Sure, you’ve documented your Ideal Customer Profile (ICP) in your sales playbook. But have you documented the archetypes you sell to? Does your sales team know how to spot them and what to do to maximize the chances of success? There are all types of buyers, and teaching your reps to step back and think […]
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.
5 Lessons on SaaS Pricing
Pricing is the exchange rate you put on all the tangible and intangible aspects of your business. Value for cash. – Patrick Campbell For young SaaS founders, navigating the complex world of pricing can be very overwhelming. With such a wide variety of pricing models, billing frequency, payment methods and more – it’s not hard […]
30/60/90 Day Sales Ramp Sample
If it’s time to hire the first sales rep for your company you are probably nervous and excited. As you should be. Find the right person, and you’ve accomplished a big step that can help propel your company’s growth. Hire the wrong person and you’ve wasted a lot of time and energy and probably stalled […]
The Complete Guide to Understanding Net Negative Churn
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 […]
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. […]
