spend over 60% of their time not selling. How much more could one of your reps sell with an additional 300+ selling hours a year? How Does Salesforce Automation Development Work?

Tradeshows 348

Tradeshows Contract Sales Territory 348

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 82

Growth B2C Contract Price 82

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

Partners in Excellence

MAY 25, 2024

SaaS has invented this metric that represents a contracted future revenues. And ARR can go up or down. This represents contracted orders for future delivery. Perhaps the product hasn’t been built or shipped, perhaps it was contracted to be delivered at a certain time. That’s fair. It only involves cash flow.

Assembly Line 73

Assembly Line Manufacturing Contract Represent 73

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 79

Growth Cross-sell GTM Up-sell 79

Partners in Excellence

MAY 16, 2024

Some have ups and downs, usually not precipitous, but we see the same in SaaS models. “We get our customers to renew their subscriptions at the end of each contract period, we keep customers for a much longer time, creating more predictable revenue. .” We get it every month for the contract period, so it is RECURRING!”

Contract 81

Contract Manufacturing Up-sell Service 81

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 76

Growth Up-sell Start-ups Follow-up 76

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 348

Cold Call Clients Contract Meeting 348

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. A word of caution.

Growth 72

Growth Price Contract GTM 72

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

Iannarino

AUGUST 1, 2021

It’s unlikely that a more recent lead is automatically better than an older lead, or even than a target that is already locked into a contract with your competitor —even if the new contact devoted two minutes to filling out a form on your website. But in more cases than not, you’ll still need to sell. Occasionally, this is true.

Intrinsic 313

Intrinsic Clients Contact Contract 313

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

Cerebral Selling

MARCH 18, 2024

This creates unnecessary tension and leads to decreased team morale and loyalty, ultimately limiting your growth and development as a leader. When you become too focused and involved in individual deals, you reduce your focus on process improvement and creating the strong infrastructure needed to set your team up for long-term success.

Objectives and Key Results 164

Objectives and Key Results Legal Negotiate Trust 164

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 265

B2B Contact Clients Entertainment 265

SaaStr

DECEMBER 12, 2023

Keybanc and Sapphire have some great overall metrics here : Overall, the media AE closes $750,000 a year, and that’s actually up from 2022 — mainly due to hiring freezes and contractions. The post Salesforce: Your Job’s at Risk If You Sell Less Than $400k a Year appeared first on SaaStr.

Sell 112

Sell Quota Commission Contract 112

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. 5 Interesting Learnings: #1.

Contract 95

Contract Price Growth Launch 95

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 111

Contract Growth Networking Up-sell 111

Highspot

JANUARY 31, 2020

But like the great athletes of our age, modern leaders know growth doesn’t come from pure luck. Sales excellence is defined as the consistent outperformance of key growth objectives, achieved by strategic, cross-functional initiatives. Year-over-year growth. Percentage of high-quality leads followed up with. Time to ramp.

Growth 98

Growth Quota Sales Contract 98

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

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 Growth Prospecting Referrals 98

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

Sales Hacker

SEPTEMBER 25, 2019

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). We’ll cover: The #1 hurdle to fast growth. The #1 Hurdle to Fast Growth. Then , leverage that success to sell to “early majority,” AKA pragmatists. 2 Rules for Boosting Adoption & Growth.

Growth 74

Growth Cross-sell Contract Education 74

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

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. Building trust is likely to lead to more referrals.

Trust 129

Trust Clients Referrals Contract 129

Sales Hacker

FEBRUARY 7, 2018

In this blueprint, we provide insight into where growth comes from and how to structure your sales approach to capture that growth. Traditional Sales Growth vs SaaS Sales Growth. Historically, growth of a sales team was based on the revenue starting with $0M on day 1 of the year. SaaS Growth Rate.

Growth 87

Growth GTM SQL Strategic partnership 87

SaaStr

OCTOBER 25, 2023

But in contrast to their bigger customers, the macro environment — or perhaps market saturation — has led to slowing growth in this segment in 2023. #2. The Big Growth Today is In $50k+ and $100k+ Customers. Freshworks has 51,700 customers at around $2k ARR, with a quick close of just 25 days.

Cross-sell 99

Cross-sell Contract Price Growth 99

PandaDoc

APRIL 8, 2024

A deal desk identifies upsell and cross-sell opportunities for existing customers by analyzing past deals and current contracts, and tracking renewal dates. A deal desk is a team within a company responsible for managing and negotiating deals, contracts, quotes, and other sales documents. This includes several action items.

Negotiate 52

Negotiate Cross-sell Contract Legal 52

Gong.io

JULY 21, 2021

Sales teams can’t keep up with their tech stack. GTM leaders are demanding reliable and predictable growth. tell them it’s the centralized umbrella under which three critical, customer-facing teams and their data work together to create reliable and predictable growth. Is your goal selling to more customers?

Growth 62

Growth GTM Cross-sell Pipeline 62

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 76

Growth Customers Referrals B2B 76

Veloxy

OCTOBER 24, 2022

Use our “Sales Growth Tech Request” Email Template. Most sales reps spend over 175 hours every year on generating quotes and proposals, and waiting for contracts to be signed. When speed to close is essential in a competitive profession, you need the ability to generate and send contracts in one click, one minute.

Quota 147

Quota Contract Account management Price 147

SaaStr

DECEMBER 4, 2023

Churn increase due to greater scrutiny of costs Contract values declining More stakeholders involved in decision-making Capchase combined the study with their data set of thousands of SaaS companies and looked at what the best companies do to overcome these hurdles. But as founders, we value everything as ARR growth.

Contract 86

Contract Price Healthcare Commission 86

SaaStr

DECEMBER 9, 2021

But Samara’s incredible growth makes it look that way. 0-$500m in ARR in 6 years 72% growth rate at $500m ARR From 64 $100k+ customers in 2019 to 715 today LTV:CAC ratio over 8x pic.twitter.com/lIN3PE1Ehw. Multiple Products and Applications are Key to Growth at Scale. That’s jaw-dropping. Wow Samsara !! $0-$500m

Transportation 100

Transportation Contract Growth Represent 100

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 138

Contract Cross-sell Price Growth 138