SaaStr

NOVEMBER 23, 2021

They had incredible ROI from this year’s SaaStr Annual, including a brand re-launch on-site and meeting hundreds of new prospects, but some things didn’t go according to plan. Live events are a forcing function for your entire team, not just sales, and marketing. Are we going to set up meetings in advance?

Technique 96

Technique X-functional Launch Pitch 96

Hubspot

APRIL 2, 2018

Great to meet you [prospect]! I’ve CC’d our lead engineer to speak to your concerns.”. 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. ". Great to meet you [prospect]! "Have you had time to read through the proposal?".

Prospecting 94

Prospecting X-functional Contract Cross-sell 94

ConversionXL

SEPTEMBER 3, 2021

But ASO, like search engine optimization, fails when worshipped like a false god. Goals to measure could be “X users completed free trial in X timeframe” or “X users completed basics course in X timeframe”. Meeting technical requirements and satisfying the user journey will impact your position and growth.

UX 121

UX X-functional A/B testing Follow-up 121

Hubspot

DECEMBER 23, 2022

Meeting sales quotas is a top challenge for 20% of salespeople. For more advanced functionality, HubSpot offers premium features in the Starter, Professional, and Enterprise versions of Sales Hub. Prospect monitoring functionality. For more advanced functionality, paid plans start at $39 per user per month.

Prospecting 76

Prospecting X-functional CRM Contact 76

PandaDoc

OCTOBER 13, 2022

And as the needs of your growing team increase, you can likewise level up with the appropriate pricing plan to meet that demand. 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 ?

X-functional 52

X-functional Territory CRM Lead generation 52

ConversionXL

JUNE 30, 2019

Competitor X is doing Y. We should do that, too,” or “X is the market leader, and they have Y, so we need Y.” Run a functional investigation. If you know your goals upfront, that knowledge will help you structure the research to meet those goals. Run a functional investigation. is probably random.

UX 126

UX X-functional A/B testing User Experience 126

SaaStr

DECEMBER 28, 2022

Roughly, once you (x) have an established brand, and (y) have a marketing engine that is working, and (z) most importantly, once demand gen has finally become somewhat routine … you’ll need a CMO. Or maybe 12-24 months after you have the core marketing functions all built out, and working. Explaining the vision.

X-functional 26

X-functional Growth Follow-up Strategize 26

ConversionXL

AUGUST 31, 2017

Real-time adaptation of content can help you better meet the needs of diverse visitors. Because of the ability to select factors instead of just blindly adding them all in allows for this functionality on far smaller sites than other similar tools (Adobe Target Premium/1:1/Touch Clarity, X+1). Optimizely.

A/B testing 129

A/B testing E-commerce X-functional UX 129

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 54

X-functional Engineering Clients Start-ups 54

ConversionXL

MARCH 29, 2017

26% of all companies meet with their optimization team “only when necessary” The takeaway is that process, though supported by the experts, is still not the norm. Ideation x Execution = ROI. Even at large companies, that number only increases to 42%. many are run purely on intuition and conjecture, which can be poisonous.

Growth 123

Growth Process Objectives and Key Results A/B testing 123

SaaStr

FEBRUARY 4, 2020

We have 1,000 employees across three locations, San Francisco, Denver, and New York, and everything in the past four years has grown by more than 10 X. You’ll be on your company team, your functional team, an agile cross functional working group. How do you challenge directly X-axis? And people start to engage.

Drivers/motivators 71

Drivers/motivators X-functional Trust Cross-sell 71

Pointclear

JANUARY 26, 2012

These are the five essential channels you can rely on for generating a steady stream of inquiries that you can then convert to qualified leads, and have a prayer of closing enough sales to meet your revenue quota. Its high perceived value and standout physical features tend to get past gatekeepers, and straight to the executive desktop.

Prospecting 93

Prospecting X-functional Lead generation Niche 93

Hubspot

AUGUST 12, 2020

These steps add zero value to the buyer because all the information they get in these meetings can be found without a sales rep’s help. They create a list of specific offerings and vendors in their selected category and decide on the one that best meets their needs. Do you create content that is optimized to rank in search engines?

