SaaStr

NOVEMBER 21, 2023

We’ve been through big data and tech hype cycles since the early 2000s — when businesses were considered dead if they didn’t have a website, and mobile was everything. Instead of using AI tools only to analyze and automate things, it’s being used to create content. Press 0 to speak to an operator.” It isn’t new! Press 2 for x.

X-functional 90

X-functional UX User Experience Gaming 90

Gong.io

DECEMBER 27, 2021

Win rates spike once pricing is shared over email: If you emailed price recently — or, erm, today — take a big sigh of relief. Because here’s the thing: Once your buyer asks for anything, negotiations have begun. Use our 1 0 Golden Rules of Pricing Conversations to overcome even the most grueling pricing objections.

Negotiate 127

Negotiate Price Contract Up-sell 127

SaaStr

OCTOBER 23, 2021

………………… Hiring a VP of Sales in a startup is an incredibly hard thing. It requires good instincts, luck, timing, and plenty of other things to work. Experience selling deals in your price range and whatever the next level is after tilting upmarket. That said, it is gotten wrong a TON.

Inside sales 129

Inside sales Sales Price Closing 129

SaaStr

MAY 17, 2022

Big sessions are fun, but sign up for at least 4 Braindates. Show Up for Reg on June 6 at Day 0. In addition, as Covid tests are required for all attendees, you can get one the day before from us, too, and cruise through reg the next day. It’s big, but not that big. It’s exciting and also chill.

Meeting 87

Meeting Start-ups Represent Networking 87

ConversionXL

JUNE 26, 2019

Outputs are a reliable indicator of whether you’re doing the right thing—they don’t lie. One of the beautiful things about a SaaS business is that you can analyze almost anything. Our numeric objective is to hit $15 million ARR in the next 12 months. 1,000) 0% ARPU Current (e.g. 100) 0% Annual Churn Rate Current (e.g.

Growth 121

Growth Objectives and Key Results Teamwork Appointment 121

SaaStr

MARCH 5, 2021

Enough to go from 0 to 100 sales reps in about 18 months — and they’re looking to be well beyond 100 by the end of this month. Here are some things to remember when you think about scaling your next big SaaS company. The three things that led to ramping up sales at Flock Safety were: Achieving product-market fit.

Growth 70

Growth Sales Up-sell Quota 70

SaaStr

JANUARY 24, 2024

They were thinking about the next great growth horizon and had data that showed teams were interested in using the product. As the new guy on the block, Mark had to approach this with care because to make that big of a shift as a company, he needed to not ruffle feathers right away.

Growth 89

Growth GTM Up-sell Legal 89

SaaStr

APRIL 20, 2020

The last thing anyone needs is another CRM, another invoicing app, another quoting tool, another recruiting app, etc. This is my big learning from my first year at Adobe Sign / EchoSign. Even if growth is 0% now, even if it’s worse. Things may have slowed down, and even gotten a lot worse. above). . $2m

Growth 122

Growth Engineering CRM Service 122

ConversionXL

SEPTEMBER 20, 2018

HackerNoon even goes so far as to claim that you can now build a SaaS product with $0.). A big downside of the high-touch sales model is that the CAC is out of control, and the sales cycles are extremely long. To put yourself on higher ground, the next best SaaS GtM is a marketing-led GtM. Perfect for hyper-niche solutions.

Go To Market 289

Go To Market GTM Profit margin Education 289

SaaStr

DECEMBER 25, 2020

Things start off looking bleak, with SaaStr Annual 2020 the first big tech event to be postponed due to Covid. And then we all plunged into what looked like a big tech recession — at first. Over 40,000 watched the various sessions of New New in Venture: Next up, we had 70,000 (!) Sign up HERE to join us for FREE.

Up-sell 116

Up-sell Engineering Start-ups Technology 116

SaaStr

JANUARY 17, 2021

In theory, many things can kill a SaaS startup after $4m-$5m ARR. In practice, quitting is the only thing. In theory, many things can stop a SaaS startup after $4m-$5m ARR from getting to $100m. In practice, high churn is the only thing. It was a big mistake. Well, if your NPS is 0 or 10 or 20. This month.

Legal 145

Legal Growth Start-ups Up-sell 145

SaaStr

AUGUST 5, 2021

If you use a sales comp plan like ours, you’ll get one big benefit for planning purposes — you’ll know with a decent sense of precision what % of first year ACV (annual contract value) you are going to spend on sales. But here’s the thing where the blogs and such will confuse you: that’s an average.

