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. Money: Master the Game. 80/20 Sales and Marketing. The Go-Giver. Top Performers Are Students of the Game.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. Awesome revenue growth on the X axis, awesome revenue retention on the Y. Totally changes the game. The game has changed but we haven’t caught up. This is go to market fit. That’s easy.

Growth 82

Growth Cross-sell Contract X-functional 82

SaaStr

JULY 15, 2022

And the way you get it is whether it’s outbound, generally inbound events or whatever, solve a 10 X pain point, solve a unique pain point that a large enterprise has that other vendors don’t provide. Ash Bhoopathy (@ashbhoopathy): Probably more around go-to-market and sales. But potentially even technology.

Growth 91

Growth Cross-sell Start-ups X-functional 91

SaaStr

AUGUST 26, 2022

I’ll tell you, of all the founders I’m impressed with, I’m most impressed with founders that I meet and I’m like, “How you doing”, “Well, I’m at 2 million in revenue and I’m going to grow 2.5 X this year. I’m going to go from 2 to 5 or 2 to 6.”

Quota 79

Quota Growth Product Closing 79

SaaStr

SEPTEMBER 13, 2020

Law number three, this is huge, particularly in COVID, so we’re going to talk about this a little bit differently. Everyone is trying to figure out the go-to-market learning curve. Here, what you really want to think about is testing out two or three reps, seeing how they work, see if their quotas are about right.

Non-Profits 61

Non-Profits Strategize Trust Growth 61

Heinz Marketing

JUNE 4, 2018

Every week we’re featuring some of the best and brightest minds in B2B sales and marketing. Really excited to have a good friend, long time sales and marketing and go to marketing executive, Samuel Sunderarajj. I think your customer base grows by two X it seems like every month these days. Absolutely.

Pipeline 53

Pipeline Sales Drivers/motivators X-functional 53

SaaStr

MARCH 1, 2019

And then in the enterprise, some of them tie them to multi-year deals, but there’s actually no impact on conversion rate from the free trial to a paid customer as a function of the contract value. The first is do you retire quota at the same rate for renewal as you do for new business? Tom Tunguz: That’s really important.

Contract 45

Contract Price Commission Conversion 45