One Simple Trick to Make Your SDRs Perform Better
The #1 mistake SDRs make: They don’t tell me how their app will solve my top problem They talk about: – Features– Who is #1– Buying me a coffee Don’t care But everyone cares about solving their Top 3 problems — Jason ✨Be Kind✨ Lemkin ????????...
The #1 Mistake I See Founders Make When They Hire Their First VP of 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...
Dear SaaStr: How Hard is it for SDRs to Move into AE roles?
Dear SaaStr: How Hard is it for SDRs to Move into AE roles? It’s a well-proven path. If you want to get into SaaS sales, start at SDR and knock it out of the park. The only real issue is if the SDR team is large enough, there aren’t enough promotion...
A Basic Structure for a VP, Sales Comp Plan: 50/50/25+ (Updated)
We put together a basic 50/50/25 VP of Sales Comp Plan early on at SaaStr, and it’s time again for an update. Incentives are critical, and the VP Sales will likely be the Seemingly Most Expensive hire you ever make. That’s stressful. So let me tell you what...
Dear SaaStr: How Much Outbound Revenue Should a SDR/BDR be Generating at a Mid-stage Enterprise SaaS Startup?
Q: Dear SaaStr: How Much Outbound Revenue Should a SDR/BDR be Generating at a Mid-stage Enterprise SaaS Startup? A high performing SDR at a mid-sized deal size will: Set up 15–20 qualified meetings per month, 20 for the best Leading to $2m in closed businesses over...
A Look Back: Building a Sales Team that Can Go from $0-$50M, Learnings from Algolia (Video + Transcript)
In the run up to SaaStr Europa 2022 in Barcelona on June 7-8, we’re taking a look at some of the top all-time SaaStr Europa sessions. Scaling a sales team is a challenge every company faces. It takes different people, skills, and tactics to move you from $1 million to...
BowtiedCocoon: Top SaaS SMB AEs have $125k OTEs. But The Best Ones Make $261k.
Ok, I have to admit, I don’t know BowtiedCocoon on Twitter but the research from LinkedIn they put together looks really solid and consistent with all my data. And it’s super helpful. Per LinkedIn data, SMB AEs at some of the top SaaS and B2B companies...
Gong: The #1 Reason Top Sales Reps Leave Is For a Promotion
There's always a 50% chance that manager you need to hire already works for you Double check that your top ICs aren't ready — Jason ✨👾SaaStr 2025 is May 13-15✨ Lemkin (@jasonlk) February 10, 2022 So Gong has a new report on Sales Talent and there’s...
Pick Up The Phone. Answer the Chat. Be Present.
B2B companies, ACV $20k: “We can’t afford to pick up the phone or respond to chat in real-time” B2C companies at $150 price point: “We answer every call and chat in 60 seconds or less”: — Jason ✨BeKind✨ Lemkin #ДобісаПутіна (@jasonlk) April 4, 2022 We’ve...
From $0 to $400+M: 10 Mistakes the CEO of ZoomInfo Made on His Journey to IPO with Henry Schuck (Video)
The journey to IPO comes with ups and downs, and every founder should prepare for triumphs and mistakes. ZoomInfo CEO Henry Schuck shares valuable learnings from the pitfalls he encountered on the way to $400 million.
Snowflake, CrowdStike and SumoLogic: “How to Leverage the Cloud Giants to Scale to 100 Million ARR and Beyond”
To help revenue and sales leaders navigate and identify ways to leverage cloud marketplaces, join Sapphire Ventures, Snowflake, Sumo Logic, and Crowdstrike to understand: How to successfully sell enterprise software through the major cloud marketplaces, what...
5 Rules to Win When Competition is Everywhere With Atlassian COO Anu Bharadwaj and Boast.AI Co-Founder Lloyed Lobo
The SaaS world is competitive, and standing out in a highly saturated market takes remarkable hard work and skill. However, the companies that adapt and create transformational change tend to survive. COO Anu Bharadwaj’s years of experience at Atlassian have shaped her outlook on how to thrive in the market.
In this session, Boast.AI Co-Founder Lloyed Lobo interviews Bharadwaj as she shares Atlassian’s five building blocks to win.
The Beauty and ROI in The Zero Voluntary Attrition Sales Team
There’s a common thinking that sales teams should be relatively high churn. That they almost sort of have to be. That the bottom 15-20% of the sales team almost has to churn each year, because it’s survival of the fittest. Reps have to fight for the best...
How to Set and Hit Revenue Targets With Brex CRO Sam Blond (Pod 541 + Video)
Sam Blond, CRO at Brex, shares how to set and hit revenue targets for your sales team, when to adjust, and how to structure and hire your team around your sales KPIs and goals.
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