Acquisition Outbound Sales Team SMB 
SaaStr
JULY 8, 2022
Half of Gorgias’ almost 10,000 SMB customers come from partners. Top 5 Ways to Scale a Sales Team with Zoom CRO Ryan Azus and SaaStr VP of Sales Bryan Elsesser. The Things Nobody Tells You About An $8B Acquisition with Ryan Smith from Qualtrics. #21. A niche session, but a strong one.
SaaStr
APRIL 4, 2023
You’ll probably have a smaller lifetime customer value and customer budget for acquisition. You’ll also likely need a dedicated team to carry these deals through to the finish line. Find The Balance Between CAC And LTV The achievable lifetime value defines your customer acquisition cost target. If it is, you’re in trouble.
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Sales Hacker
APRIL 25, 2019
The SMB Decision: In-House vs. Outsourced Sales Development. As a high-growth SMB, your number-one focus is consistent sales. Customer acquisition drives revenue, and revenue becomes your means of growth. The Four Costs of In-House Sales Development. But why does nobody talk about the cost considerations?
How To Buy Saas
FEBRUARY 25, 2025
Over the past two decades, Salesforce has evolved from a sales CRM into a comprehensive platform spanning sales, service, marketing, e-commerce, and app development. Through numerous acquisitions (ExactTarget, Tableau, Slack, and more), Salesforce built an expansive ecosystem of cloud services. Market share leader (21.7%
Tom Tunguz
APRIL 18, 2015
In the Innovator’s Dilemma for SaaS Startups , I outlined the path of many software companies, which disrupt incumbents by first serving the small-to-medium business and then move up-market by transitioning to serve larger enterprises with outbound sales teams. The enterprise sales team is an up-sell and cross-sell team.
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