SaaStr

AUGUST 26, 2021

Charge a super cheap price early to take friction out of sales, and to get to 100, 200, 500+ customers fast. Price way too cheap, and you will just confuse the prospects. And don’t charge $4 a month for an SMB product. You need to learn quickly if you are going to do fewer big deals, or tons of smaller deals.

SMB 265

SMB Enterprise Pricing Revenue 265

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 195

Scale Sales Hiring Pricing AI 195

SaaStr

JANUARY 3, 2021

One question I struggled with a lot in the early days was what price points supported inside sales reps. It was clear to me that our freemium offering, priced at from $0 to $19/month, couldn’t really support a traditional inside sales team. Can you really sustain a sales team around a $299/mo product? A $2000 ACV?

SMB 330

SMB Pricing Sales Metrics 330

SaaStr

FEBRUARY 22, 2022

Ok we’ve talked a bit more on SaaStr over the years on how to hire a Great VP of Sales , but hiring a Great VP of Marketing is just as important. The demand gen playbook is just so different at different ACVs: From $0-1k ACV, marketing is a B2C-style playbook — with no sales at all. Not just in sales. Informed leads.

Sales Hiring 279

Sales Hiring Growth Hacking B2C SMB 279

SaaStr

JUNE 17, 2019

And the average SMB buyer has already purchased 50+ apps. So your prospects and customers are veterans. Marketing (demand gen) and/or Sales (outbound) generates leads. They check out your blog. That mislead prospects. They’re already interested before they talk to sales. They do a Google search.

Enterprise 167

Enterprise B2B Sales SMB 167

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 267

Scale Sales Hiring Sales Marketing 267

SaaStr

DECEMBER 12, 2023

Traditional Sales Teams Vs. Modern Sales Teams Traditionally, most people learned to sell by taking a product, showing the sales team with a demo of how to use it, and then sending them off to sell it. This can lead to making changes to the product, longer sales cycles, and not focusing on the right customer for your product.

Point of Sale 252

Point of Sale Forecasting Technical Review SMB 252

SaaStr

MAY 25, 2020

I recently put out a call on Twitter and LinkedIn on folks’ top tip to take friction out of their sales processes. I bet things will get even better if you do: “Say no to a non-ideal prospect as fast as you can” — Loren Padelford, GM of Shopify Plus. “Presumptive close in a transactional sale. “At

Sales Hiring 338

Sales Hiring Sales Outsourced Development Technical Review 338

SaaStr

AUGUST 6, 2022

Your M&A prospects may be much narrower. Today, it’s the default system of record for sales, support, and much more. One thing I took for granted was being CEO of an app that was beloved. If you have that, never ever give it up. — Jason 2022 SaaStr Annual Sep 13-15 Lemkin (@jasonlk) April 26, 2019. Maybe Pretty.

Scale 282

Scale SMB Mobile Acquisition 282

SaaStr

FEBRUARY 16, 2021

Q: What are the common mistakes in B2B sales in the early-ish days? The list could be endless, and it can vary a lot based on type of customer, type of sale, etc. The list could be endless, and it can vary a lot based on type of customer, type of sale, etc. Firing” prospects. Do not fire a prospect.

Scale 198

Scale Sales Hiring Sales SaaS 198

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

SaaStr

JUNE 23, 2021

I recently put together a list on Quora of 6 things sales reps recently said to me as a buyer of SaaS products myself that killed the deal: “You are wasting my time”. A prospect’s time is always valuable. Sales is there to serve. If sales was routed the wrong lead, that’s the company’s fault, not the prospect’s.

Scale 285

Scale Sales Hiring Sales SMB 285

SaaStr

NOVEMBER 28, 2022

This may look like moving from a mid-market business to an SMB, and eventually to an enterprise. Another strategy we often see is moving from a PLG model to a sales assistive model with a more established sales team that can sell the product to the customer. . Common SaaS strategies for 10x growth. New service offerings.

Scale 206

Scale Finance Sales Hiring Scaling 206

SaaStr

SEPTEMBER 14, 2022

In the early days, UserZoom struggled with deciding whether its target market should focus on enterprise or SMB. Sales and marketing are still significant, but consider dedicating more research and design to the user experience. Also, as Peter Drucker has said : “Culture eats strategy for breakfast.” Be creative with funding.

Scale 220

Scale Venture Capital Sales Hiring SMB 220

SaaStr

MAY 24, 2021

The 4 Secrets to Better Prospecting with Vidyard. Roundtable: 5 Tips to Reduce the Enterprise Sales Cycle with TripActions. Enterprise, SMB and Everything In Between: How to Build a Business that Scales With Your Customers with Zendesk. We’re super excited to be gearing up for 2021 SaaStr Enterprise this week!

