
A Great VP of Sales Isn’t Great at Everything (Updated)
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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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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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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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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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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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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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 But the SaaS-savvy customer of today does not fit into the current rigid, outdated…
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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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“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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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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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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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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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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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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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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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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