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 […]
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 […]
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 […]
Hiring the best sales reps for your SaaS company starts with a repeatable process. Here’s a quick overview of how to get started.
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.
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.
Here’s a quick overview of the most essential SaaS sales management metrics to track and surface to your team.
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.
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 […]
More than anything, your sales comp plan needs to be simple to understand, easy to manage, and designed to motivate and incentivize your team. You will get what you incentivize, so plan carefully!