What’s Your Loss Rate? You Really Should Know
Per @lightspeedvp survey of 154 venture-backed sales teams, the #1 reason deals don’t close is “no action”. And the #3 is “went silent”. These aren’t reasons. These are non-reasons. If you really want to know why, you have to push the team harder....
Dear SaaStr: What Sales Comp Plan Should I Use For Our Very First Sales Rep?
Dear SaaStr: What Sales Comp Plan Should I Use For Our Very First Sales Rep? At the end of the day you have to solve for two things: A plan that gives the reps a living, fair wage; and A plan that you know and feel is accretive to the company. Sales reps have to be...
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. A great checklist here to make sure you’re making the right hire. It’s worth also focusing on a related, high-level...
No Lead Left Behind: The Simplest and Most Important Reason AI Agents Actually Work in GTM
I’m sometimes slow to see the obvious. We’ve been running AI agents in production at SaaStr AI for about 10 months now. 20+ agents across Artisan, Qualified, AgentForce, Monaco, Momentum, custom Replit builds, Slackbots, and more. We went from 20+...
10+ Simple Tips To Help Any Account Executive Close More
Dear SaaStr: How can I boost my sales if I am in B2B sales? My top tips for AEs: Grab your CEO and bring her into bigger deals. Ask your CEO to join you on a few sales calls a month. Deals will close at a higher rate if the CEO joins. Customers love to talk to...
In SaaS, The CEO Never Gets to Step Away From Sales
The biggest mistake you can make as a founder when you hire your first VP of Sales is stepping out of sales I see this again, and again It only works with the very best VPs of Sales Every other first VP of Sales needs you doing at least half of what you were doing...
Our 1.25 Humans + 20 AI Agents Closed 140% of What Our All-Human Sales Team Did Last Year. But I’m Not Sure That’s the Real Story.
Here’s the headline number: we replaced most of our human sales team with 20 AI agents, kept 1.25 humans, and closed 140% of what the full human team closed the year before. That’s a real number. I’m not going to hedge it or qualify it away. We Hit...
Dear SaaStr: What’s the #1 Most Important Thing To Look For In Your First Sales Rep?
Dear SaaStr: What’s the #1 Most Important Thing To Look For In Your First Sales Rep? The #1 most important criterion for your first 2 reps is: would you buy from her? For real? Would you truly, 100%, buy your own product from them? 98% of the reps you interview …...
Dear SaaStr: What’s the #1 Mistake New Sales Leaders Make?
Dear SaaStr: What’s the #1 Mistake New Sales Leaders Make? Let me just summarize my #1 observation here: the top mistake first-time sales managers make is recruiting. In that — they can’t do it. They can’t recruit great reps. They can recruit some mediocre...
The 9 Qualities of a Great Sales Rep
Dear SaaStr: What qualities do the great salespeople have? When I'm ready to buy, A great sales rep makes it easier. And better. And gets all my questions answered. A mediocre rep just makes it harder. — Jason ✨👾SaaStr.Ai✨ Lemkin (@jasonlk) April 2, 2022 A...
Dear SaaStr: What Are Some Best Practices for Selling a New Product Into Existing Customers?
Dear SaaStr: What are some best practices for selling a new product/service to your existing SaaS clients? First, make sure your NPS is high. And drive it even higher. Here’s the bottom line: if your NPS is say > 40 or so, a significant portion of your customers...
Please Stop Selling Like It’s 2021
I got a LinkedIn DM the other day from the CRO of a well-known B2B company. Nice guy. Some mutual friends. He’d seen me posting about vibe-coding some internal tools and wanted to show me what they’re building. Fair enough. I said thanks, but honestly,...
Should You Pay Reps More For Deals They Hunt Themselves? Sometimes. Here’s When.
Dear SaaStr: Should sales reps be compensated differently based on how much prospecting they do? For example, if all of their leads come inbound (without effort on their part) should they receive a lesser % per deal vs a rep that prospects for their own leads? It...
Dear SaaStr: How Should I Pay Sales Reps When Our Customers Pay Monthly?
Dear SaaStr: How Should I Pay Sales Reps When Our Customers Pay Monthly? There are basically two options — really three, by blending the two: The first is to pay monthly commissions. I generally don’t recommend this. I.e., if you pay the reps a 10%...
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