Blog Posts, Career Growth & Advice, Early, Leadership, Other, Q&A
Everyone today wants to start a SaaS startup. They have an idea they are passionate about. They’ve worked under a great CEO and they’re ready — they think — to…
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Blog Posts, Growth, Q&A
Q: Dear SaaStr: What Do The Top 1% of Sales Reps Do … That The Other 99% Don’t? I have a pretty good sense what the Top 10% do, though…
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Blog Posts, Customer Success, Q&A, Sales
As you scale your sales team, unless you are very careful whom you hire and how you train them, incentives being what they are in variable compensation, some negative behavior…
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Blog Posts, Customer Success, Growth, Q&A
The good news today, is there are tons of customer success veterans out there. So you can find folks to join you. Even just a few years ago, there weren’t enough folks…
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Blog Posts, Early, Q&A, Sales
The 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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Blog Posts, Early, Hiring, Q&A, Sales
In the “old” days, there was a rough rule that as soon as you are bringing on more than 1–2 reps a quarter, you needed to hire a director of…
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Blog Posts, Early, Q&A
Q: Is it okay to start a business with your best friend? What is the talk we should have before the formation to ensure transparency and make sure our bond…
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Career Growth & Advice, Growth, Hiring, Leadership, Q&A
Q: As an entrepreneur, what are some tips and strategies to avoid burning out? It’s a huge risk. A lot of “pretty successful” startups all sell at about the same…
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Blog Posts, Early, Q&A, Sales, Sales
Dear SaaStr: How Can I Get Better at Closing Deals? If it’s very early, hire 1 or ideally 2 sales reps who you’d personally buy from. You’ll all learn from…
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Blog Posts, Early, Q&A
Q: Dear SaaStr: What screams “I’m a terrible salesperson”? A few telltale signs: Immediate, massive discounting. Because they have no other idea how to close a deal or create urgency….
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Blog Posts, Q&A
Not really in SaaS. At least not well. The classic “Sell Me This Pen” test is still a good one, even in SaaS. There is no perfect answer, but it…
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Early, Leadership, Other, Q&A
Recently, I spent several hours with a new but great friend who has been on a vaguely similar journey to me. This friend is one of the hardest working people…
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Blog Posts, Hiring, Leadership, Q&A
8 Signs a New VP Won’t Work Out. And 3 Things Not to Worry So Much About. Hiring a VP that doesn’t work out is tough. As hard as it is…
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Blog Posts, Marketing, Marketing, Q&A
How can Sales and Marketing work together? The simplest way is to get sales and marketing to work together is to (x) align marketing’s #1 goal to a revenue-related “commit”…
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Blog Posts, Customer Success, Early, Hiring, Q&A
Q: Who Should Our First Head of Customer Success Report To? Ah, who should Customer Success report to. It’s not super simple. There are generally 3 options in the early…
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