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
Portfolio
It’s been an eventful quarter (when has it not?), and somehow we’ve already crossed the halfway mark of 2025. We wanted to take a moment to highlight just a few of the wins, milestones, and momentum we’ve seen this past quarter. As always, there’s a whole lot happening behind the scenes that can’t be shared […]
The V1 family kicked off the new year with fresh energy and no shortage of…
At the end of Q1, we anticipated that a tech sector slowdown is ideal for…