SaaStr

SEPTEMBER 25, 2024

On the one hand, you have new business and expansion ARR; on the other, you have contraction and churn. It can be a spreadsheet, like this dashboard from Geckoboard, showing the cost for every lead, trial, SQL, or customer, depending on your conversion model for different sources.

Pitch 73

Pitch Pipeline SQL GTM 73

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Annual contract value (ACV) The average annual revenue generated per customer contract. A sales qualified lead (SQL) has been vetted and deemed prepared to have a sales conversation.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

Sales Hacker

DECEMBER 4, 2017

Contract / Document Management. Need to perfect your pitches? Bring Google Analytics, SQL, Salesforce and Mixpanel in the familiar interface of your pizza bot-populated Slack screen. Contract / Document Management. Business Intelligence. Email / Communications. Project Management. Prospecting & Lead Generation.

Product 83

Product Contract CRM SQL 83

Hubspot

OCTOBER 26, 2020

Once a contact is classified as an SQL, make sure there are stages that reflect the buyer's journey during these sales-focused discussions. Contract Sent. While these stages will vary in each business, some of the most frequently utilized could include: Demo or Quote Requested. Quote Sent. Revised Quote Sent. Stakeholder Bought In.

Objectives and Key Results 96

Objectives and Key Results Sales SQL Prospecting 96

Outreach

MARCH 3, 2021

In addition to a salary base, some companies use commission schemes based on a percentage of the sale, paid either on signing of the contract or when the client pays the fee. Pitching your SaaS product blindly to just any company persona can result in lost time, overutilized resources, and increased costs. Run Playbooks and Programs.

Commission 98

Commission Profit margin Objectives and Key Results Pipeline 98

Sales Hacker

NOVEMBER 15, 2017

Average Contract Value. Annual Recurring Revenue (ARR) is the value of contracted, often subscription-based revenues normalized for one calendar year. Average Contract Value (ACV) is the average revenue you derive from a single customer in a given period. Account-Based Selling / Sales Development. Account Executive.

B2B 105

B2B E-commerce Cold Call Sales 105

Sales Hacker

MAY 26, 2021

These teams focus on converting leads into customers by tailoring their pitches to address prospects’ specific needs. The focus is on things like reporting, territory management and later stage tasks such as contract negotiations and finance approvals. Knowledge of SQL is a big plus. Salespeople are relationship builders.

Territory 70

Territory Objectives and Key Results Finance Cross-sell 70