- How Auren made his way into the world of SaaS and came to found his 6th SaaS startup in Safegraph?
Auren has said before there are two types of successful sales people, what Continue reading "SaaStr Podcast #135: Auren Hoffman, Founder & CEO @ Safegraph on Why Raising Prices Is Not A Good Idea"
Welcome to Episode 131! Jens Nylander is the Founder and CEO of Automile, the startup that makes fleet and asset management much much easier. They have backing from some of the best in the business, including the Godfather of SaaS himself, Jason Lemkin, the wonderful team at Point Nine, Justin Kan and Dawn Capital in London. As for Jens, he really is a serial entrepreneur with past endeavors including creating Sweden’s largest music player and founding Jays, the manufacturer and developer of innovative headphones that went public and is listed on the NASDAQ.
In Today’s Episode You Will Learn:
* How did Jens make his way into the world of SaaS and come to found Automile?
* How does Jens look to build a repeatable scalable sales process with Automile? What are the core infrastructure requirements needed to make the process as automated as possible?
* How does Jens evaluate selling Continue reading "SaaStr Podcast #131: Jens Nylander, Founder and CEO @ Automile Shares The Secret To Selling To SMBs"
Ah, the first sales rep.
Being the first salesperson into a start-up in a rewarding — but very tough job:
- Your Founder Boss likely will never have managed a salesperson before. She likely won’t know what you are supposed to do 40+ hours a week.
- Your Founder Boss may have strong views on what you should be doing. Which may be wrong. Whichever founder was doing sales, likely thinks that may be the way to do sales going forward. Which it may well not be.
- Your Founder Boss may think you are very expensive. If the founders are making almost nothing, coming in with a high OTE (“on target earnings”) may make you, on paper at least, the most expensive employee in the company. This can create a lot of pressure to deliver, quickly.
- Your Founder Boss may have unrealistic ramp expectations. Great salespeople should ramp quickly. But they can’t Continue reading "One Tough (But Rewarding) Job: Being the First Sales Rep at a SaaS Startup"
Welcome to Episode 119! Mark Roberge is a Senior Lecturer at Harvard Business School where he teaches entrepreneurial sales and marketing. Prior to his role with HBS, Mark was the Chief Revenue Officer at Hubspot where he increased revenue over 6,000% and expanded the team from 1 to 450 employees. As a result, Mark has been named Forbes’ Top 30 Social Sellers in the World and awarded the 2010 Salesperson of the Year by MIT.
Michele Law is an investor and advisor specialising in building and executing on go to market strategies, creating new revenue models and the operations to support them. Michelle has sat on both sides of the table having been a Principal at Greylock for 8 years before moving to be COO at OpenDNS where she led the sales and customer success team growing enterprise revenue from $0 to $20M ARR in 4 years, prior to the company’s acquisition Continue reading "SaaStr Podcast #119: Mark Roberge, Former CRO @ Hubspot & Michele Law, Former COO @ OpenDNS Discuss The Sales Mistakes That Can Kill Your Startup & How To Avoid Them"
- How did Tim make his way from punk rock fan in the UK to leading Silicon Valley CEO?
- Why does Tim believe Incremental Account Opportunity (IAO) is one of the most important metrics for a growing startup?
- Why does Tim believe that most founders are far too late to ship their second product? Continue reading "SaaStr Podcast #116: Tim Eades CEO @ vArmour Shares The Most Important Metric For Your Startup"
- With maybe 500x the SaaS vendors of 10 years ago, there’s so much noise.
- Emails get blocked, spam filtered.
- No one even has voice mail anymore.
- 50 calls a day feels awfully dated.
- Everyone gets 10,000 drip email campaigns sent to them.
- Everyone spends 1-10 hours a day in email. Even more this days as we are glued to our phones.
- Everyone needs solutions to their top 1 or 2 biggest problems. Everyone.