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 121

Retail X-functional Launch Non-Profits 121

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 131

Finance Contract X-functional Start-ups 131

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 104

X-functional Clients Growth Start-ups 104

Hubspot

APRIL 2, 2018

Do you have any questions about the contract?". We’d already agreed on X price. If we can come down to X price, would you sign today?”. How's your experience with our product/service been so far?". You might be interested in our newest Feature X. ". Contract questions. Things to Say On the Phone. “I

Prospecting 96

Prospecting X-functional Contract Cross-sell 96

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

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

Salesforce

NOVEMBER 20, 2023

A sales call is a conversation between a salesperson and a prospect about the purchase of a product or service. This avoids any surprises during the call itself, as you’ve already established alignment with product solutions and set expectations of what’s to come. Use this as a reference during the sales call.

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

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 125

X-functional Sales Strategize Cold Call 125

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

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 92

Commission Quota X-functional Non-Profits 92

Anthony Cole Training

OCTOBER 13, 2014

Towards the end of my career, I contracted with a sales trainer, Tom. Or, if you want to leverage our compensation model, you need to exceed this year’s goal by x.” I have inquired about incentives and changes in overall production of a sales team. Did I see more people? I failed in the life insurance business.

X-functional 204

X-functional Drivers/motivators Sales Negotiate 204

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

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 91

Pipeline X-functional Commission Clients 91

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 115

Legal X-functional Contract Presentation 115

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 78

Prospecting X-functional CRM Contact 78

Lead Fuze

DECEMBER 1, 2021

The company offered me $X,000. LinkedIn is the best platform for B2B products, but you need to have some activity on other platforms too. If you use a CRM like Hubspot or Salesforce, email functionality may already be built in. Before using another product, make sure it has the functionality you need. Contact made.

Appointment 52

Appointment X-functional Sales CRM 52

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 78

X-functional Pitch Follow-up Clients 78

PandaDoc

APRIL 12, 2022

In many cases, all aspects of the business — from product expansion to feature development — revolve around customer metrics and feedback. Customer insights can help you improve your product and get a better understanding of what features are most important to users. Example: 40 positive responses / 60 total responses X 100 = 67%).

Customers 52

Customers X-functional Promote Price 52

PandaDoc

MARCH 7, 2023

This means gathering any information relevant to the sale, including: Client history and reputation within their markets and industry Potential client objections and concerns The most pertinent information on your products or services for this client Past leads and sales notes to garner the best tactics and information to use.

Process 52

Process Objectives and Key Results Pitch Legal 52

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

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

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 56

X-functional Engineering Clients Start-ups 56

SaaStr

MARCH 10, 2020

At any rate, we’re on track to have a productive year after 442 million in sales last year, all on the back of doing one thing, we provide an incredible customer experience. There’s generally no contract in place. Obviously, all of you have found a product market fit, it sounds like. We are not a software business.

Government 81

Government Up-sell Contract X-functional 81

Sales Hacker

DECEMBER 1, 2020

He talks about the journey of a marketer leading the entire revenue function on the path to CEO. Because what we found is that one of the low points of any customer experiences, the moment after the contract is signed, all the good will and momentum that you create in the sales cycle is lost. As everyone suddenly forgets your name.

Growth 63

Growth Contract Pipeline B2B 63

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 72

X-functional Teamwork Sales Follow-up 72

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 107

Contract X-functional Objectives and Key Results Legal 107

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? Matt Garratt: Let’s move on to the initial product.

Price 59

Price Retail X-functional Healthcare 59

SaaStr

MARCH 26, 2024

95% of the folks I talk to don’t understand the product themselves,” Jason says. We don’t need mediocre CSMs making $100k a year who don’t know the product or take forever to get back to you. As a founder, you need to be more involved in functional areas like sales support and success. Trust is a big deal with customer support.

Price 93

Price X-functional Growth B2B 93

SaaStr

JANUARY 10, 2020

Or hey, we’re having all these arguments internally about whether we should take the product down this road or that one. Let’s hire an amazing VP of product who’s going to answer this question for us and kind of have the frameworks to do it. Really it’s more like product market fit solves all problems.

X-functional 52

X-functional Start-ups Drivers/motivators Go To Market 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. 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 Negotiate Profit margin Contract 74

SaaStr

NOVEMBER 2, 2019

Does one have to expand the product line to retain customers? How should this data feedback into your product roadmap and pipeline? * 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

Salesforce

OCTOBER 26, 2021

To ensure predictable growth that offered customers digital-first, low-cost entry to products and services, businesses rolled out subscriptions. Using this model, companies charge customers for access to features of a product or levels of service for a set period of time, typically monthly or yearly. X 100 = 10% customer churn rate.

X-functional 98

X-functional Sales Growth Contract 98

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 91

Price Launch X-functional Contract 91

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 101

Go To Market GTM X-functional Objectives and Key Results 101

SaaStr

AUGUST 9, 2019

The second is many of these companies have grown significantly and their product portfolios have grown as they’ve had to obviously acquire more revenue out of their existing customer base, as they have acquired other technologies. It’s actually with company x, y, z that’s doing the services work.”

Finance 54

Finance X-functional CRM Engineering 54

SaaStr

APRIL 23, 2019

How they came up with the idea of Brex, and product market fit. One of the things that I feel like fintech companies really struggle with is what is product market fit? Did you have a product? How do you really … because it takes a long time in fintech for product market fit. Building the basic functionality.

Launch 62

Launch Pitch Niche Negotiate 62

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 96

X-functional Quota Cross-sell Contract 96