Secrets to Closing Your First 6 Figure Deal (Video + Transcript)

Your company has found success with SMBs making up your customer base. The processes are in place and you’re comfortable maintaining relationships with them. But moving to large enterprises is a whole different ball game. How should you think about their sales cycles and cultivating those relationships to ensure these enterprise customers stay with you for many years down the road? For many founders and CEOs, it starts with the emotional decision and willingness to just go for it, even though the company’s infrastructure and processes may not be 100% “ready” yet. Should you tell your first enterprise customer that they are the biggest customer to date? How do you tread the murky waters of sales contracts? How should you think about pricing? And how do you determine if a prospect is the right first enterprise customer? And if you haven’t heard: SaaStr Annual will be back in 2018,
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TalkDesk: Top 10 VP of Sales Lessons Learned Scaling to $100m+ ARR (Video + Transcript)

Aaron Ross of Predictable Revenue hosts a panel on something we CEOs and founders all want to do: scaling the sales to $100m in ARR. He’s joined on the Hypertactical stage with Andrew Bothwell, VP of Inside Sales at TalkDesk, Aaron Schilke, VP of Enterprise Sales at TalkDesk, and Josh Stein, Partner at DFJ Venture Capital to talk about how to achieve that milestone and the often painful transformations a company has to go through to get there. What got to $1m in ARR probably won’t get you to 10, and it certainly won’t get you to 100. How do you let go of people that were great for one stage, but aren’t fit for the next? How should you think about building out your sales process? What do you need to keep in mind when communicating and making your board happy? Why should you start up your outbound marketing Continue reading "TalkDesk: Top 10 VP of Sales Lessons Learned Scaling to $100m+ ARR (Video + Transcript)"

SaaStr Podcast #156: Most Downloaded SaaStr of 2017: David Skok, General Partner @ Matrix Partners

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.david_skok 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"

34 Million Data Points Show What Type of Sales Content Performs Best

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
Spending on sales enablement tools
Sales content case studies
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How the Relationship Changes Between CEO and VP Sales After Funding (Video + Transcript)

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)"

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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