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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Blog Posts, Featured Q&A, Fundraising, Q&ACan an entrepreneur back out of a signed term sheet without damaging his/her reputation? I’m going to say Yes, probably. There is a lot of drama around broken term sheets. Mostly…
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Blog Posts, Company Culture, Featured Q&A, Hiring, Leadership, SaaStr Events, VideosBen Braverman explains how Flexport entered a competitive market with a unique model and continues to grow. Hiring senior leaders can set companies up to fail and see how sticking…
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Blog Posts, Customer Success, Featured Q&A, Growth, Leadership, SaaStr Events, Sales, VideosCreating champions requires detailed focus on the journey. Kathy Lord, SVP of Sage People explains how asking hard questions, embracing feedback and making personal connections with your customers can move…
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Blog Posts, Featured Q&A, Fundraising, Q&AQ: 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…
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Career Growth & Advice, Company Culture, Featured Q&A, Hiring, Human Resources, Leadership, Podcasts Ep. 282: Michael Pryor, Co-Founder & CEO @ Trello, now Head of Trello Product with Atlassian following their recent acquisition. Kolton Andrus is the…
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Blog Posts, Featured Q&A, Q&A, ScaleWe were recently asked: Q: Are there any examples of a unicorn startup that was bootstrapped? Of course the answer is yes. But I didn’t have a sense of how…
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Blog Posts, Featured Q&A, Q&A, Sales, SalesQ: 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…
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Blog Posts, Featured Q&A, Q&AWhat is the hardest rejection you’ve ever had in sales? The hardest rejection I’ve had in sales was around renewals. Especially ones I thought we really had earned. But still…
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Featured Q&A, Marketing, Marketing, Podcasts, SaaS Product Pricing Ep. 266: Janine Pelosi is the CMO @ Zoom, the next-generation enterprise phone system. Prior to their very successful IPO, Zoom raised funding from some of…
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Blog Posts, Featured Q&A, Q&AWhat skills do you look for in an entry level sales person? If you are a founder hiring salespeople to manage yourself (i.e., you don’t have a VP of Sales…
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Featured Q&A, Q&AIt can be harder than you might think. The further you are along in your career, the easier it is to have the time, networks and personal capital to be…
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Featured Q&A, Q&ASo far, my ‘13–’15 investments are at about 10x. My ‘16-’18 investments are much earlier, and are sitting just under 2x. A few lessons for me: “Power laws” is an…
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