SaaStr

JUNE 29, 2020

Usually: Elephant Hunters aren’t really very good at Inside Sales. VPs of Sales that have come up through field sales, hunting six- and seven-figure deals … usually are actually kind of terrible at high velocity inside sales for four and five-figure deals. And surprisingly, many founders do.

Inside sales 122

Inside sales Sales Contract Closing 122

Lead Fuze

JUNE 28, 2023

This job necessitates a blend of abilities, training, and qualities that let an individual to thrive in the aggressive sales landscape. In this blog post, we will explore the role of sales representatives – from negotiating contracts and identifying leads effectively, to building relationships with potential clients.

Negotiate 52

Negotiate Territory Contract Technique 52

SaaStr

NOVEMBER 4, 2021

Rule of 40 Drivers: Field Sales vs Inside Sales. It is commonly perceived that Field Sales are more expensive than Inside Sales. The KBCM 2021 dataset provides good evidence here: Field Sales CACs ($1.72) are 38% higher than Inside Sale CACs ($1.25). ACV – Qualifier: $53k.

Drivers/motivators 105

Drivers/motivators Profit margin Non-Profits Inside sales 105

SaaStr

JULY 23, 2020

500/mo is $6,000 a year so that’s a big enough deal size to support a traditional SaaS inside sales rep: Pay 20% of the expected ACV (annualized contract value) in total comp — but that might mean less commission until they’ve covered their base cost for the month. That’s pretty do-able for inside sales.

Commission 70

Commission Product Inside sales Contract 70

Outreach

JULY 18, 2018

That meant generating more leads, doing more demos, and signing more contracts. I was in my early 40s then, and the company I worked for was hungry to grow its business, grassroots style. More, more, more. Waiting around for prospects to fall into my lap wasn’t an option—especially not if I wanted to compete with the “techie millennials”.

Inside sales 61

Inside sales Territory Negotiate Sales 61

SBI

APRIL 24, 2012

Tweet AA-ISP Inside Sales Summit. Four hundred Inside Sales leaders attended the 2-day American Association of Inside Sales Professionals (AA-ISP) Summit last week in Dallas. The Summit is the only conference dedicated exclusively to Inside Sales Leadership. Evening out with my gal pals.

Inside sales 48

Inside sales Cold Call Sales Contract 48

SaaStr

MARCH 8, 2021

500/mo is $6,000 a year so that’s a big enough deal size to support a traditional SaaS inside sales rep: Pay 20% of the expected ACV (annualized contract value) in total comp — but that might mean less commission until they’ve covered their base cost for the month. That’s pretty do-able for inside sales.

Commission 67

Commission Inside sales Contract Sales 67

Sales Hacker

APRIL 10, 2018

Setbacks of using a 2-Stage inside sales organization. However, SkyStream was able to sustain itself as it had diversified with a $10M contract with Disney on a new product, a $5M 3-year contract with the Department of Defense, and a $2Mrevenue stream from both the EMEA and APAC region. 4) Inside sales.

Go To Market 72

Go To Market GTM X-functional Territory 72

Openview

JANUARY 14, 2019

Software that’s sold with a traditional license and maintenance contract is rapidly taking on dinosaur status. On the sales side, reps cannot make the sale and move on. Because businesses need to renew contracts to ensure their long-term success, ongoing customer relationships are more important than ever.

Contract 88

Contract Inside sales Customer Relationship Management Price 88

SaaStr

MARCH 13, 2019

I do not love their Template Sales Agreement. It was written by a lawyer at a Big Law Firm who almost certainly did not support a high-velocity inside sales team. If you need an enterprise-grade contract, go get one from a lawyer. You can start here with this form, for sure, for a $25k+ a year contract.

Legal 52

Legal Contract Inside sales Sales 52

VanillaSoft

JUNE 3, 2021

Prospects getting cold feet is a major late-stage barrier you can expect when you’re trying to push a deal through the sales cycle, and the ones you think are buy-ready with money in hand aren’t exempt either. They’re anxious about what happens after they sign a contract. No long-term contracts. They can’t afford your product.

Closing 85

Closing Contract Commission Prospecting 85

Veloxy

FEBRUARY 15, 2024

Burns of ‘The Brutal Truth About Sales & Selling’, and Donald Kelly of ‘The Sales Evangelist,’ who share their extensive experience, revealing strategic approaches to complex selling and valuable skills necessary for sales success. It emphasizes strategies for success in SaaS, including scaling and hiring.

