SaaStr

MARCH 12, 2019

He provides an in-depth guide to driving revenue growth at your company and what to expect at each stage. 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. Thirty, 50% revenue growth. Growth and milk.

Growth 82

Growth Cross-sell Contract X-functional 82

SaaStr

JULY 13, 2023

Startups come in all shapes and sizes on various stages of a timeline, yet it’s not surprising how many have the same questions and concerns about how to scale from x to y to z, the right time to hire and fire, and how to keep a team motivated during hard times. One audience member shared how they raised a series B before growth stalled out.

X-functional 69

X-functional Closing Growth Contract 69

Hubspot

FEBRUARY 21, 2020

If you have reps on your team who aren’t making their quota, parting ways with them can be the right move. For most salespeople, the primary measure of success is monthly or quarterly quota attainment. Most CRMs come equipped with dashboard functionality. But turnover can also be a positive thing. Signs of Sales Rep Burnout.

X-functional 94

X-functional Quota Objectives and Key Results Drivers/motivators 94

SaaStr

AUGUST 12, 2020

When you start growing above 50 employees, and certainly get to 100, things change, you now have teams, which means you have functional leaders. Rather than having this feeling of disconnected functional areas, everyone in the company knows what to work on. So, sales in my view is best run on a quarterly plan.

Finance 107

Finance X-functional Launch Objectives and Key Results 107

Salesmate

OCTOBER 28, 2020

Accurate forecasting can help a sales team function more efficiently and achieve as well as excel sales expectations. A company’s success can be measured by how well the sales team meets the sales forecasts and contributes to revenue growth. Lead Value = Sale value x Lead-to-sale conversion rate. Current industry conditions.

Territory 96

Territory X-functional Pipeline Appointment 96

Sales Hacker

JUNE 20, 2019

There’s a person at your company that can… Make or break your growth round. I was responsible for onboarding hundreds of salespeople, training the entire BDR, AE, CS, and Support functions. 7) The Sales Enablement function is being asked to deliver visibility into the actual impact their coaching has on the team.

Quota 70

Quota X-functional Strategize Contract 70

Partners in Excellence

JULY 8, 2015

Too often, however, we see huge disconnects in what the metrics show and the most important performance metrics–revenue/profitability attainment, growth, share, customer satisfaction, customer growth/retention, and so forth. They had goals to send X millions of emails a month. Are you measuring the right things?

X-functional 94

X-functional Quota Meeting Growth 94

Lead Fuze

DECEMBER 1, 2021

In future articles, we’ll talk about accelerating deals and crushing quotas. Objective: The Sales Development Representative is responsible for booking qualified leads so that the account executives can reach their quotas. Marketing is a key component of business growth and success. Data Science / BI. Now repeat step 10.

Meeting 40

Meeting Territory X-functional Objectives and Key Results 40

SaaStr

AUGUST 26, 2022

Yes, Zoom and Shopify and folks that were huge COVID beneficiaries had a bit of a hit, but even those have resumed their growth path. Jason Lemkin: Then there are different types of growth, late growth and growth. So crossover completely frozen, late growth semi-frozen. X this year. It could come back.

Quota 79

Quota Growth Product Closing 79

Sales Hacker

MARCH 2, 2020

No one rises to the top of their game without intentional growth and learning. It uses the formula PPVVC=S (Pain x Power x Vision x Value x Control = Sale) to help salespeople accurately gauge the probability of closing a deal. Think and Grow Rich. The Slight Edge. Start with Why. The New Solution Selling.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

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. That level of growth costs a total of $300k each year. To profit on that growth, the team needs to bring in at least $300k, but we actually recommend 2x that number = $600k. Experienced/Top Performer.

SQL 103

SQL Commission Customers Non-Profits 103

Sales Hacker

APRIL 23, 2018

This is the only way to create both predictability and sustainability to the sales function. Target formula : Sales Goal (Quota in $) / Win Rate. Closed more than double the company assigned YTD Quota. . Measuring Effectiveness with the Compound Growth Formula. Measuring outcomes is easy. She has an exciting pipeline.

Drivers/motivators 78

Drivers/motivators Pipeline Objectives and Key Results X-functional 78

Heinz Marketing

SEPTEMBER 17, 2018

Melissa: Yeah, so I’d say that sales enablement, I fell into it, I think like a lot of folks do, they fall into sales enablement through a function of necessity and accident, happy accident. Melissa: My strong opinion is that the sales enablement function should report up into sales. Melissa: Yeah.

Pipeline 57

Pipeline X-functional Sales CRM 57

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. Think about just like we’ve talked about on SaaStr, you got to hire two AEs that hit quota before you hire a VP of Sales.

Growth 91

Growth Cross-sell Start-ups X-functional 91

SaaStr

JUNE 14, 2019

But today, you have much more growth-oriented PE firms. It does make me think, Dave, to a lot of questions that I get in terms of from early stage founders who have their first few sales reps and they always say to me, “Harry I’m going through quota setting, quota construction. You have PE platform roll-ups.

