Sales Hacker

OCTOBER 19, 2022

“In a reasonably sized, mid-market company, RevOps drives it,” Mark said. Then the CFO and Finance team enter to look at it from a financial viability perspective, find loopholes, and determine if the plan is still profitable for the company. To fix this, companies must come up with compelling — and actually attainable — OTEs.

Commission 96

Commission Finance Quota Strategize 96

Martech

MAY 2, 2024

What’s on the minds of business buyers, by role Traditionally, marketers have relied on job titles as a clue to the identity of a possible member. Titles like finance VP, IT manager, CEO, engineer, plant manager and purchasing agent come to mind. New tools and approaches seem to be popping up every minute,” he says.

B2B 116

B2B Drivers/motivators CRM GTM 116

SaaStr

JULY 20, 2022

As start-ups begin to accumulate success and ?generate generate momentum, they will inevitably need to scale up. You’ve identified a persona to sell to and a problem you solve for buyers. Or, perhaps, you’ve secured a new round of funding and want to live up to the hype. Come up with a list of standard inputs (i.e.,

GTM 75

GTM Cross-sell Finance Growth 75

SaaStr

JUNE 13, 2021

Fast forward to today, and Qualtrics is now worth $20B and CEO Zig Serafin joined us to share his lessons in scaling with Julia Laroche, Correspondent at Yahoo Finance. This is how Zig focuses on building the right team, simplifies organizational design, and scales from the ground up. Subscribe. #4

Growth 68

Growth Finance B2B Technology 68

Salesforce

JANUARY 27, 2023

Multiple studies show companies that operate in survival mode, making deep cuts and reacting defensively, tend to stagger through a downturn, are slow to recover, and never really catch up to those who continued to invest and innovate. That means whatever you’re selling must provide added value vs. flash.

Technology 98

Technology Technology Minimum Viable Product Angle 98

SaaStr

MARCH 31, 2022

So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. Rico Mallozzi: So marketplaces are fundamentally changing, go to market motions for a lot of enterprise technology companies.

Cross-sell 77

Cross-sell Finance Strategize Technology 77

SaaStr

FEBRUARY 14, 2023

It’s much easier to sell something to a customer you’re already working with than it is to win them again and again. To calculate your net dollar retention, take all of your existing ARR at the beginning of the period, add on any cross-sell or upsell, subtract out any churn, and then see the ending ARR. Sign up HERE !

Profit margin 81

Profit margin Drivers/motivators Cross-sell Growth 81

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. Drive the shift from push to pull marketing.

B2B 100

B2B GTM Cross-sell High impact 100

Salesforce

OCTOBER 12, 2021

Sign up now. It’s an evolving discussion that comes up with our customers every day. They see how all departments can drive revenue for the company; those departments can include sales, marketing, customer success, and finance. Screenshot from this Future of Selling video (1:13). Great question.

Gaming 98

Gaming Cross-sell Sales Finance 98

Salesforce

AUGUST 24, 2021

The research surveyed executives, team managers, and individual contributors across marketing, sales, commerce, service, finance, and IT. Research suggests that even as customer expectations, market dynamics, and technologies have rapidly evolved, the way companies use CRM systems is not keeping up with the times.

CRM 98

CRM Finance Customer Relationship Management Technology 98

Hubspot

JUNE 8, 2021

It's important for this role to educate prospects and follow up once a sale is closed to maintain customer satisfaction and encourage repeat buyers. The path to a promotion is clear, and you'll gain the skills you need to level up to a managerial position. Nearly half of their time is spent selling remotely (i.e. Image Source.

Commission 76

Commission Territory Finance Inside sales 76

Salesforce

SEPTEMBER 27, 2021

Sing up now. Breidenthal had been closely tracking the rise of Coinbase in the months leading up to its public offering. Reimagine the selling experience. If you’re wondering how a seller runs a deal like this up that many flagpoles and gets a bunch of players with different needs on the same page, enter automation.

Closing 98

Closing Contract Legal Cross-sell 98

Sales Hacker

MAY 4, 2021

The human condition behind marketing [11:00]. Founding a personal finance blog [14:15]. market [16:42]. Before we go to the interview, I’d be remiss not to tell you about Unleashed 2021. Sign up for a free trial or book a demo at Proposify.com/SalesHacker. I’ve only been in marketing.

