Sales Hacker

MAY 9, 2019

Here’s a simple example to begin with that covers the SDR, AE and Customer Success Manager (CSM) functions: Table 1. It also helps create “micro promotions” which are useful for motivating people, especially those who are early in their careers. 40,000/150 = $267/SQL. Or rather $250/SQL.

SQL 102

SQL Commission Customers Non-Profits 102

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. And the way that we think about it is there are people who like to solve problems and there are people who like to execute game plans.

Contract 47

Contract Price Commission Conversion 47

SaaStr

JANUARY 21, 2020

I love a good game of ping pong. I have a young man on my a sales operations team who wanted to do SQL data analysis. Every quarter we run an ENPS, employee net promoter score, by department. QUESTION : As a sales leader, how do you manage expectations across the organization with product and other functions?

Quota 104

Quota Sales Healthcare Territory 104

SaaStr

JANUARY 3, 2020

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. And the way that we think about it is there are people who like to solve problems and there are people who like to execute game plans.

Contract 10

Contract Price Commission Conversion 10

ConversionXL

JANUARY 28, 2020

That’s when communication breaks down—not when everyone is on their best behavior with no skin in the game. What about specific skills to the job—doing X analysis, using Y tool, familiarity with Z marketplace? Instead, let’s ask if they’ll tell people what they need to hear and not what they want to hear.

Growth 70

Growth X-functional SQL UX 70

SaaStr

JULY 2, 2020

Kurt Muehmel: What’s interesting is that a lot of them do tackle a lot of customer-facing questions first and foremost, and this can be about customer activation, which promotions do we want to send to whom? You’re telling me mathematically the answer is going to be X, but I can’t understand why. Kurt Muehmel: Yeah.

Customers 116

Customers Contract Price Education 116