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

AUGUST 7, 2020

359: The Secrets to Vertical Growth, What it Really Takes to Build a $1B SaaS Company with Matt Garratt, SVP, Managing Partner @ Salesforce Ventures, Trisha Price, Chief Product Officer @ nCino and David Schmaier, CEO & Founder @ Vlocity. Trisha Price. Trisha Price: nCino is a little bit different in its background.

Price 61

Price Retail X-functional Healthcare 61

Salesforce

NOVEMBER 20, 2023

In a typical sales process , much of the preparation, including prospect research and qualification, occurs days or weeks before the sales call is even scheduled. This is also an opportunity to tactfully ask who else needs to be involved in the decision-making process before the purchase can be finalized. Confirm next steps.

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

PandaDoc

APRIL 24, 2020

You might even consult the DocuSign pricing page to learn more about the product as you try to understand which plan is right for you. But just looking at one set of pricing plans doesn’t help you understand the best solutions out there. Here’s how the best e-signature solutions compare with DocuSign in 2020.

Price 59

Price X-functional CRM Follow-up 59

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. It depends on the length of the contract, if there’s a contract.

Price 97

Price Launch X-functional Contract 97

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. Then finally, there have to be some barriers to turn.

X-functional 57

X-functional Engineering Clients Start-ups 57

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

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 53

GTM Price Up-sell Product 53

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 management meetings with potential PE acquiring firms compare to founders meeting VCs in the early days?

Strategize 58

Strategize Quota Non-Profits Price 58

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 Profit margin Negotiate Contract 74

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 55

Finance X-functional CRM Engineering 55

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

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. Do you need this functionality or that?

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

Contract 48

Contract Price Commission Conversion 48

SaaStr

MAY 14, 2023

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. Daniel : We followed a lean start up approach to building our sales process. And you said you kept the pricing on the website? CEO of Algolia.

Price 101

Price Start-ups Up-sell X-functional 101

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 I think we did two X what we thought we were going to do. We go in a lot of directions. Anu : Got it.

Launch 68

Launch Pitch Niche Negotiate 68

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? You look at the forward-looking ARR multiples on the stock price, and they were a lot lower back then.

E-commerce 110

E-commerce Manufacturing X-functional Retail 110

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

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 77

Price X-functional CRM Sales 77

Heinz Marketing

DECEMBER 18, 2020

If you add a 5+ minute wait step, your campaign’s priority is now considered low , and the action will be deprioritized for the system-wide CRM sync that happens every 5 minutes (and almost every other process Marketo runs). As Marketo users are well aware, Marketo’s pricing tiers are based on database size.

CRM 134

CRM Campaign X-functional Clients 134

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 86

Retail Start-ups Drivers/motivators Up-sell 86

PandaDoc

APRIL 12, 2022

Example: 40 positive responses / 60 total responses X 100 = 67%). It’s possible for customers to love a product but dislike the price or to enjoy a product but dislike a brand. CSAT is best utilized to gauge the customer’s satisfaction with a specific product, service, or process. 08 x 100 = 8%. Making it actionable.

Customers 52

Customers X-functional Promote Price 52

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 87

Growth Cross-sell Contract X-functional 87

ConversionXL

AUGUST 27, 2019

Be careful about contracts you sign and team training you invest in. It does not process or translate data, nor does it help you work with the output. They can now deliver a lot of the same functionality, and your main decision-making factor could be the pricing model. And its data-layer functionality is versatile.

GTM 124

GTM X-functional CRM Technology 124

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

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

Hubspot

FEBRUARY 11, 2019

Checking out what other people have come up with can be a great way to kick your own thought process into gear. If you can offer an existing product at a lower price point, better quality, or ideally, both, you'll have plenty of customers. It's functional enough to satisfy early customers and get a sense of what you should improve.

Minimum Viable Product 101

Minimum Viable Product Legal X-functional Networking 101

SaaStr

FEBRUARY 21, 2020

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. David Skok: So TAM, I think you should be addressing way before you even get to this phase of trying to build your repeatable and scalable sales process.

Non-Profits 78

Non-Profits Up-sell Start-ups Product 78

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 88

Quota Growth Product Closing 88

PandaDoc

MAY 8, 2023

These software platforms have tools to process requests through a variety of channels (phone calls, email, live chat, etc.) Enterprise pricing available. Note: If you’re using Zendesk Sell, be sure to check out the PandaDoc x Zendesk Sell integration for even faster document creation. Pricing varies. Ease of use: 8.5/10

Service 52

Service Product Customers E-commerce 52

SaaStr

OCTOBER 30, 2020

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. Randy Rayess: Or what’s the price because it’s just $20 per user per month is the same for everyone.

A/B testing 84

A/B testing X-functional Launch Start-ups 84

SaaStr

JULY 2, 2020

How does Kurt think about the right pricing mechanism for the customer today? 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.

Customers 114

Customers Contract Price Education 114

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 108

E-commerce Price Start-ups Growth 108