Gaming 233

Gaming Sell GTM Technique 233

SalesforLife

APRIL 25, 2019

With LinkedIn Point Drive, sales pros can identify who’s interested, who’s not, and indicate which people in an organization they should get to know. Inside sales pros (BDRs, SDRs, and LDRs) use LinkedIn Point Drive at the top of the funnel. Here are four use cases in which you can consider using LinkedIn Point Drive: 1.

Inside sales 86

Inside sales Territory Legal Negotiate 86

Salesforce

JANUARY 24, 2022

Before taking time off to raise my kids, I had years of experience building and managing an inside sales team and always had an interest and focus on sales operations. One of my first moves back into the workforce was a full-time contracting job as a sales operations analyst, which was relatively safe territory for me.

Territory 97

Territory Manufacturing Contract Inside sales 97

Partners in Excellence

FEBRUARY 17, 2015

So once we “win” that complex deal, we have a potential for a very large contract that may go for years. While product/solution selection is no longer the core issue, there’s still a lot of issues our customers face over the years of the contract. That’s the good news. But there’s more. How Do They Buy?

Contract 93

Contract Cross-sell Manufacturing Price 93

Sales Hacker

NOVEMBER 25, 2019

Dan is the chief revenue officer and chief strategy officer at Dialpad, which is helping people manage their telephony across big customer support teams and big customer service teams, sales teams, etc. Dan was also an early employee at Google, where he led the inside sales organization at AdWords. Don’t miss episode 86.

Contract 73

Contract Inside sales Up-sell Technology 73

SBI

MAY 7, 2014

There’s no better place to learn how you can get more leads, motivate your sales reps, get deals signed faster, hold better conversations, convert more leads into opportunities, strategize, collaborate, forecast, follow-up, engage, AND close. See which tools we chose for: Contract Management and eSigning. InsideSales. Mobile Selling.

Territory 55

Territory Contract Inside sales Pipeline 55

Hubspot

AUGUST 8, 2015

Now there's a proposition bound to get sales reps' blood pumping. Salespeople are well-acquainted with the thrill of receiving a signed contract and the pressure attached to quota. Forty-eight hours later I had a signed contract.". Being in inside sales, we rarely get to leave the office, let alone dress in costume.

Closing 76

Closing Contract Drivers/motivators Negotiate 76

Sales Hacker

JUNE 27, 2018

At one point in my career, I was handed a MEGA enterprise account from an inside sales team under the premise of having “the best and biggest accounts with the best salespeople.”. They did not like being duped and wanted out—with nine months left to go in their contract. Are you in a contract? The background.

Contract 65

Contract Gaming Referrals Inside sales 65

SBI

MAY 7, 2015

Inside Sales & Biz Dev. Predictive Sales Analytics. Prospecting & Sales Intelligence. Contract Management & eSignatures. Communication & Engagement. Motivation & Gamificationfication. CPQ & Guided Selling. Performance & Compensation. Value Selling & RO. Social Selling.

Territory 54

Territory Contract Inside sales Pipeline 54

Lead Fuze

NOVEMBER 10, 2021

I was in charge of sales for a startup and we were still doing inside sales. A 100K contract would not have been difficult for them at all. The perception at the time was that you could only close small deals over the phone, so I wanted to test what would happen if we did bigger deals. A large company, funded project.

Negotiate 52

Negotiate Price Sales Contact 52

Hubspot

NOVEMBER 9, 2014

Prepared contract? But the recent spike in inside sales means that more and more meetings are taking place virtually via web conferencing -- and this dramatically changes a salesperson’s pre-demo checklist. A printed contract isn’t going to provide much value during a screen-sharing presentation.

Contract 74

Contract Inside sales Presentation Appointment 74

Heinz Marketing

MARCH 23, 2020

The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We cover a wide range of topics, with a focus on sales development and inside sales priorities. I’m managed inside sales teams, outside sales teams.

Pipeline 77

Pipeline Contract Sales Up-sell 77

Score More Sales

JULY 11, 2013

Ron and I would meet with various decision makers who were involved in a project that would involve thousands of the items we sold on one contract. A special thanks to my friend Mark Hunter for reminding me of this by way of his great post about the best sales questions. Ron would always ask the same questions –.

