sales

2022

The Sales Sandwich

February 18

Why You Should Expect Your VP Product to Sign Up for a Lead Quota

January 28

2021

The Need for Two Types of Payback Period Calculations

November 7

What is the Product the Customer Buys Before They Buy Yours?

September 14

How Selling Has Changed Post-COVID, and How it Will Change Again Afterwards

March 14

The Most Effective Tools and Techniques for Selling Today - Office Hours with Jim Benton

February 18

A Common and Critical Mistake When Forecasting Next Year's Bookings

February 1

2020

Do You Lose Sales Opportunities Because of Sales Execution or Product Insufficiency?

December 16

The Three Questions to Ask When Hiring Your Startup's Head of Sales

December 15

Building a Product-Led Growth Machine: Office Hours with GC Lionetti

December 7

More Activity Means More Business. Don't Overthink It.

November 16

How Many Technologies Can a Company Adopt at Once?

October 29

A Quick Diagnostic to Determine if Your Sales & Marketing Teams are Aligned

August 31

Why Startups Should Establish Qualifying Signals for Sales Teams Early On

August 24

Top 10 Learnings from the Redpoint 2020 GTM Survey

June 25

What is the Structure of the Typical SaaS Company as it Scales?

June 21

How Should You Structure Sales Teams for Optimal Performance?

June 18

How Predictive is SDR/BDR Quota Attainment of AE Quota Attainment?

June 17

SaaS Office Hours Go to Market Survey Edition & Which Metric Should Your SDR/BDR Team Use?

June 16

Notes from Office Hours with Hollie Wegman

June 12

Benchmarking Sales Prospecting Volumes, Deal Terms, and Meetings in the Coronavirus Era

April 29

Six Startup Disciplines for Challenging Times

March 20

One of the Most Frequent Errors in Sales Planning and Forecasting

February 17

Simpson's Paradox in Measuring Net Dollar Retention Rate

February 3

What is a Best in Class Payback Period for a Software Company in 2020?

January 20

B2B vs B2C: How Should Your Sales Team Be Allocated to Maximize Success?

January 5

2019

Benchmarking Your Sales and Customer Success Teams

November 21

The Siren Song of ROI Based Pricing

September 11

If You Have Great NDR Retention, Should You Increase Your Marketing Spend?

September 2

As Your Sales Team Scales, Focus on Your Middle

May 30

How to Develop Best in Class Sales Efficiency

May 10

The Four Strategic Questions Facing AI Agencies

April 14

Should Your Startup Employ Both Assisted and Unassisted Trials to Acquire Customers?

February 28

Top 10 Learnings from the Redpoint Free Trial Survey

February 6

The Two Things You Need From Early Customers that Matter More than Cash

February 4

2018

Which is More Important: New Account Growth or Account Expansion?

December 11

The Four Stages of Sales Compensation Structures in Early Stage Startups

November 25

In Early Markets, Services Can Be a Competitive Advantage

October 1

Timing Cashflows of Your Sales Commissions and Your Customers

July 15

An Often Forgotten Characteristic About Your Startup's Ideal Customer Profile

March 25

Why Does Your Sales Team Lose Deals?

March 4

Reorganizing Your SaaS Startup’s Organizational Structure to Optimize the Customer Lifecycle

January 31

2017

The Implication of Secular Increases in SaaS CAC

November 1

Monte Carlo Simulations of Inside and Outside Sales Teams in a SaaS Startup

October 9

How Much Should A SaaS Startup Invest in Sales & Marketing?

September 17

The Challenges of the Platform Go To Market

September 6

The Theory and Data Underpinning Sales Commission Plans

September 4

Why Cash Conversion Cycle Matters for Your Startup

August 15

How to Decide When To Move Upmarket

August 8

The Best Book on the Fundamentals of Selling

July 9

The "Hiring The Buyer's Role to Sell" Fallacy

June 1

Hiring for Bookings Capacity in Sales

May 16

My Algorithm is Better than Yours

April 26

A Tale of Two Go To Market Strategies

April 24

Is There a No Man's Land in SaaS ACVs?

April 21

The Four Dimensions of a Demand Generation Portfolio

April 17

SMB or Enterprise - Which is the Better Go To Market in SaaS?

April 13

Customer Operations - An Idea for Maximizing Efficient Growth in SaaS Companies

March 29

The Three Types of SaaS Value Propositions

March 17

A Product Manager's Guide to Moving Up Market

March 7

Three Strategies for Engendering Negative Net Churn in Your SaaS Startup

February 23

The $100M ARR Customer

January 17

2016

When is the Right Time for Your SaaS Startup to Train its Sales People?

December 12

How Much to Compensate SaaS Sales Teams for New Sales, Renewals and Expansions

November 28

What is the Optimal Contract Length for Your SaaS Startup?

October 20

What's the Maximum Rate of Growth for Your SaaS Startup with Paid Customer Acquisition?

September 19

Designing a Sales Quota Structure at the Earliest Stages of a SaaS Startup

September 2

The Biggest Areas of Underinvestment in SaaS Sales Teams

August 15

Fighting and Leveraging Inertia in Sales

August 4

Which of the Three Software Budgets Does Your SaaS Startup Target?

