Hubspot

MAY 27, 2015

Here's what a few hours of sales looked like back then: An Average Couple of Hours of Income at My Company During the High Times. Our entire business was outsourced to seven VAs in the Philippines and one transgender customer support rep in Nevada who was saving up her salary to complete her hormone therapy. My Mindset in 2009.

Networking 76

Networking Profit margin Clients Start-ups 76

PandaDoc

FEBRUARY 3, 2020

Pitch Tactic #2 – Learn to shut up and listen. If you could just give me 30 seconds and if you think what I’m saying is BS you can hang-up.”. Rather than spend his time talking about himself or his company ? Pitch Tactic #2 – Learn to shut up and listen. REALLY listen. This is a cold call.

Pitch 52

Pitch Cold Call Quota Sales 52

SaaStr

AUGUST 16, 2019

In Today’s Episode We Discuss: * How Justin made his way into the world of Sales and came to be one of the industry’s leading scale up Sales leaders with PatientPop and ZocDoc. * During his 5 years at PatientPop, Justin grew sales from $0 to $56m alongside the full build-out of the sales team. How did Justin experience burnout?

Drivers/motivators 60

Drivers/motivators Start-ups Growth Territory 60

ClickFunnels

DECEMBER 25, 2022

Get Our Best Copywriting Templates Here [FREE] 1. I was working on a sales page for a product my wife sells called “The Prompt” — the target market is fiction writers and people who want to be fiction writers. Here’s what I came up with. If you’re a coach, then you probably are pretty good at turning calls into clients.

Niche 130

Niche Clients Up-sell Follow-up 130

SaaStr

SEPTEMBER 12, 2019

Grew up on a farm, which everyone’s always like, “What do you mean?” ” I’m like, “I actually grew up on a farm.” So how can you leverage that product’s success to obtain the valuation and funding you need to scale? Want to see more content like this? Join us at SaaStr Europa 2020.

Growth 40

Growth Product Price Engineering 40

SaaStr

APRIL 17, 2019

How can a CEO determine when is the right time to fundamentally invest in devops? When is the right time to pour fuel on the company fire? * When is the right time to pour fuel on the company fire? * You can do that on Instagram at hstebbings1996 with two Bs. Why does he believe this is so important? What works?

Sales 40

Sales Engineering Objectives and Key Results Up-sell 40

SaaStr

SEPTEMBER 20, 2019

When is the right time for startups to hire their first CMO? Harry Stebbing: Welcome back and you are listening to the official SaaStr Podcast with me, Harry Stebbings @hstebbings1996 with two Bs on Instagram and it would be great to see you there. 266: Janine Pelosi is the CMO @ Zoom, the next-generation enterprise phone system.

E-commerce 54

E-commerce Trust Start-ups SQL 54

Hubspot

JUNE 24, 2011

During a recent workshop I led for several hundred small business in Scotland, I challenged groups to come up with a short content plan including a persona, 3-5 blog post titles, and 2-3 meatier content offers for lead generation. What makes content 'remarkable'? And that brings me back to a bit of marketing 101: the persona. Boring Content.

Lead generation 59

Lead generation Start-ups Drivers/motivators Up-sell 59

SaaStr

AUGUST 9, 2019

Ep 255: Vikas Bhambri is SVP Sales and Customer Experience @ Kustomer, the startup providing Real-time, actionable views of customers with continuous omnichannel conversations and intelligence that automates repetitive, manual tasks. What about the changing tech stacks and infrastructures makes them vulnerable to up and comers?

Finance 55

Finance X-functional CRM Engineering 55

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. How does Dave think about when is the right time to raise? How do they set up the process from there? * Who is involved?

Strategize 58

Strategize Quota Non-Profits Price 58

Sales Hacker

NOVEMBER 3, 2020

Leveraging the next generation of artificial intelligence, the platform allows sales reps to deliver consistent, relevant, responsible communication for each prospect every time. If you missed episode 133, check it out here: How to Go From Startup to Pre-IPO: Unexpected Lessons From a 20-Year Sales Veteran with Jim Donovan. We’re on iTunes.

Non-Profits 69

Non-Profits Finance Start-ups Growth 69

SaaStr

MARCH 6, 2020

Sarah Varni: CMO @ Twilio on her biggest takeaways from her time at Salesforce. Erica Schultz: President of Field Operations @ Confluent on her biggest takeaways from her time at Oracle. Whitney Bouck: COO @ Hellosign on her biggest takeaways from her time at Box. But to the show today and I wanted to mix it up a little bit.

