SaaStr

APRIL 30, 2021

Our own tiny little team and organization has grown, and we have to start putting the infrastructure in place for a $20m+ business. And it’s been a vivid reminder of what I hate so much about buying software: Vendors selling you software you never use or deploy. It’s time to start letting them buy the way they want to buy.

Contract 116

Contract Price Closing Gaming 116

Tibor Shanto

SEPTEMBER 21, 2021

They not only do things differently and better, but start with a different vision, view if you will. Assuming we can make them become Aware, they will start the Consideration of how to address their new awareness? At this point they may consider contracting a duct cleaner, or go ductless, (geese only).

Cross-sell 287

Cross-sell Territory Contract Start-ups 287

Hubspot

SEPTEMBER 12, 2024

Car buyers 30 years ago might have shown up at the dealership wanting a truck, a sedan, or something as vague as a “good family car,” and the salesperson’s job was to help steer them in the right direction based on their needs. We’ll dig into the findings and see what we can learn from the study, but let’s start with some definitions.

B2B 81

B2B B2C Tradeshows Contract 81

SaaStr

FEBRUARY 7, 2025

Competition is Way, Way Up. Did you step up? With AI Agents that do work for people, from coding to reviewing contracts, these are brand new dollars in software spend that didnt exist before. The Ones That Cant Keep Up Are Being Left Behind The pace of innovation has accelerated. Start moving faster.

Legal 94

Legal Contract B2B Growth 94

Hubspot

AUGUST 26, 2024

I remember it like it was yesterday — I was just starting out in SaaS sales, and I had identified a promising account I wanted to target. I identified a key stakeholder with purchasing authority, reached out with a simple yet elegant email pitch, and they responded asking me for a contract they could sign right away.

Follow-up 85

Follow-up Contract Sales Technology 85

Sales Pop!

JULY 14, 2021

A lot of small business owners start with little knowledge of business, and that’s a big handicap. As a result, they often end up making costly mistakes. If you don’t want to become another statistic, here are some of the mistakes you should avoid when first getting started. Profits do not tell the whole picture.

Profit margin 246

Profit margin Finance Negotiate Contract 246

Iannarino

MARCH 2, 2023

But by rushing the deal to get to the pain points, you break B2B selling and buying. Your Buyer's Lack of Experience Because you sell your company's offerings every day, you have the experience that your B2B buyer is missing. We describe this idea as being One-Up , meaning you have greater knowledge and experience than your buyers.

B2B 286

B2B Contact Clients Entertainment 286

Search Engine Land

JULY 22, 2024

On top of that: Hanukkah starts on Christmas, and Kwanzaa is on the day after. Media will matter and markups haven’t started because many people haven’t realized it’s a short year yet, so you can get solid deals by reserving space now. With fewer days until free shipping and time to publish, now is the time to line up the lists.

Niche 98

Niche Retail Promote Follow-up 98

Iannarino

JULY 19, 2021

Starting with your company is designed to do two things: prove that your client can trust the company, and provide you (the salesperson) with some level of credibility. Starting with the conversations that explain your client’s world helps them understand the forces behind many of their current (or near-future) problems.

Conversion 334

Conversion Clients Sales Presentation 334

SaaStr

NOVEMBER 27, 2024

You’re going up against companies like Gusto who already handle payroll extremely well. How to Make Onboarding Work for SMBs While in some cases, selling to SMBs is easier than Enterprise in many ways, one way in which it’s fundamentally harder is onboarding. The expansion can only come from selling SMBs new products.

Appointment 104

Appointment Contract Commission Niche 104

Iannarino

JUNE 17, 2021

One of the most significant changes in the way that we sell involves who we choose to engage in the sales conversation. Part 2 | The Starting Question. At one time, as a salesperson, you would be told to find “the decision-maker,” the single individual who could sign a contract. Part 3 | Information. Do Good Work.

Contract 213

Contract Sales Clients Government 213

SaaStr

DECEMBER 30, 2021

I didn’t expect to sell to a CIO myself in the early days, either. But we ended up selling to several in Year 1. And all three CIOs talked about very early stage start-ups they took risks on, using their SaaS products very early, in some cases serving as the very first customer for some SaaS vendors.