Scale 157

Scale Enterprise SMB SaaS 157

SaaStr

JANUARY 29, 2021

From completely pivoting the product early on, to becoming an essential software tool for inside sales reps — here’s a look into how SalesLoft landed some of the Cloud giants like Shopify, Google, and Slack as its customers, and what it takes to build a Unicorn company in today’s changing market. Do you do enough of this?

Scale 274

Scale Social Media SMB AI 274

SaaStr

FEBRUARY 14, 2023

While this fights inflation, it also means that high-growth companies have prospects who see cash flow very far in the future and buy into the company’s future growth. For SMB-facing companies, over 110% should be your goal. The current public market environment might look like a great SaaS crash for many people.

Metrics 217

Metrics Marketing SaaS SMB 217

SaaStr

MARCH 7, 2021

Yes, you can manage the sales team yourself. Cash was tight and I didn’t know any great VPs of Biz Dev, so between myself and my VPs of Sales, Product and Customer Success, we all jointly managed our key partners. Go visit more customers, prospects and partners in person. These are all full-time jobs by $1m ARR.

Part-Time VPE 270

Part-Time VPE Sales Recruiting Sales Hiring Scale 270

SaaStr

DECEMBER 29, 2019

But if you are thinking in terms of Decade Long Relationships … put sales and even customer success back on lost customers. View them as a Special Prospect in Salesforce, instead. Not prospects. Get your VPs of Sales, Customer Success, Product and Engineering right. It finally sunk in for me a bit the other day.

Scale 349

Scale Churn Construction SMB 349

SaaStr

APRIL 28, 2019

Free also serves as a hunting ground for sales to find prospects and leads. You can see our fun video with Stewart Butterfield from SaaStr Annual 2015 where he said they’d never have a direct sales force. All the great SaaS companies IPO’ing now have strong revenue retention, whether SMB or enterprise focused.

Scale 278

Scale Venture Capital SMB Enterprise 278

SaaStr

JANUARY 12, 2022

Another top mistake SMB folks make trying to sell enterprise. We all know this, but we forget about it, especially when the Hot New Deal and the sales team’s wants and needs consumes all of management’s resources. We all underresource customer success vs. sales. They don’t show up in person. Are we sure?

CTO Hire 284

CTO Hire Sales Hiring New CTO CTO 284

SaaStr

DECEMBER 1, 2021

So SaaS companies now must think about ways to sell to prospects before the sales team even contacts them. . This means that your team’s work is far from over at the closing of the sale –– your customer service must be on point, your product useful and simple to use. . Enter your email below for the latest SaaStr updates.

Software Review 247

Software Review SMB Enterprise Software 247

SaaStr

SEPTEMBER 24, 2020

Some classics here: How My VP, Sales Doubled Our Sales in 90 Days. If Your VP Sales Isn’t Going to Work Out — You’ll Know in 30 Days. Your VP of Sales Shouldn’t Be Perfect. 10 Crystal Clear Signs Your VP of Sales Just Isn’t Going to Work Out. The best VPs of Sales quickly hire great reps under them.

Sales Hiring 219

Sales Hiring Part-Time VPE Scale Underperforming Technical Team 219

SaaStr

MAY 25, 2019

SurveyMonkey was founded in 1999, one of the few SMB survivors of that era. Inside Sales teams didn’t use to have products like Mixmax or Salesloft or Chorus or Gong. Inside Sales teams didn’t use to have products like Mixmax or Salesloft or Chorus or Gong. SaaS as we know it probably started in 1999.

Interviewing 190

Interviewing Scale SaaS Construction 190

Sales Hacker

OCTOBER 16, 2020

Prospecting in the enterprise environment is just different. And finding time is tough compared to an SMB executive. So, today, we’re going to cover four prospecting tips for breaking into Enterprise Accounts (plus some bonus tips at the end). Building rapport with prospects. You can even write the next blog.

Enterprise 104

Enterprise Payment Methods Payment Services Sales Hiring 104

Sales Hacker

SEPTEMBER 25, 2019

In June, CNBC reported that recently listed cloud software companies were getting crushed for poor sales execution. Enterprise sales is hard, which is why most businesses start as an SMB org and grow into an enterprise org. 2 rules for transitioning from SMB to enterprise. Today, enterprise sales is harder than ever.

