SaaStr

JUNE 10, 2024

So in the earlier days especially, you’ll be tempted to lean on the sales team to do more than just … sell. It has some positives, the more you ask sales to do. Renewals, if they are tough, are sometimes better handled by sales who at least isn’t a brand-new name Customers like continuity.

Sales Hiring 270

Sales Hiring Scale Sales Customer Success 270

SaaStr

JUNE 11, 2024

Later, when you have RevOps and SalesOps and a proven VP of Sales, they’ll own this. More on that here: The #1 Most Important Thing You Can Do With Your Leads: Implement an SLA The post One Way to Succeed in Sales: Be Super Responsive appeared first on SaaStr. So frustrating. At least hopefully.

Sales 293

Sales Revenue 293

SaaStr

JULY 16, 2024

Dear SaaStr: What Does a Typical Day Look Like for a SaaS Sales Rep? Here’s my experience directly and indirectly for inside sales AE, from about $1m to $50m in ARR or so. (In But 90% of SaaS sales reps aren’t that. To be more specific: In a high-functioning inside sales org, reps do about 3-4 demos a day.

Scale 220

Scale Sales SaaS Travel 220

SaaStr

APRIL 18, 2024

Dear SaaStr: Why Do Some People Loathe Sales? People loathe sales because they are making the mistake of mapping their experiences as, essentially, Very Small Businesses, as the general experience of a corporate buyer. But that’s not what a sales professional does for a Fortune 5000 buyer. Just think about buying a car.

Sales 248

Sales Business 248

SaaStr

JULY 18, 2024

How can you bridge the gap between sales and tech to drive customer success? Sarah Polan, EMEA Field CTO at HashiCorp, and Louise Fellows, VP NEMEA at HashiCorp, explore the relationship between Field CTO and sales to help you understand why it exists and how you can leverage this relationship when you have a highly technical product.

CTO Coach 257

CTO Coach CTO Technical Review Customer Success 257

Predictable Revenue

JULY 18, 2024

This conversation highlights how routines and prioritizing personal and professional goals can significantly enhance sales performance. The post Guide to Developing Habits for Sales Success appeared first on Predictable Revenue.

Development 130

Development Sales Revenue 130

SaaStr

JULY 6, 2024

Most sales leaders and sales teams talk about using Spiffs to hit certain goals. ” comes up on many sales calls. We just had sales comp plans that paid a lot — a lot — for top performers. And I also paid out my VP of Sales a big bonus for hitting the stretch plan. “Let’s Do a Spiff!

Sales 247

Sales Revenue 247

SaaStr

JUNE 19, 2024

Dear SaaStr: Does a SaaS Startup CEO Need to Have Sales Skill? If you build Dropbox or Squarespace or even Shopify to some extent, maybe you don’t have to be great at sales. Aaron Levie became very, very good at sales as Box tilted from a freemium product to an enterprise product. And … you can learn sales skills as a CEO.

Startup 270

Startup Sales SaaS Enterprise 270

SaaStr

JANUARY 3, 2024

Dear SaaStr: Should I Go Into SaaS Sales? If you aren’t sure you want to go into sales — don’t do it. Maybe in 2021, when many SaaS leaders were growing at simply unprecedented rates, could succeed in sales if you weren’t sure you wanted to sell. There’s usually a clear promotion path in a growing sales team.

Sales Recruiting 259

Sales Recruiting Sales SaaS Management 259

SaaStr

JULY 8, 2024

How much more could you accomplish with your sales organization? Justworks CRO, Robert Lopez, and Director of Sales, Valeria Avila, show you how to create longevity in your sales organization and why it matters. The post How To Create Longevity in Your Sales Org & Why That Matters with Justworks appeared first on SaaStr.

Sales Hiring 228

Sales Hiring Scale Sales Education 228

SaaStr

JUNE 21, 2024

Sam Blond, the former CRO at Brex with 15 years in tech sales, took the stage at SaaStr Europa 2024 to share nine easy sales concepts that so many get wrong. Sam got his first job in tech sales as an SDR for Jason Lemkin’s company, EchoSign, which later sold to Adobe and launched his career. They did this right at Brex.

Sales Recruiting 239

Sales Recruiting Sales Hiring Scale Outsourced Development 239

SaaStr

FEBRUARY 8, 2024

Dear SaaStr: What are the best 5 points to improve poor sales performance? Here are my 5 simplest ideas to quickly improve sales performance. Once you have a great VP of Sales, you can let her own the whole number and figure it out. Be more involved as the CEO with sales. Concentrate leads in those who can close.

Scale 239

Scale Sales Hiring Sales AWS 239

SaaStr

MAY 21, 2024

So G2 put out a survey and report on customer success recently that was an eye-opener: 67% of CS execs report having a sales quota 53% of CS execs now view their job as primarily a sales role Now some of this may be semantics. CS now is primarily an upsell and sales function in many cases. That aren’t primarily on a sales quota.

Customer Success 265

Customer Success Sales Trends Retention 265

SaaStr

MARCH 11, 2024

So you’re hiring your first few sales reps in the early days? Before you have a great VP of Sales? So you need a very certain type of sales rep. Not during founder-led sales. The #1 trick to making sure your first sales reps work out? But I’ve just never seen early sales rep execl that do this.

