Sales Enablement, SaaS and Growth

MARCH 23, 2020

It helps work get done and is the antithesis of making decisions by committee. More important is how you apply the principle - by understanding that not all customers, programs and ideas are equal, you can prioritise and use resources strategically. DARCI stands for: Decider - the ultimate decision-maker.

Underperforming Technical Team 213

Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213

Natalia Luneva

DECEMBER 17, 2020

Patrick Campbell is the CEO of ProfitWell (formerly Price Intelligently), the software for helping subscription companies with their monetization and retention strategies. In this session he talks about Pricing Strategies for your SaaS product. Your pricing is the exchange rate on the value you’re creating in the world.

Pricing 80

Pricing Strategy SaaS Software Review 80

Sales Hacker

MAY 23, 2019

But when you express those numbers as minutes in the day, they suddenly become a more visibly finite resource: Just 1,440 minutes in the day. Know when to dedicate more resources. Enterprise-level sales are complex and involve creating consensus among a whole committee of informed buyers. Sales will always be a numbers game.

Enterprise 67

Enterprise Sales Technical Review Leadership 67

OpenView Labs

OCTOBER 25, 2019

In 2017, only 22% of all executive committee roles in the Americas were filled by women. There are three resources that I particularly like to share: Sally Blount. Women are still fighting for every win in this male-dominated industry: In 2018, the Fortune 500 list included only 24 companies with women CEOs , representing only 4.8%

Technical Review 41

Technical Review Leadership PayPal Entertainment 41

SaaStr

JULY 24, 2019

This is pretty simple, but when I look at this industry, a lot of times what I see is organizations crafting pricing packages that would enable, for example, an enterprise-wide license, where an organization pays you X amount of money, and they have unlimited seats, unlimited usage. What are these building blocks? What are we learning?

Retention 137

Retention VP of Engineering Sales Hiring Scale 137

Sales Hacker

NOVEMBER 1, 2017

And as a result, everyone involved paid the price. As you get closer to making final decisions on a role that you’re strongly considering, pull your committee back in to audit in case you’ve missed anything as you’ve been talking to them about the task at hand. .

Sales Hiring 54

Sales Hiring Scale Interviewing Sales 54

SaaStr

JANUARY 28, 2020

There’s research in challenging the customer that now there is the purchasing committee in B2B, and then companies are already past the awareness phase, and then hovering around decision phase. And he increased the price from 12K to 18K during the buying process because he said the discount expired, which she didn’t know about.

Sales Hiring 204

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 204

Andreessen Horowitz

OCTOBER 16, 2023

You have to invest your product resources — your most valuable asset, your engineers — into specific deliverables. What do you think your resources are? But what we know is that when you allow people to make these decisions in, sort of, committee style, like in a team meeting — that the decision quality often isn’t better.

Underperforming Technical Team 82

Underperforming Technical Team Investment Scale Sales Hiring 82

OpenView Labs

SEPTEMBER 24, 2020

Most SaaS companies don’t hire a dedicated pricing strategist until they reach $50M ARR. So up until hitting that milestone, the person owning pricing might be the marketing director, product manager, or even the founder—and they typically have zero experience when it comes to pricing. Priceless pricing advice from the pros.

Pricing 91

Pricing Scale Sales Hiring Systems Review 91

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?

Sales Hiring 227

Sales Hiring Sales Recruiting Scale Payment Methods 227

Intercom, Inc.

MARCH 11, 2021

Typically, B2B issues can be more complex, require the collaboration of a lot more departments within the company, and are often in direct dialogue with the consumer, rather than a buying team or committee. Businesses are quick to invest resources in acquiring more and more new customers, but that’s not necessarily the best approach.

B2C 118

B2C B2B Scale Strategy 118

OpenView Labs

JUNE 13, 2020

It has been extraordinarily hard to employ any sort of strategy given current uncertainty and all time high stock prices. The last three months have been one of Lynch’s “key moments” but prices have been so volatile that it’s been tempting to choose the easier route: overreact and run for the door, selling everything along the way.

Marketing 52

Marketing Pricing Investment SaaS 52

Mucker Capital

APRIL 6, 2023

The pricing for SaaS is much more complicated. I've learned from my mistakes that focusing on acquisition too much, too early just ends up being a waste of resources and time. And they already know the software so you just need to negotiate price. It’s actually similar in PLG SaaS, but we don't do that well usually.

Startup 52

Startup Scale CTO Hire Outsourced Development 52

yoursales

DECEMBER 19, 2022

The macroeconomic challenges mentioned above will lead to organisations doing all they can to make sure resources are distributed across the right initiatives. Account Based Selling At the slightly more pointy end of sales complexity and price, spending more time per customer is easy to justify. Bigger bang for your resources.

Scale 86

Scale Sales Recruiting Sales Outsourced Development 86

yoursales

NOVEMBER 8, 2023

The macroeconomic challenges mentioned above will lead to organisations doing all they can to make sure resources are distributed across the right initiatives. Having a careful look at how sales stack 2023 can be used to automate processes, which previously were handheld will be valuable in keeping or boosting productivity.

Scale 52

Scale Sales Recruiting Sales Outsourced Development 52

Sales Hacker

JUNE 28, 2021

The customer has to believe that you can and will deliver it at a price that makes it all worthwhile. Resource: Here’s a deck you can use for a Lunch & Learn. Remember that with multiple people on the buying committee, you might need more than one person to go through the above. That comes next. So…when?

Sales 63

Sales Consulting Management Data 63

Sales Hacker

NOVEMBER 28, 2018

Cleanly maintaining contact data and roles helps sales leaders understand who’s in the decision committee and helps reps personalize their messages. Larger deals require longer decision making processes, take more resources and have a lower probability of closing. Is it mostly pricing objections? Analyze these reasons.

Scale 81

Scale Sales Hiring Data Sales 81

Intercom, Inc.

JULY 5, 2018

Doug Landis: I’m a Growth Partner at Emergence Capital, and my primary focus is the investment committee. Doug: Part of it is getting them to think, “Are we resourced?” Can you give us a quick introduction to what you’re doing today at Emergence Capital? How do you respond to them? Hold on, do you know that?

Sales Hiring 171

Sales Hiring Technical Review Development Team Review Scale 171

Intercom, Inc.

JULY 5, 2018

Doug Landis: I’m a Growth Partner at Emergence Capital, and my primary focus is the investment committee. Doug: Part of it is getting them to think, “Are we resourced?” Can you give us a quick introduction to what you’re doing today at Emergence Capital? How do you respond to them? Hold on, do you know that?

Sales Hiring 163

Sales Hiring Technical Review Development Team Review Scale 163