Salesforce

NOVEMBER 20, 2023

How to start a sales call How to close a sales call 13 tips for making a successful sales call Sell faster by connecting with buyers wherever they are Learn how Sales Engagement helps you meet buyers on their preferred channels, whether by phone, email, and web. Speed up your sales Wait, what is a sales call? Are you asking for a referral?

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

Sales Hacker

APRIL 10, 2018

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. Distribution of B2B deals as a function of price (a product of discount and list price).

Go To Market 72

Go To Market GTM X-functional Territory 72

Sales Hacker

SEPTEMBER 29, 2020

Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Vishal and I talk about what it’s like to start a company from nothing and how his experience at Backupify and InsightSquared helped inform the process. Subscribe to the Sales Hacker Podcast.

Contract 107

Contract X-functional Objectives and Key Results Legal 107

Sales Hacker

JULY 10, 2020

He simply asked me during one of our goal setting meetings, “ How much money do you want to make this fiscal? ”. Again, we were new to our relationship, so he sought to understand everything I was doing (he already had some idea) and understand my process. You want to meet this person early in the process. Economic buyer.

Legal 115

Legal X-functional Contract Presentation 115

Sales Hacker

JANUARY 13, 2021

The licensee embeds the third-party software into its application to improve it by adding new functionality or features, or enhancing existing functionality or features. One OEM contract can give thousands or tens of thousands of end-users access to the licensor’s software. Licensing OEM software. OEM deal structure.

GTM 74

GTM Negotiate Profit margin Contract 74

Sales Hacker

AUGUST 3, 2020

After six months the AE should have taken enough inbound meetings while also connecting with their network to fill their pipeline. Your final math is 2 x $110K + $50K for fractional manager + $40K in tools = $310K. The Bridge Group estimates that an Outbound SDR of a $50K ACV product can produce 3-5 meetings per month.

Pipeline 91

Pipeline X-functional Commission Clients 91

Hubspot

MAY 12, 2023

They should be process-oriented, digitally literate, and comfortable handling logistics. Hiring managers can use EA interview questions to design a better interview process and find the best fit to work with them. Showcase your soft skills by walking them through your thinking process for a situation or sharing an accomplishment.

X-functional 78

X-functional Pitch Follow-up Clients 78

PandaDoc

OCTOBER 13, 2022

Streamlined and easy-to-perform processes for data generation and effective ways to analyze performance appeals to small and midsize businesses. The sales reps will enjoy pretty straightforward processes for creating records and moving leads through the process. Zoho CRM is a viable alternative to Pipedrive.

X-functional 52

X-functional Territory CRM Lead generation 52

SaaStr

JULY 13, 2023

Startups come in all shapes and sizes on various stages of a timeline, yet it’s not surprising how many have the same questions and concerns about how to scale from x to y to z, the right time to hire and fire, and how to keep a team motivated during hard times. But it wasn’t ok in 2018, and it isn’t ok today. That other founder failed.

X-functional 69

X-functional Closing Growth Contract 69

Hubspot

DECEMBER 23, 2022

Effective sales prospecting is a multistep process that requires systematic prospect discovery, qualification, and outreach. In 2022, 29% of salespeople reported that improving sales process efficiency was their top goal, according to HubSpot research. You can automate parts of the search process to save time and resources.

Prospecting 78

Prospecting X-functional CRM Contact 78

SaaStr

NOVEMBER 21, 2020

I look at my experience through those companies, and I learned a lot about enterprise software sales, about buying patterns, about functions like product management and product marketing, and how they fit into a well functioning and operating company. It just made it a lot easier for us to scale up Salsify as we found success.

E-commerce 102

E-commerce Manufacturing X-functional Retail 102

Hubspot

MAY 17, 2018

With the right plan in place and an understanding of your company’s needs, finding the right freelancer for the job can be a largely painless process. Follow these steps to make the process smoother for both you and your new freelance partner. Before you jump into the hiring process, make sure you can define everything up front.

