Welcome to Episode 156!
David Skok is a serial entrepreneur turned VC at Matrix Partners. He founded four companies: Skok Systems, Corporate Software Europe, Watermark Software, and SilverStream Software and did one turnaround with Xionics. Three of the companies he founded went public and one was acquired. In 2001 David joined Matrix Partners, who had backed his last two startups, as a General Partner. David’s successful exits as an investor at Matrix include: HubSpot, JBoss, AppIQ, Tabblo, Netezza, Diligent Technologies, CloudSwitch, TribeHR, GrabCAD, OpenSpan and Enservio. David currently serves on the boards of Atomist, CloudBees, Digium, Meteor, Namely HR, Salsify, and Zaius. You can also find David’s amazing blog here
! Huge thanks to Hardi Meybaum and Jason Lemkin for the intro to David today.
In today’s episode you will learn:
How did David make his way into the world of SaaS? What was it about Matrix that made him want to Continue reading "SaaStr Podcast #156: Most Downloaded SaaStr of 2017: David Skok, General Partner @ Matrix Partners"
At the top of the funnel, marketers obsess over attracting, capturing, and handing off qualified leads. At the bottom of the funnel, sellers fixate over deals won and revenue attained.
But what about the middle of the funnel? It’s easily the most ignored – but, arguably, the most important – stage in any sales pipeline.
The middle of the funnel is where relationships with prospects are built, and where reps learn what obstacles need to be overcome. It’s also where those relationships have the potential to turn into sales opportunities and, eventually, into deals won.
Despite this, we give the middle of the funnel very little attention. But it’s time that organizations recognized the middle of the funnel and its optimization as an opportunity for business growth.
Why the Middle of the Funnel Matters
Driving prospects to purchase has never been harder.
It now takes an average of 18 calls
Continue reading "34 Million Data Points Show What Type of Sales Content Performs Best"
You know what they say, money changes people. But how does funding change the relationship between a CEO and VP of Sales? Russ Fradin, CEO at Dynamic Signal, and Scott Schnaars, VP Sales at Dynamic Signal, explore the dramatic evolution of the relationship as the company moves from one stage to another.
They answer several questions that they wished they had asked but didn’t. How aligned are investor expectations with sales expectations? What does international expansion look like? Do you, as a CEO, know what’s going on with your product and market or are you just delegating that to your head of sales?
If you want to learn more about how to navigate the changing dynamic between a CEO and VP of Sales, don’t miss out on this session.
You can view the slide deck here
And if you haven’t heard: SaaStr Annual will be back in 2018, bigger Continue reading "How the Relationship Changes Between CEO and VP Sales After Funding (Video + Transcript)"
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
Continue reading "How You Can Help Your Sales Team in 2018"