SaaStr

JANUARY 24, 2022

Quickly, though, your attention turns to initial traction, your first critical hires, and building out those early business functions. I’ve contracted accounting help. Let’s say you receive a contract from a customer that outlines they will pay you $100 for the monthly subscription with an invoice of terms Net 30.

Finance 128

Finance Contract X-functional Start-ups 128

Search Engine Land

DECEMBER 28, 2023

The decline of X Following Elon Musk’s takeover in 2022, Twitter’s ad revenue steeply declined. The following month, the platform changed its name to X and tried to lure back advertisers by slashing the price of video ads. Experts have predicted that X will lose as much as $75 million in ad revenue by the end of the year.

Retail 125

Retail X-functional Launch Non-Profits 125

The 5% Institute

AUGUST 7, 2023

The Art of Negotiation Negotiation skills are indispensable when managing contracts, pricing, and terms. Cross-Functional Collaboration Successful account management often requires collaboration with diverse teams , such as sales, marketing, and customer support. It’ll give you everything you need to close sales consistently.

Account management 52

Account management Negotiate X-functional Cross-sell 52

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?”. You might be interested in our newest Feature X. ". Contract questions. Never comment on a contract or proposal over email. Do you have any questions about the contract?”.

Prospecting 91

Prospecting X-functional Contract Cross-sell 91

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 72

Go To Market GTM X-functional Territory 72

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. Every client uses you a little differently.

X-functional 98

X-functional Clients Growth Start-ups 98

Partners in Excellence

JULY 15, 2015

Each of these things impact the buying formula Jeff establishes: CD x CF > C + F (If you want to know what it means, read Jeff’s article ). So what drives the CIO in making the decision is different than those in the finance function. For the Controller: CD CTLR x FP CTLR > C CTLR + F CTLR.

B2B 95

B2B X-functional Finance Drivers/motivators 95

Sales Hacker

JULY 21, 2021

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. Unless they need a function your product definitely can’t do, there is always a way to take care of the minutiae. “We

X-functional 125

X-functional Sales Strategize Cold Call 125

Anthony Cole Training

OCTOBER 13, 2014

Towards the end of my career, I contracted with a sales trainer, Tom. Or, if you want to leverage our compensation model, you need to exceed this year’s goal by x.” In our Sales Managed Environment (SME) program , one of the important functions of the sales manager is to motivate the sales team AND keep them motivated.

X-functional 204

X-functional Drivers/motivators Sales Negotiate 204

Salesforce

NOVEMBER 20, 2023

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. To avoid this, close the call with a couple of direct questions/comments: “You’ve highlighted X and Y as problems for your business. ” “Great.

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. 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 87

Commission Quota X-functional Non-Profits 87

Sales Hacker

JULY 18, 2019

Having well-defined and accurate sales stages for your business is critical, particularly if you plan to leverage the weighted pipeline functionality. 75% Contract Negotiation. Upside – the AE is feeling good about the deal; however, they haven’t ironed out pricing, contract terms, etc. An example might be: 15% Demo Scheduled.

X-functional 68

X-functional Pipeline Contract Quota 68

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

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

Hubspot

MAY 17, 2018

The reason you want a contract is so that you have your scope, your deliverables, and your timelines outlined. A contract will also give you the opportunity to build in check-ins,testing time, and a payment schedule (we’ll get back to this). It looks and functions great. This isn’t to say that you’re going to get swindled.

Contract 74

Contract X-functional Negotiate Start-ups 74

Sales Hacker

AUGUST 3, 2020

Your final math is 2 x $110K + $50K for fractional manager + $40K in tools = $310K. That means that for our $50K ACV (Annual Contract Value) product, you can spend up to $67K to acquire a customer, and you’d be fine. Any more than that, and get ready to grow your SDR function. How Can SDRs be justified?

Pipeline 91

Pipeline X-functional Commission Clients 91

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? 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 115

Legal X-functional Contract Presentation 115

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. Before using another product, make sure it has the functionality you need. When I send a proposal, I also include the contract. There are many different ways to find new clients and generate leads.

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. Prospect monitoring functionality. This allows you to use the “Persona Lookalike” functionality that suggests prospects based on your ideal client persona. Artificial Intelligence (AI).

Prospecting 72

Prospecting X-functional CRM Contact 72

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

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.” Use phrases like, “I can’t do X, but what I can do is…” 17. Then reframe the question by sharing how you’re qualified to perform the job's functions.

X-functional 72

X-functional Pitch Follow-up Clients 72

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? RELATED: The 2018 Sales Technology Landscape: Your Go-To Sales Tech Guide.

X-functional 58

X-functional Technology Technology Sales 58

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 53

X-functional Engineering Clients Start-ups 53

SaaStr

MARCH 10, 2020

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. We also didn’t try to build a lot of the centralized functions too early.

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 68

X-functional Teamwork Sales Follow-up 68

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

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. Sam Jacobs: Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Sam’s Corner [28:45]. Show Introduction [00:10]. What is LinkSquares?

Contract 107

Contract X-functional Objectives and Key Results Legal 107

SaaStr

MARCH 26, 2024

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. App contraction is still happening, and AI is absorbing all of the energy in the industry. Is SaaS dead right now?

Price 87

Price X-functional Growth B2B 87

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

Salesforce

OCTOBER 26, 2021

Different measures track different models, but all depend on a simple formula: [Recurring revenue = Active accounts in a period X Cost of good/service]. The basic equation is: [Customer lifetime value = Average order amount X Average purchases/year X Average retention time in years]. X 100 = 10% customer churn rate.

X-functional 98

X-functional Sales Growth Contract 98

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 almost a step function.

Price 57

Price Retail X-functional Healthcare 57

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

AUGUST 9, 2019

So one of the things that I did, pretty early on here as we knew we were going to scale the team, was I set up an enablement function. Vikas Bhambri: So I’ve got somebody who leads an enablement function and we’ve built out an entire playbook curriculum. Now having said that, even then I need to invest in that enablement.

Finance 52

Finance X-functional CRM Engineering 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 Objectives and Key Results 52

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 91

X-functional Cross-sell Quota Contract 91

SaaStr

JANUARY 10, 2020

And a lot of that was just the mechanics of in a licensed maintenance world, maintenance is a real thing and A, there’s a big dollar amount that gets shelled out when an initial purchase happens, which makes buying a big services contract at the same time feel like less of a financial impact. In that regard, yes.

X-functional 52

X-functional Start-ups Drivers/motivators Go To Market 52