With companies like Slack and Calendly generating over 10 million monthly users in roughly their first decade, the idea of product-led growth is becoming an aspiring concept for every SaaS company. But true product-led growth is a mighty concept and is extremely rare (even product-led companies have to layer in a sales team eventually.) For […]
SaaS Sales Best Practices
Read, listen and watch SaaS sales best practices for founders and leaders of growing technology companies. Join SaaS co-founders and operators for guidance on sales, marketing, customer success, culture, and institutional readiness. And be sure to use the Sales Organization Maturity Report Card to get instant sales recommendations for your SaaS.
Adding Outbound Sales to Product-Led Growth
In a product-led company, initial growth is usually driven by a self-service channel. Potential customers find, try, and buy the product without ever interacting with a person from the company. These same customers can continue to expand and renew on their own, making for a highly efficient, predictable revenue machine. As a product-led company continues […]
Aligning Sales Development Motion to Lead Type
One of the biggest pitfalls of scaling the work that Sales Development Representatives (SDRs) do is neglecting to align the type of outreach to the lead type. Different types of leads need a different type of outreach in order to maximize the chances of making a meaningful connection to the prospect, establishing fit & need, […]
Introduction to Product-Led Sales
Product-led growth, in the most classic sense, is a very specific approach to go-to-market that relies on a self-service customer acquisition channel—where people can try, buy, expand and renew without ever talking to a person from the company. “A very specific approach to go-to-market that relies on a self-service customer acquisition channel—where people can try, […]
12 SaaS Pricing Strategy Resources
Pricing is one of the highest-impact strategic decisions that startups make, yet often the least amount of time is spent on it. As 2021 begins, companies are sitting down to finish up their annual plans. One of the most crucial parts of this process is often reviewing and refining pricing strategy, which can seem daunting. […]
Is Sales Oversegmented?
Back in the dark ages (when dinosaurs roamed the Earth), I grew up in the enterprise sales world of having to do everything myself: Researching my market Prospecting my target buyers Discovery calls Strategy Sales meetings Closing Account management Client success And while I understand why so many celebrate the ways found to make the […]
Sales Motions for a Product-Led Company
A reoccurring theme of conversations I’ve had lately is what types of sales-motions fit best at a product-led company, and how to get an inside sales machine set up to complement product-led growth. Many product-led companies start out purely product-led. There may be some light sales assistance, but the bulk of new customer acquisition comes […]
Who owns SaaS customer revenue?
In the past, I’ve shared some perspective about whether sales or customer success should own SaaS customer expansion and renewals, and the answer was a resounding, “it depends”. “It depends” is one of my least favorite responses to a question. But in this case, it’s true. Ultimately both sales and customer success can be equally […]
More on the SaaS Sales Playbook for Product-Led Growth
I recently shared a few quick thoughts on how the SaaS sales playbook has to be adapted to work well in a product-led organization. Here are some more details on those thoughts…in no particular order. Assess the current state. The biggest mistake you can make when building the sales motion at a product-led growth is […]
Adapting the Traditional SaaS Sales Playbook for Product-Led Growth
There is an inside sales playbook that many SaaS companies use. And with good reason. It’s a tried and true, time-tested way to sell SaaS. It’s effective and proven. If you work for a B2B SaaS company you probably know this playbook well. It’s some variation of…. BDRs work inbound leads (generated by marketing and […]
