The Ultimate SaaStr Sales & GTM Reading List: 30 Essential Articles Every Revenue Leader Must Read
The go-to-market landscape has fundamentally shifted in the last 12-18 months. Older playbooks don’t seem to be working as well. And at the same time, the native AI leaders are growing at a pace we’ve simply never seen before. We’ve assembled 30 of the most...
Dear SaaStr: How Do You Handle It When a Prospect Puts a Deal “On Hold”?
Dear SaaStr: How Do You Handle It When a Prospect Puts a Deal “On Hold”? When a deal goes “temporarily on hold” in your CRM, it’s critical to treat it as a live opportunity, not a lost one. The key is to stay engaged without being overly pushy....
Why Most SDRs Will Be AI SDRs In 2026+. It’s Not Just About Productivity.
I’ve been in SaaS since 2005 (!). I’ve worked with a number of great SDRs … and a bunch that were there and gone in just a flash. I’ve sat through thousands of sales calls. And now that we’ve rolled out 4+ AI SDRs and BDRs at SaaStr itself,...
How to Build a Good Basic Sales Plan for Your First SDRs
Dear SaaStr: What’s a Good Comp Plan for Our First SDRs? A good SDR compensation structure should be simple, motivating, and aligned with your business goals. Here’s how I’d structure it: 1. Base Salary + Variable Compensation: 60/40 Or So SDRs typically have a...
10 Things Startups Get Wrong Selling to Developers and Engineers (from the CRO Who Scaled Databricks from <$1M to $3 Billions)
Lessons from Ron Gabrisco, CRO at Databricks, who joined when the company had less than $1M ARR and helped scale it to become one of the largest pre-IPO companies in the world. Selling to developers and engineers isn’t like selling to any other buyer....
We Thought These Leads Were Dead. Our AI Proved Us Wrong (And Booked 4 Meetings in 48 Hours)
When AI Resurrects “Dead” Leads: A SaaStr Case Study on What Sales Teams Miss, But AI Can Catch Our sales AI reactivated 4 leads in past 48 hours that our human sales team said were dead / not-interested All took a meeting asap Something to reflect on...
Sometimes All Your Bigger Customers Want is Just To Be Heard
A ways back we put together a series of SaaStr posts on how the customers I visited in person never churned. Some almost churned, but if I went out in person, and built a relationship, they never left. At least, not on my watch: I Never Lost a Customer I Actually...
How Long It Roughly Takes to Close a Deal in SaaS. And Why.
Dear SaaStr: How long does it usually take to close a deal in SaaS? Ok, here’s a really rough set of timelines to how long it takes to close an Opportunity in SaaS: So: A $5k deal, or say $499 a month, can often be closed in a call or two. Certainly the buying...
Outbound Always Works. If You Do It Right. And You Put In The Time.
"Crummy outbound may not work that well these days. But great outbound still works like magic." pic.twitter.com/DwjcgRLOVA — Jason ✨👾SaaStr 2025 is May 13-15✨ Lemkin (@jasonlk) January 31, 2025 These days, it can really feel like the Old Bag of Sales...
Eventually … Almost Everyone Has a Sales Team
Eventually … everyone goes a bit enterprise Eventually … everyone adds a sales team https://t.co/6h3LesrvRo — Jason ✨👾SaaStr.Ai✨ Lemkin (@jasonlk) October 16, 2025 The lure of freemium (like The Force) is strong. No headaches. Customers try and...
5 Ways AI Has Already Changed SaaS Sales Forever with Perplexity’s CBO Dmitry Shevelenko and SaaStr CRO Confidential Host Sam Blond
Perplexity’s CBO Dmitry Shevelenko and host of the SaaStr CRO Confidential series (and former CRO at Brex), Sam Blond at SaaStr Annual share how AI has already fundamentally rewired how SaaS sales works.
In The Age of AI, It Just Won’t Be Enough Just To Be a “Good People Person” in Sales
The #1 objection I hear to AI in sales is that what matters most in sales in B2B and SaaS is being a “good people person”. That does matter. It matter even more in field sales, in-person sales, and true enterprise sales. But is it enough in the age of...
15 Questions VPs of Sales Should Ask CEOs. Before They Take That Job.
Dear SaaStr: I am a candidate for a VP Sales job. What are great questions to ask the CEO? If you’re a candidate for a VP of Sales role, asking the right questions during the interview is critical—not just to impress the CEO, but to ensure the role is the right fit...
30+ Tough Learnings from Losing a Top Customer
On both SaaStr University and Twitter, we had 30+ founders, CEOs and execs share their top, tough learnings from losing one of their top customers. There are some great teachable moments here, and also some deja-vu if you’ve been through it! “I should...
Founder SaaStr
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