SaaStr

JULY 20, 2024

Aligning and Scaling the GTM Engine One of the core functions when hiring talent is engineering, product, and design. The types of people you want to hire at $1M to $20M will be consistent with the early days in the sense that, often, people want to hire generalists across functions. Hiring is another consideration.

GTM 121

GTM X-functional Engineering Referrals 121

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

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 101

X-functional Quota Cross-sell Contract 101

Martech

JUNE 6, 2023

Customer data, AI, marketing automation and analytics are must-haves for any martech stack and several companies are now looking to sell them all at once. 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. And to be fair, it sometimes is a smart move.

X-functional 113

X-functional Cross-sell Contract Up-sell 113

Sales Hacker

JULY 21, 2021

Account-based selling and marketing is a strategy that creates hyper-focus and personalized resources for your ideal customers. 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.

X-functional 134

X-functional Sales Strategize Cold Call 134

Sales Hacker

AUGUST 3, 2020

We’ll also assume you sell a mid-market $50K ACV SaaS product. Also, commission is only paid if they sell and cash comes in, so you only need to budget the base salary as sunk cost in case of failure. If you sell $0, $255K is your max loss. Your final math is 2 x $110K + $50K for fractional manager + $40K in tools = $310K.

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

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 88

GTM Negotiate Profit margin Contract 88

Sales Hacker

JULY 10, 2020

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. This stage is all about understanding the feature functionality your buyer is looking for and how closely your solution aligns with it.

Legal 130

Legal X-functional Contract Presentation 130

Hubspot

AUGUST 17, 2021

In their book, it doesn’t matter what figure you set, the reps will sell what they can sell. I’ve had countless conversations with sales leaders who tell me that their reps just aren’t selling the "right type" of deals. Maybe, that means they’re selling one-year deals when the company wants two-year deals.

Commission 91

Commission Quota X-functional Finance 91

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. 3) Business-Case Target Setting (Recommended): The sales acquisition team that sells a CRM platform uses one SDR ($80k), one Jr.

SQL 110

SQL Commission Customers Non-Profits 110

Sales Hacker

MARCH 25, 2025

And it’s usually like a very detailed sort of Google doc, here’s the login for X. And so if you need 3000 people to perform a function today, maybe in the future, it’s a thousand or 500. You could build some of these pretty quickly with agents and come in and be like, okay, you’re using X, Y, Z company.

GTM 69

GTM X-functional Start-ups Relationship building 69

Search Engine Land

DECEMBER 28, 2023

Meanwhile, across the pond, Google is facing the possibility that it may be forced to sell part of its ad business after being charged with violating the European Union’s antitrust laws. In another blow for Google, an Adalytics study accused it of mis-selling video ads to marketers for the last three years.

X-functional 116

X-functional Retail Launch Non-Profits 116

InsightSquared

JANUARY 12, 2018

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. Be sure to ask enough questions during the demo and evaluation phase about how X functionality would handle Y workflow.

Transportation 75

Transportation X-functional Sales Consult 75

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

Sales Hacker

APRIL 14, 2020

Reps working from home need to be willing to converse without selling. 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.

Contract 85

Contract CRM Consult Cross-sell 85

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. To me, that’s what the cadence says. I learned this operating myself.

Finance 119

Finance X-functional Launch Objectives and Key Results 119

SaaStr

APRIL 30, 2022

This is products that sell themselves. This is products that kind of sell themselves on channels such as website, email, free trials. Just to say a little bit more about this, if you look at the sales functions are structured. It depends on the length of the contract, if there’s a contract.

Price 98

Price Launch X-functional Contract 98

SaaStr

JANUARY 21, 2020

My velocity lane, PatientPop’s SMB SaaS, eight units a month, $13,500 contract. I used to think that I could go into healthcare and pull a med device rep who was selling million dollar towers on a six-month sales cycle. Calls, emails, connect rate, demos, performs, wins, average contract value. Top performers love it.

Quota 133

Quota Sales Territory Healthcare 133

InsightSquared

JANUARY 12, 2018

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. Be sure to ask enough questions during the demo and evaluation phase about how X functionality would handle Y workflow.

Transportation 54

Transportation X-functional Contract Sales 54

Sales Hacker

OCTOBER 19, 2018

Why pay for two very effective sales intelligence tools, when you can consolidate your already complicated tech stack into one, and spare yourself the wrath of having to ask your finance team to sign two contracts? For example, perhaps I sell advertising technology that’s highly complementary to other technologies in the space.

X-functional 72

X-functional Technology Technology Sales 72

Sales Hacker

JUNE 20, 2019

If you sell it, you should know it, right? Well, in a previous life, I spent six years selling to, and thereby studying, Sales Operations. Think about it… You’re bcc’ing your emails, CTA making your dials, and tracking opens on every email, contract, and piece of content your team sends out. Data capture.

