SaaStr

APRIL 2, 2023

I wrote up a document of what I expect from our leaders, in extreme detail. Mistake: On the other hand… not betting on the team that got me there “Everything will be fine once we get a new head of [X]” -every startup CEO ever (also me, frequently) When you launch a company, the initial team is usually whoever you can get.

X-functional 115

X-functional Clients Growth Start-ups 115

Salesforce

NOVEMBER 20, 2023

How to start a sales call How to close a sales call 13 tips for making a successful sales call Sell faster by connecting with buyers wherever they are Learn how Sales Engagement helps you meet buyers on their preferred channels, whether by phone, email, and web. Speed up your sales Wait, what is a sales call?

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

Sales Hacker

APRIL 10, 2018

This may require a specific product. However, SkyStream was able to sustain itself as it had diversified with a $10M contract with Disney on a new product, a $5M 3-year contract with the Department of Defense, and a $2Mrevenue stream from both the EMEA and APAC region. 2) Spanning markets. 3) Covering multiple segments.

Go To Market 72

Go To Market GTM X-functional Territory 72

Sales Hacker

JULY 21, 2021

That thing reps do where they call every lead every day until the customer finally picks up the phone? Let’s come up with a plan for some quick wins”. Unfortunately, optimize is not a magic word that you wave like a wand over complicated systems, hoping that they start functioning perfectly. Digitize everything!

X-functional 125

X-functional Sales Strategize Cold Call 125

PandaDoc

OCTOBER 13, 2022

The no-strings-attached free trial, a couple of tutorials, and a bunch of courses allow any user to successfully set up the system and start tinkering with the available features. Any sales rep can drag and drop stages and figure out how to optimize the sales pipeline for a specific segment, product type, or scenario.

X-functional 52

X-functional Territory CRM Lead generation 52

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 91

Pipeline X-functional Commission Clients 91

Hubspot

OCTOBER 16, 2017

That is to say, if you want your salespeople to do X, reward them financially for doing X. If you want them to stop selling to poor fit customers, institute a clawback so they lose their commission if the customer churns or returns the product within a set window of time. Increase average contract length. Lower expenses.

Commission 93

Commission Quota X-functional Non-Profits 93

Hubspot

DECEMBER 23, 2022

When each stage of the prospecting process is automated (whether in part or fully), your tea can speed up the discovery, qualification, and outreach process. Looking for a sales prospecting solution, but not sure where to start? You can set up automated notifications to alert your team when high-priority prospects engage on your site.

Prospecting 78

Prospecting X-functional CRM Contact 78

Lead Fuze

DECEMBER 1, 2021

It’s important to make sure any technology you use integrates seamlessly before starting a project. Start with the Sales Process. The company offered me $X,000. LinkedIn is the best place to find up-to-date information. If you use a CRM like Hubspot or Salesforce, email functionality may already be built in.

Appointment 52

Appointment X-functional Sales CRM 52

Sales Hacker

JULY 10, 2020

We start to think we have things figured out. For years, he had been a successful enterprise salesperson , started his own company, sold it, and was very well connected with heads of sales at some huge companies. Find out who can spend money, who has budget, who can CREATE budget, and who can sign the contract?

Legal 115

Legal X-functional Contract Presentation 115

Hubspot

MAY 12, 2023

Behavioral questions are the trickiest kind of interview question and often start with “Tell me about a time…” or “How would you handle…?” Why it matters : This question is often the first one asked and can trip up candidates. When answered well, it can set you up as smart and ambitious. Tell me about yourself.

X-functional 79

X-functional Pitch Follow-up Clients 79

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 83

Government Up-sell Contract X-functional 83

SaaStr

JULY 24, 2019

Hopefully, you could leave this session enabled with a handful of action items or ideas that you can take back to your organizations in order to start to move the needle on net retention. That really helps to reduce purchase friction and allow the CSM to grow the account without working on contracts.

X-functional 57

X-functional Engineering Clients Start-ups 57

Sales Hacker

OCTOBER 19, 2018

The product can answer questions like, “What technologies does my target prospect use?” and “When did my target prospect implement our competitor’s product, so I can figure out when they may be up for renewal?”. To many who have used both products, this was a no-brainer and a welcomed acquisition.

X-functional 58

X-functional Technology Technology Sales 58

Sales Hacker

DECEMBER 1, 2020

He talks about the journey of a marketer leading the entire revenue function on the path to CEO. So I gave the boiler plate on you, president of MetaCX, but it’s always good for us to start with a baseball card, where we contextualize your expertise. What I think is a really compelling product for a good two and a half years.

Growth 63

Growth Contract Pipeline B2B 63

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. Are these really product companies? There’s a lot of services. David Schmaier: Yeah.

Price 62

Price Retail X-functional Healthcare 62

Hubspot

AUGUST 4, 2015

But not all couples are functioning like a belt and suspenders. If not, start now, even if it’s just a blog post every other month. Then it’s up to you just to become a football player.”. Do you follow up quickly with leads? George teed up shot after shot for Jerry to whack. Mac and cheese. Taco Tuesdays.