Finance 58

Finance A/B testing Start-ups Negotiate 58

ConversionXL

NOVEMBER 23, 2022

You should also be aware of the law of shitty clickthroughs: all marketing strategies end up having shitty CTR because novelty fades and a first-to-market strategy doesn’t last. They don’t usually fit within the consideration set where only category kings go. Daniel Layfield, Growth Product Manager at Codecademy.

B2B 94

B2B Objectives and Key Results Relationship building Growth 94

Hubspot

JULY 11, 2019

Reps need to prospect, sell, and close -- and that doesn’t always leave a lot of time for administrative or big-picture work. Sales operations exists to help the team use technology effectively, implement training exercises, align sales and marketing, set territories, evaluate compensation plans, and more. Image source: PayPal.

Commission 78

Commission Territory Quota CRM 78

Sales Hacker

SEPTEMBER 11, 2020

Imagine having the opportunity to sell into a company like Lyft in 2011. Imagine growing with them on their journey to becoming a publicly-traded company with an $11+ billion market cap. The total addressable market continues to grow and is ripe for selling to, but very few startups reach unicorn status. And so on.”.

Sell 78

Sell Minimum Viable Product Objectives and Key Results Cross-sell 78

SalesLoft

APRIL 25, 2019

It’s my pleasure to share SalesLoft has finalized our Series D financing. This boosts our ability to seamlessly implement the platform and codify customer’s desired go-to-market in their markets. It’s why we get up every day. You inspire us to never give up in serving you relentlessly. How are We Different?

Growth 90

Growth Commission Networking Technology 90

SalesLoft

JUNE 26, 2020

An account-based strategy is only a strategy until marketing and sales come together to hyper-focus on their top-tier accounts. Patrick Lencioni’s fundamental business book, The Advantage , says, “Not finance. We met three times per week to align on our go-to-market strategy. . Not strategy. Not technology.

A/B testing 52

A/B testing Teamwork Cross-sell Finance 52

SaaStr

AUGUST 26, 2020

It’s going to be tough to be the first investment that a partner at any VC makes without having met you in person. There’s so much subtle communication that gets lost over video, you need to make it up with energy. The fourth major risk that investors are evaluating is go-to-market risk.

Pitch 108

Pitch Finance Product Start-ups 108

Sales Hacker

APRIL 1, 2021

If you’re an OEM or selling physical products, this one’s for you (sorry, SaaS folks). As the world is starting to reopen, there is likely room for your products in new markets, if you understand the complexities and risks. Plus, these changes make you a stronger partner for carriers and 3PLs if you’re looking to go global.

E-commerce 67

E-commerce Territory Transportation B2C 67

SaaStr

DECEMBER 17, 2019

Companies that have access to more accurate financial data have the ability to develop seamless exchanges of information, providing consumers with improved ways to manage their finances. So, as a consumer, the way that you interacted with your finances in the web pre-Plaid was doing a variety of manual processes. Zach : Yeah.

Finance 57

Finance X-functional Non-Profits Launch 57

SaaStr

JULY 24, 2020

Satya Patel: It’s going to be tough to be the first investment that a partner at any VC firm makes without having met you in person. There’s so much subtle communication that gets lost over video, you need to make it up with energy. The fourth major risk that investors are evaluating is go-to-market risk.

Finance 56

Finance Pitch Government Start-ups 56

SaaStr

JUNE 2, 2021

Announcer: Up today, the secrets to doing freemium and sales-driven sales at the same time with Mixmax CEO, Olof Mathé. And you’re always up against an incumbent or competitor that has more market share. And I can’t make out a single logo, which of course is purposeful, just to show how crowded marketing tech is.

Sales 97

Sales Up-sell Price Start-ups 97

SaaStr

MARCH 1, 2019

So basically start ups, acquiring other start ups. I used to be a CTO and operator, co-founder of a SaaS start up. So on this topic, so how like what are the things, what would you consider, why would I start up, be buying another startup? I’m with Insight Venture Partners. The third one would be sales motion.

Growth 42

Growth Finance Negotiate Start-ups 42

SBI

JUNE 28, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? Twitter.

Sell 34

Sell Finance Sales Quota 34

SaaStr

AUGUST 27, 2019

How to Design a Sales Comp Plan to Get You to $100M with Work-Bench, Movable Ink, MongoDB and Concert Finance. Sanj Sanampudi | Co-Founder & CEO @ Concert Finance. First step, we have who has worked with a number of SAAS companies in New York City as a CFO, and is now CEO of Concert Finance, a sales commission platform.

