Sales Hacker

JULY 10, 2020

Again, we were new to our relationship, so he sought to understand everything I was doing (he already had some idea) and understand my process. It also serves as a great troubleshooting tool to identify gaps or weaknesses in your current deals and in your process. You want to meet this person early in the process.

Legal 116

Legal X-functional Contract Presentation 116

Sales Hacker

AUGUST 3, 2020

Setting up an SDR team is, after all, more expensive than an AE team. So, let’s dive in and analyze the costs to set up these teams, and why, despite the cost, I believe an SDR team is worth it. So, let’s dive in and analyze the costs to set up these teams, and why, despite the cost, I believe an SDR team is worth it.

Pipeline 93

Pipeline X-functional Commission Clients 93

Lead Fuze

DECEMBER 1, 2021

Need Help Automating Your Sales Prospecting Process? Start with the Sales Process. Before making any changes to the sales process, you need to understand it completely. From recruiting to closing, technology plays a huge role in the sales process. The company offered me $X,000. Simplicity is key. Contact made.

Appointment 52

Appointment X-functional Sales CRM 52

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

MARCH 10, 2020

Hiring senior leaders can set companies up to fail and see how sticking with a current, successful model can be the key to hypergrowth. We literally pick up their goods at factories, we put it on to trucks, we take those trucks to docs and airports around the world and we literally move their cargo from point A to point B.

Government 81

Government Up-sell Contract X-functional 81

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 56

X-functional Engineering Clients Start-ups 56

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. What about the changing tech stacks and infrastructures makes them vulnerable to up and comers? Does this not lead to a consolidatory environment?

Finance 54

Finance X-functional CRM Engineering 54

SaaStr

NOVEMBER 2, 2019

What does Krish mean when he says, “In SaaS, you either sell to one of 2 customer profiles”? 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.

GTM 52

GTM Price Up-sell Product 52

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 do they set up the process from there? How do they set up the process from there? * Who decides this?

Strategize 58

Strategize Quota Non-Profits Price 58

Sales Hacker

SEPTEMBER 29, 2020

Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. They sell that product to general councils, operations teams, and deal desks. They sell that product to general councils, operations teams, and deal desks. Subscribe to the Sales Hacker Podcast.

Contract 108

Contract X-functional Objectives and Key Results Legal 108

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 7, 2020

We’ve invested in over 300 companies at Salesforce Ventures and have partnered with both of you closely and it’s been amazing to see this story up close and personal over the years. There’s amazing highs, but there’s low lows, too, and you have to do everything. Trisha Price: Yes.

Price 59

Price Retail X-functional Healthcare 59

PandaDoc

MARCH 7, 2023

Salespeople quickly adapt to consumer needs and switch up tactics whenever necessary. A sales workflow is a sequence of necessary processes that your team can follow to complete a sale. Sales workflows provide flexible and adaptable roadmaps that can be continually improved to keep up with evolving consumer needs and preferences.

Process 52

Process Objectives and Key Results Pitch Legal 52

SaaStr

APRIL 23, 2019

How they came up with the idea of Brex, and product market fit. 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. And we came up with a clever hack to actually start earlier. Henrique : Yeah.

Launch 63

Launch Pitch Niche Negotiate 63

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

SaaStr

JANUARY 10, 2020

And Jake and I ran that business for eight years, grew it up, and sold it to Magento in 2016 and then promptly the two of us co-founded a spin out called Stitch Data where Jake was a CEO, which we sold to Talend in 2018. You’re selling capital and I think it was a really transformative experience for me.

X-functional 52

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

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Cost of selling as a percentage of revenue generated. You can’t control how much this salesperson sells -- but you can tell her to increase her daily email output. Average contract value (ACV).

X-functional 96

X-functional Quota Cross-sell Contract 96

SaaStr

APRIL 30, 2022

In the run up to SaaStr Europa 2022 in Barcelona on June 7-8 , we’re taking a look at some of the top all-time SaaStr Europa sessions. So typically a business who loses five percent of his customers every month, you can basically come up with the fact that the average lifetime of a customer for that business is gonna be 20 months.

Price 92

Price Launch X-functional Contract 92

SaaStr

AUGUST 12, 2020

David Sacks, General Partner at Craft Ventures joins the New New in Ventures to discuss The Cadence and how to structure around it while building a start-up. When you start growing above 50 employees, and certainly get to 100, things change, you now have teams, which means you have functional leaders. I learned this operating myself.