X-functional 72

X-functional Teamwork Sales Follow-up 72

SaaStr

JANUARY 10, 2020

Listen to the start of the episode for a promo code to our upcoming events! Harry Stebbings: I love that energy to start with. So I started my career out actually on the venture side of the table. ” I thought this was a particularly interesting one to kind of pick up on. Loving our podcast content? This is awesome.

X-functional 53

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

SaaStr

NOVEMBER 2, 2019

As for Krish, under Krish’s leadership the team has grown to over 300 people and over 5,000 clients making it one of the next generation in truly global SaaS businesses started in India. Listen to the start of the episode for a promo code to our upcoming events! Does one have to expand the product line to retain customers?

GTM 53

GTM Price Up-sell Product 53

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. for more information. Check them out.

Contract 107

Contract X-functional Objectives and Key Results Legal 107

SaaStr

APRIL 23, 2019

Henrique started his first company at 16 and has now built two successful companies from nothing. How they came up with the idea of Brex, and product market fit. And we started out, we were both coders, and I started coding by the time I was around 12, Pedro when he was nine. And after college … Not after.

Launch 69

Launch Pitch Niche Negotiate 69

SaaStr

MARCH 26, 2024

Before diving into your questions, you’ll want to head over to the link below and sign up for an exciting event coming up this week. On Wednesday, March 27th, SaaStr is hosting AI Day, you can sign up for free at this link. 95% of the folks I talk to don’t understand the product themselves,” Jason says.

Price 104

Price X-functional Growth B2B 104

SaaStr

AUGUST 9, 2019

What about the changing tech stacks and infrastructures makes them vulnerable to up and comers? It’s actually an interesting journey and unique in that unlike most folks these days, a lot of them can stem their history with SaaS starting at SalesForce, as an example. I actually started it at Oracle and it was by accident.

Finance 55

Finance X-functional CRM Engineering 55

SaaStr

APRIL 30, 2024

The focus was cleaning up and rebooting, which meant exiting two of the four AEs in his first 45 days. 2022 was a foundation-building year, fixing a very leaky bucket where the product crushed it with the right customers, but they were closing a lot of poor-fit customers. Early churn was a massive drag on efficiency. They grew 2.5x

Go To Market 108

Go To Market GTM X-functional Objectives and Key Results 108

Salesforce

OCTOBER 26, 2021

To ensure predictable growth that offered customers digital-first, low-cost entry to products and services, businesses rolled out subscriptions. We started moving away from tracking net-new activity and thinking about a longer revenue cycle.” sign up now. At the same time, economic strains demanded new revenue streams.

X-functional 98

X-functional Sales Growth Contract 98

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. On the contrary, the licensee will have a better product to sell with the OEM partner’s added value. Licensing OEM software. OEM deal structure.

GTM 74

GTM Profit margin Negotiate Contract 74

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. If you kind of that question, thinking about the stakeholders and the decisions and companies of using SaaS products, there’s kind of three types. Why do developers love SaaS products?

Price 97

Price Launch X-functional Contract 97

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. billion dollars.

Finance 114

Finance X-functional Launch Objectives and Key Results 114

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. Closing remarks also give your sales team a chance to summarize your brand and the benefits of your products or services.

Closing 52

Closing Contract Technique Objectives and Key Results 52

SaaStr

JUNE 14, 2019

How do they set up the process from there? * SaaS companies face sustained headwinds in the attracting, cultivating, driving productivity, and retaining talent. How to drive synchronization, productivity when your needs are constantly evolving and the talent mix is incredibly fluid and diverse. You have PE platform roll-ups.

Strategize 58

Strategize Quota Non-Profits Price 58

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. While the free plan won’t be a great fit for power users, all you need is a DocuSign account to sign up. You can even link to cloud storage in order to import your documents as a PDF. Personal plans.

Price 59

Price X-functional CRM Follow-up 59

Hubspot

AUGUST 8, 2019

Revenue by product or product line. Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Average contract value (ACV). Percentage of leads followed up with. Percentage of leads followed up within target time range (for example, 8 hours).

X-functional 96

X-functional Quota Cross-sell Contract 96

SaaStr

NOVEMBER 21, 2020

398: Rob Gonzalez is the Co-Founder & CMO @ Salsify, empowering brand manufacturers to deliver the product experiences consumers demand at every point in their buying journey. In Today’s Episode We Discuss: * How Rob made his way into the world of SaaS as a product manager and how that led to his founding Salsify over 8 years ago. *

E-commerce 111

E-commerce Manufacturing X-functional Retail 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 87

Retail Start-ups Drivers/motivators Up-sell 87

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 102

Price Start-ups Up-sell X-functional 102

SaaStr

MARCH 1, 2019

Before joining Redpoint, Tomasz was the product manager for Google’s AdSense social-media products and AdSense internationalization. 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?

Contract 48

Contract Price Commission Conversion 48

Sales Hacker

MAY 9, 2019

Create a 2-Page Contract and Get Mutual Commitment [TEMPLATE PROVIDED]. These can become complicated, but start creating only three levels. 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