Contract 105

Contract X-functional Sell Cold Call 105

Veloxy

JUNE 21, 2021

If you sell telecommunications, your cold calls could and should be different than a salesperson selling software. If you sell IT services, your cold calls could and should be different than a financial services consultant. You can use these scripts, tips, and tricks to up your cold call game. Prospect: Yes!

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

SaaStr

OCTOBER 23, 2024

Jason starts with the meta-question we’ve been asking a lot of SaaS leaders lately ( Klaviyo , ZoomInfo ) — ‘are we in a downturn?’ Selling to Multiple Stakeholders If you sell into the Enterprise, you understand there are different stakeholders. “It does start at the top,” René explained.

Customers 124

Customers Networking UX Engineering 124

Iannarino

JULY 15, 2021

How you sell—not what you sell or who you work for—is your most important competitive advantage. The more unfair advantages you can stack up, the greater the odds that your prospective client will decide to buy from you. To win a deal , you are going to need someone who can sign a contract. Greater Mindshare.

Gaming 300

Gaming Clients Contract Up-sell 300

Salesforce

AUGUST 15, 2024

Let’s say you start your workday by checking your email and going over your sales stats. By automating routine tasks such as invoicing, inventory management, and email marketing, businesses can reduce their teams’ time and effort, freeing up their days for more important tasks like strategy and selling.

Product 89

Product E-commerce CRM A/B testing 89

Sales Pop!

FEBRUARY 15, 2022

In consulting with organizations selling into the enterprise space, I’ve often encountered start-up organizations that lack healthy lists of current accounts. You start by breaking each opportunity’s key issues into three categories – Client Issues, Selling Team Issues and Contract Issues.

Contract 244

Contract Up-sell Represent Clients 244

SaaStr

AUGUST 15, 2023

How are CEO contracts typically structured? I’ll answer this from a start-up perspective, and assume you mean bringing in an outside CEO to run your start-up. Most “outside” CEOs, that are brought in to run a start-up, will be looking for 6-8% equity in the company.

Contract 98

Contract Start-ups Up-sell Sell 98

Sales Pop!

AUGUST 24, 2021

Now, the sun is shining again and we’ve resumed normal selling activities, as best we can. In selling, it’s all about questions. Starting with account base, what about your verticals? Can you sell and deliver remotely? While you may long to return to in-person selling, research shows your buyers feel differently.

Transportation 236

Transportation Real Estate Healthcare Government 236

Sales Pop!

NOVEMBER 18, 2022

As the selling year draws to a close, we’re captivated by Q4 activities focused on closing the year strong in terms of winning business and, hopefully, also delivering as much value as possible to our clients. In selling, it’s all about questions. Starting with account base, what about your verticals? Market Patterns.

Real Estate 238

Real Estate Healthcare Objectives and Key Results Government 238

SaaStr

APRIL 14, 2025

Start Small, Then Expand. At Least, If There is a Clear Path to Expand : Big-ticket deals often start as smaller departmental deals. For example, a $25k pilot can grow into a $1M+ enterprise-wide contract over time. While Zoom works for smaller deals, in-person meetings build trust and help you close larger contracts faster.

Closing 66

Closing Contract Pitch Finance 66

Sales Pop!

OCTOBER 18, 2021

By the way, the average selling company uses about 10 tools (and still wants more). In case you think that after creating such a setup, your salespeople will immediately start using it, you’re wrong. Once you deal with all the seven points above, you can start building a sales setup that will function within the complete system.

Prospecting 239

Prospecting Price CRM Lead generation 239

Veloxy

JUNE 23, 2021

They all start out on a high note, bubbling with excitement as they proceed through the onboarding and ramp process. But after a while, they start feeling overwhelmed and begin falling behind on their sales motions. Why Start with Inside Sales? What Positions Make Up an Inside Sales Team? Why Start with Inside Sales? .

Inside sales 232

Inside sales CRM Sales Pipeline 232

Veloxy

NOVEMBER 15, 2022

Account based selling is a B2B concept that has gained a lot of interest in recent times, but implementing it can feel rather daunting. Studies show that at least 94% of B2B teams have adopted account based selling in a bid to deliver improved buying experiences that lead to increased conversions and loyalty. It doesn’t have to.

Sell 246

Sell Objectives and Key Results SQL B2B 246

ClickFunnels

OCTOBER 12, 2021

And that starts with generating more and better leads. In fact, if you are starting out, that’s what we would recommend, even if you can afford to outsource it. And that’s okay when you are just starting out because you need to test a bunch of stuff to see what works and what doesn’t. Want to make more money?