Strategize 54

Strategize Quota Non-Profits Price 54

SaaStr

JULY 15, 2020

Somewhat, I would tie it back if you had to put a kind of opinion timeline right around that we worked the debacle is when I think there’s a very clear retrenchment, repricing, re-analysis of what’s the right criteria for a growth around. X and it’s not [inaudible 00:20:29]. All that stuff at large.

X-functional 59

X-functional E-commerce Growth Retail 59

SaaStr

OCTOBER 29, 2019

Learn actionable monetization tips from a Product/Growth operator turned VC. I began my career in new product development and starting in 2011 got really excited about the high growth phase of a company. If you value speed, you might up in for an Uber X. I had a cross functional team that owned pricing and packaging.

Price 40

Price X-functional Cross-sell Growth 40

SaaStr

JUNE 13, 2019

And on the X-axis, we broke it out by ACV, from zero to five, all the way to 150K. This was one of the results where we’ve invested in SMB companies like Expensify, that have phenomenal net dollar retention growth rate, net dollar retention numbers. The second most common actually depends, it changes as a function of the ACV.

Contract 79

Contract Price X-functional Conversion 79

Salesforce

OCTOBER 26, 2021

Success metrics, like quotas, reflected these topline goals. To ensure predictable growth that offered customers digital-first, low-cost entry to products and services, businesses rolled out subscriptions. The basic equation is: [Customer lifetime value = Average order amount X Average purchases/year X Average retention time in years].

X-functional 98

X-functional Sales Growth Contract 98

SaaStr

MARCH 10, 2020

We also didn’t try to build a lot of the centralized functions too early. They’ve never missed a quota. Would you like to talk to one of our reps about X?” .” But in the early days we were able to scale much faster than people expected because we didn’t necessarily take anybody out of the field.

Government 76

Government Up-sell Contract X-functional 76

SaaStr

FEBRUARY 21, 2020

But I’m thrilled to welcome David back to the show today to discuss a very specific topic, the nine stage model to get a B2B software company to get repeatable, scalable, and profitable growth. You mentioned the nine stage model there. Neither one of them is predictable in how long it’s going to take.

Non-Profits 73

Non-Profits Up-sell Start-ups Product 73

Heinz Marketing

JUNE 4, 2018

– Building high performance sales teams that are metrics focused and scaling for growth. I think your customer base grows by two X it seems like every month these days. 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?

Pipeline 53

Pipeline Sales Drivers/motivators X-functional 53

SaaStr

SEPTEMBER 13, 2020

You see that both organizations embracing this cloud movement, but specifically in COVID, more and more companies turning to the cloud as their solution for business continuity or for business growth in these times when shelter in place is making on-prem solutions difficult and in many cases, impossible to use. What happens to growth?

Non-Profits 61

Non-Profits Strategize Trust Growth 61

SaaStr

AUGUST 9, 2019

In a SaaS business, you want to be anywhere from 4 to 6x, your on-target earnings from a quota perspective. I think if you’ve pitched that early on and you don’t suddenly show up one day with $10 million quotas, people understand that that is a journey that they are going to be part of. Vikas Bhambri: Yeah, look.

Finance 51

Finance X-functional CRM Engineering 51

Hubspot

AUGUST 17, 2021

Quotas are hard to generate. Believe it or not, some sales leaders think that quotas are a waste of time. What does this have to do with quotas? Well, whatever you set as a quota will be the benchmark for your reps. Finding the Right Quota. So how do you build a Goldilocks baby bear "just right" quota?

Commission 82

Commission Quota X-functional Finance 82

Hubspot

AUGUST 8, 2019

Year-over-year growth. Percentage of sales reps attaining 100% quota. Imagine one of your reps isn’t hitting her quota. The less time it takes a salesperson to meet her quota, the higher her sales productivity. Nothing makes team quota slip further out of reach than unexpectedly losing a high (or even average) performer.

X-functional 95

X-functional Quota Cross-sell Contract 95

SaaStr

MARCH 1, 2019

But today, Tom, I want to focus on an incredible survey that you did with regards to free trials, and their subsequent effects on how many different parts of both the kind of the financial growth and condition of a SaaS company happened. The first is do you retire quota at the same rate for renewal as you do for new business?

Contract 45

Contract Price Commission Conversion 45

Sales Hacker

FEBRUARY 19, 2019

For more than two decades, she has been instrumental in promoting sales development and inside sales as a community and engine for revenue growth. But here’s the truth: calling someone when they aren’t expecting it is not easy (duh), and salespeople often rely on email and LinkedIn to hit their meeting quota.

Cold Call 11

Cold Call Inside sales Sales B2B 11

SaaStr

JULY 8, 2020

Aileen Lee: But these are also super… I mean, you were talking about growth stage companies where they’ve got strong product market fit. Jason Lemkin: So, traditionally in normal and good times, there is a sort of very slow-paced pressure as a VC, which is to do X deals a year. It’s too much of a forcing function.

Pitch 62

Pitch Start-ups Up-sell Technology 62

SaaStr

JANUARY 3, 2020

But today, Tom, I want to focus on an incredible survey that you did with regards to free trials, and their subsequent effects on how many different parts of both the kind of the financial growth and condition of a SaaS company happened. The first is do you retire quota at the same rate for renewal as you do for new business?

Contract 10

Contract Price Commission Conversion 10