Partners in Excellence

JULY 15, 2015

In sales, we each have quota, revenue, margin, expense and other objectives important to our role in the organization. Each of these things impact the buying formula Jeff establishes: CD x CF > C + F (If you want to know what it means, read Jeff’s article ). For the Controller: CD CTLR x FP CTLR > C CTLR + F CTLR.

B2B 94

B2B X-functional Finance Drivers/motivators 94

Hubspot

APRIL 2, 2018

We’d already agreed on X price. If we can come down to X price, would you sign today?”. You might be interested in our newest Feature X. ". Deals that happen entirely online are usually the opportunities that drag on for weeks or months -- and that’s not good for anyone’s quota. We’d already agreed on X price.

Prospecting 95

Prospecting X-functional Contract Cross-sell 95

SaaStr

JULY 13, 2023

Startups come in all shapes and sizes on various stages of a timeline, yet it’s not surprising how many have the same questions and concerns about how to scale from x to y to z, the right time to hire and fire, and how to keep a team motivated during hard times. It’s too competitive today, so you can’t sell a mediocre product.

X-functional 72

X-functional Closing Growth Contract 72

CloserIQ

APRIL 29, 2019

The more leads you’re able to develop, the better chance you have of meeting or exceeding quota. Social selling has emerged as one of the most effective B2B lead generation techniques. LinkedIn’s search function is a great method for lead generation. Say, “I can write a guest blog on X topic which will help your audience with Y.”

Lead generation 86

Lead generation Referrals X-functional Technique 86

SaaStr

AUGUST 12, 2020

When you start growing above 50 employees, and certainly get to 100, things change, you now have teams, which means you have functional leaders. Rather than having this feeling of disconnected functional areas, everyone in the company knows what to work on. To me, that’s what the cadence says. I learned this operating myself.

Finance 109

Finance X-functional Launch Objectives and Key Results 109

Highspot

MAY 20, 2022

No matter how your strategy changes – whether that’s selling something new, deploying a new methodology, or entering a new region – sales playbooks ensure that reps know what to do, and how to do it effectively. As reps begin to sell the product, they can access the sales play to understand which actions they should take and why.

Territory 52

Territory X-functional Cross-sell Sales 52

SBI

MAY 21, 2019

Mediafly Unveils New Sales Enablement Platform Experience for the Future of Evolved Selling™. With the new Mediafly, users can continue to feel well equipped in their sales conversations, providing value to their buyers at a faster rate, helping to increase revenue and exceed quotas. 317-806-1900 x.142. About Mediafly.

Sell 30

Sell X-functional Healthcare Quota 30

Sales Hacker

JUNE 20, 2019

If you sell it, you should know it, right? Well, in a previous life, I spent six years selling to, and thereby studying, Sales Operations. I was responsible for onboarding hundreds of salespeople, training the entire BDR, AE, CS, and Support functions. There is a better way: record all calls through your native functionality.

Quota 70

Quota X-functional Strategize Contract 70

Sales Hacker

MARCH 2, 2020

The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling. Agile Selling. Spin Selling. Insight Selling. Spear Selling. The Psychology of Selling. Buyer-Centered Selling. Integrity Selling for the 21st Century.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

Hubspot

DECEMBER 23, 2022

Meeting sales quotas is a top challenge for 20% of salespeople. For more advanced functionality, HubSpot offers premium features in the Starter, Professional, and Enterprise versions of Sales Hub. This enterprise solution enables “co-selling, co-marketing, and lead-sharing” among business partners. PartnerTap. Image Source.

Prospecting 76

Prospecting X-functional CRM Contact 76

SaaStr

JANUARY 21, 2020

I used to think that I could go into healthcare and pull a med device rep who was selling million dollar towers on a six-month sales cycle. Quota $30,000 in recurring revenue every month. Hey Dan, these are the quotas that we talked about during the interview process. Thought it was 20,000 was my ramp quota.

Quota 103

Quota Sales Healthcare Territory 103

PandaDoc

NOVEMBER 15, 2021

Its quality can’t be measured the same way your team’s monthly revenue, email activity, average tenure, or quota achievement can, but that doesn’t mean it’s irrelevant. For example, “Become the most successful team within the organization,” or “increase retention by X percentage.”

