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 […]
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.
Build Your Sales Plan Based on Reality
I meet with a lot—and I mean a lot—of startup founders and early-stage sales leaders who build their sales plans based on what they want to happen, versus the reality of what is happening. I get it, because I did it myself the first time I needed to build a sales plan. Here’s how the […]
More Tips for Managing a Remote Sales Team
A few days ago I posted some tips for managing a remote sales team. Those tips were fine, but they were also pretty basic—the stuff we have to do as sales leaders, no matter what. So, I thought a follow up with more specific remote management advice for leading a nascent sales team. Articulate your […]
Tips for Managing a Remote Sales Team
As a modern sales leader, there will be times you need to manage a remote sales team. Now is likely one of those times. If you have the good fortune of leading an established sales organization you will probably make a smooth transition to working from home. In that case, this article probably isn’t for […]
5 Ways to Build your SaaS Channel Partner Strategy in 2020
Today’s digital marketplace is a vast and wild place. It can get a little lonely out there. So to combat this feeling (but, really, to maximize resources for greater ROI), companies sometimes turn to a partner for help with the heavy lifting. These partners shoulder some of the burden of sales, creating separate selling “channels” […]
What’s a sales methodology and do you need one?
A sales methodology is just a standard approach to selling. It’s the how. Not to be confused with a sales process that describes the steps in the methodology. It’s the what. Do you need a sales process? Yes. Do you need a sales methodology? Yes. They go hand in hand. Without a sales methodology, your sales team […]
Know your buyer archetypes
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 […]
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 […]