Prospecting 96

Prospecting Sell Healthcare Sales 96

Sales Pop!

FEBRUARY 6, 2023

As we move into our ever-changing technological future, it becomes clear that CRM has become vital as the virtual engine of an enterprise, the heartbeat of your business. First, such vendors make claims for these platforms that could never be kept, such as “Get more qualified leads” and “increase sales by x%.”

CRM 52

CRM Engineering Manufacturing X-functional 52

ConversionXL

SEPTEMBER 9, 2016

In reality, variations should be designed based on intent… Sean Ellis , GrowthHackers.com : “Projects usually begin with design briefs, branding standards, high-level project goals, as well as feature and functionality requirements. Ideally, you’ll design your flow in a way that meets both user and business objectives.” (via Qualaroo).

A/B testing 59

A/B testing UX Objectives and Key Results X-functional 59

SalesHandy

MAY 1, 2020

Scheduling a meeting. Scheduling a meeting is considered an important touchpoint of any sales prospecting process. Make a proper list of all the topics you are going to cover in your meeting and also get ready for the pricing discussion. The meeting should be brief and directly approaching the prospect’s problem.

Prospecting 87

Prospecting Cold Call Technique Sales 87

Heinz Marketing

JULY 13, 2020

And with a referral, you get every meeting in one call and it’s pre-qualified because the person’s agreed to meet with you and you’ve described who you want to meet. They don’t know who we want to meet. Creating a revenue growth engine is no small task, nor is it one that can be done overnight.

Pipeline 84

Pipeline Referrals Cold Call Sales 84

Heinz Marketing

JUNE 7, 2021

This week’s show is called “ How Forrester is applying the SiriusDecisions frameworks both within the organization and across the revenue engine to drive results ” and our guest is Kelley Hippler , Chief Sales Officer at Forrester. ” Or, last year in particular, a lot of time in internal meetings.

Pipeline 126

Pipeline B2B Sales Cross-sell 126

SaaStr

AUGUST 9, 2019

Why the “strongest” conversations need to happen between engineering and marketing. Vikas Bhambri: That seamlessly flows through then when you hand off to the implementation team or the customer success team, are we meeting those KPIs? Missed the session? Here’s what Eyal and Megan talk about: How to develop software faster.

Finance 52

Finance X-functional CRM Engineering 52

SaaStr

MAY 24, 2023

If Fancy Firm X emails you, it doesn’t mean they’re interested. Founders have many jobs: to build a product, get customers, stand up a marketing function, manage a team, manage your burn, fundraise, and get an office space. If your business is doing decent, take a one-hour meeting each week. It means they’re doing their job.

X-functional 16

X-functional Legal Growth Start-ups 16

Search Engine Land

OCTOBER 2, 2023

So before you start: Make sure that you dedicate enough time to read the WCAG Level 2 standards, their descriptions, examples, and potential techniques to meet them. Keyboard navigation Keyboard navigation aims to ensure all page functionality is accessible via the keyboard. Make sure that you don’t cheat. Put a blindfold on if needed.

X-functional 136

X-functional Engineering Angle User Experience 136

Sales Hacker

JUNE 9, 2020

With limits on in-person meetings, it’s even more important to double down on your digital selling strategy. And what I learned from that experience was that I was more interested in working with the companies themselves than working on the financial engineering of those companies. Some have caught on. Some teach marketing.

Finance 79

Finance X-functional Pipeline Territory 79

SaaStr

AUGUST 7, 2020

The secret to building more than one is reusing components so that you don’t have six engines that do the same thing, that you reuse that engine and you get to use what we call metadata to reimagine it for each one of these industries. “Well we’ll meet you on Thursday we’re going to fly in.

Price 59

Price Retail X-functional Healthcare 59

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 the CEO running around telling the engineers exactly what to build, you now have product managers. So, the first system is a sales finance system, so let’s start with sales.

Finance 110

Finance X-functional Launch Objectives and Key Results 110

Martech

NOVEMBER 15, 2023

Marketing was viewed as the “fluffy stuff,” particularly in engineering-driven corporations, mostly because it was difficult to quantify the impact marketing had on the business. To many non-marketing executives, marketing is perceived as more of a “nice to have” than a “must have” function. This is particularly true in B2B companies.