SMB 73

SMB Enterprise Strategy Compensation 73

OPEXEngine

MARCH 13, 2020

Mike shared how the metrics for a fast paced, monthly rhythm of an SMB SaaS company, like Hubspot, had a different rhythm at a cybersecurity enterprise sales company with longer sales cycles. through today’s SaaS 4.0. Key Take-Away.

Metrics 75

Metrics Cybersecurity SaaS Customer Lifetime Value 75

OPEXEngine

JUNE 8, 2021

In the movie Glengarry Glen Ross, Blake, a successful salesperson, visits the real estate sales team and gives them a blistering motivational speech that has gone down in history as one of the best of all time. This is the first challenge facing enterprise SaaS sales teams. Challenge 2: Sales Cycles Are Longer. Not even close.

Enterprise 52

Enterprise Underperforming Technical Team SaaS Sales 52

CustomerSuccessBox

MAY 8, 2022

Challenge 1: Prospects have a hard time seeing the value in your offering. Prospective purchasers will find it challenging to evaluate SaaS items due to the tremendous competition for the consumer’s attention. Furthermore, the typical SMB spends 6.9% Decrease your Time-to-Value through our blog here.

Customer Success 52

Customer Success Scale Systems Review Software Review 52

SaaStr

DECEMBER 28, 2022

Probably the biggest career limiting move I see is: – CMOs challenging CEO on Marketing Strategy – VP Sales challenging CEO on How to Sell. How the customers, the prospects, the media, and the world should see the company and its mission. They may like events and press, but hate webinars and prospect dinners.

Scale 67

Scale Sales Hiring Growth Hacking SMB 67

OPEXEngine

FEBRUARY 27, 2020

In sales, there is a motto that it costs the same effort to sell a $100k deal as to sell a $10k contract (so why bother with the small contract?). The cost per hack of an SMB company is minimal and the number of SMB cyber events is growing by 10% year over year. These are real and surprisingly common examples.

Systems Review 69

Systems Review Technical Review Cybersecurity SaaS 69

SaaStr

OCTOBER 15, 2019

Cold calling to set up demos has never worked for Mapistry, but we’ll share with you some of the strategies that have allowed us to increase our qualified lead flow by more than 400% and increase our sales ops by more than 3x in 2018. So as Lauren sort of alluded to, we started by focusing on SMB’s. It’s awesome to be here.

Underperforming Technical Team 156

Underperforming Technical Team Sales Hiring compliance SMB 156

SaaStr

SEPTEMBER 26, 2019

Building a sales team that can go from $0-$50M (Video + Transcript). Gaetan Gachet | SVP of Sales @Algolia. It’s an honor to be here with this mythical creature, this sales leader that goes from zero to 50 million in the same job. He has a whole French sales team and office that only speaks English in Paris.

Scale 136

Scale Sales Hiring Sales Recruiting Technical Advisors 136

SaaStr

DECEMBER 7, 2022

Revenue Confidential with Rippling and Founders Fund Sam Blond, Partner at Founders Fund Matt Plank, VP Sales at Rippling. Move Over, Sales: Why Product & Marketing are the C-Suite’s New Power Partnership with Checkout.com’s CMO Leela Srinivasan, and CPO, Meron Colbeci. 9:00-10:00 AM PT. 9:00-10:00 AM PT. 10:00-11:00 AM PT.

Scale 37

Scale VP of Engineering Scaling SMB 37

SaaStr

JUNE 10, 2020

Marketing leaders must focus their teams on the areas that will drive revenue while they cut costs – the biggest impact for the business. Join TripActions CMO Meagen Eisenberg at SaaStr Summit as she highlights her approach to ensuring Marketing delivers on its mission-critical role even in times of uncertainty or crisis.

Travel 176

Travel Marketing Scale Outsourcing Services 176

User Pilot

AUGUST 6, 2023

If even one channel becomes better at driving users towards your sales funnel, you’ll be able to improve your customer acquisition significantly. Decide on your digital channels Like most sales associates will tell you, not all channels are made equally. Higher retention. How to build a successful omnichannel customer experience?

Investment 81

Investment Banking Social Media Customer Lifetime Value 81

SaaStr

APRIL 30, 2024

How do you build GTM efficiency in SMB sales? While this title is SMB-oriented, the advice applies to Mid-Market and Enterprise, too. You shouldn’t be adding a bunch of sales reps or spending a bunch of money on marketing if the economics aren’t sustainable. And so, the first lesson here is learning to say no.

Scale 247

Scale SMB Sales Hiring Sales 247