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...
12 of the Most Common Mistakes Scaling Your First Sales Team
Dear SaaStr: What are the most common mistakes founders make hiring their first real sales teams? A few key mistakes I see start-ups making > 50% of the time: Hiring Early Reps (#1 – #3) That You Personally Wouldn’t Buy From. Don’t hire someone with the...
Dear SaaStr: How Long Should You Give a New Sales Rep?
Dear SaaStr: How Long Should You Give a New Sales Rep? The tough truth is from 0.5–1.5 sales cycles. Sales is tough. It’s a lot of Nos to get to a Yes. And while sales is pretty similar in SaaS at a given price point / ACV, different products are still different to...
CRO Confidential: How Windsurf Built A Billion-Dollar AI Company and a Winning Sales Machine with VP of Worldwide Sales, Graham Moreno
Join us on this episode of CRO Confidential as host Sam Blond dives into the remarkable journey of Codium’s VP of Worldwide Sales, Graham Moreno. Discover how Graham led Codium from a 30-employee startup to a unicorn with 150 employees in just one year.
Dear SaaStr: How Do You Price a SaaS Product in a New B2B Market?
Dear SaaStr: How Do You Price a SaaS Product in a New B2B Market? I’ve lived it. It’s not as complicated or as hard as it sounds. The simplest answer is usually to copy the pricing from the closest public company or other break-out leader you can find that is...
Dear SaaStr: What is a Good Refund Policy for a SaaS Product?
Dear SaaStr: What is a Good Refund Policy for a SaaS Product? SaaS startups, especially those that sign customers to annual customers, will have customers that want to cancel those un-cancelable contracts and get a refund. Even customers that pay monthly on credit...
Dear SaaStr: Do SaaS Companies Typically Pay Their Sales Reps a Bonus on Renewals? If So, How Much is Typical?
Dear SaaStr: Do SaaS Companies Typically Pay Their Sales Reps a Bonus on Renewals? If So, How Much is Typical? Simple answer: almost no SaaS companies pay sales reps on standard renewals. Longer reason: they don’t — because you want to specialize. We’ve all learned...
Dear SaaStr: What’s The #1 Thing I Can Implement to Improve Sales performance?
Dear SaaStr: What’s The #1 Thing I Can Implement to Improve Sales performance? Training. Especially, in the early and middle days, when you don’t have a dedicated team to train your reps. You don't really have to train Sales Reps #1 and #2 that much...
What to Expect from a New CRO In The First 90 Days with Kathy Lord, CRO at Zensai
SaaStr CEO and Founder Jason Lemkin sat down with Kathy Lord, CRO of Zensai (and formerly of Intacct), to talk about what CEOs and CROs should really expect from one another, especially in those critical first 90 days.
Dear SaaStr: At What Point Should a Startup Hire a Salesperson?
Dear SaaStr: At What Point Should a Startup Hire a Salesperson? Only once you have closed 10 customers yourself. Never before. After 10 — you will know. You’ll not only know how to actually pitch, sell and close your product. But from that, you’ll also know when you...
10 Ways Sales is Different in Vertical SaaS with Mangomint’s VP of Sales
During a recent SaaStr Workshop Wednesday, Mangomint’s VP of Sales Marchelle Mooney shared 10 ways sales is different in vertical SaaS. Marchelle’s personal journey took her from early adopter of Mangomint, to 6 years later, VP of Sales over a 25+ person SMB sales team. Here’s some of what she’s learned along the way.
Dear SaaStr: What Are Some Successful SaaS Leaders Without Sales Teams?
Dear SaaStr: What Are Some Successful SaaS Leaders Without Sales Teams? Many that are self-serve and SMB-focused can start off without a sales team … for a while. But almost none stay without a sales team … forever. Yes, Atlassian since well past its IPO...
Usage-Based Revenue Models: Successes and Pitfalls from Checkr COO Lindsey Scrase on CRO Confidential
In the latest episode of SaaStr CRO Confidential, host Sam Blond sat down with Lindsey Scrase, COO of Checkr to discuss growth tactics and pricing.
What Really Works When Hiring VPs, and How M&A Really Works, with HubSpot Co-Founder and Chair Brian Halligan + Jason Lemkin
HubSpot Chair and co-founder Brian Halligan and SaaStr CEO Jason Lemkin share their advice on what actually works when hiring your SaaS executive team.
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