PandaDoc

MAY 8, 2024

Such huge numbers equate to huge revenue potential in terms of SMB sales. Read on as we cover everything you need to know about the SMB sales process, and how your sales team can crush it in the competitive landscape. What are SMB sales? Which approach and tools should you implement to make the most of this potential?

Objectives and Key Results 52

Objectives and Key Results B2C Legal Government 52

SaaStr

MARCH 27, 2024

It sells sales, marketing, support and more tools. Despite raising prices and selling more products, HubSpot ACV is basically flat at $11,365. Clearly, even SMBs are working to moderate spend, even as vendors increase pricing. So price increases don’t always automatically lead to an ACV / ARPU bump. #4.

Non-Profits 99

Non-Profits Drivers/motivators Growth Price 99

Martech

MARCH 12, 2024

These are clear signs of a winning B2B strategy, which Canva’s marketing team had to adapt to accommodate a growing roster of enterprise tools and AI capabilities. Magic Studio tools are available for enterprises, small businesses, individual creators and educators. Magic Studio. Expanding B2B approach.

B2B 120

B2B Customers Teamwork Campaign 120

SaaStr

SEPTEMBER 19, 2023

based SMB sales positions. SaaS sales execs with even a little bit of experience at other SaaS companies are looking for higher and higher OTEs, often with lower effective attainment and high support costs. based sales reps often aren’t really willing to work, or excel, at sub-$100k OTEs anymore. for non-enterprise sales.

Price 111

Price Sales Up-sell Start-ups 111

SaaStr

FEBRUARY 7, 2021

When you go to hire a VP of Sales or even your first sales rep, one of the top qualifying questions I always recommend asking is if they have experience at your deal size, at your ACV (Annual Contact Value). And sales professionals certainly can learn skills and go up (and perhaps even down) a deal size in sales.

Cold Call 127

Cold Call Sales Quota Price 127

Hubspot

OCTOBER 4, 2023

In sales, where every conversation counts and every opportunity demands precision, your team needs more than just the ordinary training programs. Without sales training software, it would be very difficult to ensure reps are applying best practices, staying up-to-date with the products and services they’re selling, and closing deals.

Price 57

Price Sales CRM Pitch 57

The Lost Book of Sales

JANUARY 12, 2024

There’s a common critical stage in many sales processes that demands your attention and it's about addressing your customer's concerns lingering under the surface. Whereas in smaller transactions the risks are more contained, in strategic enterprise sales, the risks aren’t just higher – they multiply.

Negotiate 111

Negotiate Objectives and Key Results Price Clients 111

Sales Hacker

FEBRUARY 2, 2021

Closing an enterprise sale in a niche market follows the same sales funnel as any other deal, but a bit more fine tuned. It represents the culmination of ‘art’ and process, where the enterprise sales process is modified to better reflect the client’s unique and specific needs. What Is Enterprise Level Sales?

Niche 96

Niche Closing Process Government 96

SaaStr

FEBRUARY 10, 2023

Dear SaaStr: How Do Enterprises Decide Which Software Vendor to Sign a Deal With? Well before they even talk to a sales rep. Price rarely wins per se. They may go with their #2 choice based on price … but generally only if they view the top 2 vendors as mostly fungible. But … not always. appeared first on SaaStr.

Negotiate 103

Negotiate Price Contact Market share 103

Search Engine Land

JANUARY 24, 2024

Using product scoring, you can systematically choose which products to emphasize in your marketing and sales efforts, focusing on those with the strongest potential for advertising success. Conversion rates Measure how effectively customer interest is transformed into sales. Preorder ratio. That leads to Step 2.

Campaign 98

Campaign Profit margin Product Construction 98

Hubspot

APRIL 12, 2021

When it comes to sales, some might think the only difference between sales roles is the product you’re selling. However, enterprise sales strategy differs vastly from self-service, SMB (small-medium business), or mid-market sales. The larger the sale, the more complex the process will likely be.

Contract 73

Contract Sales Retail Price 73

SaaStr

FEBRUARY 27, 2023

I get that most sales teams aren’t structured to really put in the work here, to steal a customer. Well, then give them 18 months for the price of 12. Well, that can be a tough one, but you may need to give them even more than 18 for the price of 12. What about sales commissions? Why do they even bother?

