Partners in Excellence

JUNE 24, 2020

When we talk about business, we quickly get to talking about the numbers–revenue, profit, EBITDA, EPS, growth, market cap, market share, customer retention, customer satisfaction, headcount, productivity, inventory, cash flow, assets, liabilities, and on and on. Sadly, too few sales people understand and can do this.

Quota 153

Quota Represent Pipeline Market share 153

Richardson

MAY 28, 2020

Navigating the convex revenue curve requires a momentous display of sales leadership capabilities. We know this because research from the Boston Consulting Group shows that “in the last four downturns, an average of 14% of companies increased both their sales growth rate and EBITDA margin despite the challenging circumstances.”.

Consult 52

Consult Sales Growth 52

SaaStr

APRIL 19, 2023

So one large category of software spend is on Point of Sale systems. While Lightspeed is approaching EBITDA positive, it hasn’t gotten there yet, even though it’s approaching a $1 Billion run-rate. The one most of us know best in Toast, because we all use Toast so often when we go out to dinner. Not EBIDTA positive yet.

Retail 94

Retail Growth Up-sell Price 94

Partners in Excellence

DECEMBER 6, 2022

A few colleagues and I sat down, looking at research data of overall sales performance for a number of years. We saw average tenures in sales roles of 36-42 months. We’ve seen huge increases in tech stacks and spending on sales/marketing technologies. These help us understand what has happened and how we responded.

Quota 105

Quota CRM Growth Up-sell 105

Lead Fuze

JULY 19, 2023

Comprehending the procedure for computing return on sales (ROS) is an indispensable ability for any business expert. This key financial metric offers deep insights into your company’s profitability, revealing the efficiency of your sales efforts and operational management. What is the difference between Return On Sales and ROC?

Profit margin 52

Profit margin Non-Profits Price Sales 52

Partners in Excellence

JULY 30, 2020

Then there are the goals for the coming year, our overall revenue goal , key projects and sales initiatives that we think will enable us to achieve that revenue goal. We have to understand the things they are focusing on to improve produce those revenue and EBITDA goals. What are the initiatives that top management cares most about?

Strategize 95

Strategize Presentation Promote Customers 95

SaaStr

OCTOBER 19, 2022

A stunning 40% EBITDA — they hit the “Rule of 65” — and 24% Operating Margins. Part of the key is really they don’t spend all that much on R&D (engineering) or even really sales for that matter. This isn’t actually that high, but OK if a lot aren’t expensive engineers and sales folks.

Engineering 107

Engineering Growth Start-ups Clients 107

Heinz Marketing

MARCH 27, 2020

Because if you’re working for a growth-phase company, especially one backed by private equity, you’d do well to get very familiar with EBITDA. Can you measure your customer acquisition cost (CAC) across both sales and marketing? Profitability, not mere growth, is the name of the game. Can you sustain that CAC as you scale?

B2B 97

B2B Growth Gaming Market share 97

Hubspot

NOVEMBER 2, 2018

A higher financial leverage ratio indicates that a company is using debt to finance its assets and operations, versus a company with a lower financial leverage ratio, which indicates that, even if the company does have debt, its operations and sales are generating enough revenue to grow its assets through profits. with a ratio of 0.1

Manufacturing 68

Manufacturing Niche Finance Service 68

SaaStr

DECEMBER 13, 2023

A CMO might come in saying they generated 1200 MQLs last quarter, yet sales feel like they’re starving. For example, if you ask your VP sales for their commit and they say “$4.3M How you really want your VP Sales to answer (and the answer you want to receive) should be the answer/number that you have a 90% confidence level in.

X-functional 117

X-functional Trust Presentation Drivers/motivators 117

SaaStr

NOVEMBER 15, 2022

This understanding started a shift from GAAP metrics (Revenue, Gross Profit, EBITDA) to SaaS metrics (ARR, NDR, LTV, CAC, etc.) Product-led growth companies unlock lower price points, and sales & marketing expense may not be comprehensive for this type of business. . as a common language to analyze a cloud business.

