Sales Hacker

OCTOBER 19, 2018

Why pay for two very effective sales intelligence tools, when you can consolidate your already complicated tech stack into one, and spare yourself the wrath of having to ask your finance team to sign two contracts? Sales therefore cedes some of its selling territory to marketing. The line between sales and marketing blurs further.

X-functional 58

X-functional Technology Technology Sales 58

SaaStr

JANUARY 21, 2020

I was a local sales manager or regional manager. 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. Calls, emails, connect rate, demos, performs, wins, average contract value. Some of you might be familiar with it.

Quota 101

Quota Sales Healthcare Territory 101

SaaStr

MARCH 17, 2020

You’re probably going to have to be doing customer references unless there’s very small contract value, right, where there’s not a ton of pressure in making the right decision on the part of the prospective buyer. Then a third thing that you can do is incorporate it into the contract. What am I going to give?

Clients 56

Clients Service Customers Start-ups 56

SaaStr

OCTOBER 30, 2020

And so what we’ll see people come in and do is they’ll say, Hey, we want to acquire name, email, company size, function, or department, and then the consent and all these fields, right? The salesperson now isn’t just getting a name and email and this guy or girl wants to talk at X time. And so their ability to prep.

A/B testing 74

A/B testing X-functional Launch Start-ups 74

SaaStr

AUGUST 9, 2019

” Then driving that through the sales process and constantly coming back to that, that as we architect a solution, as we think about how we’re going to, which of our packages are you going to select, how are you going to integrate them, et cetera, constantly coming back to, are they going to meet the objectives of those KPIs?

Finance 51

Finance X-functional CRM Engineering 51

SaaStr

AUGUST 7, 2020

And so, because we had done this before, we were able to very quickly do the fundraising, so we literally had like two meetings with each one of the investors and were able to close on the financing, so I don’t think that’s normal. “Well we’ll meet you on Thursday we’re going to fly in.

Price 58

Price Retail X-functional Healthcare 58

SaaStr

JANUARY 10, 2020

With more companies launching and thriving outside of Silicon Valley, regions such as ‘Silicon Slopes’ in Utah and ‘Silicon Alley’ in New York City are gaining traction within the startup scene. I was sending a 100 emails a week and doing those initial meetings for that firm for two years. And that was me. In that regard, yes.

X-functional 52

X-functional Start-ups Drivers/motivators Go To Market 52

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Revenue by territory. Number of meetings scheduled. Average contract value (ACV). Number of meetings set. The less time it takes a salesperson to meet her quota, the higher her sales productivity.

X-functional 95

X-functional Quota Cross-sell Contract 95

SaaStr

AUGUST 19, 2020

It’s easy to … It’s not easy always, but one tactic that has been successful is to extend the terms of the contract and lower the overall cost on a per month or per year basis. If your kids or your dog walk into a Zoom meeting, embrace it. One tactic that is very popular, people are going to be asked for discounts.

E-commerce 96

E-commerce Price Start-ups Growth 96