Sales 123

Sales Contract Consult Inside sales 123

InsightSquared

DECEMBER 19, 2017

Sales ops teams usually have numerous technologies in their stack , but none is more vital than the CRM. Salesforce.com is the go-to CRM for most companies, so that’s where sales ops analysts end up spending most of their time. – which means more things for sales ops to maintain.

SQL 54

SQL CRM Sales Contract 54

Score More Sales

MAY 19, 2014

She has a huge sales opportunity with someone who asked her for a contract – not a proposal. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Referrals 85

Referrals Contract B2B Inside sales 85

Partners in Excellence

AUGUST 14, 2014

Or all our contracts, documentation, and so forth is in English–but we want to address a global market. We had 3 teams of 5 people in the major locations, and a team of 8 inside sales people–split between two locations to cover everything else. Or we only accept payments in USD, not in local currencies.

Customers 93

Customers Territory Strategize Inside sales 93

Score More Sales

SEPTEMBER 26, 2014

Some have initiated ideas, others are in a contract and not looking yet – how could you possibly say the same thing to people in those two scenarios and have it make sense? Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Increase Opportunities.

Sell 90

Sell Objection handling Pitch Contract 90

Lead Fuze

AUGUST 12, 2021

12 Interviews With Inside Sales Gurus. The Gist: The title of this sales podcasts program pretty much is the gist. Its episodes are geared towards those in sales leadership roles and take a look at how to grow revenue, land big positions, and otherwise rock an entire sales department. Best 3 Episodes: .

Drivers/motivators 98

Drivers/motivators Sales Inside sales Up-sell 98

SalesLoft

JANUARY 31, 2019

This business model shift fundamentally changed enterprise software sales from what was a relationship-based, in-person sales process that traded in multi-million dollar contracts, or an SMB software sale that occurred via a brick-and-mortar retail channel.

Sales 53

Sales Drivers/motivators Price Pipeline 53

Sales Hacker

JULY 3, 2018

Sales automation tools are software-based solutions that help you perform many sales tasks faster, easier, and more efficiently. As far as I know, these solutions initially focused on tedious or redundant tasks — from sales prospecting to contract signing. Manage contracts. Inside Sales. Top Products.

Process 66

Process Sales Contract CRM 66

SBI

MAY 6, 2014

There’s no better place to learn how you can get more leads, motivate your sales reps, get deals signed faster, hold better conversations, convert more leads into opportunities, strategize, collaborate, forecast, follow-up, engage, AND close. See which tools we chose for: Contract Management and eSigning. InsideSales. Mobile Selling.

Territory 22

Territory Contract Inside sales Pipeline 22

SBI

MAY 6, 2014

There’s no better place to learn how you can get more leads, motivate your sales reps, get deals signed faster, hold better conversations, convert more leads into opportunities, strategize, collaborate, forecast, follow-up, engage, AND close. See which tools we chose for: Contract Management and eSigning. InsideSales. Mobile Selling.

Territory 20

Territory Contract Inside sales Pipeline 20

SBI

MAY 7, 2014

There’s no better place to learn how you can get more leads, motivate your sales reps, get deals signed faster, hold better conversations, convert more leads into opportunities, strategize, collaborate, forecast, follow-up, engage, AND close. See which tools we chose for: Contract Management and eSigning. InsideSales. Mobile Selling.

Territory 20

Territory Contract Inside sales Pipeline 20

Lead Fuze

DECEMBER 1, 2021

It costs a company the same amount as an outsourced salesperson would make in one year, or $42,000 to use a third party agency that handles outbound sales. And if your contract specifies it, you might even get sales specialists and managers to work with the SDRs. You’ll get a lot more for each dollar you spend.

Profit margin 40

Profit margin Pipeline Contact Commission 40

PandaDoc

JULY 11, 2022

Behind almost every successful business is a successful sales team. Whether you’ve got a small team of inside sales reps, a large outdoor sales team, or a wholesale department working on distribution partners for your next product, sales is the lifeblood of any business. Select the right applicants.

Commission 52

Commission Sales Legal Contract 52

Heinz Marketing

MARCH 29, 2021

The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We cover a wide range of topics, with a focus on sales development and inside sales priorities. Oh, what did we agree to last time? Yes, no, okay, great. Did you not do it?

Pipeline 123

Pipeline Sales Gaming Up-sell 123