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Artificial Intelligence (AI), Blog Posts, Growth, Marketing, Sales, Sales, Scale

The Future of AI in Sales with Gong’s CEO and Co-Founder Amit Bendov

Earlier this month, Gong’s CEO and Co-Founder Amit Bendov sat down with SaaStr Founder and CEO Jason Lemkin at SaaStr Europa 2024 to talk about all things AI and the lessons learned while scaling to billions. Back in 2015, Google AI beat the world chess champion easily. AI was starting to diagnose diseases better than…
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Blog Posts, Career Growth & Advice, Exit, Exit Strategy, Leadership, Q&A

5 Tips On How to Handle Acquisition Talks

Dear SaaStr: What should I know about getting acquired? My top 5 tips: #1. Listen more. Talk less (on the target side). It’s very difficult to invent an acquisition. It’s almost impossible to create one, though it happens sometimes. Listen and learn. Understand what everyone’s motivations are. Why your champion is doing the deal. People…
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Blog Posts, Exit, Exit Strategy, Fundraising, Leadership, Q&A

Dear SaaStr: Do Shares Get “Forward Vested in an Acquisition?

Dear SaaStr: Do Shares Get “Forward Vested in an Acquisition? Stock vesting is accelerated very rarely in an acquistion. In 95%+ of cases, the acquirer wants folks to keep vesting just as before — or more so. Even where the option agreements or bylaws or other legal documents require it, acquirers often require those agreements…
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Blog Posts

VCs are Checking Out in Droves Right Now

Dear SaaStr: My VCs seem to have checked out. Should I do something about it? VCs are checking out on struggling investments in droves now — but not all of them. Overall though, it seems to be at record levels. It may or may not be right. But it is natural. If a VC made…
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Blog Posts, Company Culture, Early, Metrics, Q&A, Sales, Sales

Dear SaaStr: How Do I Manage a Salesperson Who Does Not Follow Up on Sales Opportunities?

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”. You need to take away leads, and also opportunities, if they are not followed up with in a prompt fashion. This is fairly easy to implement in Salesforce (or…
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Blog Posts, Sales

The Best VPs of Sales Make Their B Team Shine

So David Obrand, CEO of Salesloft, had a great post the other day on consistency being one of the biggest challenges with enterprise sales. In SMB sales, you see the variance in performance among reps really fast, and you can take action fast. That’s the nature of a very short sales cycle. But in the enterprise,…
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Blog Posts, Growth, Q&A

Dear SaaStr: Has Salesforce Overpaid for its Acquisitions, Including the $27.7 Billion Acquisition of Slack?

Dear SaaStr: Has Salesforce Overpaid for its Acquisitions, Including the $27.7 Billion Acquisition of Slack? Possibly, but it probably doesn’t matter all that much. Why? It needed them. It needed its top acquisitions to keep growing. They worked: Mulesoft, Tableau, Slack, ExactTarget, etc have all become core businesses that are necessary for Salesforce to grow….
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