SaaStr

NOVEMBER 2, 2023

I see so many SaaS startups hire someone likeable, who can talk the talk on sales hiring and processes — but never really understands what you do. I see so many SaaS startups hire someone likeable, who can talk the talk on sales hiring and processes — but never really understands what you do. Ask who those 2-3 are.

Process 92

Process Sales Up-sell Quota 92

Veloxy

JANUARY 4, 2022

Viral marketing emails are meant to be read by the whole account. But how do you improve the chances of your email becoming viral? Do not overthink email copy. Do not turn your core message into 5 drawn out paragraphs. And do not require the email recipient to scroll down the email. What is viral email marketing?

Referrals 211

Referrals Drivers/motivators Campaign Prospecting 211

Martech

DECEMBER 12, 2023

After attending the recent MarketingOperations.com conference (MOps-Apalooza), my cofounder Tyler remarked, “If I had a dollar for every time I heard someone at MOps-Apalooza say something about companies buying software that they never fully implemented, I think my ticket for next year’s conference would be paid for.”

Drivers/motivators 127

Drivers/motivators Technology Technology Campaign 127

Hubspot

JANUARY 7, 2024

When Leonardo DiCaprio wanted viewers to believe he was the Wolf of Wall Street, he had his whole body to prove the point. Overly enthusiastic language Part of a salesperson’s job is to stay positive. Filler words The opening sentences of this post are full of unnecessary filler words: “um,” “like,” “well,” “maybe,” “I think.”

Sales 85

Sales Education Inside sales Prospecting 85

Partners in Excellence

MARCH 4, 2024

In fact, I wanted to have as little to do with selling as possible, so I got a degree in finance and went to work for a commercial bank in south Florida where I could happily crunch numbers without having to have much to do with people. But I still saw selling as a necessary evil, something I had to do to keep my job.

Sell 73

Sell Appointment Finance Pitch 73

Search Engine Land

OCTOBER 24, 2023

Following their process and providing all the information they need to get the job done or tell me why they can’t do it. ” “In other words, no one understood what they did and I could tell they didn’t understand/ know what marketing and digital truly do either.” Being curious rather than accusatory.

Intrinsic 104

Intrinsic Manufacturing Trust User Experience 104

Sales Pop!

DECEMBER 18, 2023

Automated Certificate Lifecycle Management Automate the whole certificate life cycle process including issue, renewal, and rescinding mechanisms. Doing so facilitates the prevention of unauthorized access and allows for centralized management of certificates, reducing monitoring and maintenance of the same.

Legal 92

Legal Trust Technique Technology 92

Salesforce

FEBRUARY 16, 2024

The pressure is on. About 69% of sales professionals say selling is more difficult now than in previous years, according to Salesforce’s State of Sales report. Even though it’s harder to sell, reps still need to hit their numbers. And in this ultra-competitive environment, morale can quickly take a dive. 1 x $5,000) = $100,500.

Commission 104

Commission Territory Quota Drivers/motivators 104

Salesforce

OCTOBER 14, 2021

Maybe it has to do with my personality — I’ve always been a math person — but for me, running reports and dashboards in Salesforce brings order to a chaotic world. The first time someone offered me a job in sales operations, I wasn’t sure what the role entailed. Finding my passion. HIT THE TRAILS. “I A willingness to learn.

Growth 95

Growth Sales Technology Technology 95

Martech

DECEMBER 5, 2023

Do people even do that anymore?) What would you do with this email? It’s like calling someone you’ve never met to arrange a dinner date. (Do Cold emails take delicacy and precision. Email automation can help you speed up the process of sending cold emails, but you have to be wary of sacrificing authenticity for scale.

Pitch 113

Pitch Contact Follow-up Clients 113

Search Engine Land

SEPTEMBER 14, 2023

But even though we know what it is, do we really understand how to both diagnose and fix E-E-A-T issues? Common E-E-A-T issues Where do you start to diagnose issues relating to experience, expertise, authoritativeness and trustworthiness? This isn’t really an SEO job. E-E-A-T is the buzzword on the streets of SEO.

Process 137

Process Clients Contact Presentation 137

Spiro Technologies

JUNE 9, 2022

While the process itself is usually incumbent on your company and might be out of your hands, it’s still imperative you do everything possible to make things easy, from electronic signatures, to handling as much of the legwork for the prospect as you can. Remember, your job is to make it as easy as possible for the prospect to buy.