Sales 52

Sales Quota Trust Promote 52

Sales Hacker

OCTOBER 19, 2018

For example, perhaps I sell advertising technology that’s highly complementary to other technologies in the space. Sales therefore cedes some of its selling territory to marketing. If not consider implementing this as a goal-setting framework on top of simply having quota-based goals. Consultative selling is king.

X-functional 58

X-functional Technology Technology Sales 58

SaaStr

AUGUST 26, 2022

Sometimes we’re not as founders, sometimes founders sell their company because they don’t end up being deeply passionate about what it does. So sell your product. X this year. You don’t have to do every single function to still get a customer. I’m going to go from 2 to 5 or 2 to 6.”

Quota 82

Quota Growth Product Closing 82

Heinz Marketing

SEPTEMBER 17, 2018

Melissa: Yeah, so I’d say that sales enablement, I fell into it, I think like a lot of folks do, they fall into sales enablement through a function of necessity and accident, happy accident. Melissa: My strong opinion is that the sales enablement function should report up into sales. What is this thing you keep talking about?”

Pipeline 57

Pipeline X-functional Sales CRM 57

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. 3) Business-Case Target Setting (Recommended): The sales acquisition team that sells a CRM platform uses one SDR ($80k), one Jr. Deals like this are the result of selling to the wrong customer.

SQL 103

SQL Commission Customers Non-Profits 103

ConversionXL

OCTOBER 21, 2019

Imagine you want to know how much revenue your campaigns generated… …and you sell houses. You can then say that userID X, who came on January 11 from Google Ads, brought us $500,000 in revenue. Then, we used a Cloud Function to pull the updated files from Cloud Storage into our BigQuery tables. Another use case.

SQL 84

SQL CRM X-functional Clients 84

Pointclear

JANUARY 26, 2012

These are the five essential channels you can rely on for generating a steady stream of inquiries that you can then convert to qualified leads, and have a prayer of closing enough sales to meet your revenue quota. That compares to $7 billion spent on direct mail and $4.5 billion on search marketing for the same purpose.

Prospecting 93

Prospecting X-functional Lead generation Niche 93

SaaStr

JUNE 14, 2019

In his most recent role, Dave was the CEO @ Host Analytics where he quintupled ARR, halved customer acquisition costs and increased net retention rates before selling the company to a private equity sponsor. ” They’d show up and try and squeeze up EBITDA and try and sell you for an EBITDA multiple.

Strategize 55

Strategize Quota Non-Profits Price 55

SaaStr

MARCH 10, 2020

You have a business that has figured out how to sell into an industry that needs IT and the budget is just exploding, which is obviously why he regrets parting ways with EchoSign when he did. So if you cannot sell them software, your only alternative is to build a business to compete with them. That’s what Flexport did.

Government 78

Government Up-sell Contract X-functional 78

Sales Hacker

APRIL 23, 2018

This is the only way to create both predictability and sustainability to the sales function. Target formula : Sales Goal (Quota in $) / Win Rate. Closed more than double the company assigned YTD Quota. . 3) Encourage activity based selling. Measuring outcomes is easy. Sales is a lagging indicator and simple to measure.

Drivers/motivators 78

Drivers/motivators Pipeline Objectives and Key Results X-functional 78

SaaStr

JUNE 13, 2019

And on the X-axis, we broke it out by ACV, from zero to five, all the way to 150K. But when we stepped back and thought about it, and talked to some of our companies, the reality is, if you’re selling to an enterprise, you have way more seats to sell, there are way more departments to sell to.

Contract 83

Contract Price X-functional Conversion 83

SaaStr

MARCH 12, 2019

Awesome revenue growth on the X axis, awesome revenue retention on the Y. And I think it comes out of the 80s and 90s and how we used to sell with shelfware. We really only know how to sell the mid market companies through inbound demand gen. And help them to figure out how to sell the enterprise. That’s easy.

Growth 84

Growth Cross-sell Contract X-functional 84

Sales Hacker

MAY 26, 2020

But you really need somebody who can go out there without much infrastructure, without much history and just go sell. Because you might end up realizing once your business is going, “Oh, we do a lot of install base selling. Because they’re like, “Are you really trying to sell me this new module?

Prospecting 97

Prospecting E-commerce Account management Up-sell 97

SaaStr

AUGUST 9, 2019

Prior to Kustomer, Vikas spent over 20 years implementing, consulting, marketing, and selling CRM and ContactCenter solutions with companies like LivePerson and Oracle. In a SaaS business, you want to be anywhere from 4 to 6x, your on-target earnings from a quota perspective. I really do so appreciate that. .

