SaaStr

APRIL 8, 2024

But don’t expect it to deliver the sales teams all the leads it needs to hit plan this year. To book great guests? Look go to the best events in your industry, from Shoptalk to Money2020 to Dreamforce to SaaStr Annual. The best do both. And second, why is PLG a marketing strategy? Doing lots more content marketing.

Marketing 264

Marketing Social Media Advertising Content Marketing 264

SaaStr

FEBRUARY 27, 2024

Rajeev Dham and Karan Singh, Partners at Sapphire Ventures, and Jane Lee, Vice President at Sapphire walk us through how to double your “Magic Number,” a shorthand for your sales and marketing efficiency. Magic Number is your growth in ARR over a quarter divided by the sales and marketing spend in the prior quarter. Let’s find out.

VP of Engineering 226

VP of Engineering Scale Marketing Benchmarks 226

Predictable Revenue

FEBRUARY 16, 2023

Josh Garrison joins the Predictable Revenue podcast to share his best sales development prospecting tips and how to book a meeting through email outreach. The post How to Book a Meeting Over Email appeared first on Predictable Revenue.

Development 207

Development Revenue Sales 207

SaaStr

MAY 23, 2023

So leading growth stage VC Iconiq has published its latest and very detailed Definitive Guide to Sales Compensation here. Corners were cut in the boom times of 2021, but we are back to sane sales models. Renewals, if they are done by sales, are paid out at about 40% of an initial commission. Reward your very best.

Scale 271

Scale Compensation Sales SMB 271

SaaStr

DECEMBER 24, 2023

I always learn a lot from these — they are in essence a best practices list from each leader. Libby , the library app – you can borrow digital books to read on your Kindle or download audiobooks – you just need a library card! Last week we had a great one with Kyle Norton, CRO at Owner, check it out here.

Startup 233

Startup Customer Success Sales Business 233

User Pilot

FEBRUARY 26, 2024

How is it different from sales funnel analysis? While the marketing funnel analysis assesses how well you attract customers , the sales funnel analysis focuses on nurturing marketing-qualified leads and closing deals. Examples include ad clicks, demo bookings, free trial sign-ups , MQL to SQL conversion rates , or activation rates.

Marketing 92

Marketing Sales Funnel Forecasting Customer Lifetime Value 92

SaaStr

SEPTEMBER 13, 2023

New Bookings Growth Has Re-Accelerated, with Highest Growth in Six Quarters You can see below Net New ARR has come back and his a new high last quarter, and well above the somewhat tougher times of 12-15 months ago. . #2. Same Sales Commissions for Upsells as Net New Deals Always interesting to see what folks do here. #8.

Sales Hiring 241

Sales Hiring Scale Headcount Engineering 241

Sales Hacker

MARCH 2, 2020

As a lifelong learner, I turn to books whenever I want to expand my thinking or improve my performance. And for leveling up your sales skills, nothing beats a good sales book. So what are the best sales books for helping you reach peak performance? Books that made the cut: Are on my own bookshelf.

Scale 141

Scale Sales Hiring Sales Recruiting Payment Methods 141

Incredo

JANUARY 21, 2020

Just like texting but for businesses.” or “ Conversational marketing is the process of having real-time on-on-one conversations in order to capture, qualify, and connect your best lead. ”. Their starter plan is free and you can use Verloop bots for lead generation, sales and marketing automation, customer support. .

Marketing 313

Marketing SaaS Social Media Customer Support 313

SaaStr

OCTOBER 1, 2022

And especially, a new VP of Sales comes in without real outbound experience. You need 1–2 SDRs that deliver $1m+ of bookings from their inputs to first prove it works. They book almost no meetings that close. That generic sales script often doesn’t work well selling to developers. You end up promoting the best one anyway.

Sales Hiring 248

Sales Hiring Scale Sales Startup 248

SaaStr

APRIL 5, 2024

Leandra has over 30 years of experience leading large sales and revenue teams. Apollo is a next-gen sales tool that combines sales intelligence and execution workflows with AI. What they did for marketers, Apollo is trying to do for sales. This hypergrowth platform raised $100M at a $1.6B How do you do that?

Scale 193

Scale Sales Hiring Pricing AI 193

SaaStr

AUGUST 29, 2023

So I was on a group Zoom with a number of CROs and VPs of Sales the other day and a consistent theme came up: everyone was surprised how high OTEs (On Target Earnings) had held up in the current environment. In 2021, they might have gotten their bonus for closing say $500k in bookings. Look, it just makes sense. Today they care.