Finance 111

Finance X-functional Launch Objectives and Key Results 111

SaaStr

AUGUST 15, 2020

I actually just got off the boat, Nick, and scurried up to make sure that I was ready to go for the presentation. Nick Mehta: I got to say pretty good internet up there on the Italian Alps, so I’m impressed. So, you teed it up really well. One, it starts high up in the sales process, right? Jay Snyder: Yeah.

Retail 78

Retail Start-ups Drivers/motivators Up-sell 78

SaaStr

NOVEMBER 21, 2020

But it took a lot of thinking up until that point before we ended up pulling the trigger. It just made it a lot easier for us to scale up Salsify as we found success. And that’s distinct from the X in the cloud pattern that was the first generation. You might sell it through Facebook marketplace.

E-commerce 103

E-commerce Manufacturing X-functional Retail 103

Sales Hacker

APRIL 14, 2020

She helps growth-oriented B2B, SaaS companies design, implement, and optimize their data strategies, business processes and existing tool stacks to support their customers. Today, Jessica helps companies find ways they can optimize their current business processes. Reps working from home need to be willing to converse without selling.

Contract 70

Contract CRM Consult Cross-sell 70

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 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 46

Contract Price Commission Conversion 46

Hubspot

AUGUST 17, 2021

In their book, it doesn’t matter what figure you set, the reps will sell what they can sell. Whenever I encounter someone who feels this way, I bring up the story of the four-minute mile. I’ve had countless conversations with sales leaders who tell me that their reps just aren’t selling the "right type" of deals.

Commission 83

Commission Quota X-functional Finance 83

SaaStr

MAY 14, 2023

As we gear up for SaaStr Europa 2023 in London on 6-7 June and SaaStr Annual 2023 in the SF Bay Area on 6-7 September , we wanted to take a look back at some of our most iconic speakers and sessions from over the year, that we can still learn from today. OK, so straight up. Next up, we’ve got Nicolas Dessaigne.

Price 93

Price Start-ups Up-sell X-functional 93

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. One audience member shared how they raised a series B before growth stalled out.

X-functional 70

X-functional Closing Growth Contract 70

SaaStr

FEBRUARY 25, 2020

The other thing that we want to do is we want to increase that customer lifetime value or CLTV because not only is that easier to sell our current customers more than acquiring new customers, but it’s a way of continuing to grow the business at a faster rate even if you’re not adding as many new customers. Maybe, maybe not.

Prospecting 88

Prospecting Customers Promote X-functional 88

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 57

Clients Service Customers Start-ups 57

SaaStr

MARCH 12, 2019

What are you doing up so early? What’s the failure rate for a Series A start up? What’s the failure rate of a Series C start up? We are screwing up the scale. Awesome revenue growth on the X axis, awesome revenue retention on the Y. It was all about getting the contract. SaaStr, good morning.

Growth 83

Growth Cross-sell Contract X-functional 83

SaaStr

JANUARY 21, 2020

So you might be wondering who am I and why am I up here talking about sales culture? I think it’ll become clear why Jason asked me to come up and talk about this very specific topic. In the last year, I ended up working directly for the CEO doing special projects. Well, let me give you a little bit of my background.

Quota 103

Quota Sales Healthcare Territory 103

PandaDoc

APRIL 12, 2022

Follow up with respondents. Example: 40 positive responses / 60 total responses X 100 = 67%). CSAT is best utilized to gauge the customer’s satisfaction with a specific product, service, or process. 08 x 100 = 8%. How do they use your software? What for and how often? Making it actionable.

Customers 52

Customers X-functional Promote Price 52

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. Going from that organization to running a Series A sales team where I showed up and it was one person. First of all, where are you from, and where’d you grow up?

Sell 61

Sell Presentation Start-ups X-functional 61

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. Ask everyone to come prepared to discuss a certain product category or question, such as, "What's your favorite type of X and why?" If you get a decent number of sign-ups, that's a sign you should move forward.

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. Jason Reichl: So the reason I want to bring that up is because that’s the context in which we look to the world.

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

SaaStr

AUGUST 26, 2022

Open it up if I can help in any way, or I can make it up, but anyone got a question they’ve got to start? 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.

Quota 79

Quota Growth Product Closing 79