Blog Posts, Product, Q&AQ: Is free trialing still an effective way to get customers in your B2B SaaS these days? Free Trials are Great. And really, it would be great if every app…
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Blog Posts, Early, Q&A, Sales, SalesQ: What are the best 5 points to improve poor sales performance? Here are my 5 simplest ideas to quickly improve sales performance. They don’t solve bigger problems, but they…
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Blog Posts, Compensation, Q&AQ: When should you raise the salary of your employees as a startup? A few thoughts to at least think about: Try to pay “market” to all your employees as…
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Blog Posts, Q&AQ: What is customer lifetime value, and why is it important? It might not be that important. CLTV is critical (of course), but it has become less useful as a planning tool over time…
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Q: How do I prepare myself to become a successful startup CEO? My list of 5 things that will help: Manage People. This is one of the best things you…
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Q&AQ: Why don’t more SaaS companies offer very long trial periods of, say, one year, to encourage vendor lock-in? Maybe they do, in a way. Maybe the fact that you…
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Blog Posts, Fundraising, Q&ADo startup investors care about how employees are treated where they invest? The reality is VCs, for the most part, sort of care. What I can tell you 100% for…
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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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Blog Posts, Q&A, ScaleQ: How many companies in the Fortune 500 raised venture capital? Why are so many people obsessed with venture capital when many successful businesses didn’t raise it? There are many…
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Blog Posts, Fundraising, Q&AQ: What don’t they tell you about venture capital firms? A few things that aren’t obvious when you raise venture capital: Your VC partner may leave. There has been much more…
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Blog Posts, Fundraising, Q&AWhy Do VCs Want To Own So Much When They Invest? It’s confusing. Why do VCs need to own “so much”? Why do they often have these specific targets? Isn’t…
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Exit Strategy, Q&AQ: Why Would Microsoft Buy Wunderlist and Later Just Shut it Down? Because it was just a bet. And maybe even almost an experiment. Buying Wunderlist for $150m sure sounds like a…
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Blog Posts, Fundraising, Q&AQ: Which VC firms are still reviewing fundable deals during the Covid-19 quarantine? Almost every VC firm is reviewing deals. The question is what are they doing about them. We…
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Blog Posts, Customer Success, Q&AMany of you will come under a lot of pressure these days to pause accounts, to downgrade accounts, and more. It’s challenging almost everywhere. And even where it isn’t, there…
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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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