SaaStr

SEPTEMBER 1, 2023

So we’re finally, almost back from the IPO Drout in SaaS. The last SaaS leader to IPO was HashiCorp back in Dec 2021. After that, the public markets began a precipitous decline — leading to an almost 2 year pause in SaaS IPO. But the metrics, especially for an SMB-focused SaaS business, are breathtaking.

Retail 89

Retail Market share B2B Campaign 89

SaaStr

JANUARY 3, 2021

One question I struggled with a lot in the early days was what price points supported inside sales reps. It was clear to me that our freemium offering, priced at from $0 to $19/month, couldn’t really support a traditional inside sales team. Can you really sustain a sales team around a $299/mo product?

Product 133

Product Inside sales Price Closing 133

Martech

OCTOBER 13, 2023

All efforts are channeled to filling the lead funnel and building an effective sales capability. Developing a measurable, repeatable onboarding process that turns sales into customers. The metric of Phase 4 is the metric that means money — customer lifetime value (CLV). Customer Lifetime Value.

B2B 115

B2B Prospecting Gaming Campaign 115

SaaStr

AUGUST 13, 2022

The Cadence: How to Turn Your SaaS Startup into an Army with Craft Ventures General Partner David Sacks. #23. The SaaS Org Chart by Series with David Sacks, Co-founder and General Partner at Craft Ventures. #22. Growing & Scaling SaaS Businesses from $1M to $500M in ARR with Intercom CEO Karen Peacock. #20.

Cross-sell 78

Cross-sell Inside sales Growth Engineering 78

SaaStr

JULY 13, 2022

First, you hire your sales team. Finally, growth occurs when sales, product, and marketing can come together. Co-founder and CEO of Insider , Hande Cilingir, talks about what it takes to write a successful revenue growth story. You could even try a mock role-play over a call to test their sales skills. “If

Objectives and Key Results 87

Objectives and Key Results Pipeline Price Represent 87

SaaStr

NOVEMBER 12, 2022

I’ve had the privilege to invest one way or another in about 35 SaaS companies, both as a VC and as angel. Especially when some other crappy company just got funded last week with worse metrics. Let me make a list, of at least 10 Risks Different SaaS VCs Do and Do Not Like To Take. Others … really don’t care.

Networking 136

Networking Growth Price Engineering 136

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

Search Engine Land

OCTOBER 23, 2023

This article builds on my previous one, emphasizing the importance of aligning SEO with the customer journey , specifically for companies that provide software as a service (SaaS) that market to other businesses (B2B). Keep marketing messaging light and non-invasive, allowing customers to come to you without pushing for sales.

B2B 112

B2B Customers Objectives and Key Results Price 112

SaaStr

AUGUST 17, 2022

A successful, growing business depends as much on its metrics as it does on its people. Founder of Marketo, Phil Hernandez, and Marketo’s former EVP of Sales, Bill Binch, have had decades of experience tackling precisely these issues. Phil, meanwhile, has his own take: Sales and marketing alignment. Score your deals.

Growth 75

Growth Quota B2C Negotiate 75

SalesHandy

JULY 7, 2021

You might be new to SaaS products, or even been doing it for awhile – SaaS Sales aren’t easy. Figuring out how to generate sales for SaaS products might seem like a pretty daunting task. What SaaS sales is all about, and how do you go about selling your SaaS to qualified leads?

Process 98

Process Product Sell Inside sales 98

SaaStr

MAY 14, 2021

No matter how well you are doing post-Initial Traction in SaaS … you can almost always do at least 10-15% better. And SaaS is tiring. So it’s hard to dig even deeper inside yourself to get that last 10-15% of additional, much-harder-to-achieve revenue out of the ether. Because SaaS compounds.

Quota 110

Quota Growth Engineering Closing 110

SaaStr

JULY 31, 2020

Founded in 2015, Chorus operates a SaaS platform that provides valuable insights from conversations – say with calls, video conferences and emails — for revenue teams. Keep in mind that Conversation Intelligence is the fastest-growing segment in sales technology, with much traction in the enterprise.

Cold Call 138

Cold Call Niche Inside sales Technology 138

SaaStr

JANUARY 3, 2023

Kate Ahlering, CRO at Calendly, shares how revenue operations are every CRO’s secret weapon to revolutionizing enterprise sales growth. . B2B buyer cycles continue to evolve, and more and more SaaS companies will embrace RevOps to drive profitability. When you add a sales-led motion to PLG, RevOps can be the perfect complement. .

