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. What is LinkSquares?

Contract 120

Contract X-functional Objectives and Key Results Legal 120

SaaStr

JANUARY 24, 2022

You’re working on the next stellar SaaS success and your foremost focus is — and should be — the product. Quickly, though, your attention turns to initial traction, your first critical hires, and building out those early business functions. I’ve contracted accounting help. Your focus expands. Accounting and Finance.

Finance 133

Finance Contract X-functional Start-ups 133

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 101

Commission Quota X-functional Non-Profits 101

Search Engine Land

SEPTEMBER 1, 2023

The development team is often a department grab from product or IT, and they end up with task overload. Step 1: Establish product-market fit and viability of SEO strategy I want to start with reviewing product-market fit because this gives you ammunition for ensuring that you’ll get a budget for SEO in the first place.

CTR 122

CTR X-functional Profit margin Contract 122

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). Sales Productivity Metrics. Sales productivity is defined at the rate at which your salespeople hit their revenue targets.

X-functional 101

X-functional Quota Cross-sell Contract 101

Martech

MARCH 21, 2023

Reason 1: You don’t know what you don’t know Unfortunately, this overlap is unintentional and may stem from a product purchased to solve a specific problem at a certain point. To keep up, you must continually read product updates, beta launches and more to learn how your tech stack functionality is expanding.

X-functional 106

X-functional Negotiate Contract Technology 106

Martech

JUNE 6, 2023

Marketers and martech professionals have the option to buy one product or a full platform suite. If you have a couple of products from one company, they’re likely already selling you on the benefit of adding a third or fourth. Often, those newly acquired products still need to be worked into the overall ecosystem.

X-functional 113

X-functional Cross-sell Contract Up-sell 113

Sales Hacker

JULY 21, 2021

Unfortunately, optimize is not a magic word that you wave like a wand over complicated systems, hoping that they start functioning perfectly. By mapping out the steps, you can optimize any function. Unless they need a function your product definitely can’t do, there is always a way to take care of the minutiae. “We

X-functional 134

X-functional Sales Strategize Cold Call 134

SaaStr

APRIL 2, 2023

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. For this one deal, we just need to do X. Teammates and clients will leave.

X-functional 132

X-functional Clients Growth Start-ups 132

SaaStr

APRIL 30, 2024

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. 2023 saw the team grow from 6-10 reps, which is pretty modest, and they built an SDR function. For Owner, they hired these two leaders on contract from their networks.

Go To Market 122

Go To Market GTM X-functional Objectives and Key Results 122

Sales Hacker

AUGUST 3, 2020

We’ll also assume you sell a mid-market $50K ACV SaaS product. Powerpoint or Google slides are free, and product demos don’t need much more. You can quickly train the AE on the product, have them shadow a successful team member, and then let them hit the ground running. The AE Setup. You need them to succeed.

Pipeline 121

Pipeline X-functional Commission Clients 121

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 101

Contract Price X-functional Conversion 101

Salesforce

JANUARY 22, 2024

For example, high-paying roles like prompt engineer — essentially, a master of the art of crafting prompts for GPT interfaces — and AI product manager are currently trending on popular job search sites. This person will use AI to review how people and teams work, and highlight productivity gaps to increase overall efficiency.

Healthcare 122

Healthcare X-functional Engineering Technology 122

Sales Hacker

MARCH 25, 2025

Previously, he was the Global VP of Product for SAP, CRM and Sales Cloud. How enterprise teams are already deploying autonomous agents in production. Previously to that, it was the global VP of product for SAP, focused on the CRM and sales cloud. Why traditional SaaS pricing models (like per-seat) dont work in the agent era.

GTM 69

GTM X-functional Start-ups Relationship building 69

Search Engine Land

DECEMBER 28, 2023

However, it was confirmed that Vidhya Srinivasan, who previously led product and engineering for ads, will take over leadership of the Ads team reporting to Google Senior Vice President Prabhakar Raghavan. Apparently, he just wanted “a new challenge” after working in advertising for 15 years. billion in lost ad revenue.

Retail 116

Retail X-functional Launch Non-Profits 116

Sales Hacker

JULY 10, 2020

Ask your prospects: “Can we agree that improving these areas will save you time, increase productivity, and grow revenue?” Find out who can spend money, who has budget, who can CREATE budget, and who can sign the contract? And make sure they’re a part of your final presentation, your business case review, and contracting.

Legal 130

Legal X-functional Contract Presentation 130

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 88

GTM Negotiate Profit margin Contract 88

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. For example, within the FedTech space, sales contracts can be established with 3 years of commitment. Set Targets.

