83% of You Don’t Really Expire Discounts. Not Really.
So discounting is such a surprisingly nuanced and complex topic in SaaS. While a few leaders like Atlassian do pursue a mostly “no discounts” policy for the most part — that just doesn’t work in practice for 99% of us. As much as we’d...Dear SaaStr: When Should I Expect New Sales Hires to Be On Target?
Dear SaaStr: When Should I Expect New Sales Hires to Be On Target? At least by 1.5 sales cycles. And yes, that’s true today, too. You should know well before that if you are managing her or him — you’ll usually know by half a sales cycle. But if you have say a...Dear SaaStr: How Can I Make My Sales Team More Effective?
Dear SaaStr: How do I make my sales team more effective? The best way to drive sales team performance is to have 1–2 folks on the team just making lots of money from closing lots of deals. An oldie but a goodie here: Your #1 Sales Rep Should Be Driving an M6...The Top 5 Tips to Getting Sales Right in Any Market with Capchase’s CEO and Head of Marketing
In 2023, SaaS sales cycles got longer, churn increased as businesses sought to cut costs, average contract value (ACV) decreased and sign-off is now required from more stakeholders. CEO and co-founder of Capchase Miguel Fernandez and Director of Marketing Rose Johnson share five tips for getting sales right in any market. They also share strategies that real businesses have used to grow and scale despite headwinds.
Dear SaaStr: What Is The Optimal Structure of an Initial SaaS B2B Sales Team?
Dear SaaStr: What Is The Optimal Structure of an Initial SaaS B2B Sales Team? “Simple”. The optimal structure is one that is accretive. Where, roughly speaking, each sales rep brings in at least 4x-5x the total compensation they take out. If the average sales rep...4 Things 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.