Sales Hacker

MARCH 25, 2025

Why traditional SaaS pricing models (like per-seat) dont work in the agent era. 25:15 Why legacy SaaS pricing models dont work for agentsand what comes next. And it’s usually like a very detailed sort of Google doc, here’s the login for X. How enterprise teams are already deploying autonomous agents in production.

GTM 67

GTM X-functional Start-ups Relationship building 67

ConversionXL

JULY 29, 2020

Yes, Google and Amazon’s search functions are not the same. That rationale applies to other aspects of your Amazon product listing, too: Include great images because they will help you sell the product, not because Amazon ranks listings with X number of images at Y resolution higher. Of course, not everything requires reworking.

Click Through Rate 113

Click Through Rate Objectives and Key Results Retail Engineering 113

ConversionXL

NOVEMBER 3, 2016

It’s often a higher purchase price (or at least a more complex sale). So while many usability heuristics remain the same in B2B website design and functionality , much of what goes into lead gen, sales, and analysis is different. Also, look into those that evangelize your company , your top referrers.

B2B 110

B2B Conversion B2C SQL 110

Sales Hacker

JULY 18, 2019

Having well-defined and accurate sales stages for your business is critical, particularly if you plan to leverage the weighted pipeline functionality. Upside – the AE is feeling good about the deal; however, they haven’t ironed out pricing, contract terms, etc. Weighted Pipeline = ARR x Probability the deal will close (a.k.a. %

X-functional 72

X-functional Pipeline Contract Quota 72

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. Compensate on SQLs and lower the price per SQL from $100 per SQL to $50.

SQL 110

SQL Commission Customers Non-Profits 110

PandaDoc

FEBRUARY 27, 2023

To use this promotional technique, the closer must go into the meeting anticipating objections (especially with pricing) and have a pre-approved offer ready to go. Do you need this functionality or that? Discussing functionality is especially important if you’re a SaaS business or offer IT solutions.

Closing 52

Closing Contract Technique Referrals 52

SaaStr

DECEMBER 17, 2019

From referrals from one developer to another. A lot of my time is focused on internal infrastructure building, making sure that the company is functioning as it needs to function. It determines if we can go to X, Y, Z or if we can do X, Y or Z or buy X, Y, Z or have X, Y or Z.

Finance 82

Finance X-functional Non-Profits Launch 82

SalesHandy

MAY 1, 2020

Make a proper list of all the topics you are going to cover in your meeting and also get ready for the pricing discussion. Always ask for referrals. According to a study by marcwayshak.com , about 47% of top performers ask for referrals consistently vs. 26% of the non performers.

Prospecting 87

Prospecting Cold Call Technique Sales 87

Sales Hacker

AUGUST 30, 2018

CR(t) —The conversion rate as a function of time to get to a single SQL. Word of mouth], a new prospect reaches out to you via email at the referral of an existing customer. Nurtured] leads such as by visiting a pricing page. We call this a 3 x 3 account — a term coming from organizational selling.

Prospecting 58

Prospecting SQL GTM X-functional 58

PandaDoc

APRIL 12, 2022

Example: 40 positive responses / 60 total responses X 100 = 67%). It’s possible for customers to love a product but dislike the price or to enjoy a product but dislike a brand. Software with high functionality, speed, and simplicity can be more readily adapted into a customer’s business model and can even boost their total revenue.

Customers 52

Customers X-functional Promote Price 52

ConversionXL

APRIL 28, 2016

And it doesn’t need to be just presentation layer stuff, it could be some backend business rule or different pricing, it could be different sort algorithms, or whatever – they all need to be managed.”. How do you decide to assign X experience to Y segment? It’s the taxi-cab problem in machine learning. Business Rules.

A/B testing 69

A/B testing User Experience Technique X-functional 69

SaaStr

APRIL 23, 2019

Building the basic functionality. But after that, referrals started going, and started making it better. And I think we did two X what we thought we were going to do. We actually went functionally into all these areas. So, talk about the three … because you’ve done three rounds now, informally priced rounds.

