Tom Tunguz

FEBRUARY 9, 2017

It’s a challenge as a salesperson to turn down a highly valuable prospect if they are outside the ideal customer profile (ICP). More business means better quota attainment, higher compensation, and not having to defend the question, “why did we turn away that Fortune 500?” Internally, questions arise about priorities.

Sales 100

Sales Compensation Market Segmentation Startup 100

SmartKarrot

FEBRUARY 9, 2022

At such times, CCO is the only leader who has to bear the brunt; after all, customer success is at an adolescence phase! Due to this very reason, it becomes extremely difficult for the CCOs to pitch budget ideas for customer success successfully. . The CCO’s guide to winning budget for customer success.

Customer Success 10

Customer Success Sales Hiring Technical Review Scale 10

Sales Hacker

JUNE 21, 2019

Sales Enablement might have a sales training plan , for example, and Revenue Ops might have a sales compensation plan. Lastly, a sales budget plan gives you a sales forecast for a given period based on factors that could impact revenue — like industry trends and entry to a new market segment. Get tactical. Did you hit them?

Sales 69

Sales Forecasting Market Segmentation Sales Enablement 69

Chaotic Flow

JULY 21, 2015

If the multi-tenant, cloud-based technology isn’t enough, there’s the recurring revenue model which creates all kinds of challenges from accounting to sales compensation to funding. Then, there’s the marketing. SaaS Customer Alignment Tip #1. Create a Common Customer Understanding. Why do they need it?

Acquisition 133

Acquisition Scale SaaS Pricing 133

Sales Hacker

NOVEMBER 15, 2017

Base Salary refers to an agreed-upon amount of payment an employee received as compensation for work rendered. BASHO Email is a customer engagement sequence using voicemail and email messaging aimed at increase the likelihood of a positive response from prospects. Compensation. Customer Relationship Management.

Scale 99

Scale Payment Methods Sales Recruiting SaaS Payments 99

SaaStr

JUNE 3, 2020

We were looking at wins and losses by seller, and by buying persona, and by market segment, and the geos we were in, and we just started to see some really clear trends. It’s co-founders, and product, and engineering leads, marketing, sales enablement, solutions engineering, customer success.

Sales Hiring 174

Sales Hiring Scale Technical Advisors Systems Review 174

Chaotic Flow

APRIL 14, 2015

When I’m not completely absorbed with my agile marketing software startup , I do a bit of SaaS consulting on the side. SaaS colleagues come to me with a wide variety of problems from positioning to sales compensation to churn analysis, but lately I’ve noticed a common theme: poor SaaS customer alignment.

Scale 156

Scale SaaS Churn Compensation 156