Sales Hiring 247

Sales Hiring Sales Interviewing compliance 247

Tom Tunguz

FEBRUARY 18, 2022

The most consistent sales leader I’ve worked with hit plan 27 consecutive quarters. How can a sales leader develop similar repeatability? Each business’s PQR funnel will differ depending on their sales cycle, ACVs, and overall motion. Will the sales leader attain plan? Demo/meeting: sales meeting.

Scale 323

Scale Sales Forecasting Outsourced Development 323

SaaStr

MAY 16, 2024

In fact, 58% of you say sales cycles are even longer this year. The post 58% of You Say Sales Cycles Are Even Longer in 2024 appeared first on SaaStr. ZoomInfo, another pure play in B2B on the data side, isn’t seeing any bounce back yet, either: HubSpot: “Yes, We Had a Great Quarter. This isn’t any great news.

Azure 278

Azure AWS Sales B2B 278

SaaStr

JANUARY 19, 2023

So the other day Colin Cadmus, who was VP of Sales at Aircall, summarized a career question I’ve thought about many times over the past 10+ years. If you are a great AE, a great sales exec … I know you might want “more” … but is it really better to be a VP of Sales? VP of Sales is a tough job.

Sales Hiring 262

Sales Hiring Sales Startup Leadership 262

The Daily Egg

AUGUST 1, 2022

The right sales tool can be the crucial factor in whether your business’s growth will reach the goals you’ve set for it. The post Best Sales Tools Compared appeared first on The Daily Egg.

Sales 286

Sales 286

SaaStr

DECEMBER 9, 2023

Dear SaaStr: What’s the #1 Mistake New Sales Leaders Make? Let me just summarize my #1 observation here: the top mistake first-time sales managers make is recruiting. It is incredibly hard to figure out how to replicate the magic of the first 1 or 2 sales reps that work closely with the CEO. In that — they can’t do it.

Sales Recruiting 264

Sales Recruiting Sales Hiring Sales Management 264

Predictable Revenue

JULY 11, 2022

Learn what makes business to business sales (B2B sales) distinct from B2C, how to maximize your business sales process, and make the most of industry trends. The post What is B2B sales? appeared first on Predictable Revenue.

B2B 264

B2B Sales B2C Trends 264

SaaStr

JULY 26, 2024

Dear SaaStr: I’ve Been Out of Sales For 6+ Years. But it’s that you’ve been out of the game for 6+ years in sales and doing something else for work. But paying the bills with poker instead of sales … sort of says you don’t want to do sales anymore. Is It Too Late to Get Back In?

Sales Hiring 156

Sales Hiring Sales Travel Startup 156

SaaStr

APRIL 7, 2024

So just a little while back, Lenny Rachintsky had me on his hyper-popular podcast to talk about scaling sales, from the perspective of a founder who hasn’t really done sales. They really are a great checklist when you are starting to scale sales in SaaS: #1. And sales go down, not up. #2. It’s a tough job.

Sales Hiring 263

Sales Hiring Scale Headcount Sales 263

Predictable Revenue

DECEMBER 19, 2022

Learn about outbound vs. inbound sales, including the definition of both, how they can benefit your company, and more. The post Inbound vs Outbound Sales appeared first on Predictable Revenue.

Sales 245

Sales Revenue Development Management 245

Predictable Revenue

APRIL 11, 2022

Learn the difference between sales training and sales coaching, the unique benefits, and why you should be using a combination of both in your organization. The post Sales Training vs. Sales Coaching: What’s the Difference appeared first on Predictable Revenue.

Sales 236

Sales Revenue Development 236

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. Everyone should have a read.

Scale 279

Scale Compensation Sales SMB 279

SaaStr

JUNE 9, 2024

Dear SaaStr: How Do I Manage a Salesperson Who Does Not Follow Up on Sales Opportunities? The post Dear SaaStr: How Do I Manage a Salesperson Who Does Not Follow Up on Sales Opportunities? The simple process you need to add is an “SLA”. This is fairly easy to implement in Salesforce (or with other systems). Magic will happen then.

Management 255

Management Sales Company Culture Metrics 255

Predictable Revenue

AUGUST 22, 2022

What is consultative sales and how can it help you win more business? The post Consultative Sales Approach Strategies appeared first on Predictable Revenue. These 7 consultative selling strategies will help you stand out from the competition.

Consulting 248

Consulting Strategy Sales Revenue 248

SaaStr

AUGUST 8, 2023

So there’s a sort of org chart you’ll probably end up with at least twice as you start scaling in SaaS: The “Headless” Sales Org. It’s a bunch of sales reps without anyone to manage them other than … you. But if you end up not hiring a VP of Sales at that perfect moment in time (and most don’t), you’ll end up headless.

Sales Hiring 224

Sales Hiring Sales Recruiting Scale Sales 224

Predictable Revenue

JULY 25, 2022

What is sales training and why is it so important? Learn about each step in the sales training process and how the right program can improve your win rate. The post What Is Sales Training? appeared first on Predictable Revenue.

Sales 241

Sales Revenue Strategy Development 241

SaaStr

SEPTEMBER 9, 2022

Back in the day, premium comp for some software sales execs made simple and easy sense. Traditional software had 90% gross margins, and the classic enterprise sales reps, the best ones, could close a million or more dollars a year. Sales reps in low NRR and high churn environments got paid almost the same as enterprise reps.

Scale 327

Scale Venture Capital Sales Hiring Sales 327