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. This is common practice at companies working strategic deals with large teams. 40,000/150 = $267/SQL. Or rather $250/SQL. As the SDR generates 12 SQLs/mo = $3,000 in commission.

SQL 103

SQL Commission Customers Non-Profits 103

SaaStr

MAY 10, 2019

Currently growing 100% year over year, working with companies to un-silo their operations and create one strategic revenue ops team to support their Go To Market strategy. They work with customers to unsilo their operations and create one strategic revenue Ops team to support their go to market strategy.

X-functional 51

X-functional SQL Pipeline GTM 51

SaaStr

JANUARY 21, 2020

I love a good game of ping pong. You moved into closing roles and you moved up to closing roles to getting support and getting strategic partnerships. I have a young man on my a sales operations team who wanted to do SQL data analysis. SDR, AE, a strategic reps, the peers elected one person to represent them.

Quota 101

Quota Sales Healthcare Territory 101

SaaStr

JULY 2, 2020

You’re telling me mathematically the answer is going to be X, but I can’t understand why. Harry Stebbings: When you think about who you admire in the customer and customer experience game, who would that be and why? Where are we going to show value? We think that’s really core to how we do things. Kurt Muehmel: Yeah.

Customers 110

Customers Contract Price Education 110

Heinz Marketing

JUNE 4, 2018

I think your customer base grows by two X it seems like every month these days. That’s probably changed the game. So gone are the days of feature functionality, obviously have a great product to sell, but more important, it’s getting to know the buyer, right? So doing some great stuff there. What does the buyer need?

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. Because obviously it’s going to be a strategic channel for your business forever. SQL versus the MQL.

Contract 45

Contract Price Commission Conversion 45

SaaStr

SEPTEMBER 27, 2019

What are the core differences when comparing marketing functions at the likes of Salesforce to smaller companies like G2? I do have to ask, you said there about your process in terms of the conversion from SQL to MQL and how you thought about that. Because marketing is the revenue function. How did it change his mindset?

Start-ups 51

Start-ups B2B A/B testing Pipeline 51