Referrals 111

Referrals Sales Prospecting Price 111

SaaStr

APRIL 14, 2021

Q: Do salespeople add to the value received by customers? They do in the enterprise. At least the good ones do. Let’s break sales down into 2 types: transactional and solution sales. Won’t make-or-break their job. Often real work to do a pilot, get product into production. Buyer may need buy-in from others.

Sales 101

Sales Price Process Product 101

Martech

MARCH 11, 2024

Martech has exploded in recent years, with over 11,000 solutions available to help marketers automate and optimize operations. However, much of this martech stack is designed to convert prospects into leads and track them through the marketing funnel. However, this ignores the majority of potential customers. Adtech We will still need adtech.

Pipeline 96

Pipeline Contact Prospecting B2B 96

SaaStr

MAY 20, 2020

Usually I personally have to do too much planning, moderating, etc. Take a watch before or after you read the learnings: Jeff founded his last 2 companies before Twilio during the last 2 downturns, so he’s thought through a lot of things we’ve all been going through. I learned a lot! ?? But a few investors got it.

Pitch 135

Pitch Finance Launch Up-sell 135

Search Engine Land

JULY 14, 2023

Bringing job seekers to your job listing pages, resulting in lower costs of hiring new employees. If you only focus on direct conversions, the whole picture of your impact on the company has been missed. And if the phrase is less competitive because there’s less traffic, your job may be easier to get the ranking.

Conversion 94

Conversion Commission Drivers/motivators Territory 94

Search Engine Land

MAY 9, 2024

The new buzzword in SEO is information gain. And like all new buzzwords, SEOs are throwing it around like we’ve just discovered fire. But there’s a massive problem. Information gain means different things to different people. In this article, you’ll learn about information gain and how to use it to your advantage.

Engineering 97

Engineering Angle UX Trust 97

Spiro Technologies

JULY 28, 2022

Before salespeople get to a “yes,” they have to hear a whole bunch of “nos.” ” Rejection is part of the job, and the reason why salespeople are usually so well-compensated. But sometimes, what might sound like a “no” is actually a sign that there’s opportunity ahead.

Prospecting 105

Prospecting Price Contact Closing 105

SaaStr

JANUARY 25, 2022

Here are a few that are easy to fix: The CEO not doing the outreach. Do not bring “consultants”. Do not bring anyone with you that isn’t part of the senior team. You are wasting both a lot of time, and an opportunity, by not letting VCs do basically homework ahead of time. Not doing at least basic homework on the VC firm.

Meeting 116

Meeting Pitch Consult Trust 116

Partners in Excellence

SEPTEMBER 7, 2022

So if we were within 1/32 inch of that specification (for example 2 and 31/32 from the left side, we were meeting the specifications of the part. ” Stated differently, why, if everyone is doing their job, meeting their metrics, do we fail so miserably at producing the end result we expected?

Manufacturing 75

Manufacturing SQL Sales Meeting 75

Martech

OCTOBER 24, 2023

Partner on work to build skills that benefit the whole team In agile marketing, teams are working toward delivering customer-ready marketing in short cycles. To do that effectively, team members need to flex outside of traditional roles and be willing to pitch in when work needs to get done.

Growth 121

Growth Teamwork Trust Pitch 121

SaaStr

AUGUST 28, 2020

You hire a sales rep to sell before you can prove you can do it yourself. You can do it. Or you need to find a way to do it. You hire a VP of Sales to sell before you prove you can do it yourself. You have to hire 2 reps that can hit quota before you hire a real VP of Sales. You can’t outsource this.

Quota 130

Quota Price Sales Up-sell 130

Spiro Technologies

SEPTEMBER 29, 2022

Some people jump right in after college, while others spend years doing something completely different before making the switch. If you want a crash course in grit, you can train for a marathon, or you can get a sales job. Everybody takes a different road before starting a career in sales. Unlimited income potential.

Negotiate 105

Negotiate Outside Sales Quota Sales 105

Salesforce

JANUARY 3, 2024

As a sales leader, it’s your job to distribute this investment wisely and set your team up for success. Do they work? You can also use these customers as a sounding board instead of sending something out blind to your whole customer base. Take the free tour 1. Why or why not?

Retail 64

Retail Objection handling Sales Cross-sell 64

Sales Hacker

JULY 25, 2022

Every part of your revenue engine serves a specific purpose, but each part supports the whole. Building a sales performance dashboard with key metrics for each different role ensures everyone is on track to fulfill their individual responsibilities, thus fueling the engine as a whole. Your revenue organization works in the same way.