Drivers/motivators 84

Drivers/motivators GTM Contract Growth 84

Miller Heiman Group

JUNE 18, 2019

Sales is an essential part of being in business, which means that organizations throw vast resources to get the foundation down right. At its heart, sales is about communicating the value of your service or product in a way that resonates with your audience. From preparation to execution, sales presentations can be difficult to manage.

Presentation 66

Presentation Sales Consult Start-ups 66

Partners in Excellence

JANUARY 13, 2019

They have their own acronyms like A/R, A/P ROCA, EBITDA and so forth. Sales is no different, we have our own vocabulary, terms like prospecting, qualifying, objection handling, pipeline, funnel, discovery, closing, quota. ” Unless we just sell to other sales people. But let’s dive, deeper.

Objection handling 86

Objection handling Technique Construction Finance 86

Partners in Excellence

OCTOBER 6, 2022

Recently, I had the privilege to have lunch with two close friends–and great thinkers on Sales Enablement, Sheevaun Thatcher and Kelly Griffith (Kelly and I actually had a few chuckles around how I pronounce things so incorrectly, but she’s Australian… ). But this is not just a sales enablement issue.

Conversion 87

Conversion Customers Drivers/motivators Construction 87

Partners in Excellence

MAY 17, 2021

We sales people have adopted a unique vocabulary about what we do and how we work. One of the things I learned as a beginning sales person was to learn the language of my customers. ” The language we adopt as sales people, like other disciplines, enables us to communicate effectively with each other.

Objectives and Key Results 106

Objectives and Key Results Technique Manufacturing Objection handling 106

Partners in Excellence

DECEMBER 30, 2020

Very few of us can say, “We can impact your stock price by this amount… ” or “We can impact your overall EBITDA by this amount…” We sell horseshoes. Sales Intelligence--It's About Connecting The Dots Why Do People Buy? That doesn’t mean we are unimportant.

Strategize 60

Strategize Sell Price Customers 60

Understanding the Sales Force

JUNE 13, 2012

Understanding the Sales Force by Dave Kurlan CEO's are much more likely than Sales Leaders to pay companies in the sales development space for help yet Sales Leaders are much more likely than CEO's to attend workshops, seminars, and briefings. Why is that? It increases the value of the company. (c)

Sales 75

Sales Service Sell Process 75

Partners in Excellence

JULY 21, 2019

There are a number of other benefits to leveraging autonomous vehicles, including some powerful financial reporting/EBITDA benefits–which influence share price. SDRs, in most cases, are the sales equivalent of Uber drivers. Many SDRs and certain other categories of sales people are the Uber drivers for sales.

Drivers/motivators 76

Drivers/motivators Technology Technology Launch 76

Heinz Marketing

JANUARY 10, 2022

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. To another episode of Sales Pipeline Radio. Matt: All right.

Pipeline 102

Pipeline Finance Non-Profits Sales 102

SBI

DECEMBER 28, 2020

TechTarget (Nasdaq: TTGT) is the global leader in purchase intent-driven marketing and sales services that deliver business impact for enterprise technology companies. TechTarget was advised in the transaction by BrightTower, a software, information, and business services-focused investment bank. About TechTarget.

Closing 50

Closing Finance Contract Cross-sell 50

Partners in Excellence

APRIL 27, 2015

What happens is sales people, marketers generally think, “Strategy is what those guys in the corner offices do every day. It’s not that a person needs to know they contribute 0.0000015% to overall EBITDA goals. Should Sales People Be On Quota? Related Posts: Connecting The Dots, Can You Do It For Your Customer?

Quota 96

Quota Clients Start-ups Market share 96

Sales Hacker

JUNE 5, 2018

On this episode of the Sales Hacker podcast, we talk with Cassie Young , Chief Commercial Officer at Sailthru about how data driven decision making can bring sales, marketing, and customer success all on the same page. Subscribe to the Sales Hacker Podcast. Sales Hacker Podcast—Sponsored by Gong.io. What You’ll Learn.

