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 Contract 75

Sales Hacker

JULY 10, 2020

Find out who can spend money, who has budget, who can CREATE budget, and who can sign the contract? They are often very busy, but if you understand the challenges they have, clearly state the problem you solve, build trust , demonstrate the ROI, and help them get there, you will get their attention! Decision criteria. Identify pain.

Legal 115

Legal X-functional Contract Presentation 115

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 Contract 54

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

Sales Hacker

DECEMBER 1, 2020

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. Jake is an interesting guy with a lot of really interesting ideas about brands and about scaling organizations.

Growth 63

Growth Contract Pipeline B2B 63

SaaStr

AUGUST 7, 2020

I think one reason is you have this trusted brand. But do folks want even more from trusted brands now in 2020, and even more after March 15th? But do folks want even more from trusted brands now in 2020, and even more after March 15th? And where do we want to invest more in trusted brands?

Price 62

Price Retail X-functional Healthcare 62

SaaStr

MARCH 26, 2024

Trust is a big deal with customer support. As a founder, you need to be more involved in functional areas like sales support and success. It’s tough for folks to staff these functions. Give everyone x amount of money to go find the best one. But doing 80% of what you can’t get done… that’s huge. Why wouldn’t you do it?

Price 106

Price X-functional Growth B2B 106

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. One OEM contract can give thousands or tens of thousands of end-users access to the licensor’s software. Licensing OEM software. OEM deal structure.

GTM 74

GTM Profit margin Negotiate Contract 74

SaaStr

APRIL 30, 2024

2023 saw the team grow from 6-10 reps, which is pretty modest, and they built an SDR function. At the end of ‘22, they started a small pilot and grew that function from one and two BDRs to a team of 10 and then 12. For Owner, they hired these two leaders on contract from their networks. Every function gets a stack rank.

Go To Market 109

Go To Market GTM X-functional Objectives and Key Results 109

PandaDoc

FEBRUARY 27, 2023

If they agree, the deal is finalized by the signing of a contract. The sharp angle close is an attempt to edge out the competition and build trust with a new client or customer. That is, “Sure, we can give you a discount but we need you to sign the contract today.” Do you need this functionality or that?

Closing 52

Closing Contract Technique Objectives and Key Results 52

SaaStr

APRIL 23, 2019

Building the basic functionality. ” But we felt that if we were in the bank’s position, we wouldn’t trust just an external lawyer. How do you get these partners to trust you, especially given you’re a startup, and you probably haven’t been in the fintech world as long? We go in a lot of directions.

Launch 71

Launch Pitch Niche Negotiate 71

SaaStr

JANUARY 10, 2020

But then on the strategic side, I think it also is a lot to what we were talking about before, which is where you put trust in others versus where you have an expectation of yourself building a certain level of confidence and conviction around decision making and setting the right milestones on the path and steering the company toward them.

X-functional 53

X-functional Start-ups Drivers/motivators Go To Market 53

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. Krish Subramanian: Trust your team and get out of the way. What are the biggest challenges in making this transition? That’s the beauty of that business.

GTM 52

GTM Price Up-sell Product 52

SaaStr

JUNE 14, 2019

If you say, “Let’s only mail a book to people who buy mid-market SaaS companies between 30 and 70 million in revenue that are or are not profitable, because that’s a constraint, where the check size is x.” They’re going to be like, “Who do I trust?” ” Right? I’m intrigued.

Strategize 58

Strategize Quota Non-Profits Price 58

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

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? They want to be reassured.

Contract 92

Contract Price X-functional Conversion 92

Heinz Marketing

DECEMBER 18, 2020

At some point or another in your usage of the tool, you’ll likely be faced with needing to cleanse your database to stay in compliance with your contract. Trust me, I’ve seen it done manually. As mentioned above, Marketo fees are based on the number of Known leads in your database. Or the copyright year every January.

CRM 134

CRM Campaign X-functional Clients 134

Sales Hacker

JULY 2, 2019

If your CRM doesn’t have this reporting functionality, you can export the data into an excel file and quickly get the average sales price from there. 2,000 x 10% = $200/lead. Lastly, you need to be able to trust the data your opportunity scoring system uses to assign the score. Contract Sent (90%). Average Lead Value.

Price 77

Price X-functional CRM Sales 77

SaaStr

MAY 14, 2023

We didn’t have the trust from the customer, but really only one customer at a time in the beginning. That’s really awesome, and then possibly we added up customer’s bigger live stream genius and that adds up, and creates the kind of trust and from there you just got to scale step after step. That was huge for us.

Price 103

Price Start-ups Up-sell X-functional 103

SaaStr

MARCH 17, 2020

You’re probably going to have to be doing customer references unless there’s very small contract value, right, where there’s not a ton of pressure in making the right decision on the part of the prospective buyer. So much of what Talkdesk sells on is innovation and trust. What am I going to give? That’s okay.

Clients 58

Clients Service Customers Start-ups 58

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. They got a verbal, they’re like, we’re going to get a contract this is a scrape. Maybe, maybe not.

Prospecting 88

Prospecting Customers Promote X-functional 88

Heinz Marketing

AUGUST 17, 2018

At some point or another in your usage of the tool, you’ll likely be faced with needing to cleanse your database to stay in compliance with your contract. Trust me, I’ve seen it done manually. Durable Unsubscribe: As mentioned above, Marketo fees are based on the number of Known leads in your database. From address or Reply-to?

CRM 60

CRM Campaign X-functional Clients 60

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. I don’t believe that your success as a salesperson is a function of how well you can present. We’ve got two sponsors. The first is Conga.

Sell 61

Sell Presentation Start-ups X-functional 61

SaaStr

AUGUST 26, 2022

X this year. You don’t have to do every single function to still get a customer. For all these types of categories, I know it’s trite, but you just have to find your 10 X feature that someone will buy. A few things they don’t do: build the relationship, build trust. When did you start the company?”

Quota 91

Quota Growth Product Closing 91

SaaStr

FEBRUARY 21, 2020

So don’t be too upset if you’re not yet at the four X number, but know for sure that if you don’t get beyond that, you’re not going to have a very profitable company in the long run. You do want a clear contract to exist between sales and marketing for the number of MQLs that they have to deliver.

Non-Profits 77

Non-Profits Up-sell Start-ups Product 77

SaaStr

OCTOBER 30, 2020

Prior to founding Outgrow, Randy co-founded VenturePact, an invite-only marketplace that connects companies with trusted software development firms. Prior to founding Outgrow, Randy co-founded VenturePact, an invite-only marketplace that connects companies with trusted software development firms. I didn’t know that.

A/B testing 85

A/B testing X-functional Launch Start-ups 85

SaaStr

JULY 2, 2020

In the past, those business decisions may have been based just on the expert and you knew who you could trust in your organization, but also maybe you were reassured that if something went wrong, you would know who to blame as well. You’re telling me mathematically the answer is going to be X, but I can’t understand why.

Customers 113

Customers Contract Price Education 113