Blog Posts, Early, Sales, Sales
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. A great checklist here to make sure…
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Blog Posts, Early, Q&A, SaaS Product Pricing, Sales
Dear SaaStr: Should We Charge for Pilots and How Much? Charge for any true pilot. If you don’t charge, it’s not a pilot. It’s an extended demo. Now, that’s better…
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Growth, Q&A, Sales, Sales
Dear SaaSt: Do sales commission clawbacks typically apply after a customer’s payment has cleared (e.g. if they ask for and are granted a refund) or only up until payment is…
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Blog Posts, Career Growth & Advice, Hiring, Leadership, Podcasts, Sales, Videos
As the past few years have demonstrated, it’s wise to expect the unexpected, especially when it comes to hiring. In particular, hiring for your sales team is critical in an…
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Blog Posts, Company Culture, Customer Success, Marketing, Marketing, Podcasts, Sales, Sales, Videos
In many companies, the longtime dispute between sales and marketing prevents them from collaborating or agreeing on a goal. Divvy’s CRO, Sterling Snow, created a structure aligning these two teams…
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Blog Posts, Marketing, Marketing, Sales, Sales, Videos
Cloud-driven commerce has transformed how we use technology, and we expect it to do as much. But the SaaS-savvy customer of today does not fit into the current rigid, outdated…
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Blog Posts, Sales, Videos
For startups, a successful business partnership could mean access to new products, the opportunity to reach new markets, or increase customer loyalty. In this session, Kange Kaneene, VP at SAP.iO…
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Blog Posts, Growth, Sales
“Thanks for the discussion, but we’ve have 4 years more on our contract with your competitor. Talk to you in a few years.” — email forwarded from SaaStr community CEO…
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Blog Posts, Early, Q&A, Sales
Dear SaaStr: What’s a Good Benchmark for B2B Sales Cycles? To overgeneralize, but to give you a pretty rough sense: Sales cycles are very much impacted by the intent of…
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Blog Posts, Early, Sales, Sales, Videos, Workshop Wednesdays
What is the right Go-To-Market strategy for a startup getting out of the gate? Sales-led vs. product-led is a hot topic right now, and Jason Eubanks, Chief Revenue Officer of…
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Blog Posts, Early, Sales
Most salespeople will succeed somewhere … but fail at >your< specific startup Earlier stage startups: – Have no brand – Have no/little training– Have very few resources Most important is…
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Blog Posts, Early, Sales
You don't really have to train Sales Reps #1 and #2 that much as CEO. They usually learn by osmosis. But you really, really have to train reps #3-#10 and…
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Blog Posts, Growth, Hiring, Sales, Sales
You are never better off without a mediocre VP You are probably better off with a good-but-not-great VP though, for now at least Line can seem fine, but it isn't…
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Blog Posts, Podcasts, Product, Sales, Videos
On any given day, the enterprise buyer has many priorities that will come before your product, and those priorities may not be what you expect. How do you ensure your…
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Blog Posts, Career Growth & Advice, Hiring, Leadership, Podcasts, Sales, Videos
It may seem counterintuitive to seek out a sales leadership hire during this time of slowed hiring, but it’s the number one topic that many founders talk about and many…
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