Intercom, Inc.

NOVEMBER 14, 2018

There are many parts to a high-performing sales organization – the right people, processes and strategy, to start. But today, the underlying backbone of all of it is the right data. That’s not to say there’s no art to practicing sales. They often care about far more than just their sales quota. What are sales KPIs?

Sales Hiring 188

Sales Hiring Metrics Revenue Sales 188

Totango

APRIL 4, 2024

If you asked your customer success (CS) and sales leaders this question, what do you think each of them would say? Revenue retention hinges on the collaborative efforts of CS and sales teams as they collectively shepherd customers throughout the lifecycle journey, from acquisition to retention and expansion.

Customer Success 89

Customer Success Retention Revenue Sales 89

SaaStr

NOVEMBER 25, 2023

Jameson Yung, SVP of Sales at Gong, and Sam Blond, Partner at Founders Fund and previous CRO at Brex, share five tactical ways to get back to growing and hitting revenue targets. The days of working a little for big returns are behind us in the Boom of ‘21, so what can you do to start hitting revenue targets? #1:

Sales Hiring 200

Sales Hiring Underperforming Technical Team Revenue Sales 200

Tom Tunguz

JANUARY 4, 2022

With the summer of Defi behind us and a new year for web3, I wondered which categories of web3 startups generate the most revenue. L1s or blockchains, the public databases that record transactions, dominate the revenue share across the top projects producing 78% of revenue. Revenue Share. revenue share but 1.7%

Payments 363

Payments Revenue Payment Solutions Blockchain 363

SaaStr

JUNE 26, 2023

Some examples: HubSpot gets 54% of its revenue from outside the U.S. Asana gets 39% of its revenue from outside the U.S. Monday gets 47% of its revenue from outside the U.S. Zendesk gets 49% of its revenue from outside the U.S., The top quartile have 28% of their revenue from EMEA/Europa, and the median is 19%.

Sales Hiring 293

Sales Hiring Revenue SaaS Scale 293

SaaStr

APRIL 4, 2022

Jess Weimer, Senior Vice President of Revenue Marketing at Podium, discusses why it’s time to pivot from demand generation to revenue marketing and best practices for making that pivot. Pillars of Revenue Marketing . Evolving to Revenue Marketing . Organizing your teams for revenue marketing.

Scale 241

Scale Revenue Scaling Marketing 241

SaaStr

MAY 30, 2024

Have you ever wondered how you could turn PLG concepts like the freemium model into a fast-growing revenue driver for your company? Sales-Led vs. Product-Led vs. Hybrid What are the pros and cons of different motions? Let’s start with a sales-led motion, which is traditionally how B2B software has been sold.

Scale 238

Scale AI Search Azure AI 238

Sales Hacker

MAY 11, 2022

Sales organizations have never had more data at their fingertips. For most sales leaders, knowing how to use and deploy that data is one of the greatest opportunities to boost seller performance. This webinar is your guide to building a well-oiled, data-driven sales team.

Data 85

Data Revenue Strategy Sales 85

Baremetrics

AUGUST 3, 2021

We’re here to tell you that all revenue is good revenue. But there are nuances that you need to know when operating your SaaS business when it comes to revenue. Those nuances come into play when understanding the different types of revenue in your SaaS business. What is Revenue? Types of Revenue 1.

Payments 98

Payments Revenue Payment Services SaaS Payments 98

SaaStr

JANUARY 24, 2024

Solving High Volume, Low Conversion at Lattice Dini Mehta joined Lattice at $3M in revenue when it had just 10 people in seat for Go-To-Market and 7 salespeople. Key Takeaways Creating Sales Acceleration at Lattice There are a few takeaways from Dini’s time at Lattice. From a GTM execution standpoint, they weren’t focused.

Scale 227

Scale Sales Hiring Scaling Revenue 227

Predictable Revenue

MARCH 1, 2023

Jake Biskar joins the Monthly Meta Podcast to discuss the importance of clean data when prospecting and tips for better email outreach. The post The Importance of Clean Data When Prospecting appeared first on Predictable Revenue.

Data 241

Data Revenue Development Sales 241

SaaStr

MAY 13, 2022

There are many ways to track your marketing performance, but if you want to understand how effective it is, one metric reigns supreme: revenue. The most successful marketing strategies achieve short-term and long-term growth by driving revenue year after year. What is revenue marketing? Know your data.

Revenue 224

Revenue Scale Engineering Marketing 224

SaaStr

MARCH 25, 2022

Tracking business performance through revenue targets remains one of the most valuable ways to measure company success. Yet, it’s crucial to understand how to set the right goals for your sales teams to ensure optimal growth. At this stage, you don’t need a revenue target quite yet. The Two Variables and Your Target Game Plan.

Sales Hiring 263

Sales Hiring Revenue Finance Startup 263

FastSpring

OCTOBER 25, 2023

Q4 sales numbers usually outperform the rest of the year thanks to year-end holidays and their associated shopping cycles — but how much does that trend carry over into software and SaaS sales? And does it improve B2B sales too, or is it more just a B2C advantage? sales trends by month and quarter.

SaaS Payments 158

SaaS Payments Payment Solutions Software Review Merchant Services 158

Chart Mogul

JULY 26, 2022

Callbell is a SaaS company that offers a multi-channel customer communication platform for sales and customer service through popular messaging applications (WhatsApp Business, Facebook Messenger, Instagram Direct, and Telegram). They needed data to create a new system. They needed data to create a new system. Who is Callbell?

