The SaaS Discount Epidemic
I guess at some point, the tech community decided that the price of software was 100% negotiable. I get it — nobody wants to get ripped off. Our biggest fear is proudly pulling into the [...]
How Sales Managers Can Help Revive “Mostly Dead” Opportunities
You know immediately when an opportunity is only “mostly dead” and can be revived. You’re no Miracle Max, but there are obvious signs that point to the possibility of re-engaging Closed-Lost [...]
The 5 Analytics Reports Every Startup Must Have
Startups usually begin the same way: the founders have a brilliant idea for a new product that the market truly needs, and they decide to build a business. The founders hire a team of talented [...]
The Secrets to SaaS Success from SaaStr Annual
Every SaaS company wants to unlock the secrets of rapid growth. Seeking to learn those secrets, I recently attended the first-ever SaaStr Annual Conference in San Francisco – an elite event [...]
Half-Truths and Gut Feelings: The Sales Pipeline Management Dilemma
I recently had an epiphany in the middle of a conversation with a Sales VP from a large tech company. He was walking me through his process of generating the sales reports he uses to run his team [...]
Get the Best from Your Reps with Sales Incentives
There are two different types of sales reps: Reps who are motivated by achievement Reps who are motivated by the dollar The first type of rep tries as hard as possible to reach goals, while the [...]
Why you Must Work the Whole Account – Not just Leads
We spend a lot of time thinking about and testing out the best approach for our sales team to work high-quality leads generated by the marketing team. We produce content and marketing offers that [...]