Blog Posts, Early, Marketing, SalesQ: “What should your sales team do with marketing qualified leads? Follow-up. There will be a lot of spirited debate between marketing + sales in the lead hand-off process. Do…
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Blog Posts, Early, Q&A, SalesThe tough truth is from 0.5–1.5 sales cycles. Sales is tough. It’s a lot of Nos to get to a Yes. And while sales is pretty similar in SaaS at…
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Company Culture, Customer Success, Customer Success, Early, Hiring, Leadership, Podcasts, Sales Ep. 333: Bridget Gleason is the Head of Sales and Customer Success @ Tidelift, the company providing managed open source, backed by maintainers. Tidelift…
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Blog Posts, Early, Featured Q&A, Sales, SalesQ: 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…
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Early, Marketing, Marketing, Podcasts Ep. 327: John Mellor is Chief Strategy Officer @ Domo, the company that allows you to leverage BI at scale to empower your team with data….
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Blog Posts, Early, Sales, SalesQ: What sales tactics that are taught to new salespeople bother you enough that you refuse to use them? A few that I think really do you a disservice in…
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Blog Posts, Career Growth & Advice, Early, Leadership, Marketing, Sales(Note: I wrote a version of this in 2017 when times were good. It’s just as relevant today, more so really, but thought it could use some updates. So here’s…
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Blog Posts, Customer Success, Customer Success, EarlyThings are crazy now in SaaS. If times are tough, it isn’t sales that is going to pull us out, or demand gen. Its your existing customers. Being so loyal,…
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Early, Marketing, Marketing, Podcasts Ep. 321: Anthony Kennada is the CMO @ Front, the startup that provides your team with better email so they can treat every customer like your…
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Blog Posts, Early, Human Resources, LeadershipQ: As a CEO of a Startup, Is It Normal to Argue With Your Co-founder Early On? It is common. It is not IME normal. I’ve had 2 incredible co-founder…
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Blog Posts, Early, Q&A, Sales, SalesQ: Are great salespeople born or made? I think they are made in SaaS — but made early. By that, I mean the best SaaS professionals and managers I know have…
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Blog Posts, Early, Featured Posts, LeadershipWhen I was CEO at EchoSign, I made a big strategic error in Year 1. I set an insane plan of going from $0m to $2m in ARR in our…
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Early, Marketing, Marketing, Podcasts, Sales, Sales Ep. 317: Rachel Hepworth is VP of Marketing @ Pilot, the startup that offers the best bookkeeping, tax and CFO services for growing businesses. To date…
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Customer Success, Early, Fundraising, Podcasts Ep. 315: Harry Hurst is the Co-Founder & Co-CEO @ Pipe, the startup that gives you control of your cash flow by giving you access to…
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