Revenue 52

Revenue Data Sales Churn 52

FastSpring

AUGUST 3, 2022

I spoke with FastSpring’s former VP of Revenue Operations about this, and you can stream our entire conversation at the bottom of this piece. You’re likely already looking at external data for signs of whether your total addressable market (TAM) is shrinking. Account-based sales companies are accustomed to defining sales regions.

Scale 146

Scale Revenue Sales Compensation 146

Totango

NOVEMBER 27, 2023

We know that sales and customer success (CS) teams must work together to drive revenue growth and expansion. Check out three highlights from the conversation, and listen to the full podcast to gain more insights and tips on how your teams can create a mutually beneficial relationship between CS and sales.

Revenue 71

Revenue Sales Customer Success Churn 71

SaaStr

FEBRUARY 9, 2024

Everything from hiring on the GTM side to layering in a sales-led motion into PLG. Let’s dive into what’s making that hybrid model successful: PLG and Sales Led? Given this, you must understand the role that each facet of the business plays in promoting that product, from marketing and sales to customer service.

Scale 261

Scale Sales Hiring Sales Marketing 261

SaaStr

JANUARY 31, 2024

Splunk’s core product is a platform for collecting and analyzing high volumes of machine-generated data. 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. You’ll need those data slices at different times.

Enterprise 245

Enterprise Scale Sales SaaS 245

Intercom, Inc.

JULY 24, 2019

We all know it’s impossible for a sales team (or anyone for that matter) to predict the future. But with rigorous sales forecasting, they can actually get pretty close. But forecasting isn’t as easy as asking your sales reps to give you a number. What is a sales forecast? Sales forecasting has many major benefits.

Forecasting 181

Forecasting Revenue Sales Technical Review 181

SaaStr

FEBRUARY 20, 2024

In a recent Workshop Wednesday, Tolithia Kornweibel, CRO, and Jamie Edwards, Head of Go-to-Market Operations and Tools, share how Gusto maximizes revenue so that you can do the same. Their hope in sharing this model is to help fellow revenue professionals grow their businesses similarly.

Scale 211

Scale Sales Marketing Construction 211

SaaStr

JANUARY 5, 2024

In the latest episode of CRO Confidential, host Sam Blond, partner at Founders Fund and former CRO at Brex, sits down with Ashley Kelly, VP of Global Sales Development at Rippling. For context – Ashley had previously helped Sam scale Brex’s outbound sales from $2M to over $300M in ARR as Senior Director of SDR.

Sales Hiring 249

Sales Hiring Sales Recruiting Scale Outbound Sales Team 249

FastSpring

APRIL 18, 2024

For many SaaS and software companies, international sales are a key part of their growth trajectories. FastSpring is an all-in-one payments platform for SaaS, software, and digital products businesses, including VAT and sales tax management, payment localization, and consumer support. After we raised our prices, sales increased.”

Payment Methods 78

Payment Methods Payments SaaS Payments Merchant Services 78

SaaStr

DECEMBER 20, 2022

That’s why many companies are shifting from a sales-led to a product-led motion. . Merging Sales-led and Product-led Motion Is Hard. So many companies are switching from sales-led to product-led growth, but why? . Product-led Motion De-risks the Revenue Model. There’s no getting around it.

Revenue 130

Revenue Marketing Sales Mobile 130

Sales Hacker

MAY 28, 2024

Prior to joining Demandbase, Kelly honed her start-up skills as the first CMO at HYCU, a series B, venture capital-backed data protection SaaS company. In this role, Kelly and her marketing team drove 100% of the revenue acquisition for the $300M+ organization. 18:41 – Pillar 1: How to make sales love you as a marketer.

Revenue 97

Revenue Venture Capital Strategy Marketing 97

Sales Hacker

JULY 25, 2022

Your revenue organization works in the same way. Here’s the thing about driving a car — and about running a sales org: Bumps in the road are inevitable. One of the best ways to ensure every part of your engine is running smoothly is to build sales performance dashboards for everyone on your team. Activity metrics.

Sales Recruiting 102

Sales Recruiting Engineering Revenue Sales Enablement 102

SaaStr

FEBRUARY 4, 2021

One of the very first SaaStr presentations ever was How to Hire a Great VP Sales (And Not Screw It Up). One was how my First Real VP of Sales Doubled Our Net New Revenue in 90 days. Brendon Cassidy joined as our VP Sales at a tough time, as we’ve discussed before, as we were coming out of our Year of Hell.

Sales Hiring 343

Sales Hiring Sales SMB Pricing 343

Predictable Revenue

DECEMBER 21, 2020

Generating and retaining business customers makes you deal with longer (and more complicated) sales cycles, more demanding customers, and huge amounts of data. The post How to Overcome 5 Common B2B Sales Challenges appeared first on Predictable Revenue. But don't worry! Here's a little help.

B2B 296

B2B Sales Revenue Data 296

User Pilot

AUGUST 5, 2023

How can you leverage data tracking to get product growth insights ? Analyzing data is the key to achieving customer success and product growth. So let’s find out how to create a data tracking plan to collect and analyze all data relevant to your SaaS business. What is data tracking?

Data 98

Data Customer Lifetime Value Underperforming Technical Team Data Analysis 98

SaaStr

DECEMBER 4, 2023

With the turbulence in the market in 2023, sales cycles have only been getting longer and a lot more complicated. At this year’s SaaStr Annual , CEO and co-founder of Capchase Miguel Fernandez and Director of Marketing Rose Johnson share five tips for getting sales right in any market. Lay out the sales process early on.

SaaS Payments 216

SaaS Payments Payment Services Payments Payment Features 216