Sales Recruiting 205

Sales Recruiting Venture Capital Enterprise Sales 205

Predictable Revenue

AUGUST 1, 2022

Appointment setting is the best way to scale your outbound sales efforts. Learn our top tips for booking more meetings and hiring sales development reps. The post Booking Sales Meetings: Everything You Need To Know appeared first on Predictable Revenue.

Sales Hiring 147

Sales Hiring Scale Sales Development 147

Buffer Resources

APRIL 22, 2024

For these folks, reaching scale means maximizing their book of business. As the founder of CoachRanks , I have the opportunity to work with life coach solopreneurs every week, helping them better understand marketing best practices. The number one most common theme that I see? Solopreneurs can be excellent at their craft.

Social Media 98

Social Media Scale Growth Hacking Headcount 98

SaaStr

DECEMBER 16, 2020

Q: What makes a great sales leader? The best sales managers / directors / VPs: Recruit great team members. Sales requires a linear number of hires to grow bookings. In fact, the best sales leaders always upgrade the team within 60 days of taking a new role. Decrease sales cycles.

Sales Recruiting 270

Sales Recruiting Sales Hiring Scale Sales 270

Neil Patel

AUGUST 10, 2021

Now you have to go to the next step: marketing your book. This entails getting your book “out there,” earning an audience, and generating sales. You just need to understand how to market a book. How to Market a Book. No matter how good a book is, no one will read it if it doesn’t have the right marketing.

Strategy 143

Strategy Social Media Marketing Technical Review 143

SaaStr

NOVEMBER 2, 2023

So we’ve spent a ton of time over the years on SaaS talking about hiring a great VP of Sales. Not only because it really matters, but because hiring the wrong VP of Sales can set you back a year — or longer. So many VPs of Sales disagree with me here — at least at first when I make the point. Sales is hard.

Sales Hiring 233

Sales Hiring Sales Recruiting Sales Interviewing 233

SaaStr

FEBRUARY 3, 2022

At the 8th ever SaaStr Annual, ~200 of the best and hottest companies on earth will go BIG as partners/sponsors. More than 10 million people use Expensify’s free features, which include corporate cards, expense tracking, next-day reimbursement, invoicing, bill pay, and travel booking in one app.

Payments 228

Payments Payment Services AI Search Payment Solutions 228

SaaStr

OCTOBER 6, 2023

If you’re a seed-stage startup, Michael shares the best ways for you to present your company to startup investors. In this article, we’ll cover the best tactics to catch investor attention and reveal the secret to standing out. They collect the payment online and take a 15% fee for every booking. That’s it.

Payment Methods 226

Payment Methods Startup Payment Solutions Sales Hiring 226

SaaStr

JUNE 28, 2020

A debate so many start-ups go through is what to do about a Just OK VP of Sales they’ve hired. The VP of Sales turns out to be OK, but great. A Great VP of Sales has an immediate impact and closes much more than before she started. If not on a month-over-month basis, then at least on a bookings basis.

Sales Hiring 259

Sales Hiring Scale Sales Scaling 259

SaaStr

JANUARY 27, 2022

And in sales it’s even worse. So best case, it takes 180 days to get fully scaled hires in place, fully producing. And for sales reps, it’s almost even worse because you likely only have enough capacity to hit the plan for the current quarter. Great VPs, especially VPs of Sales, know this.

Sales Hiring 270

Sales Hiring Scale Scaling Onboarding 270

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.

Pricing 300

Pricing Enterprise Sales Management 300

User Pilot

JULY 31, 2023

There are many helpful resources out there to help product marketing managers grow and develop: webinars (like these on-demand webinars from Userpilot), books , conferences, joining communities, or certified training from the Product Marketing Alliance. They work at the intersection of development, marketing, and sales.

Product Marketing 86

Product Marketing Management Marketing Customer Lifetime Value 86

SaaStr

AUGUST 7, 2020

The best salesteams seem to just do amazing things together. Well, they do tend to work at some of the best companies, so there is that. A few factors that contribute to high-performing sales teams: High quota attainment. The best startups invest in their sales teams and work hard so most of the reps hit and exceed quota.

Sales Hiring 323

Sales Hiring Scale Sales Recruiting Compensation 323

SaaStr

FEBRUARY 17, 2021

VP of Sales (once you have one). There are clear Pros and Cons to reporting to a VP of Sales. The Pros are: Usually, a VP of Sales is your best manager. And Sales and Customer Success are of course connected. Better alignment with VPS owning an ARR/MRR goal vs. just bookings goal. VP of Something Else.