Lead generation 244

Lead generation Contact Contract Price 244

PandaDoc

MAY 2, 2025

Sometimes, all it takes is rethinking how you present, package, and position what youre already selling. Start with tiered and volume-based pricing that encourages bigger buys Tiered and volume-based pricing models work because they align your customers financial interests with your revenue goals. And the data backs it up.

Price 52

Price Drivers/motivators Legal Strategize 52

ClickFunnels

AUGUST 2, 2021

Once leads stop coming in, sales drop off the cliff and revenue dries up. When you are just starting out as an entrepreneur, you have to juggle a bunch of tasks, including product development, marketing, sales, and more. We believe that the most effective way to sell online is a sales funnel model called the Value Ladder.

Lead generation 264

Lead generation Territory Contact Start-ups 264

Hubspot

JULY 10, 2024

Not to mention how much tap-to-pay transactions have sped up my coffee runs. These processors make it easy for businesses of all sizes to accept payments from customers globally and in person, making them a critical component for anyone who sells goods or services. Table of Contents: What is Payment Processing?

Process 74

Process Retail Appointment Price 74

ClickFunnels

SEPTEMBER 27, 2021

Let’s start by defining the key term of this article: A lead is a potential customer who has given you their contact details (typically either their name and email address or just their email address). Pick the issue that comes up most often and provide a free solution to it in a format that makes the most sense. What is a Lead?

Referrals 237

Referrals Legal Lead generation Non-Profits 237

SaaStr

AUGUST 9, 2020

A ways back, Forbes was kind enough to pick up a thread I did on Quora about my 5 favorite good days, and 5 most visceral bad days, in the early days, of getting from $0 to $10m in ARR. There’s a start-up saying that The Highs Are Higher in start-ups, and the Lows are Lower, than anything else you will do.

Contract 142

Contract Up-sell Start-ups Trust 142

Salesforce

OCTOBER 22, 2024

Let’s start with what MEDDIC means. A lead’s criteria may not neatly line up with what you consider the product’s main selling point. A good champion can help facilitate faster deals, bigger contract sizes, and easier account management. Sign up now Thanks, you’re subscribed!

E-commerce 87

E-commerce Territory Pitch Sales 87

Veloxy

DECEMBER 28, 2023

However, if you’re considering a transition to outside sales or simply want to elevate your field selling game, you’re in the right place. and embark on this journey to master the art of field selling together! Grab a warm coffee or tea and let’s get started!

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

SaaStr

APRIL 8, 2020

In the last year we’ve been leveling up a lot of our systems at SaaStr, and as part of that, moving from a lot of self-service and simple products to more robust ones. And one thing I’ve been shocked about is how few sales processes have kept up. Now, it’s time to overhaul how we sell it as well. Such is the way as you grow.

Product 145

Product Contract Construction Negotiate 145

Veloxy

AUGUST 17, 2022

Price: $49/month for Salesforce users, corporate plans available Automations: Non-selling activities, lead prioritization, lead capture Veloxy has several features to help you automate Salesforce, no matter how long you’ve been using the CRM platform. Visit Veloxy’s Salesforce AppExchange store to start your free trial today.

Appointment 147

Appointment Territory Cross-sell Contract 147

Sales Hacker

JANUARY 22, 2021

Have you ever presented something to help level up your team and just saw blank stares looking back? Start your training or enablement with a story. It’s why so many memorable speeches and Ted Talks start with a story. Start with real facts and figures (bonus points if they are from your team). Start with a quiz.

Contract 135

Contract Cold Call Technique Sales 135

SaaStr

FEBRUARY 1, 2022

60% of Expensify’s Customers started off in the Free edition, even at IPO. Sprout Social doesn’t only sell a low-end edition. It sells to customers S, M, and Larger. A reminder that sometimes as you go upmarket, the SMBs can still keep up the pace. And they don’t push annual contracts.

Contract 145

Contract Cross-sell Price Up-sell 145

PandaDoc

MARCH 27, 2025

If youre looking to increase revenue without acquiring new customers, cross-selling is one of the best ways you can do that. Effective cross-selling helps customers find new products they genuinely need, so theyll leave more satisfied with your business and remain more loyal, too. What is cross-selling in sales? Lets dive in.

Cross-sell 52

Cross-sell Sell Customers Legal 52