Growth 88

Growth Drivers/motivators Go To Market Sales 88

SaaStr

OCTOBER 30, 2021

Gorgias is the leading contact center for e-commerce and it’s been a fun one to track at SaaS, from 1,000 to 3,000 to now 7,000 customers. I asked Aasif Osmany to share his learnings as a top-performing SMB VP of Sales, below. Together, we developed sales pitches, built out a robust sales process in just a couple of weeks.

Closing 103

Closing E-commerce Customers Quota 103

Sales Hacker

JUNE 16, 2022

It’s been a tough couple of years, Sales Hackers. What do the changing market conditions mean for RevOps and sales? What do the changing market conditions mean for RevOps and sales? VP of Global Inside Sales at Tray.io. Q: What should sales orgs expect to see in the coming weeks? We asked the experts.

GTM 91

GTM Pipeline Sales A/B testing 91

Gong.io

JULY 11, 2022

These are the luxuries afforded to the typical inside sales rep. But aside from the obvious environmental difference, there’s a lot more that separates inside from outside sales teams, and that’s what we’re going to explore here. What is inside sales? . Inside sales vs. outside sales .

Inside sales 62

Inside sales Commission Outside Sales Quota 62

SaaStr

JUNE 3, 2022

More importantly, it’s a great chill opportunity to meet a few other SaaS execs by the sea before things really rev up. 10 Mistakes in Building Out Your Revenue Organization: A CEO’s Perspective with Insider. SaaS Secret Sauce: How the CEO –> CRO Dynamic Drives Growth with Marketo’s Co-Founder.

GTM 86

GTM Networking Growth Meeting 86

SaaStr

AUGUST 26, 2022

One of the most exciting and terrifying things a SaaS founder can do is raise seed funding. Timing is different for everyone, but you will need to take time to show the metrics and tell the story that VCs want to see. One piece of advice is to think about your fundraising efforts as a B2B sales funnel.

Intrinsic 76

Intrinsic Networking B2B Meeting 76

SalesLoft

JANUARY 2, 2020

Sales blogs to go to for insight in every sales role, from sales professionals to sales managers to sales leaders — aside from Salesloft.com, of course! For Sales Professionals: The Sales Blog (Anthony Iannarino) | Anthony Iannarino is an international speaker, author, and sales leader.

Inside sales 52

Inside sales Cold Call Technique B2B 52

Gong.io

SEPTEMBER 26, 2022

The global pandemic forced sales teams to change their processes and go digital. Organizations must adapt their sales strategies post COVID-19 to meet customer expectations. Whether you’re looking to implement a remote sales strategy or improve your current strategy, keep reading. What is remote sales? Image Source ).

Objectives and Key Results 108

Objectives and Key Results Pitch Pipeline Sales 108

SaaStr

NOVEMBER 21, 2020

How to hire a great VP of Sales (tons on that here ). What a great VP of sales really does. But as I now work with 24+ scaling SaaS companies, all of whom, all of us, who struggle to build a great management team … I’ve learned to distill it all down to one thing. When to hire her (more here ). All good stuff.

Engineering 141

Engineering Pipeline Inside sales Growth 141

SaaStr

SEPTEMBER 17, 2021

Vimeo just hired their first sales rep 3 years ago to spearhead $20k+ deals … and now they have 100 reps, and are on track to double that headcount. Those of us who have run companies that do free, self-serve, and sales-driven all get this tension. Sales wants to monetize accounts fast. My Top 10 Learnings: #1.

Service 92

Service User Experience Engineering Conversion 92

Sales Hacker

MAY 27, 2021

That means thinking of the sales team as remote-at-heart, not remote-by-default. Running a sales team without face-to-face communication. Remember the sales floor when it existed in physical reality? There’s no SaaS plugin for physical presence. Reimagined sales coaching. So, what’s the big deal?

Sales 112

Sales Drivers/motivators Up-sell Follow-up 112

Hubspot

OCTOBER 24, 2017

Gone are the days of the CMO who isn't fluent in metrics, analytics, and spreadsheets. But CMOs struggle to find the right metrics that will get them credibility, and show how marketing contributes to the bottom line -- especially when 80% of CEOs don't trust the efforts of their marketing teams. 1) Customer Acquisition Cost (CAC).

Inside sales 78

Inside sales Outside Sales Commission Quota 78

Partners in Excellence

AUGUST 11, 2020

I’m often amazed looking at the pipeline profiles of a lot of enterprise focused sales organizations. Each of these organizations had reasonably performing sales people. As we reviewed what the sales people were doing, we found the same thing their managers had found.

