Blog Posts, Growth, Sales
3 Basic Steps to Reduce Sales Rep Turnover
Dear SaaStr: How do you reduce employee turnover in your sales teams? The key is a great VP of Sales combined with a very fair comp plan — and a…
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Blog Posts, Growth, Sales
Blog Posts, Growth, Hiring, Sales, Sales
The Benefits of Hiring a Stretch VP of Sales (and The Risks)
…………………. Hiring a VP of Sales in a startup is an incredibly hard thing. It requires good instincts, luck, timing, and plenty of other things to work. Even if…
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Blog Posts, Growth, Leadership, Marketing, Scale
6 Top Sessions On Scaling From SaaStr Annual 2021
Product Led Growth (“PLG”) is one of the dominant themes of the SaaS marketplace today. Unsurprisingly, Product Led Growth was one of the most popular discussion topics at SaaStr Annual 2021. If you missed out on attending SaaStr Annual 2021, or just want to understand PLG better, here are 6 sessions to study:
Blog Posts, Marketing, Metrics
The Low Viral Coefficient of SaaS, And Why That’s Just Fine
We’ve talked a lot on SaaStr about how to get from $1m to $10m, $2m to $5m, $10m to $30m, etc. etc. One area we haven’t talked as much about…
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Blog Posts, Career Growth & Advice, Early, Leadership, Other, Q&A
The Things You Have to Get Right When You Start a Start-Up
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, Customer Success
Just Remember, We Don’t Really Need Any More SaaS Products. Then You’ll Do Far Better.
I guess in some ways SaaStr is a digest of mistakes we all make in recurring revenue businesses and how to avoid them, or at least, make fewer. There’s one…
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Blog Posts, Compensation, Human Resources
At the Top SaaS Companies, Founder-CEOs Own ~15% at IPO. And Most Co-Founders Are Not Equal (And That’s OK).
I was curious the other day how many of the recent Cloud and SaaS IPOs had founders that were equal co-founders from an equity perspective. That was how I was…
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Blog Posts, Early, Product
It’s Never the User’s Fault
Overall, the 2021 SaaStr Annual might have been the most successful ever. The outdoor experience, the speakers, the energy, the enthusiasm was off the charts. And it was our best…
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Blog Posts, Early, Sales, Sales
A Great VP of Sales Isn’t Great at Everything
We’ve talked a lot on SaaStr over the years about all different types of VPs of Sales. From Stretch VPs to stage-appropriate VPs. It’s worth also focusing on a related,…
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Blog Posts, Early, Sales, Sales
That First Magical Sales Rep
A little while back on LinkedIn and Twitter we had over 100,000 views and engagements on a quick post on The Magical Sales Rep. It’s worth a deeper dive. The…
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Blog Posts, Customer Success, Customer Success, Sales
Should You Still Visit Your Prospects In Person? Almost Certainly
I remember the first customer I lost due to not showing up in person. They were a Fortune 50 customer. We did a CSAT survey, and every user loved us. …
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Blog Posts, Customer Success, Marketing
How To Keep Your Customers For a Decade. Or Longer.
Salesforce likes to talk about “Customers for Life”, and while that’s sort of catchy, it’s a little hard to grok what it really means. It finally sunk in for me…
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Blog Posts, Growth, Sales
Why a Great Rep Can Close 9x More Than a Poor Rep, and Even 2.5x More Than a Good Rep
As it turns out, all of these are within your control https://t.co/xUh8j7Qb68 — Robby Allen (@_RobbyAllen) February 23, 2021 We’ve talked a lot on SaaStr about great sales professionals, on…
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Blog Posts, Early, Hiring, Q&A, Sales
Dear SaaStr: When Should You Make Your First Sales Op Hire?
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, Growth, Marketing, Marketing, Metrics
Every Marketing Initiative, Every Channel … Plateaus. Plan for It.
Once you hit Initial Traction in SaaS, say that first $1m-$1.5m in ARR, you’ll finally find something that works. One channel, often. E.g., partnerships. Or Facebook ads. Or an app…
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