July 24

The Smallest ACV to Justify an Inside Sales Team at a SaaS Startup

July 21

You're in the Business of Selling Promotions

June 28

When to Scale Sales for Your SaaS Startup

June 7

Comparing Two Ways to Build a SaaS Sales Team

June 2

What Average Contract Value is Best for a SaaS Company

May 24

The Rising Importance of Reseller Channels in SaaS

May 5

The Strategic Shift in Revenue for SaaS Startups as They Scale

March 9

The Other Payback Period that Matters in SaaS

February 12

With Smart Software, Sell Ironman Not Robocop

February 3

2015

What is the Optimal Quick Ratio for Your SaaS Startup?

November 3

What Quota Attainment Reveals About Your SaaS Startup's Go to Market

October 28

Startup Best Practices 19 - Recognizing the Breaking Points of Your Startup's Management Structure

October 25

Startup Best Practices 18 - Collaborating with Your Customer During Your Sales Process

October 11

The Essential Go To Market Math for Beating Your SaaS Startup's Growth Targets

October 5

The Importance of Payback Period for SaaS Startups

September 21

Do Vertical SaaS Companies Benefit from Higher Sales Efficiency?

September 17

Four Important Data Points about Purchasing Behavior in SaaS

August 26

The Number One Objection in the Sales Funnel

August 18

When Do SaaS Startups Hire Their First VP of Sales

August 5

Startup Best Practices 15 - Start With the Why

July 12

The Beauty of Bottoms Up SaaS Businesses

June 23

Startup Best Practices 13 - Patience with Unit Economics

June 14

The Risk Sales Discounts Impose to Startup Burn Rates

May 26

The Innovator's Solution for SaaS Startups - The Flywheel SaaS Company

April 19

How Faster Sales Cycles Become a Competitive Advantage

April 16

The 5 Key People in a SaaS Sales Process

March 26

The Best Book on Building a SaaS Sales Team

March 24

Sales Funnel Optimization for SaaS Startups

March 10

Challenging Your Customers During Your SaaS Startup's Sales Process

February 13

A Single Report to Measure the Health of Your Startup's Sales Team

February 9

The Employee Productivity Patterns of Billion Dollar SaaS Companies

February 5

The Sales Motions of B2C2B Companies

January 12

B2C2B Startups - Why Selling with Internal Influencers is so Powerful

January 7

The Sudden Shift in SaaS Product Pricing

January 5

2014

How Much Should Your Startup Spend on Customer Account Expansion?

November 24

Why Your SaaS Startup Needs a VP of Customer Success Sooner Than You Might Think

November 12

The Marketing Math Behind Scaling a SaaS Salesforce

June 30

The Impact of Varying Sales Hiring Strategies on SaaS Startups

May 28

A Surprisingly Powerful Mechanism for Growing a SaaS Startup

May 21

Quantifying the Cost of a Bad Hire

April 28

The Challenges SaaS Businesses Face Communicating their Financial Health

April 17

How Fast Must a SaaS Startup Grow to Raise a Series A?

March 17

Great SaaS Companies Focus on Behavior Change

March 5

The Optimal Average Customer Value for SaaS Startups

February 3

The Go-To-Market Challenges of B2D Companies

January 27

Why Quotas Aren't the Most Important Number for Startup Sales Teams

January 13

The Importance of Seasonality in SaaS Startups

January 9

2013

Startup Best Practices 3 - How to Structure a Sales and Marketing Team

December 3

The Three Churn Mitigation Strategies of SaaS Startups

October 31

Sales Efficiency Benchmarks for SaaS Startups

October 10

What Your Startup’s MRR Figure Is Hiding

September 27

You’re Not Finished Selling Until You Change Your Customers Habits

September 6

A team of founders who had just made their first their first hire asked me about culture and on boarding. How do they go about managing people? How do they maintain the values of the business?

August 21

Framing Your Startup’s Sales Pitch: Focus on Value, Not on Cost

July 25

The Three Phases of Startup Sales

July 17

Throwing in the Towel on Google’s Go: What Programming Taught Me About Sales

June 28

The Most Effective Price Discovery Question for Your Startup

June 11

Three Counterintuitive Points about SMB SaaS

May 6

Hiring Your Startup’s First Salesperson

May 3

The Defining Characteristics of Successful SMB SaaS Startups

April 17

Founders, Equip Your Champions

April 15

How To Price and Sell Your Startup’s Product

April 11

Matching Marketing Tactics to The Sales Funnel

February 22

Freemium Businesses Switch the Hunter and Farmer Sales Roles

February 7

The product qualified lead (PQL)

January 15

To Sell is Human

January 4

2012

The one ideal characteristic of your startup’s first customers

December 7

Education sales vs execution sales

December 4

Segmenting customer pipelines

November 20

The Secret to SMB SaaS Distribution

September 18

Choosing market segments on customer profitability

September 13

The Freemium Game Plan

August 21

Segmenting the SaaS Market for Sales

August 20

Segmenting the SaaS Market for Sales

August 20