It’s widely accepted that SaaS has permanently changed software sales. Enterprise software sales once meant…
Entrepreneurship
For many SaaS companies, the effectiveness of the inside sales team is the key to scaling up. After all, other marketing channels often either hit a ceiling (i.e. inbound marketing, PPC, etc.) or simply aren’t efficient enough (i.e. all offline marketing activities). However, managing an inside sales team is tough and you need a well-oiled machine […]
It’s widely accepted that SaaS has permanently changed software sales. Enterprise software sales once meant…
It’s the age-old debate among start-up circles: which is more important to the success of…
For many SaaS companies, the effectiveness of the inside sales team is the key to scaling up. After all, other marketing channels often either hit a ceiling (i.e. inbound marketing, PPC, etc.) or simply aren’t efficient enough (i.e. all offline marketing activities).
However, managing an inside sales team is tough and you need a well-oiled machine in order to get customer acquisition costs inline with other marketing channels.
The best book I ever read in this area comes from Aaron Ross and Marylou Tyler: Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com.
The general premise is that companies need to specialize all the different activities involved in the sales process. They should have a dedicated person/team who is responsible for prospecting and generating qualified leads. And quota-bearing sales reps should be exclusively focused on engaged leads (meaning no prospecting).
Here are a few key tips from the book:
I recommend every founder of a SaaS start-up to read this book. It offers a great mix of high-level strategy and practical implementation advice.
P.S.: If you want to talk to somebody that has a lot of experience in sales, I strongly recommend speaking to Gabe Luna-Ostaseski on Clarity
Data / AI / ML
This November marks three years since the launch of ChatGPT. That moment brought AI into the mainstream, with large language models (LLMs) seen as the breakthrough technology powering it. Since then, innovation in AI has been relentless — perhaps one of the fastest cycles we’ve ever witnessed in tech. It’s worth pausing to reflect on […]
It’s hard to believe that it has been three years since my first day at…
“It takes 10 years and $30m to become a great investor.” This quote has stuck…