The Top 3 Things CROs Are Quietly Talking About These Days
So backstage at SaaStr Annual this year, and in a number of other conversations since, I’ve had a chance to get a few quiet moments with maybe two dozen top CROs and VPs of Sales. I’ve asked all of them what’s really on their minds. Yes, macro...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...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...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: If You Just Received a $10m-$15m Funding Round, What Should You Actually Use It For?
Dear SaaStr: If You Just Received a $10m-$15m Funding Round, What Should You Actually Use it For? If you’ve raised $10m-$15m, I’m assuming you are somewhere between $2m and $10m in ARR (revenue). The most important thing you can do at a high level is to go hire Great...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.