Growth 87

Growth Start-ups Up-sell Inside sales 87

Gong.io

SEPTEMBER 19, 2018

Of all the different types of books I read, sales books have probably been the most common (though I spend a lot of time reading books that have nothing to do with sales, which has tremendous value). More than any specific books, I’d recommend picking up the habit of reading to begin with. Some of them, multiple times over.

Negotiate 111

Negotiate Sales Technique Up-sell 111

SaaStr

MARCH 1, 2019

What time frame from SAL to closed lead suggests product market fit? Welcome to Episode 213! Tom Tunguz is General Partner @ Redpoint Ventures, the venture fund with a portfolio including the likes of Stripe, Netflix, Zuora, Hashicorp and Juniper Networks just to name a few. Tom has also been named on the Forbes Midas Brink list.

Contract 48

Contract Price Commission Conversion 48

Sales Hacker

JANUARY 19, 2021

Best practices for asynchronous selling [15:38]. Guided selling with Revenue Grid allows you to guide reps step by step through every deal, reducing guesswork and increasing consistency, so your teams have the best odds with every opportunity in the pipeline. I’m not here to sell you anything, but I am here to share good ideas.

Cross-sell 63

Cross-sell Up-sell Objectives and Key Results Start-ups 63

SaaStr

JULY 30, 2020

Why do founders have to sell the product themselves at the start? When is the right time to hire their first sales reps? What can be done to minimize ramp time of new reps? 356: Pete Kazanjy is the Co-Founder @ Atrium, the startup providing proactive, always-on insights for sales operations, managers, and leaders. Pete Kazanjy.

Cross-sell 87

Cross-sell Up-sell Start-ups Sell 87

SaaStr

DECEMBER 13, 2019

290: Yousuf Khan is a serial CIO, start-up and VC advisor. During his time at the company, they raised over $108m from Lightspeed, ICONIQ, Kleiner, Sapphire, and Bain Capital. When it comes to implementation, how important is time to value in the mind of the CIO? Loving our podcast content? Does that ever put them off buying?

Up-sell 68

Up-sell Represent Finance Technology 68

Sales Hacker

OCTOBER 7, 2021

We’re often encouraged to hide, toughen up, and bury our emotions. Celebrate taking time off to be with your family, kids, pets, friends, or alone with your thoughts. Time to take notes. Women in sales often have a polarizing experience. The expectation is that we can “do it all.” Anything less is failure.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

SaaStr

MAY 15, 2020

and before that was VP of Corporate Sales @ Sumo Logic where she drove ARR up by a record 237%. and before that was VP of Corporate Sales @ Sumo Logic where she drove ARR up by a record 237%. 333: Bridget Gleason is the Head of Sales and Customer Success @ Tidelift, the company providing managed open source, backed by maintainers.

Trust 82

Trust Start-ups Customers Up-sell 82

SaaStr

MARCH 27, 2020

How does May think about and assess operational survival in times of such uncertainty? How does May think about when is the right time to engage with preemptive burn cuts? The pace at which Corona is impacting us all right now is so fast, it’s hard to keep up. Today is different from other times but in SaaS.

Start-ups 84

Start-ups Closing Prospecting Customers 84

Hubspot

JUNE 7, 2019

In fact, a myriad of WordPress booking plugins exist to help you save time while actually providing a smoother and more convenient experience for your customers. Allow them to choose a time. Price : Plans range from free to $3,200 per year, based on your needs. Price : Free, or Pro for $89/month. Encourage customer input.

Appointment 78

Appointment Price Up-sell Service 78

SaaStr

MAY 17, 2019

As for Godard, he founded his first business, BigMachines, in 2000, a business he scaled to $50m in revenue and over 300 people up until it’s acquisition to Oracle 11 years later for $400m. What did it teach him about capital efficiency and investing ahead of time? How have his thoughts on this changed over time?

Start-ups 61

Start-ups Networking Trust Quota 61

SaaStr

JUNE 24, 2020

345: Julie Herendeen is the CMO @ PagerDuty, the real-time operations platform ensuring less downtime and fewer outages, meaning happier customers and more productive teams. What were some of Julie’s biggest lessons from her time as VP Global Marketing at Dropbox? How does Julie believe sales and marketing should work in unison?

Pipeline 119

Pipeline B2C Campaign Start-ups 119

Sales Hacker

NOVEMBER 28, 2018

The three major KPIs to look into are volume, conversion and time. You’re collecting all this sales data but are you really getting your best use out of it? Is your data working for you? Is it bettering your business and helping you make smarter choices? Here are 10 ways to improve your sales process by leveraging your CRM data.

Process 81

Process CRM Sales Territory 81

SaaStr

SEPTEMBER 23, 2020

377: Dave McJannet is the CEO @ Hashicorp, one of the fastest-growing enterprise companies of our time providing consistent workflows to provision, secure, connect and run any infrastructure for any application. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin.

