Most SaaS founders like to think a good enough product sells itself, but an increasingly crowded landscape means it’s easy for even great products to get lost in the shuffle. Building a strong sales team that truly understands a customer’s industry-specific needs is one of the best ways to make sure a SaaS product gets […]
Sales
When Is It Time To Scale The Sales Team?
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 […]
Is It Time For a Sales Engineer?
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 […]
How to Not Blow Setting Quota for Your Sales Team
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 […]
Repeatable Processes for Hiring the Best Sales Reps
Hiring the best sales reps for your SaaS company starts with a repeatable process. Here’s a quick overview of how to get started.
What It Takes to Win the Enterprise SaaS Deal
This isn’t about sales strategy. This is about the hoops you need to jump through to win the enterprise deal. Here’s what the enterprise customer is going to expect from your SaaS.
What Do Enterprise Customers Want From a SaaS?
Selling to the enterprise can be different than the SMB—but not that different. There are just a few things you’ll need to provide in order to win the hearts, and business, of an enterprise prospect.
The Daily SaaS Sales Management Metrics
Here’s a quick overview of the most essential SaaS sales management metrics to track and surface to your team.
Calculate your SaaS Magic Number
An important SaaS metric that many operators overlook is the SaaS “Magic Number”, sales efficiency. This number will help you know how sustainable and capital-efficiency your sales and marketing is. Here’s how to calculate it.
Customer Onboarding Starts in the Sales Process.
The concept of “onboarding starting in the sales process” only truly applies to a SaaS company that has a sales team, and a product that requires an onboarding process. Many SaaS products are “sign and go,” and there is no setup or formal training needed. Think: Slack, DropBox, etc. Those types of SaaS tools are […]
