Salesforce

OCTOBER 10, 2023

Second, having set stages for every sale removes the worry about what should happen next, allowing reps to be fully present in prospect conversations and focus on building authentic relationships. That’s a big mistake. In fact, according to LinkedIn, 78% of businesses that use social selling techniques outperform those that don’t.

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Openview

OCTOBER 5, 2017

I’d like to think we can all learn from not only our own mistakes, but also from each other’s. I want to share with you the biggest mistake I made in my career, and it happened to be as a co-founder and Sales VP. How My Mistake Started. The new CEO joined our team, helped us raise new financing, and ultimately took us public.

Finance 72

Finance Sales Quota Lead generation 72

Hubspot

JANUARY 27, 2020

Success theater is, at its core, an informal operating system that says to employees: "you're expected to win, and you should only discuss wins. Ultimately, it is an avoidance of data that conflicts with your opinions. There's no silver-bullet solution to avoid success theater, and it will probably always exist to some degree.

Growth 100

Growth A/B testing Campaign Electricity 100

SaaStr

JULY 25, 2021

I still remember the very first time I met Dev back in 2011 and I was this engineer turn first-time founder, CEO running the business. And we were like less than 10 million ARR and business was doing very well. And I met with Dev and I was telling him our business was doing very well and he asked me, “Why is it doing well?”

Up-sell 101

Up-sell SQL Product Start-ups 101

Hubspot

DECEMBER 7, 2016

Everyone in an organization is (hopefully) aware that marketing is essential to a company’s success. However, when asked to define what the marketing team does and how it impacts business, answers tend to come up short. What Do Other Departments Think Marketing Does? As marketers, we know this simply isn’t true.

Strategize 77

Strategize Strategic planning Finance Presentation 77

Hubspot

JULY 18, 2018

It just so happens that some of the most powerful business magnates in the world are also avid readers. Whether or not you aspire to become a billionaire, there are thousands of business and marketing books to help propel you towards your career goals. Business Classics and Fundamentals. Pivot by Jenny Blake.

Finance 64

Finance Promote Start-ups Real Estate 64

PandaDoc

OCTOBER 3, 2023

Developing an AI strategy should involve identifying pain points, setting goals, assessing infrastructure, calculating ROI, researching solutions, piloting tools, training staff, and tracking performance. AI adoption should focus on human-AI collaboration, not just automation. Turbo with API and predefined inputs.

Process 52

Process Objectives and Key Results X-functional Sales 52

Salesforce

MAY 13, 2024

Do you have a killer idea that you think would be perfect for launching a small business? But in the real world, launching a small business can be a bit more challenging. Successful small business owners are constantly learning from their mistakes — and improving their ideas and dreams along the way.

52

52

SaaStr

FEBRUARY 21, 2020

What does David believe is the crucial step missing in B2B when it comes to finding product market fit? What is the most common mistake B2B companies make in the hunt for PMF? How should founders think about budget and resource allocation in this search for PMF? How should founders think about sales rep compensation?

Non-Profits 79

Non-Profits Up-sell Start-ups Product 79

SaaStr

JULY 15, 2020

Two, founders care a lot about Venture maybe more than they should. Are we open for business? Are we not open for business? ” So all the people who were whining, jumping up and down about the evils of short-termism and public markets, which I never really believed in any way, maybe you’re just factually wrong. .”

X-functional 63

X-functional E-commerce Growth Retail 63

Hubspot

JANUARY 17, 2012

Yes, B2B companies should be using social media. In fact, it is easy to make the argument that B2B companies are better suited for social media marketing than B2C companies. Regardless of your ninja level of experience with using social media for B2B, many mistakes are commonly made during the journey to becoming a superstar marketer.

B2B 64

B2B Networking Education B2C 64

SaaStr

MARCH 26, 2019

Scaling the company’s employee base, sales teams, marketing, and operations—all while preserving its culture—has required a laser focus on first principles, smart processes, and effective hiring. Try to avoid making decisions that are irreversible. And finally, if you want to go to any other market, you got to repeat it all over again.

Launch 63

Launch Engineering Product Start-ups 63

SaaStr

JULY 20, 2021

If you want to know about dynamics between members on your board and how to get through the “valley of death,” aka getting from 0 to $1 million in ARR, then you should hear what David Barrett, CEO of Expensify, has to say. That was in no small part due to having a board that was aligned with David’s vision.

Angle 97

Angle Meeting Start-ups Drivers/motivators 97

Hubspot

AUGUST 15, 2017

In April 2016, something happened at Facebook that would quickly result in a revolutionary paradigm shift on the horizon of online communication -- from mobile to desktop, marketing to services, personal to corporate -- everything, really. Well, we have a similar guiding principle for your bot's personality: It should match your brand.

