Salesforce

NOVEMBER 20, 2023

As celebrated entrepreneur Siva Devaki noted, “Sales is not about selling, but about building trust and educating.” Send an advance copy of the contract or a prepared quote so all decision-makers can review sales details before the call. Do you owe the prospect a spec sheet or a price quote? Confirm next steps.

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

Hubspot

DECEMBER 23, 2022

Pricing: A limited version is free as part of Hubspot’s Sales Hub. For more advanced functionality, HubSpot offers premium features in the Starter, Professional, and Enterprise versions of Sales Hub. Prices start at $45 per month, $450 per month, and $1,200 per month, respectively. Pricing: Available upon request.

Prospecting 77

Prospecting X-functional CRM Contact 77

SaaStr

MARCH 26, 2024

In it, we cover the SaaS community’s most pressing questions about Artificial Intelligence (AI), pricing, efficiency, and funding. As a founder, you need to be more involved in functional areas like sales support and success. It’s tough for folks to staff these functions. Two things are fueling this change in CS with AI.

Price 95

Price X-functional Growth B2B 95

SaaStr

APRIL 30, 2022

This is products that sell themselves. This is products that kind of sell themselves on channels such as website, email, free trials. 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 95

Price Launch X-functional Contract 95

SaaStr

NOVEMBER 2, 2019

What does Krish mean when he says, “In SaaS, you either sell to one of 2 customer profiles”? 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. How does Krish think about purely serving the SMB market?

GTM 49

GTM Price Up-sell Product 49

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. We sell contact center software.

X-functional 53

X-functional Engineering Clients Start-ups 53

Sales Hacker

JANUARY 13, 2021

It includes factual information, personal experience, and interviews from successful professionals on both the buy-side and the sell-side of enterprise OEM software licensing to ensure a broad mix of experience and ideas. Enterprise software companies rarely resell agreements because they are focused on selling their software.

GTM 74

GTM Negotiate Profit margin Contract 74

SaaStr

AUGUST 9, 2019

Prior to Kustomer, Vikas spent over 20 years implementing, consulting, marketing, and selling CRM and ContactCenter solutions with companies like LivePerson and Oracle. My approach is, look, we cannot as an early stage company, teach you how to sell. I really do so appreciate that. . I’ve taken a different approach. Number one.

Finance 51

Finance X-functional CRM Engineering 51

SaaStr

JUNE 14, 2019

In his most recent role, Dave was the CEO @ Host Analytics where he quintupled ARR, halved customer acquisition costs and increased net retention rates before selling the company to a private equity sponsor. How much of a role does price play in selecting the ultimate acquirer? How many meetings is normal to have in this process?

Strategize 55

Strategize Quota Non-Profits Price 55

PandaDoc

FEBRUARY 27, 2023

If they agree, the deal is finalized by the signing of a contract. 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. That is, “Sure, we can give you a discount but we need you to sign the contract today.”

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

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. They all started the same day and they sat next to me watched me sell for a month and then I turned them loose. Nicolas Dessaigne : Right.

Price 95

Price Start-ups Up-sell X-functional 95

SaaStr

APRIL 23, 2019

Because if you’re launching a consumer company, or even B2B size product, you can pretty much sell, or have a product ready in those three to six months, and even have 10 customers. Building the basic functionality. And I think we did two X what we thought we were going to do. But for fintech companies, it’s hard.

Launch 63

Launch Pitch Niche Negotiate 63

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 103

E-commerce Manufacturing X-functional Retail 103

SaaStr

JUNE 13, 2019

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. A multi-year contract, a month-to-month contract, an annual contract. What does this mean?

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 102

SQL Commission Customers Non-Profits 102

SaaStr

AUGUST 15, 2020

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. That doesn’t mean to say, you’re going to do away with the functions. There wasn’t something for entrepreneurs to just start an online store and then go sell things.

Retail 80

Retail Start-ups Drivers/motivators Up-sell 80

PandaDoc

MARCH 7, 2023

This visual aid gives every member of your sales team a big-picture view of the entire selling process. What’s more, it makes it easy to ensure you have enough personalization to show the lead that you understand their needs (and what you’re selling!). How can a business benefit from a good sales process flowchart?

Process 52

Process Objectives and Key Results Pitch Legal 52

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. Software with high functionality, speed, and simplicity can be more readily adapted into a customer’s business model and can even boost their total revenue.

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. And I think it comes out of the 80s and 90s and how we used to sell with shelfware. It was all about getting the contract. Pricing doesn’t really matter at this stage. Pricing is around commitment. That’s easy. We sold software.

Growth 85

Growth Cross-sell Contract X-functional 85

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

Hubspot

FEBRUARY 11, 2019

If you can offer an existing product at a lower price point, better quality, or ideally, both, you'll have plenty of customers. Ask everyone to come prepared to discuss a certain product category or question, such as, "What's your favorite type of X and why?" Maybe you're great at selling, while your co-founder is more technical.

Minimum Viable Product 101

Minimum Viable Product Legal X-functional Networking 101

SaaStr

MAY 10, 2019

Dave was CEO of Host Analytics from 2012 to 2018 where he quintupled ARR while halving customer acquisition costs in a highly competitive market, ultimately selling the company in a private equity transaction. That’s an internal function, but to the customer it shouldn’t be obvious that that’s their obligation, right?

X-functional 51

X-functional SQL Pipeline GTM 51

SaaStr

FEBRUARY 21, 2020

The first one I think is to figure out how to repeatedly sell what you’ve got. You’re going to be looking for this question about who are you selling to? Who do you need to sell to in the organization? What price points you will you sell at? What’s the playbook?”

Non-Profits 73

Non-Profits Up-sell Start-ups Product 73

SaaStr

AUGUST 26, 2022

Sometimes we’re not as founders, sometimes founders sell their company because they don’t end up being deeply passionate about what it does. So sell your product. X this year. You don’t have to do every single function to still get a customer. I’m going to go from 2 to 5 or 2 to 6.”

Quota 85

Quota Growth Product Closing 85

PandaDoc

MAY 8, 2023

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. All key plan pricing requires a demo. Enterprise pricing available. Enterprise pricing available. 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 77

A/B testing X-functional Launch Start-ups 77

SaaStr

JULY 2, 2020

How does Kurt think about the right pricing mechanism for the customer today? Kurt Muehmel: We had an online vacation retailer, let’s say, selling package vacations. You’re telling me mathematically the answer is going to be X, but I can’t understand why. How does Kurt feel about discounting?

Customers 110

Customers Contract Price Education 110

SaaStr

AUGUST 19, 2020

We shut down something called the Evernote market which was selling physical goods, sunset some nice products like Evernote food which had nice followings, but I felt were distracting from the larger priorities. Shifting to the fifth is around pricing. So pricing is obviously a very powerful lever.

E-commerce 102

E-commerce Price Start-ups Growth 102