Product 82

Product Start-ups Up-sell Go To Market 82

SaaStr

JANUARY 31, 2020

How does Eugenio approach the issue of agency when selling to CIOs but having devs use the product? 303: Eugenio Pace is the Founder & CEO @ Auth0, the startup that allows you to rapidly integrate authentication and authorization for web, mobile, and legacy applications so you can focus on your core business. Loving our podcast content?

Price 72

Price Engineering Trust Product 72

SaaStr

JUNE 7, 2019

With many products starting as free, how does Amit think about when is the right time to start charging for your product? Learn what he did differently the second time around and the specific decisions he made to drive growth among B2B companies with Brex. How does Amit approach the process of idea validation?

Price 55

Price Contract Up-sell Product 55

SaaStr

SEPTEMBER 30, 2020

Why does Ryan believe it is such an advantage to sell into mid-market? How long should one expect in terms of lead times to see returns on the SEO strategy? 380: Ryan Sandler is the Co-Founder and CEO @ Truework, the company that gives employees control over employment, income and other identity data. Harry Stebbings. Ryan Sandler.

Price 53

Price Up-sell Start-ups Product 53

ConversionXL

MAY 5, 2016

This makes sense in a traditional economic way, where less supply and more demand drives up prices. It’s a cultural trope to “want what you can’t have,” but it’s also a principle based in decades of psychological research. That principle, scarcity, is incredibly powerful in marketing, persuasion and conversion optimization (when done right).

Extrinsic 80

Extrinsic Sports Intrinsic Sales 80

SaaStr

AUGUST 20, 2020

343: Kyle Parrish is the Head of Sales @ Figma, the company that helps teams create, test and ship better designs from start to finish. 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. What worked? What did not work?

Sales 82

Sales Price Quota Start-ups 82

SaaStr

NOVEMBER 29, 2019

286: Allie Janoch is the Founder & CEO @ Mapistry, the startup that makes environmental compliance simple. As for Allie, prior to founding Mapistry she started her career in MIT’s Lincoln Lab before joining IQ Engines (acquired by Yahoo). Post acquisition, Allie integrated the technology built at IQ Engines into Flickr search. Product analytics?

Start-ups 53

Start-ups Up-sell Product Engineering 53

SaaStr

APRIL 3, 2020

Why did Anthony and Front decide now was the right time to engage with billboards? 322: Many people make the false assumption that the path for a highly successful SaaS company is straight “up and to the right”. The book debuted as a number one new release on Amazon. Loving our podcast content?

Growth 73

Growth Start-ups B2B Campaign 73

SaaStr

JANUARY 3, 2020

What time frame from SAL to closed lead suggests product market fit? 295: Tom Tunguz is General Partner @ Redpoint Ventures, the venture fund with a portfolio including the likes of Stripe, Netflix, Zuora, Hashicorp and Juniper Networks just to name a few. Tom has also been named on the Forbes Midas Brink list. Loving our podcast content?

Contract 10

Contract Price Commission Conversion 10

ConversionXL

JUNE 15, 2017

Spending a little time optimizing forms can be some of the most important optimization work you can do. Do you need someone’s company name if you’re selling candles? While forms aren’t the sexiest part of conversion optimization , they tend to be the closest to the money, the macro-conversions. It’s contextual.

A/B testing 91

A/B testing User Experience Follow-up Start-ups 91

SaaStr

OCTOBER 11, 2019

How to continuously level up talent. Ep 272: Dave King is the Head of Marketing at Asana, the work management platform that teams use to stay focused on the goals that grow their business. As for Dave, prior to joining Asana, he led the marketing teams at Percolate, Highfive, and Salesforce Community Cloud. Loving our podcast content?

Objectives and Key Results 56

Objectives and Key Results B2C Launch Pipeline 56

ClickFunnels

NOVEMBER 15, 2022

Copywriting is the science ( not art ) of selling stuff with words — usually online through tantalizing landing pages, sales pages, and headlines. I’ve helped real estate investors, SaaS companies, advertising agencies, eCommerce brands, and even baling wire websites… sell stuff. Get Our Plug-n-Play Copywriting Templates (free).

Real Estate 48

Real Estate Trust Clients Up-sell 48

ConversionXL

DECEMBER 23, 2015

His definition, however, would likely be more detailed and complex, thus, more difficult for you, a first-time user, to understand. Incentives to Take Action – Are the motivators clear, believable, timely and persuasive? Content clarity ensures the images and text combine to minimize comprehension time.” (via

Conversion 90

Conversion UX Objectives and Key Results Follow-up 90