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. Highly leveraged sales compensation plans are mostly seen in transactional sales, where the volume is extremely high at low prices. 40,000/150 = $267/SQL. Or rather $250/SQL.

SQL 103

SQL Commission Customers Non-Profits 103

Sales Hacker

AUGUST 30, 2018

This can be through an email, a call, an in-person meeting etc. To create or develop an SQL, there is a series of variables: Number of Taps — The number of times you reach out to a customer; think of an email, a call, a shout-out etc. CR(t) —The conversion rate as a function of time to get to a single SQL.

Prospecting 47

Prospecting SQL GTM X-functional 47

SaaStr

JULY 2, 2020

How does Kurt think about the right pricing mechanism for the customer today? You’re telling me mathematically the answer is going to be X, but I can’t understand why. So how do you think about the variable pricing mechanisms and the right one that aligns you to the customer? How does Kurt feel about discounting?

Customers 111

Customers Contract Price Education 111

SaaStr

MAY 10, 2019

And when we would focus on the buying experience and making it very personal to the buyer we actually see a dramatic increase in revenue and so MQL and SQL are what I call maybe a momentum or a KPI metric, but they shouldn’t be how you’re driving or measuring your teams.

X-functional 51

X-functional SQL Pipeline GTM 51

SaaStr

MARCH 1, 2019

So we ran a free trial survey because we found that in most of our startups, many of them at all different price points, even starting around 1K is obvious, but going up to 150K ACV, they were running free trials as part of their marketing campaign. What we found is that time is by far, even across all price points, is by far the most common.

Contract 46

Contract Price Commission Conversion 46

SaaStr

FEBRUARY 11, 2020

So, one of the interesting facts is, they did this analysis and they said, “Okay, when we make an investment, we can … without looking at M&A or process changes or pricing or sales growth, what they identified was 70% of the increase in valuation of their companies came from increasing organic sales growth.

Growth 75

Growth Niche Hospitality X-functional 75

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. ” Those emails had like an 80% email send to meeting book rate for the sales reps.

Start-ups 51

Start-ups B2B A/B testing Pipeline 51