Launch 85

Launch Pitch Niche Negotiate 85

SaaStr

JULY 8, 2020

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. Aileen Lee: Is the price going to be double? If the price doesn’t double, I mean, that’s a restaurant question too, right? Jason Lemkin: I mean, if prices double, it all works.

Pitch 78

Pitch Start-ups Up-sell Technology 78

SaaStr

MAY 14, 2023

Algolia went from zero to seven figures in revenue in 12 months, and the launch of their search as a service product, and grew pricing from $19 a month to $100,000, which sounds amazing. Nicolas : Really, one step at a time, so we knew the first pricing was just testing the market, and we iterated a lot on it. Nick : Pretty good?

Price 109

Price Start-ups Up-sell X-functional 109

Sales Hacker

JANUARY 7, 2025

Well, what I wanted to dive into, because it’s a personal passion of mine, I’ve been in kind of a partnerships function for a while, at least while I was an operator at Outreach. Fred Viet: The other thing you mentioned, And I think the change we’re going to have as well is, okay, we all adore, I would say, pricing per seat.

GTM 113

GTM Sell Customers Cold Call 113

ConversionXL

APRIL 3, 2018

Two scariest words for SaaS customer – “pricing change’ – avoid shocking customers. Main focus – start testing your pricing model and the value proposition (what resonates with the clients). So they optimized referral process. Value = (Knowledge + Process) x Skill x Attitude. Functional analysis.

A/B testing 106

A/B testing Objectives and Key Results Growth X-functional 106

Hubspot

OCTOBER 23, 2017

You should consider using MEDDIC as a qualification framework if your company sells a product that requires a transformation in behavior or average sales price is incredibly high, as understanding exactly how a prospect buys, why they would buy, and who's championing you internally is crucial to maintaining an accurate pipeline. CHAMP Sales.

Sales 101

Sales X-functional Contact Prospecting 101

Sales Hacker

MARCH 2, 2020

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. ” When we break the Laws, we pay the price. With the help of Parinello, you get VITO to VITO referrals who are worth pure gold. Jeffrey Gitomer.

Sales 143

Sales Technique Objectives and Key Results Up-sell 143

Search Engine Land

OCTOBER 23, 2023

The search engine revealed that: It quietly increase ad prices by as much as 10% without telling advertisers. Google released a fully-redesigned version of AdWords Editor that supports several of the bulk editing features that have recently been added to the web interface and introduces new functionality to the desktop tool.

E-commerce 126

E-commerce Launch Campaign Retail 126

SaaStr

NOVEMBER 21, 2020

How does Rob think through pricing today in a way that encourages land and expand? How does Rob think about usage vs seat-based pricing in SaaS? How should sales and marketing work together on pricing? You look at the forward-looking ARR multiples on the stock price, and they were a lot lower back then.

E-commerce 117

E-commerce Manufacturing X-functional Retail 117

Salesforce

NOVEMBER 20, 2023

Your message could look something like this: “We showed XYZ company in your industry how to drive (results) using our solution” or “We’re working with other (executive title) in your industry to help them address their (X) priority by….” Are you asking for a referral? If so, with whom? Confirm next steps.

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

SaaStr

OCTOBER 30, 2020

We made it just 10 questions, and on the results page, we’d show you how the price varies by the features you listed in the 10 questions, and how the price varies kind of by the geography of the tech talent. Randy Rayess: Or what’s the price because it’s just $20 per user per month is the same for everyone.

A/B testing 110

A/B testing X-functional Start-ups Launch 110

PandaDoc

MARCH 7, 2023

Common objections include but are not limited to the following: Pricing or departmental budget issues Inability to understand the benefits No belief in the ability to implement your product or service. Sales automation software or other solutions with eSignature functionality will help you close deals more quickly.

Process 52

Process Objectives and Key Results Pitch Sales 52

Lead Fuze

AUGUST 3, 2021

What Are Business Referrals? Before we dive directly into the topic of how to get referrals, let’s get to know what a business referral is first. Whenever someone in your circle promotes your company to a prospective client, this is known as a business referral. How to Get Referrals from Customers.

Referrals 105

Referrals Clients Lead generation Contact 105