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. Of note, I was a CMO at Business Objects over a nine-year period as we grew from 30 million in revenue to a billion in revenue.

Strategize 59

Strategize Quota Non-Profits Price 59

Sales Hacker

MARCH 2, 2020

I’ve pulled together the top 97 books from a range of sales disciplines to give you the information you need to stay relevant, lead conversations, understand the trends — and of course, improve your game. The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

SaaStr

AUGUST 12, 2020

When you start growing above 50 employees, and certainly get to 100, things change, you now have teams, which means you have functional leaders. Rather than having this feeling of disconnected functional areas, everyone in the company knows what to work on. So, the first insight is that there’s two key systems in a startup.

Finance 113

Finance X-functional Launch Objectives and Key Results 113

PandaDoc

MARCH 7, 2023

An effective sales workflow helps improve your conversion rates, shorten the sales cycle , and increase total revenue from sales. This visual aid gives every member of your sales team a big-picture view of the entire selling process. The result is an improved customer experience overall.

Process 52

Process Objectives and Key Results Pitch Legal 52

Veloxy

SEPTEMBER 28, 2021

Just be sure you print and bookmark this blog post so you can take it with you wherever you go, wherever you sell. The goal for all cold emails is to establish a connection and start a conversation, thereby creating a WARM relationship. There’s a saying here; start the conversation now so you can get the conversion later.

Objectives and Key Results 204

Objectives and Key Results Prospecting Contact Campaign 204

Highspot

MAY 20, 2022

No matter how your strategy changes – whether that’s selling something new, deploying a new methodology, or entering a new region – sales playbooks ensure that reps know what to do, and how to do it effectively. As reps begin to sell the product, they can access the sales play to understand which actions they should take and why.

Territory 52

Territory X-functional Cross-sell Sales 52

Sales Hacker

APRIL 23, 2018

Before that, here’s a story to help you understand why prioritization is key. They continued on and as you might expect, the entire team got to the objective. As a result, it’s easy to understand why coaching is often confused with closing. With the sheer amount of volume and conversion data, it’s easy to have death by metrics.

Drivers/motivators 78

Drivers/motivators Pipeline Objectives and Key Results X-functional 78

ConversionXL

APRIL 3, 2018

CXLLive #conversion pic.twitter.com/qVYFcGhnD4. Aligning customers & business objectives. Map all key profiles & data. previous conversations, facebook, intercom…). intimate communication is how we actually have our conversations, not email, or ads. Frequent users : key to your growth.

A/B testing 106

A/B testing Objectives and Key Results Growth X-functional 106

SaaStr

MARCH 5, 2019

The entire company was told about us selling our chat products Stride and Hipchat to our largest competitor in the space, Slack, four days before the news went out. And as a result, we see a very high volume of customer activity on a daily basis. Crossed a billion in revenue. But it can be risky. It seemed crazy.

Objectives and Key Results 62

Objectives and Key Results Cross-sell Trust Product 62

SaaStr

MARCH 5, 2019

The entire company was told about us selling our chat products Stride and Hipchat to our largest competitor in the space, Slack, four days before the news went out. And as a result, we see a very high volume of customer activity on a daily basis. Crossed a billion in revenue. But it can be risky. It seemed crazy.

Objectives and Key Results 57

Objectives and Key Results Cross-sell Trust Product 57

Heinz Marketing

DECEMBER 30, 2019

Don’t go into the holiday period and into January 2nd without a plan, without knowing what your objectives are, without knowing what you are going to be focused on. And what are the key things that are going to get you there? Alabama’s still in that conversation. Maybe you just want to beat your cross town rival.

Pipeline 46

Pipeline Objectives and Key Results Sales Start-ups 46

ConversionXL

APRIL 12, 2017

It’s not which variant collects more email addresses, it’s which variant sells more books. You may have one observation and then multiple inferences, which would result in multiple design options. Conversion rate is a ratio and ratios are a huge problem. We don’t know how the systems we use calculate conversion rate.

Growth 86

Growth X-functional A/B testing Objectives and Key Results 86