PandaDoc

MARCH 7, 2023

A sales workflow is a sequence of necessary processes that your team can follow to complete a sale. Wondering how to streamline the sales process ? There’s simply no better way than using and refining a sales workflow, and a sales process flowchart is a visualization that can help. What is a sales workflow?

Process 52

Process Objectives and Key Results Pitch Legal 52

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? 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 does he think about the mortality rate of SMBs?

GTM 53

GTM Price Up-sell Product 53

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

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. 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.

Finance 55

Finance X-functional CRM Engineering 55

SaaStr

AUGUST 7, 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. 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. Matt Garratt.

Price 60

Price Retail X-functional Healthcare 60

SaaStr

JUNE 14, 2019

What were his biggest lessons from being in the Sequoia boardroom when they presented “RIP Good Times”? 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?

Strategize 59

Strategize Quota Non-Profits Price 59

PandaDoc

FEBRUARY 27, 2023

They help give a lasting impression of the company and the product it’s offering to drive the decision-making process. If they agree, the deal is finalized by the signing of a contract. And closing questions help initiate the final negotiating process to reach an agreement for a sale. Why are closing questions important?

Closing 52

Closing Contract Technique Objectives and Key Results 52

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Number of demos or sales presentations. They help you understand what’s working and what’s not regarding your holistic sales process. Average contract value (ACV). Revenue by product or product line.

X-functional 96

X-functional Quota Cross-sell Contract 96

SaaStr

APRIL 23, 2019

Dashboard, which was a payments company back in Brazil that did payment processing, like Stripe, Braintree, or ePay, all those … That’s you guys’ versions of the company. Building the basic functionality. 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

JANUARY 10, 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. The next time you feel like you actually have a time tested, battle worn process that makes it faster and makes the outcome better. Bob Moore: At that 50 plus era, there’s a function for this.

X-functional 52

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

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 113

Finance X-functional Launch Objectives and Key Results 113

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. Step 8: Create a 2-page Contract and Get Mutual Commitment [Template].

SQL 103

SQL Commission Customers Non-Profits 103

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 47

Contract Price Commission Conversion 47

SaaStr

NOVEMBER 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. Rob Gonzalez: The second major thing, I think, is that back in 2012, we were in what I think of as X in the cloud, as the moment of SaaS where you just take an existing software category and you put it in the cloud.

E-commerce 105

E-commerce Manufacturing X-functional Retail 105

Sales Hacker

JULY 2, 2019

If your CRM doesn’t have this reporting functionality, you can export the data into an excel file and quickly get the average sales price from there. 2,000 x 10% = $200/lead. Other business initiatives might change your conversion rates such as improvements in the sales process, price changes or discounts, etc.

Price 78

Price X-functional CRM Sales 78

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. One, it starts high up in the sales process, right? Bernadette Nixon. Jay Snyder.

Retail 80

Retail Start-ups Drivers/motivators Up-sell 80

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. His answers didn’t disappoint. The Takeaway — People need to specialize. “But

X-functional 70

X-functional Closing Growth Contract 70

Sales Hacker

JULY 28, 2020

Conga is changing the way the world works by modernizing, streamlining and automating your documents, contracts, and processes to make it easier to do business. We’ve got two sponsors. The first is Conga. Businesses run on documents. Our second sponsor is Outreach, the number one sales engagement platform.

Sell 61

Sell Presentation Start-ups X-functional 61

SaaStr

MAY 14, 2023

You have a presentation online that’s called Unsexy, which you’ll have to explain to me later. 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 95

Price Start-ups Up-sell X-functional 95

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 58

Clients Service Customers Start-ups 58

SaaStr

JANUARY 21, 2020

I’m not going to talk about dogs in today’s presentation. 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?” You won’t hear things about dogs.

Quota 103

Quota Sales Healthcare Territory 103

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. So we actually are the operators of SaaS companies, and we come into organizations and help them streamline their go to market processes. Here’s what Dave talks about: When is the right time to raise money?

X-functional 55

X-functional SQL Pipeline GTM 55

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? What one question must all founders be asking in the sales process? *

Contract 10

Contract Price Commission Conversion 10

SaaStr

AUGUST 26, 2022

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. 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. The deals aren’t happening.

Quota 80

Quota Growth Product Closing 80

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. David Skok: And that point is, it’s too early to measure unit economics, CAC and LTV, if you haven’t hit the point where you already have a repeatable and scalable sales process. Harry Stebbings.

Non-Profits 79

Non-Profits Up-sell Start-ups Product 79

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. And before we dive in, I guess into the hook, the question that I went with a little [inaudible] on is the ideation process. How should customer success engage with interactive content? Harry Stebbings.

A/B testing 81

A/B testing X-functional Launch Start-ups 81

SaaStr

JULY 2, 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. 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? Where do many go wrong here? Kurt Muehmel.

Customers 115

Customers Contract Price Education 115

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

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. I had the good fortune to be at Google X for a time and be surrounded by just amazing human beings.

E-commerce 103

E-commerce Price Start-ups Growth 103