InsightSquared

JANUARY 12, 2018

As a strategic member of the sales team, ops plays a critical role in owning the sales tech stack. While sales leadership may sign on the dotted line for new vendor contracts, the responsibility of onboarding, implementation and training falls on the sales ops team. Lesson 3: Tool Does Not Fix Bad Process.

Transportation 75

Transportation X-functional Sales Contract 75

InsightSquared

JANUARY 12, 2018

As a strategic member of the sales team, ops plays a critical role in owning the sales tech stack. While sales leadership may sign on the dotted line for new vendor contracts, the responsibility of onboarding, implementation and training falls on the sales ops team. Lesson 3: Tool Does Not Fix Bad Process.

Transportation 54

Transportation X-functional Sales Contract 54

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’ve added a technical account manager function.

X-functional 57

X-functional Engineering Clients Start-ups 57

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 they set up the process from there? * How many meetings is normal to have in this process?

Strategize 58

Strategize Quota Non-Profits Price 58

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

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

JANUARY 10, 2020

Bob Moore: Yeah, I think there is a lot of the strategic and the tactical definitely mixed with each other. 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 53

X-functional Start-ups Drivers/motivators Go To Market 53

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 114

Finance X-functional Launch Objectives and Key Results 114

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. This is common practice at companies working strategic deals with large teams.

SQL 102

SQL Commission Customers Non-Profits 102

Hubspot

AUGUST 17, 2021

Sometimes, it means they’re selling a lot of Product X when the company is pushing for sales of Product Y. In these examples, maybe Product X is a lot easier to sell and comes with a higher commission rate than Product Y. Maybe, that means they’re selling one-year deals when the company wants two-year deals.

Commission 83

Commission Quota X-functional Finance 83

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

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 mentioned above, Marketo fees are based on the number of Known leads in your database.

CRM 134

CRM Campaign X-functional Clients 134

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. But it wasn’t ok in 2018, and it isn’t ok today. That other founder failed.

X-functional 77

X-functional Closing Growth Contract 77

SaaStr

JANUARY 21, 2020

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?” Calls, emails, connect rate, demos, performs, wins, average contract value. They came from medicine, right?

Quota 107

Quota Sales Healthcare Territory 107

SaaStr

MAY 10, 2019

Currently growing 100% year over year, working with companies to un-silo their operations and create one strategic revenue ops team to support their Go To Market strategy. They work with customers to unsilo their operations and create one strategic revenue Ops team to support their go to market strategy.

X-functional 54

X-functional SQL Pipeline GTM 54

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. That’s the strategic.

Quota 87

Quota Growth Product Closing 87

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

OCTOBER 30, 2020

And before we dive in, I guess into the hook, the question that I went with a little [inaudible] on is the ideation process. Often we hear that SaaS founders have to be the ones onboarding, selling the first customers and asked me to kind of boutique almost kind of handheld process. So it’s a dialogue, it’s an interaction.

A/B testing 83

A/B testing X-functional Launch Start-ups 83

Salesforce

JANUARY 22, 2024

You can spend more focused time on strategic thinking or creative projects. And if you work in the legal or healthcare fields, AI can help analyze and research contracts or help interpret MRIs and X-rays, respectively. People will now have time to, well, be people. In marketing?

Healthcare 122

Healthcare X-functional Engineering Technology 122

SaaStr

JULY 2, 2020

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. Where are we going to show value? Kurt Muehmel: Yeah, absolutely.

Customers 114

Customers Contract Price Education 114

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. 3) Sales Ops has grown from tactical to strategic. Why go so deep?

Quota 70

Quota X-functional Strategize Contract 70