Contract 77

Contract X-functional Negotiate Start-ups 77

Lead Fuze

DECEMBER 1, 2021

Need Help Automating Your Sales Prospecting Process? Start with the Sales Process. Before making any changes to the sales process, you need to understand it completely. From recruiting to closing, technology plays a huge role in the sales process. The company offered me $X,000. Simplicity is key. Contact made.

Appointment 52

Appointment X-functional Sales CRM 52

PandaDoc

MAY 8, 2023

These software platforms have tools to process requests through a variety of channels (phone calls, email, live chat, etc.) Note: If you’re using Zendesk Sell, be sure to check out the PandaDoc x Zendesk Sell integration for even faster document creation. Plus, Slack integrates with almost everything — including PandaDoc.

Service 52

Service Product Customers E-commerce 52

SaaStr

APRIL 30, 2022

This is basically designed around there being an intensive human interaction and human process to convince businesses to adopt your tools. Just to say a little bit more about this, if you look at the sales functions are structured. And kind of the day after trying to meet with them to have feedback on what they had seen.

Price 92

Price Launch X-functional Contract 92

Sales Hacker

MAY 9, 2019

The Process for Creating a Sales Compensation Plan. Create a 2-Page Contract and Get Mutual Commitment [TEMPLATE PROVIDED]. Here’s a simple example to begin with that covers the SDR, AE and Customer Success Manager (CSM) functions: Table 1. Decide Base Pay vs. Variable Pay (Commissions). Set Targets.

SQL 102

SQL Commission Customers Non-Profits 102

SaaStr

AUGUST 12, 2020

When you start growing above 50 employees, and certainly get to 100, things change, you now have teams, which means you have functional leaders. Rather than having this feeling of disconnected functional areas, everyone in the company knows what to work on. You can get there by process of elimination.

Finance 111

Finance X-functional Launch Objectives and Key Results 111

Sales Hacker

APRIL 14, 2020

She helps growth-oriented B2B, SaaS companies design, implement, and optimize their data strategies, business processes and existing tool stacks to support their customers. Today, Jessica helps companies find ways they can optimize their current business processes. Every sales org feels the pressure to close deals faster.

Contract 70

Contract CRM Consult Cross-sell 70

SaaStr

MAY 14, 2023

I don’t know if it’s 20 percent per month or did you just go 20 percent last meeting. Daniel : We followed a lean start up approach to building our sales process. I focused on learning and getting the process right, so I did all the sales myself. And then Enterprise is more like a standardized process.

Price 92

Price Start-ups Up-sell X-functional 92

SaaStr

JULY 2, 2020

How do you advise them in terms of the learning curve and maybe potential challenges or missteps that they make in the early days, and is that just part of the process? The reason that this is called data science is because it’s an exploratory process. Kurt Muehmel: Yeah, absolutely. There always is.

Customers 114

Customers Contract Price Education 114

Sales Hacker

JUNE 20, 2019

I learned their primary goals (personal and professional) to refine my value language… studied org charts and power dynamics to map out procurement process… learned about organizational misalignment to help create healthy tension… You get the idea. Engineered as much automation as we could in our sales process.

Quota 70

Quota X-functional Strategize Contract 70

SaaStr

JULY 24, 2019

This is pretty simple, but when I look at this industry, a lot of times what I see is organizations crafting pricing packages that would enable, for example, an enterprise-wide license, where an organization pays you X amount of money, and they have unlimited seats, unlimited usage. We’ve added a technical account manager function.

X-functional 56

X-functional Engineering Clients Start-ups 56

SaaStr

MARCH 12, 2019

Awesome revenue growth on the X axis, awesome revenue retention on the Y. It was all about getting the contract. Once you had the contract, all the servers were set up, you flew in your professional services people, it took six months to set it up, it took six months to train people, and the product sucked, but it didn’t matter.

Growth 83

Growth Cross-sell Contract X-functional 83

SaaStr

FEBRUARY 25, 2020

Because it’s not so much focused around X, Y, Z NPS score. If you sat and you said, “Okay, we sign a customer, we process their contract, we have to get them provisioned. Are we processing a renewal? They got a verbal, they’re like, we’re going to get a contract this is a scrape.

