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

SaaStr

JUNE 14, 2019

What were his biggest lessons from being in the Sequoia boardroom when they presented “RIP Good Times”? How much of a role does price play in selecting the ultimate acquirer? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. How long do they last?

Strategize 56

Strategize Quota Non-Profits Price 56

SaaStr

AUGUST 9, 2019

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. So one of the things that I did, pretty early on here as we knew we were going to scale the team, was I set up an enablement function. The emergence of new A.I. Eyal Manor. Megan Lueders.

Finance 53

Finance X-functional CRM Engineering 53

PandaDoc

FEBRUARY 27, 2023

If they agree, the deal is finalized by the signing of a contract. As you can imagine, this closing technique will not work if a sense of urgency is not present. To use this promotional technique, the closer must go into the meeting anticipating objections (especially with pricing) and have a pre-approved offer ready to go.

Closing 52

Closing Contract Technique Objectives and Key Results 52

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? And the first one as you said, Harry, is around annual contracts.

Contract 46

Contract Price Commission Conversion 46

SaaStr

APRIL 23, 2019

Building the basic functionality. One of the things that fintech startups often have to do, is they need to have contracts in place with not just the banks, but quite a few of the partners to really build a full stack solution. And think about that, and already present it in a way that works. We go in a lot of directions.

Launch 64

Launch Pitch Niche Negotiate 64

SaaStr

JUNE 13, 2019

Can we get the slides on the presentation? The way that we structure this presentation is top 10 learnings, so let’s jump right in. Contract length. How long should a contract be in order to maximize conversion rate? A multi-year contract, a month-to-month contract, an annual contract.

Contract 84

Contract Price X-functional Conversion 84

Sales Hacker

MAY 9, 2019

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. Highly leveraged sales compensation plans are mostly seen in transactional sales, where the volume is extremely high at low prices.

SQL 103

SQL Commission Customers Non-Profits 103

SaaStr

MAY 14, 2023

You have a presentation online that’s called Unsexy, which you’ll have to explain to me later. Algolia went from zero to seven figures in revenue in 12 months, and the launch of their search as a service product, and grew pricing from $19 a month to $100,000, which sounds amazing. Next up, we’ve got Nicolas Dessaigne.

Price 96

Price Start-ups Up-sell X-functional 96

SaaStr

NOVEMBER 21, 2020

How does Rob think through pricing today in a way that encourages land and expand? How does Rob think about usage vs seat-based pricing in SaaS? How should sales and marketing work together on pricing? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin.

E-commerce 104

E-commerce Manufacturing X-functional Retail 104

Sales Hacker

JULY 2, 2019

Average sales price by source. The Calculations: Average sales price per lead. To get your average sales price by source you simply have to look at the data set for your entire customer database and bucket them by lead source. Average Lead Value = Average Sales Price * Conversion Rate from lead to customer.

Price 78

Price X-functional CRM Sales 78

PandaDoc

MARCH 7, 2023

Present product or service The presentation or the pitch is showtime in any sales workflow outline. Firstly, any presentation you prepare must be tailored to each client’s needs. Respond to objections Once you’ve presented your best sales pitch, get ready to respond to client objections.

Process 52

Process Objectives and Key Results Pitch Legal 52

SaaStr

AUGUST 15, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. I actually just got off the boat, Nick, and scurried up to make sure that I was ready to go for the presentation. That doesn’t mean to say, you’re going to do away with the functions.

Retail 80

Retail Start-ups Drivers/motivators Up-sell 80

SaaStr

JANUARY 3, 2020

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? And the first one as you said, Harry, is around annual contracts.

Contract 10

Contract Price Commission Conversion 10

SaaStr

MAY 10, 2019

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. That’s an internal function, but to the customer it shouldn’t be obvious that that’s their obligation, right? Here’s what Dave talks about: When is the right time to raise money? Jason Reichl.

X-functional 52

X-functional SQL Pipeline GTM 52

SaaStr

AUGUST 26, 2022

X this year. You don’t have to do every single function to still get a customer. For all these types of categories, I know it’s trite, but you just have to find your 10 X feature that someone will buy. Maybe doesn’t have to send the contract out for his signature, but you never, ever, ever get the time back.

Quota 84

Quota Growth Product Closing 84

SaaStr

FEBRUARY 21, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. What price points you will you sell at? Is PR just pitching and getting articles? Take a listen for more. This episode is sponsored by Owl Labs. Harry Stebbings. David Skok.

Non-Profits 76

Non-Profits Up-sell Start-ups Product 76

SaaStr

OCTOBER 30, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. We made it just 10 questions, and on the results page, we’d show you how the price varies by the features you listed in the 10 questions, and how the price varies kind of by the geography of the tech talent.

A/B testing 79

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

SaaStr

JULY 2, 2020

How does Kurt think about the right pricing mechanism for the customer today? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. You’re telling me mathematically the answer is going to be X, but I can’t understand why. Harry Stebbings.

Customers 112

Customers Contract Price Education 112

SaaStr

AUGUST 19, 2020

Get back into experimentation mode with our business model, with our pricing to really think about not just how we can shrink costs, but inflect growth on the top line so we could ultimately control our own destiny which is in fact what we did. Shifting to the fifth is around pricing. So pricing is obviously a very powerful lever.

E-commerce 103

E-commerce Price Start-ups Growth 103