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 95

Prospecting X-functional Contract Cross-sell 95

Sales Hacker

APRIL 10, 2018

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. Distribution of B2B deals as a function of price (a product of discount and list price).

Go To Market 73

Go To Market GTM X-functional Territory 73

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 100

X-functional Clients Growth Start-ups 100

PandaDoc

OCTOBER 13, 2022

Lead generation X ? Social media integration X ? Free version X ? 24/7 customer service ? ?. 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 trial ? ?

X-functional 52

X-functional Territory CRM Lead generation 52

Hubspot

OCTOBER 16, 2017

That is to say, if you want your salespeople to do X, reward them financially for doing X. Increase average contract length. Selling function (hunting or farming). For example, you might pay $30,000 base and $15,000 for selling X amount per year. This target can be based on revenue (X dollars) or volume (X units).

Commission 91

Commission Quota X-functional Non-Profits 91

Salesforce

NOVEMBER 20, 2023

A sales call is a conversation between a salesperson and a prospect about the purchase of a product or service. Send an advance copy of the contract or a prepared quote so all decision-makers can review sales details before the call. The contract period is pretty long. Speed up your sales Wait, what is a sales call?

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

Lead Fuze

DECEMBER 1, 2021

A company in the Financial Services or Banking industry. The company offered me $X,000. 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. When I send a proposal, I also include the contract.

Appointment 52

Appointment X-functional Sales CRM 52

Hubspot

DECEMBER 23, 2022

For more advanced functionality, HubSpot offers premium features in the Starter, Professional, and Enterprise versions of Sales Hub. The platform is easy to use and has an incredibly good customer service team to accompany it. Prospect monitoring functionality. Pricing: A limited version is free as part of Hubspot’s Sales Hub.

Prospecting 77

Prospecting X-functional CRM Contact 77

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.” How to answer : Walk your hiring manager through the steps you would take to calm this person down and take a message or divert them to another department, like customer service.

X-functional 77

X-functional Pitch Follow-up Clients 77

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. FULL TRANSCRIPT BELOW.

X-functional 53

X-functional Engineering Clients Start-ups 53

SaaStr

MARCH 10, 2020

Our service model is fairly unique. We are not as fortunate as some of the folks in this room that if we sign a contract, regardless of how our customer feels about what they’ve bought, they’re going to continue paying. There’s generally no contract in place. Would you like to talk to one of our reps about X?”

Government 76

Government Up-sell Contract X-functional 76

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 71

X-functional Teamwork Sales Follow-up 71

SaaStr

AUGUST 7, 2020

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%.” It’s hard not to walk downtown through [inaudible 00:01:05] it to see what’s happening in healthcare all over the place, in financial services. Matt Garratt: Thank you.

Price 58

Price Retail X-functional Healthcare 58

SaaStr

AUGUST 9, 2019

How does Vikas think about professional services? What is a good margin for professional services? What ratio of revenue is healthy for professional services to account for? So that in itself generates a complexity because as you have to remember, it truly is software as a service. When are they good? Missed the session?

Finance 51

Finance X-functional CRM Engineering 51

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

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

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. Why do you think that I’m wrong?

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. These companies resell the solution and bundle services around the solution to add value to the customer. Licensing OEM software. OEM deal structure.

GTM 74

GTM Negotiate Profit margin Contract 74

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. Many times your customers maybe choosing your service because of some sort of pain that they had in the past.

Clients 56

Clients Service Customers Start-ups 56

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. Maybe they need to hire your consultative services for an event or some other time-sensitive reason. Why are closing questions important?

Closing 52

Closing Contract Technique Objectives and Key Results 52

PandaDoc

APRIL 24, 2020

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

SaaStr

NOVEMBER 2, 2019

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 do you think about services revenue streams today in SaaS, especially when scaling into enterprise? What are the biggest challenges in making this transition?

GTM 49

GTM Price Up-sell Product 49

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Average contract value (ACV). Ramp-up = amount of time spent in training + average sales cycle length + X. X is based on the salesperson’s experience: The more they have, the smaller this number is.

X-functional 95

X-functional Quota Cross-sell Contract 95

SaaStr

APRIL 30, 2022

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. We look at annual churn, given the nature of those businesses that have annual or multi annual contracts with much bigger price items and tickets.

Price 92

Price Launch X-functional Contract 92

SaaStr

NOVEMBER 21, 2020

Rob Gonzalez: Operationally, I look at, in particular, my experience at Endeca, but also another startup that sold to pharmaceutical companies and other life sciences businesses and financial services companies called Cambridge Semantics. And there’s a lot of benefit to running a software as a service, in general.

E-commerce 98

E-commerce Manufacturing X-functional Retail 98

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 103

SQL Commission Customers Non-Profits 103

SaaStr

JUNE 14, 2019

Before that Dave was SVP/GM of Service Cloud @ Salesforce where he led the $500m line of business for customer service applications. Before that Dave was SVP and GM of Service Cloud at Salesforce where he led the 500 million dollar line of business for customer service applications. Why are we all getting the same advice?”

Strategize 54

Strategize Quota Non-Profits Price 54

SaaStr

APRIL 23, 2019

Building the basic functionality. One of the things that fintech startups often have to do, is they need to have contracts in place with not just the banks, but quite a few of the partners to really build a full stack solution. And I think we did two X what we thought we were going to do. We go in a lot of directions.

Launch 59

Launch Pitch Niche Negotiate 59

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 45

Contract Price Commission Conversion 45

SaaStr

AUGUST 15, 2020

We’ve got a lot of training to do with our sales teams to get them to start to speak in these types of terms versus feature function. That doesn’t mean to say, you’re going to do away with the functions. We’ve got everything from self-service all the way up to the enterprise. I mean, what do they do?

Retail 75

Retail Start-ups Drivers/motivators Up-sell 75

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 70

Contract CRM Consult Cross-sell 70

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

PandaDoc

APRIL 12, 2022

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%. Making it actionable.

Customers 52

Customers X-functional Promote Price 52

SaaStr

MAY 14, 2023

Algolia went from zero to seven figures in revenue in 12 months, and the launch of their search as a service product, and grew pricing from $19 a month to $100,000, which sounds amazing. web services. That’s why for us, it’s so important to build that function of the company in the Bay Area. Nick : Pretty good?

Price 90

Price Start-ups Up-sell X-functional 90

SaaStr

FEBRUARY 25, 2020

Because it’s not so much focused around X, Y, Z NPS score. If you sat and you said, “Okay, we sign a customer, we process their contract, we have to get them provisioned. There are services that need to happen. They got a verbal, they’re like, we’re going to get a contract this is a scrape.

Prospecting 85

Prospecting Customers Promote X-functional 85

Hubspot

FEBRUARY 11, 2019

Here are some creative techniques for thinking of a product or service. Since you have experience in sales development and account management at early-stage sales companies, you might decide to offer this service to tech startups. An MVP is the simplest, most basic version of your tool or service possible. Find a co-founder.

Minimum Viable Product 101

Minimum Viable Product Legal X-functional Networking 101

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