Sales Science’s Post

Confluent spent $553,000 on sales and marketing for every net new customer added in Q3. That's actually a big improvement on Q3 of last year where they spent $1.5M per customer add. Some other highlights from Q3 for Confluent: - ARR growth of 27% (slowed from 37% ARR growth last year) - Reduced operating loss by 31% (loss of $94M for the quarter) - Magic number improved from 0.40 to 0.45 -CAC payback improved from 39 months down to 33 - NRR dropped from 130% to 117% Trading at about 8X ARR right now

How much do you have to spend on Sales and marketing to generate $1 in ARR? We looked at this for the 30 odd SaaS companies that we track. Top performer for Q2 was Palantir. They spent $1.10 on S&M to generate $1 in net new ARR. Salesforce was the least efficient a $4.50 on S&M for every $1 in ARR. Want to numbers for all of the companies we track. Comment "send it" and I'll shoot it over.

How much do you have to spend on Sales and marketing to generate $1 in ARR? We looked at this for the 30 odd SaaS companies that we track. Top performer for Q2 was Palantir. They spent $1.10 on S&M to generate $1 in net new ARR. Salesforce was the least efficient a $4.50 on S&M for every $1 in ARR. Want to numbers for all of the companies we track. Comment "send it" and I'll shoot it over.

Building an enterprise sales motion while keeping a high-velocity SMB inbound machine humming? Not easy. But Zachary Miller and VanillaSoft are pulling it off 🔥 In this episode of #TheUnexpectedLever, Zach breaks down how he's rethinking the game—balancing a multi-stage sales process for big deals without slowing down SMB momentum. From bold mindset shifts to fresh systems, the VanillaSoft team are making strategic moves to capture broader segments without missing a beat. Tune in for Zach's dual-track approach and the hard-won lessons behind his journey to build $22M in pipeline in 12 months. https://lnkd.in/eCkdakZf

Datadog has 396 customers that pay them more than $1,000,000 per year. That's up from just 29 just five years ago. In 2018 this customer segment represented just 0.38% of total customers. That's up to 1.45% now. We can see the impact this has on ACV increasing from $32K to $86K. Great execution of moving up market by DataDog.

𝗖𝗮𝗻 𝘆𝗼𝘂 𝘀𝗰𝗮𝗹𝗲 𝘁𝗼 𝗲𝗻𝘁𝗲𝗿𝗽𝗿𝗶𝘀𝗲 𝘀𝗮𝗹𝗲𝘀 𝘄𝗶𝘁𝗵𝗼𝘂𝘁 𝗱𝗶𝘀𝗿𝘂𝗽𝘁𝗶𝗻𝗴 𝘆𝗼𝘂𝗿 𝗦𝗠𝗕 𝗺𝗼𝗺𝗲𝗻𝘁𝘂𝗺? 🤔 Zachary Miller, CRO at VanillaSoft, shares the keys to balancing long-cycle deals with fast-moving SMB pipelines with Jarod Greene, CMO at Vivun. From building the right team to aligning goals, it’s all about strategy and execution. ✅ Manage multi-stage sales while staying focused. ✅ Equip your team to handle complexity with clear priorities. ✅ Develop expertise beyond traditional sales for a winning edge. Watch the full episode - https://lnkd.in/eCkdakZf #SalesLeadership #EnterpriseGrowth #TeamStrategy #B2BSales #RevenueGoals #TheUnexpectedLever

Here are 5 of the most crucial sales metrics every board room wants to see: 1️⃣ Pipeline Coverage: Do we have enough opportunities to sell to? 2️⃣ Pipeline Generation: Are we backfilling our pipeline fast enough? 3️⃣ Quota Attainment: Who hits their target? Who doesn't? 4️⃣ Gross Revenue Retention (GRR): Can we retain our existing customers? 5️⃣ Net Revenue Retention (NRR): Can we offset churn with new customers? Swipe right 👉 to see how the numbers are calculated and how to combine them with other metrics to explore them further. What metrics did I miss? Is there anything more important than these five? #SaaS #SalesMetrics #BoardMeeting #RevOps

🚀 Boost your sales team’s confidence with PeerSpot! Leveraging our content-rich 📝 reviews for sales enablement showcases your product's competitive edge not just from a functional point of view, but also from the customer's perspective, as Mayank Gupta, Director of Product Marketing at Nutanix, attests. Thank you for partnering with us, Mayank! 👏 #b2breviews #CustomerVoice

The Sales Cycle Struggle "Another month, another missed quota." We hear this all too often from high-growth SaaS companies. Long sales cycles and slow response times can drag deals out for weeks, even months. At keyzii, we built a platform that transforms your sales process. Imagine qualifying leads, giving live product demos, signing contracts, and closing deals—all in one call. With our instant video-powered connections, it's possible. No more delays. No more missed opportunities. Our keyzii Accelerate Package has just 12 spots left. Reach out today and take control of your sales cycle! #SalesSuccess #CustomerEngagement #SaaS

Why won't my team follow our fricken sales methodology*!? 😤😡🤬 Value Selling, MEDDPICC, SPICE, Challenger Sale, Command of the Message etc.* If this is you, you're not alone. Come watch the greatest minds in sales talk about how they build, implement, and measure their value selling frameworks. Personally excited to hear a few tips and tricks from: - Bayley Fesler, Dir of RevOps Xactly Corp - Julie Douglas, Senior Manager, Field Enablement, Freshworks - Charles Martelli, VP, GTM Enablement, MongoDB Link in comments to register + get the recording after.