Contract 113

Contract Commission Price Sales 113

SaaStr

MAY 8, 2024

Sales is much harder than in 2021. Therefore, sales and marketing practices made no sense in 2020. How Does That Impact Sales and Marketing? In 2021, many sales folks were marginally efficient. If you have a good sales and marketing team, they will respond. It’s a cancer on the sales team.

Quota 86

Quota GTM Price Finance 86

SaaStr

JULY 5, 2022

By moving from Freemium to “Contact Me” only (albeit with transparent pricing), sales went way, way up. So many sales leaders get frustrated with Free editions, very low-cost editions … and the Long Tail in general. The Long Tail : Distracts sales , with leads that never closes.

Sales 120

Sales Engineering Growth Price 120

SaaStr

FEBRUARY 28, 2021

I told the CEO I was pretty sure, given the importance of the problem he was solving, and its impact across the enterprise, that this #1 customer could pay them at least $300,000 a year. Which segment is the #1 orientation of your sales team? And you may need more, and more expensive sales people. It’s a heckuva solution.

Product 121

Product Contract Price Sales 121

Martech

APRIL 17, 2024

Even so, because it’s part of the Google-verse and its price point (free) can’t be beat, it is still the dominant digital analytics platform. There are page views and things like that, key events, like newsletter sign-ups, and conversions, like, making a sale or getting a lead. Interview edited for length and clarity.)

Healthcare 116

Healthcare GTM Clients Price 116

SaaStr

JANUARY 24, 2024

What should you look for in an Enterprise rep vs. a Mid-Market rep? Sales reps were hosting 4-6 calls daily but most of these calls were early demos or top-of-funnel discovery calls Sales was closing really small deals on one end while talking to really large companies with hundreds of thousands of people on the other.

Growth 93

Growth GTM Up-sell Legal 93

SaaStr

APRIL 20, 2022

Dear SaaStr: What is the Best Way to Deal with Long Sales Cycles? The best way to shorten them a bit is to hire a head of sales with experience at your price point: $100k+ deals often take more than a quarter to close. $1m+ A bit more here: How to Cope With Long Sales Cycles. First, shorten them up a bit.

Pipeline 107

Pipeline Price Sales Closing 107

SaaStr

OCTOBER 24, 2023

And even at that scale, Cloud sales are growing a stunning 16% (!). Now a lot of this stuff is very, very enterprise, with a big jump in their core enterprise ERP platform. And I have no doubt a material chunk is from price increases and the like. That’s adding $2.400,000,000 in new bookings a year!

Price 96

Price Trust Up-sell Closing 96

SaaStr

JANUARY 1, 2024

The Average Public SaaS Company has 35,000 Customers So at some point, you can’t just raise prices and add enterprise editions to keep mixing it up and growing. Their CRM / Sales Hub is on track to catch its initial Marketing Hub and be even bigger. One with a market at least as large as the first product.

Product 116

Product Cross-sell CRM Growth 116

Martech

JULY 12, 2023

Salesforce is increasing its prices by an average of 9% next month, the company announced yesterday. This is the company’s first price hike in seven years. Sales Cloud, Service Cloud, Marketing Cloud, Industries and Tableau are all slated to see increases in August. What will be affected. Maybe a sign of things to come.

Price 88

Price Negotiate Contract CRM 88

SaaStr

JANUARY 10, 2022

Q: How can enterprise software (SaaS) pricing be optimally defined, taking into account that two of three versions of the software can be offered, e.g. ‘small’, ‘medium’, ‘large’? different enterprise products … each with different approaches to pricing! Not on pricing.

Price 92

Price Product Contact Service 92

SaaStr

OCTOBER 25, 2021

Q: What billing or pricing tactic have you found in the end just wasn’t worth it? “[You] have to get some sort of dollar commitment for pilots in Mid Market and Enterprise deals. Usually they are a sign of a weak VP of Sales (who can’t close), or founders just trying everything possible (which isn’t all bad).

Price 118

Price Contract Referrals B2B 118

SaaStr

FEBRUARY 1, 2022

60% of Asana’s customers come from self-service, 40% from sales. This is trending to 50/50 now that Asana has crossed $400m in ARR, but still a reminder a self-serve motion combined with sales jumping on the bigger deals can scale very, very far. Vimeo at $330m ARR is still 75% self-serv, 25% sales-driven revenue.

Contract 137

Contract Cross-sell Price Growth 137

Martech

AUGUST 2, 2023

This made call analytics enterprise-level expensive. Call analytics is essential for improving marketing, developing sales leads and proving ROI, according to Amber Callan, COO at Agile & Co., In addition to identifying high-quality leads, these systems can also track and analyze sales calls. And then they hang up.”