B2C 131

B2C Commission Contract B2B 131

Salesforce

NOVEMBER 17, 2023

To find NPS, businesses ask customers this question: “On a scale from 0 to 10, how likely would you be to recommend our company to a friend or colleague?” NPS feedback helps you make things right with individuals, improve your product offerings, and put customer service principles to work. Why is Net Promoter Score important?

Promote 59

Promote Referrals Service Follow-up 59

SaaStr

MAY 31, 2021

Patrick Collision, CEO and co-founder of mammothly successful Stripe, a while back put together a list of things to do from age 10 to 20 to be a successful entrepreneur. I do wish I’d done all those things. The second time, I routinely closed big customers that looking back, we didn’t deserve.

Start-ups 125

Start-ups Growth Closing Engineering 125

Gong.io

SEPTEMBER 17, 2021

Here are 8 sales closing questions that are 0% closing gimmicks and 100% effective. But first, a quick scenario: Here’s where things go wrong (and how to fix it). And they’re based on understanding three things: What changed. Use their answer to move toward concrete next steps. It’s true for in-person.

Closing 118

Closing Sales Cold Call Legal 118

SaaStr

DECEMBER 25, 2021

Build things quickly and with quality, and don’t worry if they aren’t perfect. Do things like create team brands to allow employees to feel a part of something larger than themselves. Don’t get bogged down by anticipating all of the things that can go wrong. Danny #6: There’s no such thing as a small role. Values matter.

Growth 113

Growth Up-sell Start-ups Process 113

ClickFunnels

AUGUST 11, 2021

Understand The Big Picture. You see, the Value Ladder sales funnel only works if you overdeliver at each step , which builds the trust that is required for that person to take the next step. Take It to the Next Level: Create a Variety of Lead Magnets. Example: Nick Stephenson’s “$0 to $1K Per Month” landing page.

Lead generation 246

Lead generation Niche Price Promote 246

SaaStr

MARCH 27, 2022

I lost $12,000,000 on paper in 12 months, and it went to $0. Both in starting something new, or just a new big initiative, anything big … well, carefully collect data. When things were really rough at EchoSign, I stopped taking a salary for 18 months. Boy that was hard. To lose it all. And one you truly trust.

Trust 144

Trust Start-ups Growth Pitch 144

PandaDoc

NOVEMBER 27, 2017

Once each stage is completed, the prospect is advanced to the next stage and inches closer to the closing process. 0% probability to close) 2) Qualification. uses the following example based on one opportunity valued at $1,000: Initial contact – 0 % x 35 opportunities = $0. 10% probability to close) 3) Meeting.

Pipeline 99

Pipeline Referrals Quota Sales 99

SaaStr

NOVEMBER 6, 2019

One thing I learned putting the post together is how much Salesforce is still accelerating in its bigger accounts. Its largest, “Shopify Plus” customers: Shopify’s biggest accounts have grown from almost 0% of their revenue 5 years ago to 27% today. You may be ready to go more upmarket next year.

E-commerce 60

E-commerce CRM Follow-up Start-ups 60

Sales Hacker

DECEMBER 20, 2022

Show Introduction [0:05]. After COVID, we really amplified things. I rented a big ship that fit around 2000 people, filled it up with students, and sent them to Newcastle in the UK. I spent two weeks in Excel trying to sort things out. Think about what can happen if things go right, and work towards solutions.

Growth 76

Growth Up-sell Start-ups Follow-up 76

SaaStr

OCTOBER 17, 2023

It’s one thing to bring the customer over the line and sell for the first time. When you go to make that hire, you can always Google what the job looks like online, but there are a couple of things to add. You’ve hired your Head of Customer Success at this point, and things are getting really big.

Cross-sell 67

Cross-sell Customers GTM A/B testing 67

SaaStr

OCTOBER 18, 2019

A few seasons back, we wrote a post on hitting how in SaaS, you have to be putting the resources in place by Q3 to hit the plan for the next year. We update this post a bit annually as we head into next year’s planning procress. The Good News: It’s Not Too Late for Next Year. You just can’t make it up. How many reps.

Referrals 73

Referrals Contract Start-ups Closing 73

ConversionXL

MAY 12, 2020

You don’t have to be a big football fan to intuit that the team that’s ahead at the end of the first quarter is less likely to win than a team that’s ahead by a wide margin at halftime. A few things stand out. When true effects are between 0 and your MDE, the test is more likely to run to the maximum sample size.

A/B testing 113

A/B testing Represent Gaming Conversion 113

Hubspot

JUNE 6, 2013

I''ve personally never experienced that level of pressure, but as an athlete all my life, I''ve always been fascinated by how people pump themselves up for their next big challenge. Sitting next to my bed in the morning is the quote from Aristotle, “We are what we repeatedly do. 0:47) Note: This video contains strong language.