Promote 76

Promote Pitch Appointment Finance 76

SaaStr

MARCH 18, 2019

Scaling the company’s employee base, sales teams, marketing, and operations—all while preserving its culture—has required a laser focus on first principles, smart processes, and effective hiring. Here’s what Claire talks about: How to avoid trapdoor decisions when scaling. You can read the full transcript of the session below.

Launch 48

Launch Engineering Start-ups Finance 48

SaaStr

AUGUST 20, 2020

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. We had so many inbound referrals, and in terms of recruiting and hiring, people knew that there were a lot more roles on the go-to-market and business side.

Sales 81

Sales Price Quota Start-ups 81

SaaStr

DECEMBER 13, 2019

Should founders offer discounts in exchange for customer testimonials? How should the founders position that? 291: Experimental marketing brings together the science and art of marketing, allowing for creativity that drives results. And what should they be looking for in those candidates?

Up-sell 63

Up-sell Represent Finance Technology 63

The Lost Book of Sales

JULY 12, 2021

Because it brings you a good mental model for understanding modern high-tech marketing, as well as the importance of segmenting and understanding your customers in a manner that I haven't seen anywhere else. Basics: Markets and segmentation. Being sales vs. market driven when crossing the chasm. A high-level perspective.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

ConversionXL

APRIL 6, 2016

Avoiding Pain. Avoiding Fear. Avoiding Rejection. Roger Dooley: Neuro-persuasion – Brain-based Strategies for Online Marketers. Some of it is legit and helps you be a better marketer, but be careful and look at the data to make sure it’s not BS. Market to the 95%, too! Seeking Hope. Brain Cycles.

A/B testing 77

A/B testing Non-Profits E-commerce X-functional 77

SaaStr

AUGUST 5, 2019

The SaaS business model has risen to popularity for many reasons – it’s fast-paced, creates residual revenue streams, and well, the multiples are strong. Rajesh is going to walk you through the key elements of winning the long game in SaaS – how to win customers, how to create long-term relationships, and how to avoid churn.

Gaming 68

Gaming Customers Construction Contract 68

SaaStr

OCTOBER 4, 2019

Serving SMBs in the way that Pleo does is an intensely competitive space, is this a winner-take-all market? Avoiding the mistake of over defining the candidate profile. We moved to San Francisco eventually and I think it was a lot of the reason why I was inspired to go and build my own business. Missed the session?

Start-ups 50

Start-ups Finance Price Engineering 50

SaaStr

AUGUST 7, 2020

360: Digital transformation marks a radical rethinking of how companies use tech, people, and operations to fundamentally change their business performance. Matt Garratt: If you just look at Vlocity and nCino, amazing businesses. As I mentioned, acquired by Salesforce for over a billion dollars and nCino, amazing business.

Price 61

Price Retail X-functional Healthcare 61

Sales Hacker

JULY 28, 2021

After spending many quarters creating sales forecasts, you should have the process down and deliver precision accuracy. Automate processes: Integrate your CRM, marketing platform, and sales forecasting tools for accurate data. Your reps can change their approach early to avoid common mistakes. Just kidding. Stakeholders.

CRM 112

CRM Pipeline Territory Sales 112

SaaStr

AUGUST 16, 2019

258: Companies that have access to more accurate financial data have the ability to develop seamless exchanges of information, providing consumers with improved ways to manage their finances. We always talk about metrics and targets and KPIs, but as we know, there’s real people building these businesses and behind these numbers.

Drivers/motivators 58

Drivers/motivators Start-ups Growth Territory 58

Sales Hacker

OCTOBER 7, 2021

That company only lasted another year before they were out of business, so it was a poor use of my energy, time, and being away from my family – a lesson I work to pass on to others new in roles today. After spending a couple of years in a sales role, that knowledge will assist you throughout your life in business and elsewhere.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Sales Hacker

NOVEMBER 5, 2021

To help your customers through this journey, you should consider creating content that they will find helpful at every stage. At this point, your content should be focused on answering common questions being asked by your target audience, as well as addressing their concerns.

Customers 107

Customers E-commerce Clients Service 107

Sales Hacker

DECEMBER 17, 2019

As a serial founder, Pete has built up an impressive library of knowledge on scaling businesses and optimizing sales motions. Why your ability to teach sales reps will help scale your business. Identifying a business pain [14:27]. Common pitfalls for sales organizations to avoid [22:03]. How sales can be instrumented.

Cross-sell 52

Cross-sell Contract Sales Up-sell 52

Sales Hacker

MAY 17, 2021

It may sound basic, but non-standardization is one of the biggest small things overlooked in CRM implementations. There are two key questions to keep in mind when you’re structuring your data: Is this the right field type, and should this be required? The biggest mistake most companies make is using too many open text fields.

CRM 71

CRM Objectives and Key Results Pipeline Finance 71