Finance 52

Finance X-functional CRM Engineering 52

SaaStr

JULY 15, 2022

How, if no one’s heard of you, do you sell to big companies? And the way you get it is whether it’s outbound, generally inbound events or whatever, solve a 10 X pain point, solve a unique pain point that a large enterprise has that other vendors don’t provide. So again, we could use it for any function.

Growth 95

Growth Cross-sell Start-ups X-functional 95

SaaStr

JULY 15, 2020

And so obviously the people that need consumers to spend money for their revenue and then their contribution margin just had no shot of selling things, look at model T-shirts or something. People are buying and selling houses. X and it’s not [inaudible 00:20:29]. Somehow this defies logic but is true. Jasom Lemkin: Yeah.

X-functional 60

X-functional E-commerce Growth Retail 60

Salesforce

OCTOBER 26, 2021

Success metrics, like quotas, reflected these topline goals. But in the wake of COVID-19, digital adoption soared, pushing widespread remote buying and selling. Different measures track different models, but all depend on a simple formula: [Recurring revenue = Active accounts in a period X Cost of good/service].

X-functional 98

X-functional Sales Growth Contract 98

Heinz Marketing

JUNE 4, 2018

I think your customer base grows by two X it seems like every month these days. So gone are the days of feature functionality, obviously have a great product to sell, but more important, it’s getting to know the buyer, right? Are you making adjustments to that approach based on millennials versus gen X versus Boomers?

Pipeline 53

Pipeline Sales Drivers/motivators X-functional 53

SaaStr

OCTOBER 29, 2019

I was on the product team and saw this opportunity for us to work more cross functionally across the company and focus heavily on retention and monetization. If you value speed, you might up in for an Uber X. I had a cross functional team that owned pricing and packaging. Your sticks are your quota limits.

Price 40

Price X-functional Cross-sell Growth 40

Hubspot

AUGUST 17, 2021

Quotas are hard to generate. Believe it or not, some sales leaders think that quotas are a waste of time. In their book, it doesn’t matter what figure you set, the reps will sell what they can sell. What does this have to do with quotas? Well, whatever you set as a quota will be the benchmark for your reps.

Commission 82

Commission Quota X-functional Finance 82

SaaStr

FEBRUARY 21, 2020

The first one I think is to figure out how to repeatedly sell what you’ve got. You’re going to be looking for this question about who are you selling to? Who do you need to sell to in the organization? What price points you will you sell at? What’s the playbook?” Do you need field salespeople?

Non-Profits 74

Non-Profits Up-sell Start-ups Product 74

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Percentage of sales reps attaining 100% quota. Cost of selling as a percentage of revenue generated. Imagine one of your reps isn’t hitting her quota. Average cross-sell and upsell rate of partner customers.

X-functional 95

X-functional Quota Cross-sell Contract 95

SaaStr

MARCH 1, 2019

And then in the enterprise, some of them tie them to multi-year deals, but there’s actually no impact on conversion rate from the free trial to a paid customer as a function of the contract value. And so what would you do find is in the SMB, some of the companies tie the free trials to month to month.

Contract 46

Contract Price Commission Conversion 46

Salesforce

JANUARY 31, 2024

Tech sales refers to selling technology as a product or service. As an illustration, I used to sell appointment-scheduling software — a single-function solution for easier meeting set-up. When I moved from a dance career to sales, I had zero experience selling a product. Get the free report What is tech sales?

Networking 59

Networking B2C Cross-sell Negotiate 59

Heinz Marketing

APRIL 26, 2021

What are the things that keep you from spending more time actively selling? Is you go and you do your selling efforts, whether you’re in the field or online, but there is so much work and time, wasted time, that goes into having to record that in a system. Why their active selling time is so low. Well guess what?

Pipeline 122

Pipeline Sales Quota Up-sell 122

Sales Hacker

FEBRUARY 19, 2019

But here’s the truth: calling someone when they aren’t expecting it is not easy (duh), and salespeople often rely on email and LinkedIn to hit their meeting quota. Jaimie is a veteran sales leader and has experience selling everything from SaaS to virtualization, storage, and networking. A startup environment is ever changing.

Cold Call 11

Cold Call Inside sales Sales B2B 11