How You Can Help Your Sales Team in 2018

Hopefully you are closing the year out strong.  Even if you are coming up a bit short, there’s one thing I do know.  If you have a good sales team, they are leaving nothing on the table.  They won’t go home until 11:59 on December 31.  They’re going to do everything they can to hit the plan, or exceed it. (If they aren’t — you need a new VP of Sales). Then January 2 will come, and the team will be exhausted, at least the managers will be.  I don’t mean physically.  They will rest up over the holiday.  But the fact that the Closed/Won dials in Salesforce will roll all the way back to $0 for the year on Jan 1 … that’s tough.  Oh man.  Whatever great work the sales team did in 2017 will be 100% behind them
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A Deep Dive on Pricing with DataStax, CircleCi, and Fastly @ Heavybit

The other day our great friends at Heavybit invited me to moderate a pricing session at their terrific Pricing Strategy conference. It was a very honest discussion on the learnings of how to get discounting to work, how to roll out additional products, how to align a sales team on the company’s goal, and much more.  DataStax, CircleCi and Fastly are all pretty impressive companies in eight figures of ARR we can all learn a lot from their founders/CEOs. It’s a good one and definitely worth a watch, click below! [p.s. yes i know it was a manel.  there are some other great, and more diverse sessions, to check out as well.  click below for more!] The post A Deep Dive on Pricing with DataStax, CircleCi, and Fastly @ Heavybit appeared first on SaaStr.

How To: NPS 75 With 40K Customers (Video + Transcript)

NPS, or Net Promoter Score, for SaaS businesses is an important metric to measure how satisfied your customers are and one indicator of the health of the relationships you have with them. That being said, it shouldn’t actually be a metric to manage your business to, according to Lexi Reese, CXO of Gusto. Lexi joins Joshua Reeves, CEO of Gusto, on the Tactical stage where they both discuss how you should actually think about NPS and what it takes to run a truly customer-driven organization. You need to think about which customers your business is designed for and who it’s bad for. What kind of talent should you try to attract? How do you decide where to make hard tradeoffs? There are many things to think about when it comes to making your customers successful and happy, but it all starts with an inherent desire to serve, something that cannot
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7 Thoughts on Building Your First Partner Program

Salesforce announced this past quarter that its partners were the #1 source of its new bookings. Wow.

What that exactly means, and how it’s defined is unclear, but the point stands.

Partners are a key part of getting to $100m for most of us, maybe even almost all of us.  But they rarely get us to the first $1m … usually you are too small or nascent for anyone to really want to partner with you.  I’ve seen some companies like Talkdesk get to their first $1m leveraging partnerships, but even there it still takes time.  In any event, partnerships almost always work.  But our expectations of how quickly they deliver, and how they deliver, are almost always not met ?

A few things to think about:

7 Thoughts on Building Your First Partner Program

Salesforce announced this past quarter that its partners were the #1 source of its new bookings. Wow.

What that exactly means, and how it’s defined is unclear, but the point stands.

Partners are a key part of getting to $100m for most of us, maybe even almost all of us.  But they rarely get us to the first $1m … usually you are too small or nascent for anyone to really want to partner with you.  I’ve seen some companies like Talkdesk get to their first $1m leveraging partnerships, but even there it still takes time.  In any event, partnerships almost always work.  But our expectations of how quickly they deliver, and how they deliver, are almost always not met ?

A few things to think about:

SaaStr Podcast #152: Lars Nilsson, VP of Global Inside Sales @ Cloudera on Why SDRs Are The Most Important Role In The Sales Function

Lars Nilsson is the VP of Global Inside Sales for Cloudera, and with over twenty-five years of sales and operations experience, Lars Nilsson is a global leader in enterprise software and selling solutions. As one of Lars many incredible achievements, he and his team at Cloudera built the sales methodology Account-Based Sales Development (ABSD), which has transformed how businesses approach high-value targets. Prior to Cloudera, Lars founded SalesSource, a business services consulting firm specializing in CRM customization and sales process development. Lars has also served in sales executive roles at ArcSight/Hewlett Packard, Riverbed Technology, and Portal Software – all three of which achieved IPOs, in addition to Cloudera (2017). As Special Advisor at True Ventures, Lars helps True portfolio companies develop sales compensation plans from the ground up, implement best-of-breed sales technologies, and rapidly scale sales teams to meet demand. In Today’s Episode You Will Learn:

Where You’ll End Up in SaaS If You Do Nothing About Gender Inclusion: 81%/19%. If You Are Lucky.

I hope everyone reading this is thinking much more about taking action re: diversity and inclusion than they were 12 months ago. It’s a big topic, but there is one piece from SaaStr data I thought it might be helpful share. We have a small “list” (our SaaStr Newsletter).  It is “only” 32,000 readers.  But … it’s a high quality list.  How do we know? Well, it will sell almost all of the $5,000,000 in tickets to the 2018 SaaStr Annual.  Our list is almost the only attributable source of ticket sales.  So by definition it’s pretty high quality, and very on point for our industry.  And probably reasonably representative of a material segment of it. And what we’ve learned, unfortunately, is that both our list and the attendee ratio at the SaaStr Annual will be 81/19 if no action is taken.  81% Continue reading "Where You’ll End Up in SaaS If You Do Nothing About Gender Inclusion: 81%/19%. If You Are Lucky."