Territory 51

Territory Contract Cross-sell Drivers/motivators 51

Lead Fuze

JANUARY 1, 2022

It includes a variety of perspectives from buy-side and sell-side employees as well as personal experience, in order to provide an array of ideas. These companies usually sell to channel partners or consultants who then provide services around that product for an added value. In some cases, a ship by default model may not work.

Negotiate 52

Negotiate Profit margin Contract GTM 52

Sales Hacker

AUGUST 4, 2020

If you missed episode 120, check it out here: From SpecOps to RevOps: What Soldiering Can Teach Us About Selling with Matt Rizzetta. I mean, it’s almost 11 years later now and I still wake up with, in many cases, the same fear and the same anxieties that I had when I first started the firm. Subscribe to the Sales Hacker Podcast.

Objectives and Key Results 106

Objectives and Key Results Finance Start-ups Prospecting 106

SaaStr

MAY 27, 2020

We woke up February 2020 with a shock to the system and no idea what it would mean for our business. That’s the week that the CARES Act was signed into law and created some market stability that drove the Dow Jones back up. So we’ll know tomorrow, the extent to which that goes up. FULL TRANSCRIPT BELOW.

Finance 75

Finance Government Price Contract 75

SaaStr

JULY 25, 2021

As we gear up for 2021 SaaStr Annual, I wanted to highlight some of my very favorite Annual sessions from the past you may have missed. Also, don’t miss out on SaaStr Annual 2021 coming up FAST Sep 27-29 in SF Bay Area! And I feel like a talk show host in this kind of set up. This was certainly one of them.

Up-sell 97

Up-sell SQL Product Start-ups 97

Sales Hacker

DECEMBER 2, 2019

Our second sponsor is Outreach , the leading sales engagement platform that enables sales reps to humanize their communications at scale, from automating the soul-sucking manual work that eats up selling time to providing action-oriented tips on what communications are working best. I understand accounting and finance.

Strategize 52

Strategize Contract Strategic planning Drivers/motivators 52

Sales Hacker

NOVEMBER 24, 2020

Team selling and why it’s making a comeback [7:43]. She’s going to be talking to us about team selling and how the concept of combined quotas with senior and junior account executives, converging on one territory, is coming back. Go to revenuecollective.com. Subscribe to the Sales Hacker Podcast.

Sell 81

Sell Territory Quota Up-sell 81

SaaStr

DECEMBER 13, 2019

290: Yousuf Khan is a serial CIO, start-up and VC advisor. I think the other thing I basically say is as a leader of a company, ask yourself the type of leader that you want to be and therefore ask what do you want this company to end up becoming and be known for? They don’t want to be involved in being externally focused.

Up-sell 62

Up-sell Represent Finance Technology 62

Sales Hacker

JUNE 9, 2020

The finance world wasn’t scratching the itch, though, so he decided that he just had to be in sales. He and I talk about his background in sales, but also about how he started off in the finance world as a private equity analyst at Merrill Lynch Capital Partners before deciding that he just had to be in sales. Incredible company.

Finance 78

Finance X-functional Pipeline Territory 78

Heinz Marketing

MAY 16, 2022

Why did that bubble up as a topic for you? If I’m ever in market, I won’t buy from them because of how they treated me, because of how they pushed me.” When I talk to groups about marketing planning, one of the most popular templates I refer to is something called marketing will and will not.

Pipeline 97

Pipeline Referrals X-functional Cross-sell 97

SaaStr

MAY 30, 2019

I was driving in to work one day, and I picked up a message a voicemail from our CFO. We make budgeting and planning software selling to a lot of technology businesses. I’d also suggest that structure in financing rounds is not something I’d recommend. This is mid 90’s. We said our future’s uncertain.

Finance 55

Finance Growth Objectives and Key Results Start-ups 55

SaaStr

AUGUST 20, 2020

To date the company has raised over $132M in financing from some of the best in the business including Sequoia, a16z, Index, Greylock and Kleiner Perkins to name a few. So we were really selling on the intuitiveness of the design, and in tandem with that, we were hiring these kind of rockstar designers. That made a ton of sense to me.

Sales 75

Sales Price Quota Start-ups 75