AI And The Death of The 2021 Sales Process
The classic sales plays do still work. Hard work, knowing the product cold, showing up. But the classic 2021 playbook? It’s close to dead in the Age of AI. And here’s one example of why. The other day I did something that should make every sales rep reach for the...
15 Ways Sales Has Changed This Year in the Age of AI
Team SaaStr has been living in AI and sales for the past 18 months, but things really accelerated started around June 2025 Since then we’ve deployed 20+ AI agents at SaaStr. Our AI SDRs now send 11-40x the volume of our human SDRs—with better results. Our AI...
Dear SaaStr: How Can I Give Better SaaS Product Demos?
Dear SaaStr: How Can I Give Better SaaS Product Demos? One simple answer: train your reps more. A lot more. With most SaaS companies, for a while, demos get worse: At first, founders do all the demos. The demos themselves are a bit rambling, too long — but...
The Top Reasons I Saw CROs Flame Out This Year
I saw about 10 CROs leave or get fired this year across the startups I work with or have invested in at SaaStr Fund. That’s a lot. That’s actually a ton. It may be a record. I suspect it is. And look, some CRO transitions are natural. The company...
The Present and Future of AI in Sales and GTM A Deep Dive with Jason Lemkin and Kyle Norton, CRO at Owner
Jason Lemkin led the seed round via SaaStr Fund in unicorn Owner.com, an AI solution revolutionizing how small restaurants manage their business. Kyle Norton joined shortly thereafter, and after a slow few months, Kyle rocketed the org to almost $100m ARR in just a...
We Deployed 20+ AI Agents and Replaced Our Entire Human SDR Team. Here’s What Actually Works. (Video + Pod)
At SaaStr AI London, Amelia and I went deep on our AI SDR journey. We shared all our data, all the emails we’ve sent, all the performance metrics—everything. And the response was overwhelming. But here’s the thing: the #1 objection we kept hearing was...
Why The Greatest Sales Teams Just Kill It On Dec 31. When Everyone Else Has Gone Home. (Updated)
So with the end of the year coming up again, it’s time to once update a classic SaaStr post. It may even be our official SaaStr Holiday post, really. On why the best sales teams just close so much on the last day of the year (be it Dec 31 for many of you, Jan...
No, Inbound Isn’t Dead. The GTM Playbook Isn’t Broken. But Your Moats Are Shrinking to Months. SaaStr AI London AMA LIVE with Jason Lemkin
What I Learned From a Packed AMA at SaaStr AI London 2025 I did an open AMA at SaaStr London last week, a classic part of each SaaStr AI event. But this one was different. It was urgency to the max. The room was packed with founders, CROs, and marketers who all...
Dear SaaStr: For High Dollar Vertical SaaS, Does The VP of Sales Need Domain Expertise?
Dear SaaStr: If you were hiring a head of sales for a high-priced, niche B2B SaaS product, would you focus on general B2B SaaS sales experience or on market/customer knowledge, assuming it will be very difficult to find a candidate with both? This is the scenario when...
Yes, Your VP of Sales Also Has to Be a Great Salesperson Themselves
A mistake many founders make is hiring a VP of Sales who has many strengths — but is not great at selling themselves per se. A VP of Sales who is smart, polished, and worked at the right place, in a management-level position. That can talk about quota...
6 Months of AI SDRs: What’s Worked, How They Brought In $1M+ in 90 Days, and the Real Data Everyone’s Asking For
After deploying 5 AI SDRs across inbound, outbound, and follow-up—here’s the actual numbers, unexpected learnings, and what it really takes to make them work Six months ago, we had essentially zero AI SDRs at SaaStr. Today, we’re running five specialized...
Dear SaaStr: Our Sales Team Has a 7% Win Rate. Are We Failing?
Dear SaaStr: Our sales team has a 7% win rate over last 6 months. CEO has put full revenue accountability on the marketing team. How do I keep sales from failing? Not to be too much of a Pollyanna — but a 7% win rate isn’t necessarily all bad. In fact, if you have an...
Dear SaaStr: What Did You Do in Your Startup That Didn’t Scale?
Dear SaaStr: What Did You Do in Your Startup That Didn’t Scale? My list is a bit quirky, but perhaps it will help a few others to accelerate — or drop — a few things: Doing international customer support myself. For months, I did European customer support myself...
The #1 Thing That Separates Mediocre Sales Execs From Great Ones
One constant among almost all mediocre sales reps and VPs of Sales and CROs I've ever worked with: They show up on Day 1 knowing almost nothing about the product — Jason ✨👾SaaStr.Ai✨ Lemkin (@jasonlk) October 20, 2025 One thing we’ve talked a lot on...
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