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.
Jenn Knight, Co-founder and CTO of AgentSync, and Daryna Kulya, Co-founder of OpenPhone, discuss how different approaches have helped each brand reach its target audience and accomplish its goals, the potential of product-led growth, and how to scale growth strategies to yield desirable results.
Dear SaaStr: What’s The Best Way to Follow Up From Trade Show Leads? I have learned a few things from the sponsors at the SaaStr Annual over the past almost eight (!) years. There’s a good summary from one here: How to make serious money off a SaaStr Annual...
Reaching the first billion is a milestone for every SaaS company, so what’s the best way to get there? During his SaaStr Annual presentation, Tom Clayton, CRO of Bill.com, shared his insights and advice for growing revenue streams to maximize business success. The...
Aliisa Rosenthal, VP of Sales at WalkMe, shares her insights on developing a powerhouse inside sales team at scale to succeed in today’s customer-driven marketplace.
The ultimate test for every SMB SaaS vendor is if you are OK losing your largest customers as they scale If you aren’t, it’s hard to stay truly SMB over time If you are, you have to live with elevated churn, lower NRR. And the loss of your top logos, again and again....
There’s a set of questions I get asked all the time: Should you pay sales reps on renewals? Should you pay sales reps on upsells a long time down the road? Should you pay sales reps on … ? I am a huge proponent of paying sales professionals well. But for...
Ryan Azus, CRO of Zoom, shares how he scaled their remote sales team to adapt to the growing demand as they went from 10 million active daily users to 300 million users in a very short period.
Postman’s CEO Abhinav Asthana shares how community, product, data can power marketing, customer success, and sales are the key elements for the next generation of SaaS software leaders.
Scaling a sales organization isn’t easy. Knowing which metrics matter and how to analyze them to increase your revenue and hit organizational sales goals is essential. Waze sales executives Fernando Belfort, Head of SMB Sales, and Kendra Wrightson, Head of Sales...
Dear SaaStr: What is a typical organizational structure for a SaaS startup with sales reps? A rough structure from 1–25 sales reps: Early days: CEO acts as VP of Sales. I.e., founder-led sales. CEO hires 2 reps, in the beginning, each barely pays for themselves, but...
Dear SaaStr: What are The Top 5 Mistakes Every Salesperson Must Absolutely Avoid? Boy, I could make a long list. But my top 5 mistakes, in SaaS at least, that every sales rep has to avoid: Not being a true expert in the product they are selling. This is way, way too...
Cathy Gao, Partner at Sapphire Ventures, and Anoushka Vaswani, Partner at Lightspeed Venture Partners, moderated a panel with Carlos Delatorre, CRO at TripActions, and Latané Conant, CMO at 6sense to discuss how you can scale your startup from $20 million ARR to $200 million ARR through go-to-market execution, talent, and culture.
"The biggest mistakes CROs and VPs of Sales make when they take a new role." with @kylecnorton 1⃣ Too stubborn2⃣ Need love space3⃣ Do better diligence pic.twitter.com/yBGqYpQKfN — Jason ✨👾SaaStr.Ai✨ Lemkin (@jasonlk) January 20, 2025 We’ve talked...