SQL 110

SQL Commission Customers Non-Profits 110

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. Ask yourself, do you need to compensate differently for different products?

Commission 91

Commission Quota X-functional Finance 91

SaaStr

APRIL 30, 2022

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. Customers love SaaS products and tools because it simply works. The other piece of it is there’s a perception that SaaS products are less expensive. One is customers.

Price 98

Price Launch X-functional Contract 98

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 the CEO running around telling the engineers exactly what to build, you now have product managers. And, the second system is what I call the product marketing system.

Finance 119

Finance X-functional Launch Objectives and Key Results 119

ConversionXL

AUGUST 27, 2019

Be careful about contracts you sign and team training you invest in. 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. I recommend thinking about it this way: “Tool X is collecting the data. Stay focused.

GTM 124

GTM X-functional CRM Technology 124

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. It’s too competitive today, so you can’t sell a mediocre product.

X-functional 96

X-functional Closing Growth Contract 96

PandaDoc

MAY 8, 2023

Customer support is an essential aspect of any customer experience, and research bares this out: 68% of customers will pay more for products and services from companies with a strong record of good customer service. This can include canned scripts and email templates for fast response, as well as standard workflows for better productivity.

Service 52

Service Product Customers E-commerce 52

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. That, combined with our payment gateway, means that you can design proposals, quotes, contracts, and more from one place and send everything for signature via email or mobile app. Personal plans.

Price 59

Price X-functional CRM Follow-up 59

Sales Hacker

JULY 2, 2019

If your CRM doesn’t have this reporting functionality, you can export the data into an excel file and quickly get the average sales price from there. 2,000 x 10% = $200/lead. Contract Sent (90%). You should adjust the rates as your team becomes more productive and improves their conversion rate. Average Lead Value.

Price 100

Price X-functional Sales CRM 100

SaaStr

JANUARY 21, 2020

My velocity lane, PatientPop’s SMB SaaS, eight units a month, $13,500 contract. Calls, emails, connect rate, demos, performs, wins, average contract value. It helped bump customers into annual contracts and it helped people set great expectations so that customers didn’t churn. They came from medicine, right?

Quota 133

Quota Sales Territory Healthcare 133

Sales Hacker

APRIL 14, 2020

Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes ,all right in your CRM. Create custom contracts in a click, sign them digitally, and automatically pull data back into your opportunities. So companies going out, they bought this SaaS platform to help with X, Y, and Z.

Contract 85

Contract CRM Consult Cross-sell 85

Sales Hacker

JUNE 20, 2019

That tech served purposes like capturing leads directly from a website, automatically routing those leads to reps, increasing the volume of emails a human could send, enabling reps to make phone calls with a single click, and easily creating clean and crisp contracts for signature. Wanna know what else those products can do?

Quota 82

Quota X-functional Strategize Start-ups 82

Hubspot

DECEMBER 23, 2022

For more advanced functionality, HubSpot offers premium features in the Starter, Professional, and Enterprise versions of Sales Hub. Of this user base, many are high-income earners that are currently “in the market” to buy products. Prospect monitoring functionality. LinkedIn Sales Navigator. Image Source. What Users Say.

Prospecting 90

Prospecting X-functional Contact CRM 90

Hubspot

AUGUST 4, 2015

But not all couples are functioning like a belt and suspenders. 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. To us, this was an X-File—as far down the explanations list as any weird light in the sky being attributable to aliens.

X-functional 78

X-functional Sales Teamwork Follow-up 78

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 72

X-functional Technology Technology Sales 72

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 Referrals 52

SaaStr

FEBRUARY 25, 2020

And if your employees align around your purpose, your customers align around your purpose, you’re starting to do a lot more than just create a company and a product. Because it’s not so much focused around X, Y, Z NPS score. They got a verbal, they’re like, we’re going to get a contract this is a scrape.

Prospecting 96

Prospecting Customers Promote X-functional 96

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 65

X-functional Engineering Clients Start-ups 65

Hubspot

MAY 12, 2023

In the following two to three years, I’d like to build my internal communications and public relations skills so I can contribute further to the executive function.” Use phrases like, “I can’t do X, but what I can do is…” 17. Then reframe the question by sharing how you’re qualified to perform the job's functions.

X-functional 90

X-functional Pitch Follow-up Clients 90

PandaDoc

OCTOBER 13, 2022

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. Lead generation X ? Social media integration X ? Free version X ? Being at the top of the heap, Salesforce sets a comparatively high price for its product. Document storage ?

X-functional 52

X-functional Territory CRM Lead generation 52