In a startup environment it can be hard to know what to expect from a new sales leader you bring in from the outside. And while I hate to say, “It depends”,…well, it depends. Much of what a new sales leader at a startup will be able to achieve will depend on the resources available, […]
Sometimes founders scale their sales team too early, and too quickly. Like, before the first sale. Or after a few sales, but no demand gen machine, no clear ideal customer profile, and barely a sketch of a sales process. I think founders need to make the first sales, and lead the startup sales team, until that becomes […]
A SaaS sales team usually starts with a founder who sells. Then a salesperson or two. Maybe some SDRs. Then a director or VP. Then more reps. Then sales operations. And at some point, most B2B SaaS sales leaders find themselves wondering, “Do we need a sales engineer?” Hiring my first sales engineer was one […]
I’ve spent the week helping a few clients interview for some key new hires. I’ve kissed some frogs, and found a few princes (or princesses, as the case may be). And there is one way I can quickly tell the difference between the duds and the superstars. I base my hiring decisions on the quality […]
If you do a search for “SaaS churn reasons” you will see some great articles and pick up some useful advice about combating churn. Many articles will point to “lack of value” as the root of most churn. And they are right. In most cases if a customer doesn’t receive value, they will not continue […]
If you are fortunate enough to be running a mature sales organization, then the process of determining quota and compensation for the coming year is pretty straightforward. For the rest of us in startup land it’s a head-scratching, confounding exercise. Here’s how to not blow setting quota for your sales team. Take stock of […]
The A.R.E plan is the simple approach to outline the initiatives and tactics to reach your goals for SaaS customer acquisition, retention, and expansion. For those leaders and teams who don’t love to plan, but know they need to.
Hiring the best sales reps for your SaaS company starts with a repeatable process. Here’s a quick overview of how to get started.
It’s common to design a SaaS renewal process that starts about 90 days before the date of renewal. It’s common, but that doesn’t make it right, does it? A great, proactive SaaS renewal process really starts the day the customer signs up. And renewal is just really one huge part of the overall initiative to […]
SaaS customers are facing an unprecedented number of choices in platforms and tools. How will you break through to gain their attention? It starts with empathy for this new reality.