X-functional 92

X-functional Objectives and Key Results Technology Technology 92

SaaStr

JANUARY 10, 2020

I was sending a 100 emails a week and doing those initial meetings for that firm for two years. Bob Moore: And I was t nerdy engineer in college, so getting the opportunity to have to pitch, it’s really a sales job at the end of the day. Bob Moore: At that 50 plus era, there’s a function for this. And that was me.

X-functional 52

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

SaaStr

APRIL 23, 2019

Building the basic functionality. And we had a lot of experience with payments, and engineering, but with U.S. It was basically engineering and design. You need to go in the first presentation that you meet them, you already need to have thought of all the problems that they might have. We go in a lot of directions.

Launch 62

Launch Pitch Niche Negotiate 62

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. The growth engine from both sales and marketing should to be working before you add gas to it. They grew 2.5x

Go To Market 101

Go To Market GTM X-functional Objectives and Key Results 101

Hubspot

JUNE 13, 2018

Explicit needs are specific features or functions. Do you have a strategy in place for X? Who’s responsible for X? What happens if you’re not successful with X? Has a problem with X ever negatively impacted your KPIs? Would X make it simpler to achieve [positive event]? How do you do X? The results?

Sell 101

Sell X-functional Objectives and Key Results Up-sell 101

SaaStr

NOVEMBER 2, 2019

How does your customer success and customer support functions change with the move to enterprise? Krish Subramanian: We are software engineers by training. * How does Krish think your customer acquisition and GTM strategy has to change with the movement from SMB to enterprise? What are the biggest challenges in making this transition?

GTM 51

GTM Price Up-sell Product 51

SaaStr

FEBRUARY 11, 2021

Getting feature gaps filled with Product and Engineering. And you want to get to $2m in ARR in the next X months. Do you work with sales engineers and sales support? Just to want a budget and a top-line number to meet. no guaranteed bonus for X months until you scale). Pitch scripts. Coordinating FUD and anti-FUD.

X-functional 145

X-functional Quota Sales Up-sell 145

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. Product management, engineering, customer success, sales, and marketing groups will weigh in on the decision-making process.

GTM 74

GTM Negotiate Profit margin Contract 74

ConversionXL

FEBRUARY 26, 2014

AdWords Editor makes copying Campaigns really simple, and AdWords has added a copy function within the native web app itself, also. The X axis is set to Eastern time to reflect the location of the business. Don’t stop with just the major search engines! Quickly adapt your messaging to address new information.

Territory 111

Territory CTR Campaign Objectives and Key Results 111

Sales Hacker

MARCH 2, 2020

How to Get a Meeting with Anyone. It uses the formula PPVVC=S (Pain x Power x Vision x Value x Control = Sale) to help salespeople accurately gauge the probability of closing a deal. Setting up meetings with corporate decision makers has never been harder. Mastering the Complex Sale. Fanatical Prospecting.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

SaaStr

DECEMBER 17, 2019

If engineers are doing days or weeks or even sometimes months of work to install something, it’s incredibly unlikely that they’re going to quickly rip it out and change it. So we’re trying to identify the lowest level engineer, build a fantastic experience for them. As such, we do a lot of things very differently.

Finance 58

Finance X-functional Non-Profits Launch 58

ConversionXL

AUGUST 4, 2020

Meet people from all departments across the company. It’s time to meet the stakeholders—maybe not every single person, but definitely a few people from every team. During this stage, you want to meet the people doing the main activities in each function, not the managers. . Meet them at their desk or usual place of work.

A/B testing 117

A/B testing Objectives and Key Results Education SQL 117

Sales Hacker

SEPTEMBER 29, 2020

More sales meetings, start creating better sequences faster, go to go.regie.io I’m not a lawyer, I’m actually an engineer by classical training, and it’s been a fun and interesting ride to work with this community. He has his own dedicated implementation and vetting function sales ops. for more information.

Contract 108

Contract X-functional Objectives and Key Results Legal 108