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If you aren’t sure you need Salesforce yet, that’s OK. You probably don’t need to be using Salesforce. Yet. Salesforce CRM/SFA in the end is a team management tool. If…
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Featured Q&A, Q&A
Boy a lot. A list of some of the bigger ones: Not mapping out — and getting to know — all the stakeholders. This is a skill you need to…
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Just start with comps. With comparables. Software is very expensive to build, but for the most part, costs almost nothing to ship. It might cost you $0.10 a month in…
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The best rule I’ve learned in SaaS is the “50% of your ARR on the balance sheet” rule. If you have > 50% of your ARR in cash, in the…
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Featured Q&A, Q&A
It’s almost always better to have different sales teams handling different products Why? If for no other reason — Incentive Alignment. Sales reps work on commission, and they are driven…
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It is important to decide which of 3 life tracks you want to be on: Super-successful sales rep / individual contributor. I.e., make $200k or even $500k+ someday, just closing…
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It 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&A
So 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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