Salesforce

NOVEMBER 20, 2023

As celebrated entrepreneur Siva Devaki noted, “Sales is not about selling, but about building trust and educating.” Speed up your sales Wait, what is a sales call? A sales call is a conversation between a salesperson and a prospect about the purchase of a product or service. What you’ll learn: What is a sales call?

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

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

SaaStr

MARCH 17, 2020

Learn from Talkdesk SVP of Client Services how to build a Customer Reference Program. Gillian Heltai | SVP, Client Services @ Talkdesk. I’m the senior vice president of client services at Talkdesk. So much of what Talkdesk sells on is innovation and trust. Want to see more content like this? FULL TRANSCRIPT BELOW.

Clients 57

Clients Service Customers Start-ups 57

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

Lead Fuze

DECEMBER 1, 2021

A company in the Financial Services or Banking industry. 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. Be careful about how you set up your CRM. Who have more than 10 employees.

Appointment 52

Appointment X-functional Sales CRM 52

SaaStr

JULY 2, 2020

How does Kurt feel about services revenue? Kurt Muehmel: And so I’d gone through, I’d done my stint in consulting, ended up at a big four consultancy, felt that I needed to get away from that for many of the reasons that people get away from that, just the work life balance and so on. Where do so many go wrong?

Customers 114

Customers Contract Price Education 114

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

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. You can set up automated notifications to alert your team when high-priority prospects engage on your site. Prospect monitoring functionality. Automations. What Users Say.

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

Gillian Heltai | SVP of Client Services @ Talkdesk. I’m the Senior Vice-President of Client Services at Talkdesk, and I’m really excited to be here today; also, a little nervous. That really helps to reduce purchase friction and allow the CSM to grow the account without working on contracts. First up, hiring well.

X-functional 56

X-functional Engineering Clients Start-ups 56

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 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? And the first one as you said, Harry, is around annual contracts.

Contract 46

Contract Price Commission Conversion 46

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

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

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

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? How does Vikas think about professional services?

Finance 54

Finance X-functional CRM Engineering 54

SaaStr

OCTOBER 30, 2020

Often we hear that SaaS founders have to be the ones onboarding, selling the first customers and asked me to kind of boutique almost kind of handheld process. Harry Stebbings: Totally get you in terms of kind of resourcing up. How do you think about services revenue today driving Outgrow? Harry Stebbings: No, totally.

A/B testing 79

A/B testing X-functional Launch Start-ups 79

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 a lot of services. There’s heavy services, at least 30 to 45% versus best-in-class that want to be less than 10%.”

Price 59

Price Retail X-functional Healthcare 59

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. Then using that as a way to build up trust and transparency in a sales cycle and coordinate a handoff. We’re on iTunes.

Growth 63

Growth Contract Pipeline B2B 63

SaaStr

NOVEMBER 2, 2019

What does Krish mean when he says, “In SaaS, you either sell to one of 2 customer profiles”? 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. How does Krish think about purely serving the SMB market?

GTM 52

GTM Price Up-sell Product 52

SaaStr

JANUARY 10, 2020

Prior to Crossbeam, Bob founded Stitched, a powerful ETL service built for developers that was acquired by Talend in 2018. Prior to Crossbeam Bob founded Stitched, a powerful ETL service built for developers that was acquired by 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

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. These companies resell the solution and bundle services around the solution to add value to the customer.

GTM 74

GTM Negotiate Profit margin Contract 74

Salesforce

OCTOBER 26, 2021

But in the wake of COVID-19, digital adoption soared, pushing widespread remote buying and selling. To ensure predictable growth that offered customers digital-first, low-cost entry to products and services, businesses rolled out subscriptions. sign up now. At the same time, economic strains demanded new revenue streams.

X-functional 98

X-functional Sales Growth Contract 98

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. Before that Dave was SVP/GM of Service Cloud @ Salesforce where he led the $500m line of business for customer service applications.

Strategize 58

Strategize Quota Non-Profits Price 58

PandaDoc

FEBRUARY 27, 2023

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. That process of negotiating with a prospect is one PandaDoc can help you streamline and speed up. Why are closing questions important?

Closing 52

Closing Contract Technique Objectives and Key Results 52

SaaStr

FEBRUARY 21, 2020

David Skok: So I graduated with a computer science degree in the early days of that craft and few months after leaving college, I found a problem and I wrote some code to solve it and accidentally without even thinking what I was doing, I ended up creating a startup. What’s the playbook?” Harry Stebbings: I would love you to.

Non-Profits 78

Non-Profits Up-sell Start-ups Product 78

SaaStr

APRIL 23, 2019

How they came up with the idea of Brex, and product market fit. Anu : So, you mentioned that you came up with this whole idea during those three months. Anu: Can you talk a little bit … You came up with that idea during those three days, but by demo day, did you have any customer? Building the basic functionality.

Launch 63

Launch Pitch Niche Negotiate 63

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

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? And the first one as you said, Harry, is around annual contracts.

Contract 10

Contract Price Commission Conversion 10

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. 2) Bottom-Up Target Setting: You take “till date” numbers and use 80% of the best month ever as your guideline. Set Targets.

SQL 102

SQL Commission Customers Non-Profits 102

SaaStr

AUGUST 19, 2020

Portag3 Ventures Partner Chris O’Neill discusses leadership and teamwork lessons he’s picked up in his career through a hobby and a metaphor of sailing. I grew up in a really small town in Canada on the shores of Lake Huron and in that community, sailing was a really big part of the community and the way of life.

E-commerce 101

E-commerce Price Start-ups Growth 101

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 70

Contract CRM Consult Cross-sell 70

PandaDoc

MARCH 7, 2023

Salespeople quickly adapt to consumer needs and switch up tactics whenever necessary. Sales workflows provide flexible and adaptable roadmaps that can be continually improved to keep up with evolving consumer needs and preferences. This visual aid gives every member of your sales team a big-picture view of the entire selling process.

Process 52

Process Objectives and Key Results Pitch Legal 52

PandaDoc

APRIL 12, 2022

Follow up with respondents. CSAT is typically used to measure how satisfied a customer is with a product, service, or interaction. 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%.

Customers 52

Customers X-functional Promote Price 52

Hubspot

FEBRUARY 11, 2019

Here are some creative techniques for thinking of a product or service. 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?" Look online.

Minimum Viable Product 101

Minimum Viable Product Legal X-functional Networking 101

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

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. Zendesk ) 78% of customers will forgive a company for a mistake if they receive excellent service.

Service 52

Service Product Customers E-commerce 52