The bigger your SaaS company is, the larger the size of your subscription base. And the larger the subscription base, the more detrimental churn becomes. As your subscriber base grows larger, the loss of revenue caused by even a low churn rate will begin to compound. The number of new bookings needed to replace the […]
Sales
Does a Product-Led Growth Company Still Need a Sales Force?
Think about some of the online tools you can’t live without. Chances are, you backup your work to Dropbox, keep your colleagues updated on your progress via Slack, and automate your marketing emails with a service like Mailchimp. And what all these companies have in common, according to Forbes, is that they’re product-led growth companies. […]
Why Selling Authentically is Your Best Bet for Customer Retention
There’s no better way to ensure a customer bails on your solution than to make promises you can’t keep. And while it’s only natural to want to say a solution is better, stronger, smarter, and faster than the other guy’s, statements like that (if they’re not true) are likely to attract bad fit customers who […]
10 Proven Strategies for SaaS Sales Success
Software solutions have never been easier to buy. However, they’ve also never been more difficult to sell. While at first glance that may sound confusing, when you consider the fact that software is typically sold through traditional distribution channels that only roughly 25% of SaaS businesses sell through – it starts to become more clear. […]
50 SaaS Sales VP Interview Questions I Always Ask
Yes, I really ask every single one of these when I interview candidates for sales leadership. Last week I posted some thoughts about what a new sales leader should focus on in their first 90 days. Since then a couple of people reached out and asked me to share my favorite interview questions for a […]
An Annual Sales Compensation Letter Example
The first time I did quota and commission planning I shared it with my team in a Monday morning meeting. One of the reps said innocuously, “When are you sending us our annual comp letters?”. I had no clue what they meant, but I nodded my head and told them to expect it any day. […]
What Should a New Sales Leader Focus On?
I’ve been interviewing a lot of candidates for Director of Sales lately, and there is one question I always ask. “What will you focus on in your first 90 days?”. Of course, the obvious answer is “results”, but there is a lot more to it than that. There isn’t one right answer to this question. […]
How To Give a Great SaaS Demo
If you are in SaaS sales, you know a great demo can make or break your chances of winning the deal. But what you may not know is what actually makes a demo great. Most demos—yes most—are simply terrible. Which is a shame, because giving a killer demo just isn’t that hard. Here’s a quick […]
New Customers Ghosting? Your Onboarding Could Be to Blame
Winning a new customer can feel like having an amazing first date: you seem to have the same objectives and you just know you’ll be a great fit. It all clicks. Then, a couple of weeks later…nothing. Though it’s hard to admit, your onboarding process could be to blame. Recently, a product manager for Hubspot […]
Perfecting the SDR to AE Handoff
Last week I spoke on a panel at the Salesloft Rainmaker event on the topic of perfecting the handoff of a prospect from the SDR to the AE. The handoff can make or break the sale. This is a topic often left orphaned by sales leaders and something that needs far more attention than it […]
