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Blog Posts, Growth, Sales
Clawbacks and Tracking-to-Cash: Two Sales Management Tools to Be Thoughtful With
So there are 3 things every sales rep I’ve worked with hates: Clawbacks. When they have to give back some of their commission if a customer cancels early. Tracking-to-Cash, i.e….
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Blog Posts, Growth, Human Resources, Leadership
Time To Staff Up Your First Directors and Managers? Hire Half. And Promote Half.
There's always a 50% chance that manager you need to hire already works for you Double check that your top ICs aren't ready — Jason ✨Be Kind✨ Lemkin (@jasonlk)…
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Top SaaStr Content for the Week: VMware, AWS and Databricks, GUIDEcx’s Co-Founder and VP of Sales, Workshop Wednesday, sessions from SaaStr APAC and more!
The top SaaStr content you might have missed for the week of March 26th, 2023.
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The Top 100+ SaaStr Posts to Help You Scale
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7+ Tips On How To Build Your First Sales Team. When You Have Zero Experience Building One.
Q: How do you structure a sales team when you’ve got zero experience doing sales? Well, first go get some experience with sales. 🙂 At least, close the first 10 customers yourself. If you don’t, you’ll never have any idea how to do it. And the odds your first rep...
15+ Due Diligence Questions You Really Should Be Asking Every VC You Meet
https://twitter.com/jasonlk/status/1295136982658461697 Q: What is the proper way to do due diligence on a VC firm? Here are the things, IMHO and IME, that are most important. First, if you want to do it right, you should diligence both (1) the firm and (2) the...
The 3 Types of Day 1 Pricing: Low End of Normal. Identical. And Anchor High.
Q: As an entrepreneur starting out, is it better to overprice your product or underprice it? I remember years ago I was at an event with the CEO of a SaaS leader. And I asked him how he came up with their freemium pricing model. A data science team? A/B Testing? "No....
7+ Tips On How To Build Your First Sales Team
Q: How do you structure a sales team when you’ve got zero experience doing sales? Well, first go get some experience with sales. 🙂 At least, close the first 10 customers yourself. If you don’t, you’ll never have any idea how to do it. And the odds your first rep...
Why SMB Reps Struggle in the Enterprise. And Vice-Versa.
Q: How is low/mid-ticket sales different from enterprise sales? They are very, very different. If I had to boil down how to filter potential sales professionals based on just 1 controlling criterion, it would be deal size. Enterprise sales: Reps often hunt many of...
The Top 50 SaaStr Answers on Quora in 2020
It's been a fun experience being on Quora for ... a decade 🙂 We've crossed 60,000,000 views of our answers there, so let's take a look at the Top 50 most viewed SaaStr Answers on Quora in 2020: Why do many startup owners sell...
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