Never Hire a “Strategist” Unless That’s Exactly What Your Want
So some folks are going to disagree with me on this post, but I’m close to 100% right on it, and it will save you a ton of pain and time and money. Never hire someone who describes themselves as a “Strategist” unless that’s what you really,...
Dear SaaStr: How Much Do I Pay My First Sales Rep?
Dear SaaStr: How Much Do I Pay My First Sales Rep? Three ways to simplify the answer here, especially in the early days: In the end, in base salary AND commission, most sales reps take home about 20%-25% of what they close in first year deal value. So if your ultimate...
Carta: 38% of Bootstrapped Start-Ups Have Solo Founders. But Only 17% of VC-Backed Ones Do. And 10%-12% of Ones That IPO.
So does being a solo founder … work in SaaS? We’ve dug into this topic several times at SaaStr. Of the post ~40 SaaS IPOs, only 5 or so had solo co-founders. So let’s call that 10%-12% or so. Still, they are some good ones: Zoom, Scaler, New...
Top SaaStr Posts, Videos and Pods of the Week: HubSpot’s Founder, Rippling’s and Bill’s CROs, Gong’s $100k Deals
Top Posts: #1: Why The Greatest Sales Teams Just Kill It On Dec 31. When Everyone Else Has Gone Home. #2: Gong: $100k Deals Take About 70 Days to Close #3: Yes, You Need to Focus. But in 2025, Step Up or Step Aside. #4: HubSpot Co-Founder and Chairman Brian...
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. And yes this is true even in tougher times. Probably even more so in tougher times. Sales is tough. It’s a lot of Nos to get to a Yes. And while sales is pretty...
The Double-Stretch VP Rarely Works Out
"Too many top sales reps want to be a VP. But management isn't for them. It's such a different skill set in sales." @lennysan + me pic.twitter.com/24qbcjbh9k — Jason ✨👾SaaStr 2025 is May 13-15✨ Lemkin (@jasonlk) July 10, 2024 Over the past...
Dear SaaStr: My Salesteam Doesn’t Want to Do Outbound or Visit Customers in Person. How Can I Get Them To Work Harder Here?
Dear SaaStr: My Salesteam Doesn’t Want to Do Outbound or Visit Customers in Person. How Can I Get Them To Work Harder Here? I’ve discussed variants of this question with so many CEOs and also CROs and VPs of Sales. I think most agree, behind closed doors, there’s only...
The Real Question for Outcome-Based Pricing Is If It Will Stick
One of the hottest topics in AI for B2B is around outcome-based pricing. I worry it’s the cart driving the horse. What do I mean? Simply that outcome based pricing may be exciting to VCs who think it unlocks more TAM and budget, and it may seem exciting to founders...
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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