Prospecting 88

Prospecting Customers Promote X-functional 88

SaaStr

MARCH 1, 2019

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? What one question must all founders be asking in the sales process? *

Contract 46

Contract Price Commission Conversion 46

SaaStr

JANUARY 21, 2020

I know everyone likes ping pong, but I like quiet investor meetings. My velocity lane, PatientPop’s SMB SaaS, eight units a month, $13,500 contract. I talked to so many people and say, “Do you ask your salespeople to go through role-plays during your interview process?” I love a good game of ping pong.

Quota 102

Quota Sales Healthcare Territory 102

Hubspot

AUGUST 4, 2015

But not all couples are functioning like a belt and suspenders. If Montana was your marketer firing qualified leads your way, Do you have a documented sales process to follow? Paranormal phenomena aside, Dana Scully’s skepticism to Fox Mulder’s “I Want to Believe” dogmatism is what made The X-Files compelling TV every week.

X-functional 72

X-functional Teamwork Sales Follow-up 72

SaaStr

MAY 10, 2019

So we actually are the operators of SaaS companies, and we come into organizations and help them streamline their go to market processes. And when we’re talking about MQLs and SQLs we’re really talking about one of these key handoffs that happen in the revenue team process, right? Jason Reichl: Yeah, absolutely.

X-functional 54

X-functional SQL Pipeline GTM 54

SaaStr

AUGUST 26, 2022

A few can, Andreessen and maybe Sequoia, but 99% of the VCs you meet, legally, they can only invest in startups, whether they’re late stage or early stage. I’m pretty sure all those deals were in process before the crash. X this year. You don’t have to do every single function to still get a customer.

Quota 79

Quota Growth Product Closing 79

SaaStr

JUNE 14, 2019

How should execs think about making exciting enough go-forward plans for it to be attractive to buyers but also realistic enough that they can hit it in the acquisition process? * How do they set up the process from there? How do they set up the process from there? * How many meetings is normal to have in this process?

Strategize 58

Strategize Quota Non-Profits Price 58

SaaStr

OCTOBER 30, 2020

And before we dive in, I guess into the hook, the question that I went with a little [inaudible] on is the ideation process. Often we hear that SaaS founders have to be the ones onboarding, selling the first customers and asked me to kind of boutique almost kind of handheld process. So it’s a dialogue, it’s an interaction.

A/B testing 79

A/B testing X-functional Launch Start-ups 79

SaaStr

AUGUST 15, 2020

One, it starts high up in the sales process, right? You need to discover in the sales process. We’ve got a lot of training to do with our sales teams to get them to start to speak in these types of terms versus feature function. But so much is discovered in sales that’s lost often in that process.

Retail 78

Retail Start-ups Drivers/motivators Up-sell 78

SaaStr

MARCH 17, 2020

At Talkdesk today, the client services organization is 90 people strong and we are responsible for making sure that our customers both in the pre-sale and the post-sale process are able to design and then achieve their desired outcomes. Why do they need to be involved in that process?” It probably looks something like this.

Clients 57

Clients Service Customers Start-ups 57

SaaStr

AUGUST 9, 2019

Harry Stebbings: We are back and you are listening to the official Saastr podcast with me, Harry Stebbings, and it’d be great to welcome you behind the scenes here into our process and how we make the shows we do. So the sales process, it’s changed dramatically right? It’d be great to see you there.

Finance 54

Finance X-functional CRM Engineering 54

SaaStr

AUGUST 7, 2020

But the key again in industry-specific SaaS is understanding the business processes, understanding the critical problems and the issues, and really going deep in each one of these industries. I wouldn’t expect that to be the typical process, but it was pretty straightforward for us.

Price 59

Price Retail X-functional Healthcare 59

SaaStr

NOVEMBER 2, 2019

What is the process to do it efficiently? How does your customer success and customer support functions change with the move to enterprise? A classic example is a Shopify selling to, let’s say, contract. It should be an opportunity to process it rather than trying to sell one more product.

GTM 52

GTM Price Up-sell Product 52

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Number of meetings scheduled. They help you understand what’s working and what’s not regarding your holistic sales process. Average contract value (ACV). Number of meetings set. Market penetration.

X-functional 96

X-functional Quota Cross-sell Contract 96