Sales 94

Sales Clients Price Contact 94

Hubspot

NOVEMBER 28, 2023

Marketing and sales teams rely heavily on one another to drive business. After all, it’s the marketing department that generates leads, and the sales team that converts those leads to paying customers. Sales collaboration dramatically improves results, but bringing it to fruition can be more complex than it sounds.

Objectives and Key Results 75

Objectives and Key Results SQL Sales Campaign 75

Hubspot

SEPTEMBER 29, 2023

Every winning sales team has an excellent coach guiding them. This is no different in sales. The key to improving sales performance lies not only in the hands of sales reps, but also in the ability of their managers to provide effective guidance and support. Pricing: Essential, Plus, and Ultimate tiers are offered.

Objectives and Key Results 66

Objectives and Key Results Price Objection handling Pitch 66

Hubspot

NOVEMBER 22, 2023

When it comes to sales, there's a lot of innovation happening — and therefore, a litany of new tools. But only one type of tool is considered "effective" by 78% of global sales professionals. If you're in sales, this result shouldn't be a big surprise. As part of our 2024 State of Sales Series , our Sr.

Closing 70

Closing CRM Customer Relationship Management Pipeline 70

SaaStr

MARCH 27, 2021

There can be nothing more frustrating in the middle-early days than when sales closes some great deal for say $125,000 a year … but you “knew” they could have gotten $200,000 if they just held the line on discounting. So they use discounts strategically to both bring down sales cycles and increase the # of deals that close.

Commission 124

Commission Price Quota Negotiate 124

SaaStr

DECEMBER 23, 2023

The Massive Push of CS into a Sales Function This is an even bigger change. CS in many ways become “weaponized” by sales and SaaS companies to chasing tough renewals and supporting aggressive upgrades in tougher times. Aggressive price increases across the board consumed much CS energy as well. #3. And what about CSAT?

Customers 103

Customers Price Start-ups Sales 103

SaaStr

MAY 25, 2020

I recently put out a call on Twitter and LinkedIn on folks’ top tip to take friction out of their sales processes. “Presumptive close in a transactional sale. “At In your pricing. ” — Jesse Woodbury, Enterprise Sales, GoQuiq. “Simplicity. In your messaging. In your website.

Closing 136

Closing Process Contract Price 136

Martech

APRIL 23, 2024

Or their solution might deliver only one service, like email, sales contacts or social media posting and metrics, which is holding back your organization’s efficiency. It’s also possible that your business might need to move to more robust, enterprise-sized solutions that can provide more in one place. Have you done your research?

Government 98

Government Technology Technology Trust 98

SaaStr

DECEMBER 29, 2023

In part two we head into IPO waters, how to incorporate AI into your products, the best way to drive employee performance, pricing models, and much more. If you go into Enterprise or more sophisticated parts of tech and don’t have AI in your product, you’ll lose deals. Catch up on the first half here if you missed it.

Customers 95

Customers Price Growth Construction 95

Salesforce

OCTOBER 10, 2023

It’s no different in sales — only instead of game rules, you use a sales cycle to make sure you’re following the right steps at the right time. Let’s take a look at the stages of a sales cycle, and how you can use it to secure regular deal wins. What you’ll learn: What is a sales cycle?

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

SaaStr

FEBRUARY 9, 2021

Few things will frustrate you more in the early days than long sales cycles on bigger deals. You’ll feel like you just don’t have the time for a 6, 9 or even 12 month sales cycle when you’re struggling just to put the first few points on the board. You cannot force 9 month sales cycles into 9 days.

Commission 137

Commission Price Sales Pipeline 137

Gong.io

DECEMBER 27, 2021

We analyze sales conversations and deals using AI, then share the results to help you close more revenue. By analyzing MILLIONS of sales data points. From sales leaders and frontline managers to sales reps, here’s everything you need to know if you want to land every deal left in your pipeline. Why did we do it?

Negotiate 127

Negotiate Price Contract Up-sell 127

SaaStr

JUNE 20, 2023

Dear SaaStr: What remarks have a salesperson said to you that lost them the sale? Sales is there to serve. If sales was routed the wrong lead, that’s the company’s fault, not the prospect’s. Wrong / painful economic terms, even if price itself is OK. But a sales rep needs to do it the right way. Then — I’m in.

Contract 80

Contract Legal Sales Price 80