


4 Action Items The Best Do When They Lose a Deal
Dear SaaStr: What Do You Do When You Lose a Deal? #1: Put the company right back into your drip market campaign. But a special one for Lost Deals You Want to Win Back Later. Because you’ll have at least 3 more chances to close them — if you go long: 10 months...
The Top 10 Mistakes People Make When Hiring a VP of Sales with SaaStr CEO and Founder Jason Lemkin
Hiring a VP of Sales isn’t new, but the conversations have evolved as the world has. SaaStr CEO Jason Lemkin shares the top 10 mistakes he sees.

How to Scale Go-to-Market Through IPO with ICONIQ Growth’s General Partners
A holistic and well-executed go-to-market strategy is one of the key pillars that drives sustainable, long-term growth for software companies. But there is a dearth of data that leaders can leverage to inform building out the best team, strategies, and tactics to scale their go-to-market organization. Leveraging proprietary data from over 200 leading GTM executives and tens of thousands of data points related to executive profiles across Sales and Marketing leaders, Doug Pepper, General Partner, and Christine Edmonds, General Partner and Head of Analytics at ICONIQ Growth will share detailed answers to the key go-to-market questions from B2B SaaS leaders including: the latest insights on what “effective” scaling means in today’s environment, the best practices for building out GTM teams and processes, learnings related to what profiles make the most successful IPO-ready executive hires, and how top companies are tweaking tactics in today’s environment to drive efficient selling.

15 Ways to Help Your Sales Team in 2024
2024 — the year we’re now fully in the New Age of Efficiency. Sales folks have to truly bring in 4x-5x what they take home, marketers are on budgets that seem too tight, and customer success has been transformed into agents of upsell. A few ideas on how...
How Salesforce Runs Its Internal Forecasting Process with Salesforce’s VP Sales Strategy & Programs and RVP SMB Sales
Accurate sales forecasting is more critical to business success than most realize. Having a predictable pipeline enables more effective decision-making, from headcount planning to strategic investments in technology and beyond. During SaaStr Annual, Eric Huff, VP of Sales Strategy and Programs, and Theresa Stevens, Regional VP of the SMB sales team, shared an “under the hood” look at how Salesforce does its internal forecasting using Salesforce.

CRO Confidential: The Hangover’s Over: 5 Ways to Get Your SaaS Revenue Back On Track with Gong’s SVP Sales and Founders Fund
After a period in 2021 known as “The Party”, where salespeople earned more while working less, businesses are shifting focus from measuring effort to emphasizing revenue generation. As the market bounces back, learn 5 ways to get back to hitting revenue targets with Jameson Yung, SVP of Sales at Gong, and Sam Blond, Partner at Founders Fund and previous CRO at Brex.

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...
Four Sales Compensation Tactics for Consumption-Based GTM with MongoDB’s SVP of Sales
Learn four sales compensation tactics that work to drive behaviors for consumption-based businesses like MongoDB from its SVP Sales.

Dear SaaStr: What’s The #1 Way to Motivate a Sales Team to Sell More?
Dear SaaStr: What’s The #1 Way to Motivate a Sales Team to Sell More? The best motivation for salespeople is seeing other salespeople at the same company making a ton of money. This: Proves (x) it can be done — even when sales feels hard, and Challenges everyone...
A Look Back: Hypergrowth, No Office and $100M in ARR with Seth Shaw, ex-CRO Airtable and CCO at Invision
Seth Shaw was most recently CRO at Airtable, and before that, CCO at Invision and VPS at Wrike. He was one of the early sales leaders managing a distributed sales team, and it’s interesting to look back at his 2019 talk at SaaStr on just how hard it can be...
Dear SaaStr: Do Salespeople on Commission Really Sell More Than Salary-only Salespeople?
Dear SaaStr: Do Salespeople on Commission Really Sell More Than Salary-only Salespeople? 1000000000000.00% in SaaS. Commissioned salespeople sell more. Lots of us try to run this experiment. At least, those of us who haven’t done software sales before, and have a...
CRO Confidential: The Proven Customer Acquisition Strategies Behind Toast’s Explosive Growth with Founders Fund Partner Sam Blond and CRO of Toast Jonathan Vassil
In this new episode of CRO Confidential, we take a look at the proven customer acquisition strategies behind Toast’s explosive growth to over $1.1B ARR. Hosted by Founders Fund Partner Sam Blond, this episode features CRO of Toast Jonathan Vassil, who walks us through Toast’s go-to-market and customer acquisition strategies.

My Startup Doesn’t Have a Free Trial or Freemium Option. Should We Change This?
Dear SaaStr: My Startup Doesn’t Have a Free Trial or Freemium Option. We require payment right away. Should we change this? Free trials and freemium options work well — if you can support them well. Ask yourself: Can someone deploy your app in minutes? If they...
How to Navigate Strategic Change for Growth with SaaStr CEO and Founder Jason Lemkin (Video + Podcast)
Jason re-takes the stage in Part 2 of the series to answer questions about the right time is to invest in a new product line, building vertical vs. horizontal, multiples in 2024, and much more.