Sports 77

Sports Drivers/motivators A/B testing Gaming 77

SaaStr

APRIL 22, 2019

His next call? Hear why he thinks that the next call should not have been to a competitor. “Hiring, Firing and Stretching: How to Build Your First Management Teams” ScaleX Founder and Managing Partner Dilek Dayinlarli and Insider Co-Founder and CEO Hande Cilingir and Atlassian Head of OpsGenie Berkay Mollamustafaoglu.

Pipeline 61

Pipeline Growth Gaming Start-ups 61

Hubspot

OCTOBER 9, 2015

According to Todd Rowe, Managing Director at Google, the tech giant's success comes down to three things: manically focusing on Google's end-user, placing big bets on new projects, and giving employees the freedom to achieve audacious goals. Highlights from the show include: How Google creates an environment for innovation ( 0:47 ).

User Experience 67

User Experience Growth Process 67

Hubspot

FEBRUARY 28, 2018

Along the way, I learned a big ugly truth that most companies don’t realize until it’s too late: Most users don’t know how to interact with bots on Messenger yet. It’s not always intuitive what the next step should be. It’s the little things that add up when writing copy for bots. But they will. Prompted the user to try again.

Conversion 77

Conversion Follow-up Campaign Closing 77

Sales Hacker

NOVEMBER 5, 2018

Why there’s no such thing as a bad call. Navigating from big company to small company and how to think about career development. Show Introduction [0:10]. If you are a curious person and you ask smart questions, and you can be empathetic, and put yourself in somebody else’s shoes, I think those two things go a long way.

Sales 68

Sales Up-sell CRM Conversion 68

Lead Fuze

NOVEMBER 30, 2021

We had just lost two big sales that we could have easily landed. One of the most interesting things we learned was that potential clients need to fully understand the problem before they can consider a solution. The next two steps are about teaching the buyer how your product can help them. 0 @mohamedosman. (

Sell 52

Sell Sales Up-sell Clients 52

The Bridge Group

MARCH 16, 2020

Steps you can take over the next 20 days for SDR teams working remotely. Step 0- close your office. This is a big one folks. Things are going to change day-by-day. Definitely not 0%. What you do over the next 20 days will have a huge impact on your company, your culture, and most importantly your people.

A/B testing 45

A/B testing Healthcare Sports Quota 45

Heinz Marketing

JULY 26, 2019

If you agree completely with one answer, it gets all 3 points and the other option gets 0. The quiz asked things like…. Communicating in personal relationships is a whole other thing I can’t even begin to unpack here!). This group is action-oriented and are willing to exert pressure on others in order to get things accomplished.

Conversion 71

Conversion Process Product 71

Heinz Marketing

JANUARY 10, 2019

0 work-related emails, although that may be because I am a new member of the OTA Insight team, which does mean I have a bit of an unfair advantage right now. First thing you do when you come into work? Last thing you do before leaving work? First app checked in the morning? My wife, Jessica. What gets measured gets done.

Hospitality 59

Hospitality B2B Start-ups Closing 59

Hubspot

JUNE 19, 2014

But here''s the thing: If black hat SEO can give your numbers a big boost and get you the results you need, why not go for it? Check out our new guide, 10 SEO Mistakes to Avoid During Your Next Website Redesign.). BMW feels the Google kiss of death for using doorway pages, receives a "0" PageRank. The SEO Hall of Shame.

Retail 77

Retail Networking Construction Launch 77

ConversionXL

NOVEMBER 25, 2020

Because it’s so challenging to create engaging content, there’s a big opportunity to create fresh content and carve out your niche. As of November 2020, the two most important things are: If viewers click on your video when they see the thumbnail and title, how long do they watch the video? Key metrics (90% of your focus).

CTR 129

CTR Entertainment Click Through Rate Education 129

Hubspot

SEPTEMBER 9, 2020

To collect your Sender Score, Return Path gathers data from over 60 million mailboxes at big ISPs like BellSouth and Comcast. There are plenty of things that can impact the deliverability of your email , but Return Path reports that 83% of the time an email is not delivered to an inbox, it is due to a poor sender reputation.

Networking 99

Networking Represent Contact Trust 99

VanillaSoft

JUNE 21, 2021

Upselling – Your customer wants to commit to the basic version, so you can increase revenue by offering the next best (faster, bigger, more flexible…) thing. ?? Next-selling – Do this by following up with a buyer after they purchase a product. Next-selling – Do this by following up with a buyer after they purchase a product.

Cross-sell 59

Cross-sell Retail Sales B2C 59