Quota 82

Quota X-functional Strategize Start-ups 82

InsightSquared

JANUARY 12, 2018

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. Be sure to ask enough questions during the demo and evaluation phase about how X functionality would handle Y workflow.

Transportation 54

Transportation X-functional Sales Consult 54

Hubspot

DECEMBER 23, 2022

For more advanced functionality, HubSpot offers premium features in the Starter, Professional, and Enterprise versions of Sales Hub. This enterprise solution enables “co-selling, co-marketing, and lead-sharing” among business partners. Prospect monitoring functionality. PartnerTap. Image Source. Artificial Intelligence (AI).

Prospecting 90

Prospecting X-functional Contact CRM 90

The 5% Institute

AUGUST 7, 2023

Such relationships not only lead to client loyalty but also open doors for potential upselling and cross-selling opportunities. The Art of Negotiation Negotiation skills are indispensable when managing contracts, pricing, and terms. The post 10 x Essential Account Manager Skills For Success appeared first on The 5% Institute.

Account management 52

Account management Negotiate X-functional Cross-sell 52

PandaDoc

FEBRUARY 27, 2023

If they agree, the deal is finalized by the signing of a contract. That is, “Sure, we can give you a discount but we need you to sign the contract today.” Your capstone question will be something like “Does this contract (or product) suit your needs and meet your satisfaction?” Do you need this functionality or that?

Closing 52

Closing Contract Technique Referrals 52

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 96

Prospecting Customers Promote X-functional 96

PandaDoc

OCTOBER 13, 2022

Lead generation X ? Social media integration X ? Free version X ? Lead generation X ? Social media integration X ? Free version X X 24/7 customer service ? Lead generation X ? X Mobile access ? ? Social media integration X ? Free version X ? Lead generation X ?

X-functional 52

X-functional Territory CRM Lead generation 52

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. What does that mean?

X-functional 65

X-functional Engineering Clients Start-ups 65

Sales Hacker

DECEMBER 1, 2020

If you missed episode 137, check it out here: Team Selling: A Comeback Story for 2021 with Trish Bertuzzi. He talks about the journey of a marketer leading the entire revenue function on the path to CEO. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher. Show Agenda and Timestamps. Show Introduction [00:01].

Growth 81

Growth Contract Pipeline B2B 81

Lead Fuze

DECEMBER 1, 2021

The company offered me $X,000. If you use a CRM like Hubspot or Salesforce, email functionality may already be built in. If you’re still spending time trying to find a meeting time with prospects, then you are wasting valuable selling time. Before using another product, make sure it has the functionality you need.

Appointment 52

Appointment X-functional Sales CRM 52

SaaStr

AUGUST 7, 2020

” They will be able to point to measurable value X amount saved, or X user adoption, or X spend categories and a management, or X improvement in operational efficiency, whatever that may be. You can see it right behind you going across the bridge but can you see 10 X? It’s pretty crazy, isn’t it?

Price 87

Price Retail X-functional Healthcare 87

PandaDoc

MAY 8, 2023

Note: If you’re using Zendesk Sell, be sure to check out the PandaDoc x Zendesk Sell integration for even faster document creation. Check out this incredible story of a Confluence x PandaDoc API integration to see how two platforms working together can create an amazing experience.) Ease of use: 7.9/10 Don’t believe us?

Service 52

Service Product Customers E-commerce 52

SaaStr

APRIL 23, 2019

Because if you’re launching a consumer company, or even B2B size product, you can pretty much sell, or have a product ready in those three to six months, and even have 10 customers. Building the basic functionality. And I think we did two X what we thought we were going to do. It was just literally us selling them.

Launch 87

Launch Pitch Niche Negotiate 87

SaaStr

MARCH 17, 2020

I remember in my first week or two at Talkdesk I had one of the sales leaders come up to me and say, “Hey, we’re going to need a reference for this customer that we’re trying to close to help us help sell the deal.” So much of what Talkdesk sells on is innovation and trust. What am I going to give?

Clients 76

Clients Service Customers Start-ups 76

PandaDoc

APRIL 12, 2022

Example: 40 positive responses / 60 total responses X 100 = 67%). Software with high functionality, speed, and simplicity can be more readily adapted into a customer’s business model and can even boost their total revenue. 08 x 100 = 8%. Contraction / Downgrade. Making it actionable. Average Revenue Per User (ARPU).

Customers 52

Customers X-functional Promote Price 52

Sales Hacker

JANUARY 7, 2025

One of my questions right away was just, you made this transition, at least at Aircall, from APAC and running that to now overseeing you know global what are some of the differences between selling in apac and selling in in north america hmm. Fred Viet: It’s a big difference. Fred Viet: That’s good. Scott Barker: Awesome.

GTM 116

GTM Sell Customers Cold Call 116