Customer Success 273

Customer Success Scale Churn Finance 273

User Pilot

NOVEMBER 2, 2023

How is marketing-led growth different from product-led growth and sales-led growth? Sales-led growth , on the other hand, is built around the traditional sales process and tactics like trade shows or demos. Book the demo to see how you can use it to improve your marketing efforts and drive revenue growth.

Strategy 92

Strategy Marketing Social Media AI Search 92

SaaStr

DECEMBER 1, 2021

On why the best sales teams just close so much on the last day of the year (be it Dec 31 for many of you, Jan 31 for others). Great for sales reps looking to hit their quota. Mediocre sales teams don’t close much at the very end of the year. But the great sales team close an amazing amount at the end of the year.

Sales 306

Sales Revenue Software SaaS 306

SaaStr

JULY 21, 2023

So one of the parts of sales that will drive you a bit nuts as a founder is FUD and Counter-FUD. The had a ton of FUD, and a playbook they’d hand out to all the sales reps. wrong, but rooted in a hint of truth, as some of the best FUD is. What’s FUD, if you haven’t heard the term before?

Sales 207

Sales SaaS 207

SaaStr

NOVEMBER 17, 2022

At the 9th ever SaaStr Annual, ~200 of the best and hottest companies on earth will go BIG as partners/sponsors. We track your progress and provide monthly executive level reporting on achievement against industry-recognized benchmarks and best practices. Join these incredible companies to experience all the value of SaaStr!

Banking 233

Banking Payment Features Venture Capital Subscription 233

SaaStr

FEBRUARY 10, 2022

Q: Dear SaaStr: Should We Pay Our Sales Reps on Renewals? But very few SaaS companies pay sales reps on renewals as they scale. You want each rep only selling into the segments they are best at — so you segment your team into Small, Medium and Field/Large prospects. And sales gets a full commission.

Scale 234

Scale Sales Finance Customer Success 234

Totango

DECEMBER 20, 2023

The best of both worlds: unmatched enterprise-grade implementation and usability The G2 Winter 2024 reports ranked Totango as the number one customer success software in the enterprise implementation index. This recognition shines a spotlight on our commitment to offering an easy and efficient implementation process.

Software Review 108

Software Review Technical Review User Experience Enterprise 108

SaaStr

JUNE 17, 2023

And even your best VPs will often want to do something new in 4–5 years. Your best directors that can’t get that promotion to VP? Dear SaaStr: How Should I Design My First Sales Rep Compensation Plan? Figuring out your very first sales comp plan when you don’t have a repeatable process or much revenue is confusing.

Sales Recruiting 178

Sales Recruiting Scale Compensation Business Model 178

SaaStr

JULY 26, 2022

Don’t need as much sales experience on sales team. But then what happens when you merely double new bookings, which is hard enough as it is — and churn remains 3% a month? Because at some point, growth slows to 100% year-over-year even at the best SaaS companies. The best have found a way. Find out.

SMB 357

SMB Churn Payment Services SaaS 357

SaaStr

OCTOBER 15, 2020

1 Sales tax. Have you memorized the sales tax rates for all 14,000 jurisdictions in the U.S.? This means collecting and reporting on sales tax isn’t just a time-suck—it’s a liability. Save yourself the hassle by automating your sales tax collection and reporting. Your accounting team hasn’t either. 5 Purchasing.

Business 318

Business AI Search Marketplace as a Service compliance 318

SaaStr

JANUARY 31, 2024

As Christian’s been the CRO of Splunk for over seven years now, he’s a wealth of knowledge on what it really takes to be successful in Enterprise SaaS Sales. When Christian asks his sales team how much pipeline they need to hit their number, everyone typically gives a similar answer: “ You’re going to hear 3x a lot.

Enterprise 250

Enterprise Scale Sales SaaS 250

SaaStr

JULY 11, 2023

How do you win with a high-velocity sales strategy in a fast-moving, competitive market? In a special session of Workshop Wednesday, Gorgias Founder & CEO Romain Lapeyre and Gorgias VP of Sales & Partnerships Aasif Osmany share their learnings, advice, and hacks for optimizing your sales process. Sign up for free.

Sales Hiring 167

Sales Hiring SMB Sales Recruiting Payment Methods 167

SaaStr

OCTOBER 17, 2022

If you’re only investing in sales and marketing, you’re missing a huge revenue opportunity. This allows you to present a frictionless renewal and expansion process to your customers, rather than handing them back to Sales. However, your business model will dictate how large the book of business is for each CSM.

Customer Success 227

Customer Success Sales Hiring Scale Leadership 227