Customers 51

Customers E-commerce Finance Sales 51

SaaStr

NOVEMBER 9, 2022

Lower Gross Margins Compress Amounts to Spend on Sales, Marketing, and Engineering. And only 26% on Sales & Marketing, which is still a lot, but less than others. The company has been around for decades in the call center and contact center space, but after rebuilding around a web-native platform, saw a rebirth.

Contract 20

Contract Growth Engineering CRM 20

Hubspot

FEBRUARY 1, 2019

Depending on the company and the industry, the company will trade as a multiple of revenue or EBITDA (earnings before interest, taxed, depreciation and amortization). At this stage, the company is valued based on its peers and how well it's executing versus its plan. Proof of Business Model.

Profit margin 78

Profit margin Growth Price Negotiate 78

SaaStr

JUNE 14, 2019

So if the plan said hire 20 sales reps next year, but the existing 15 you have are struggling. So, to provide some context though, when we chatted before, you said to me there were two types of sale. Can I ask, Dave, what are those two types of sale for you in your mind? Don’t go hire 20 more. What goes into the book?

Strategize 58

Strategize Quota Non-Profits Price 58

Hubspot

SEPTEMBER 1, 2016

Net Profit/EBITA/EBITDA: $100,000. Need help with sales, client servicing, finance, or another area? Here's what this breakdown might look like on your books: Gross Revenue (Billings): $600,000. Cost of Goods Sold (COGS): $100,000. Adjusted Gross Income (AGI): $500,000. Fully Loaded People Expense: $275,000. Talk to others for help.

Finance 44

Finance Clients Launch Networking 44

ConversionXL

MARCH 19, 2020

Although the company created an incentive plan to boost sales, its sales growth fell from 19% before the recession to 8% after—five percentage points below Staples’ postrecession sales growth rate. Bain offers a rubric based on your current market position and financial strength: ( Image source ).

Growth 121

Growth Non-Profits Price Promote 121

SaaStr

OCTOBER 22, 2021

Super Profitable (35% EBITDA!!) An SMB sale, but less and less a single seat sale. Expensify: Founded in 2008 … 13 years ago. A long, tenacious path to $100m ARR, and then … Boom!! * 60% growth in Year 13 at $140m+ ARR!! * 119% NRR from SMBs!! golong pic.twitter.com/4RJMDVQPMC. Expansion so far is limited to U.K,

Contract 119

Contract Launch Legal Growth 119

Hubspot

MAY 3, 2019

These could be sales you’ve completed but not yet collected payment on or expenses you’ve made but not yet paid for. The cost of goods sold (COGS) or cost of sales (COS) is to the cost of producing your product or delivering your service. Reducing your COGS can help you increase profit without increasing sales. Depreciation.

Non-Profits 79

Non-Profits Legal E-commerce Education 79

Sales Hacker

NOVEMBER 11, 2019

This week on the Sales Hacker podcast, we speak with John Kaplan , President, Co-founder, & Managing Partner at Force Management. John has over 20 years of executive experience in sales, leadership, and execution, specializing in corporate sales strategy and performance management. Subscribe to the Sales Hacker Podcast.

Up-sell 54

Up-sell Start-ups Process Pitch 54

Understanding the Sales Force

MARCH 7, 2016

Most salespeople can calculate ROI and explain it to their prospects, but many of them find it equally difficult to articulate that same ROI after they have been presented with a price objection. They become defensive, review features and benefits, and make the situation worse for themselves instead of better.

Sell 83

Sell Price Presentation Prospecting 83

Understanding the Sales Force

MARCH 7, 2016

Most salespeople can calculate ROI and explain it to their prospects but many of them find it equally difficult to articulate that same ROI after they have been presented with a price objection. They become defensive, review features and benefits, and make the situation worse for themselves instead of better.

Sell 54

Sell Price Presentation Prospecting 54