Territory 91

Territory Cross-sell Pipeline Inside sales 91

SalesLoft

JANUARY 31, 2019

Guest post by Karen Rhorer , Customer Success & Sales Strategy @ Atrium. For those of us who are immersed in the world of SaaS sales every day, it’s easy to forget how new the SaaS concept is. Salespeople shifted their processes to use these SaaS software products and work more in the cloud.

Sales 53

Sales Drivers/motivators Price Pipeline 53

SaaStr

JANUARY 29, 2021

From completely pivoting the product early on, to becoming an essential software tool for inside sales reps — here’s a look into how SalesLoft landed some of the Cloud giants like Shopify, Google, and Slack as its customers, and what it takes to build a Unicorn company in today’s changing market. million in revenue.

Niche 107

Niche Inside sales Growth Sales Experience 107

Partners in Excellence

JULY 8, 2019

It seems the universal answer to every sales performance answer is to do more. Regardless of where the challenge is, whether it’s our close rates, our average deal value, our sales cycle, our ability to create value, our pipeline volumes; the dominant solution is to focus on the top of the pipeline, prospecting.

Cold Call 87

Cold Call Pipeline Referrals Prospecting 87

SaaStr

JANUARY 10, 2020

In his excellent article, The Manufacturer’s Dilemma , the author Geoffrey Moore gives perhaps the most succinct economic premise of the shift to the SaaS model: “The ultimate consequence of all this is as simple as it is devastating: product is no longer king. Overcoming A Manufacturer’s Mentality In SaaS.

Manufacturing 53

Manufacturing Cross-sell Sports Service 53

ConversionXL

FEBRUARY 3, 2022

The goal of market penetration is to leverage new tactics to increase product sales , including existing customers and new customers within existing markets. Growth marketers can penetrate a new market by running experiments like : Sales and promotions. Market penetration. Revisiting pricing strategy. Customer experience improvements.

Growth 115

Growth A/B testing Objectives and Key Results Referrals 115

Sales Hacker

JULY 21, 2021

“We’re looking for a strategic rockstar sales rep who knows how to leverage and optimize our customers’ digital transformation to really move the needle!”. There are sales buzzwords that we love and some that we really hate. When you use sales buzzwords correctly, you’ll sound like you’re an industry insider.

X-functional 125

X-functional Sales Strategize Cold Call 125

Sales Pop!

JANUARY 21, 2023

In my last article, I discussed the vital importance of understanding customer preferences in sales , and provided examples from my own company of how this is done. Note that I’m addressing larger companies, with established sales teams, that require care when implementing automation. What should the metrics be?

CRM 98

CRM Pipeline Meeting Consult 98

Gong.io

AUGUST 15, 2018

Having spent his career running sales teams at Salesforce.com, Paul Snelson now found himself leading the 70-rep sales organization at TouchBistro. Like many SaaS sales teams, Paul has a specialized sales model. But the rate of converting these leads into sales meetings was low. Despite their high quality.

Sell 78

Sell Quota CRM Meeting 78

SaaStr

NOVEMBER 26, 2019

Hear from Duo Security’s VP of Inside Sales America on how to build a $2.3B sales team. Jennifer Lawrence | VP, Inside Sales @ Duo Security. Today I’m going to start by telling you a little bit about me, a little bit about Duo, and then the secrets to building a killer inside sales org.

Inside sales 88

Inside sales Sales Up-sell Pipeline 88

SaaStr

JANUARY 10, 2020

Before that Bob co-founded RJ Metrics, where he built a global base of online retailers leading to their acquisition by Magento Commerce in 2016. In Today’s Episode We Discuss: * How Bob made his way into the world of SaaS and came to found Crossbeam. * What were the core mistakes that he made with RJ Metrics? Why is this?

X-functional 52

X-functional Start-ups Drivers/motivators Go To Market 52

SalesLoft

JANUARY 4, 2016

A few weeks ago in December’s blab chat , Kyle Porter got a chance to (virtually) chat with Jacco van der Kooij and Craig Rosenberg to discuss moving past elementary sales development metrics. Both gave us so many powerful insights around sales development analytics — but Jacco’s most bold call to action? “We

Represent 52

Represent Pipeline Sales Trust 52

ConversionXL

NOVEMBER 4, 2020

Freemium to paid conversion rates for SaaS businesses hover around the 2% mark on a good day. As with SaaS trials , your emails should introduce your company and demonstrate the value your product provides. when a user is onboarding), 80% of sales calls go to voicemail. Get 50% off your annual plan, this weekend only”).

Conversion 103

Conversion Gaming Teamwork Start-ups 103