Engineering 100

Engineering Objectives and Key Results Cross-sell Pipeline 100

Hubspot

FEBRUARY 12, 2024

You can target the big boys (Kohl’s, IKEA, Whole Foods), or niche down into residential. Take a screw out of this Dutch company’s playbook and use robots to clean panels, much like they’re doing with window cleaning (a $2B+ industry). And the cleaning industry definitely fits the bill. Start a solar panel cleaning biz.

Niche 58

Niche Profit margin Retail Price 58

SaaStr

OCTOBER 17, 2023

What does NRR have to do with customer success? Do my customers find value in my product and service? Do a better job at keeping more existing customers. I’m willing to do that all over again.” If you’ve raised venture capital, you know net revenue retention is important. That’s the end state we’re going for.

Cross-sell 67

Cross-sell Customers GTM A/B testing 67

Salesforce

APRIL 26, 2022

A recent United Nations report predicts the earth will be unlivable within the decade if we aren’t able to limit global warming to 2 degrees Celsius. A new Salesforce+ series, Ecopreneurs , features these activists and the work they’re doing to save the planet. These people have decided to help stem the tide of the climate crisis.

Agriculture 98

Agriculture Construction Technology Technology 98

SaaStr

SEPTEMBER 8, 2022

What do I mean? They were doing the job, but it was no Slowflake. But the VC on the board was convinced they could do even better. We all know that moving on from a big mishire as early as practical is the right thing to do. So I remember the first time I saw a CEO fire their entire revenue team. But not great.

Pipeline 82

Pipeline Start-ups Gaming Growth 82

Sales Hacker

DECEMBER 19, 2022

This era, characterized by loyal employees suddenly switching careers — or leaving the workforce completely — has given rise to rampant job hopping. And job hopping, or changing jobs frequently (usually holding a position no more than two years), is taking its toll on the talent pool. Job hopping by the numbers.

Represent 80

Represent Sales Consult Growth 80

Sales Hacker

APRIL 18, 2023

Video is the absolute best tool for job hunters. If you want to get a leg up and 10x your job hunt results, then stay with me for the whys and hows of sending video as a job hunter. then, of course, in March 2020 the whole world turned upside down (and hiring freezes became normal). Hands down. I kept video pitching.

Pitch 80

Pitch Follow-up Sales Start-ups 80

SaaStr

SEPTEMBER 26, 2023

The Most Surprising Thing About VC This Year Shen has been in venture capital for 12 years now, and it’s been a crazy ride to watch the whole bull market back in ‘10 and ‘11 when 10x revenue was insanely expensive for a SaaS company. On the consumer side, it’s about having fun and doing and creating something new. Is less more?

Contract 101

Contract GTM B2B Negotiate 101

Smarter With Gartner

JULY 29, 2021

As the effects of the pandemic begin to ease in many of the world’s major economies, improved job prospects, new skill needs and changing employee expectations all threaten to reduce the availability of critical skills and capabilities. Here are five steps for HR leaders to follow to do just that: Step 1: Define critical skills needs.

Strategic planning 135

Strategic planning Strategize Meeting Consult 135

SaaStr

DECEMBER 1, 2020

We’ve talked a lot on SaaStr about the damage a bad VP of Sales can do. They often make things much worse than they were before — and burn a year and half of your capital doing it. But they are OK doing an interim role for 3-6-9 months. Will upgrade your processes, at least 1-2 key parts. But should you?

Pitch 97

Pitch Sales Price Process 97

SaaStr

JANUARY 19, 2022

While there is no legal definition for CTO or bright line between CTO and VPE, I’d suggest a start-up CTO really only has to do a few things — which are very hard: Assemble a small team (3–9) of very good engineers. That can react and positively respond to a whole ton of issues, from downtime, to security, to API issues, and so much more.

Legal 92

Legal Engineering Growth Start-ups 92

Hubspot

MARCH 25, 2024

Do your research, talk to potential users, and evaluate how long they’ll likely need your solution. Source: Dan Layfield 2. Where Do I Have The Most Opportunity? Anyone not living under a rock knows that subscription businesses are huge these days: The global subscription market is projected to reach $1.5T Not an easy feat.

Niche 58

Niche Price Contract B2B 58

Salesforce

JULY 14, 2022

I’ve been doing product demos at Salesforce for a long time, and I’ve learned there’s nuance to delivering great presentations. It’s your job to change their minds now, or they’re going to bounce to a competitor. ’ and ‘How will it benefit my business?’ ’ These questions are often rooted in confusion and doubt.

Product 98

Product Presentation Launch Start-ups 98