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The event is strategically designed to facilitate 1000s of meaningful connections through 1000+ on-site “Who Do You Want To Meet” dedicated 1-on-1s for B2B founders and execs (no service providers, sorry!) The event attracts investors ranging from seed-stage to growth equity, making it relevant regardless of your funding stage.
Sam Blond, the former CRO at Brex with 15 years in tech sales, took the stage at SaaStr Europa 2024 to share nine easy sales concepts that so many get wrong. Sam got his first job in tech sales as an SDR for Jason Lemkin’s company, EchoSign, which later sold to Adobe and launched his career. They did this right at Brex.
Justin Welsh, former SVP of Sales at PatientPop explains how he started in SaaS in 2009 as the second sales hire at Zocdoc. Justin used Sales Culture to grow a successful PatientPop team to 140 employees and 55 million in revenue. Justin Welsh | SVP Sales @ PatientPop. I was a local salesmanager or regional manager.
I thought it would be worth drilling down deeper into each of them, and sharing the learnings and mistakes: 1/ Spending less time fixing things, more time recruiting senior folks to own them. No one spends enough time recruiting as it is, after $1m ARR or so. Yes, you can manage the sales team yourself. You can do this.
Enough with the excuses for not having hired your real VP of Sales, or that VP of Engineering, or whatever. Hire a real recruiter. Hire more sales reps in the areas where they are profitable. Increase your Customer Events. Events don’t have to cost $9m+ like the SaaStr Annual. Not in April. Not by June.
I probably will pass on investing in you if I don’t know you want money. We recently did a New New in Venture event and I asked the question of many top VCs including David Sacks, Keith Rabois, Aileen Lee and more. If a VP of Sales can’t improve things in one sales cycle or less — she never will.
So backstage at SaaStr Annual this year, and in a number of other conversations since, I’ve had a chance to get a few quiet moments with maybe two dozen top CROs and VPs of Sales. Yes, macro issues come up, and how they have to sell to more stakeholders now, and sales cycles are longer. But the best long ago adapted.
David Sacks: SaaS Background and Investments. In 2008, he founded Yammer, an enterprise software company that David grew to 500 employees and $60 million in sales. David Sacks has invested in over 20 unicorn companies, including Airbnb, Bird, ClickUp, Facebook, Slack, and Uber. Head of Sales. VP Sales (45 Employees).
Personalized Event Recommendations : Demonstrate a deeper understanding of customer needs by recommending relevant events that align with their growth goals. For example, sending a kickoff gift tailored to a customer’s recent experiences or interests shows you’re paying attention and invested in their journey.
I’ve had the privilege to invest one way or another in about 35 SaaS companies, both as a VC and as angel. They understand why they got “No”s in the early, pre-traction days, and even, in the early-ish days when they had a handful of customers but wasn’t really taking off yet (my favorite time to invest).
1: How Sales and Marketing Have Shifted Since 2020 Expectations and the types of people working in SaaS have shifted over the past few years, and much more in sales, marketing, and customer success. . #1: He had a friend help him hire an email marketer to send ticket emails to the events. It changes over time,” Jason shares.
They talked about product adoption, sales alignment, freemium models and lessons they have learned throughout their successful SaaS careers. As two CEO who love the art of sales and scaling, this one really was special. 20 VCs do come to me to invest in the company now. Jyoti Bansal: Let’s switch topics to sales.
We’ll have two full days of thought leadership content, networking opportunities, fantastic food, and fabulous evening events, all in the heart of Barcelona — snag your Europa 2022 tickets and catch up with us on the other side of the Atlantic this summer! We’ve hosted 2,000 businesses and our own events there.
Even industries that found it too informal or unprofessional to use a couple of years ago, are now heavily investing in it. It can also be used to communicate very effectively on an individual level. There are many tools available that make social media management very simple and easy. Its benefits aren’t felt right away.
An open discussion with Sam Blond, CSO at Brex, and Kristen Habacht, VPS at Atlassian, about adjusting their sales process during Covid-19. Kristen Habacht runs EDR sales at Atlassian, which I got a check today, $40 billion-$50 billion company. She manages a huge global team. Four, people in the sale? Jason Lemkin: None.
What Nobody Tells You About Seed Investing with SaaStr CEO Jason Lemkin and Cowboy Ventures Founder and Partner Aileen Lee. I think it gives us a perspective that maybe we don’t get in some other places, in addition to many great investments over the years. We’ve been doing these SaaStr events since 2015, the SaaStr Annual.
Keith Rabois is an investment partner at Khosla Ventures where he focuses on consumer Internet, education, enterprise, financial services, and digital health investments. Because you’ve done a lot of angel investments in your time as well. I probably invested in 80 or so, maybe 85 companies. You guys are awesome.
Sales leaders like Florin Tatulea (Director of Sales at Barley) feel the impact from the past few years alone: “Pure cold outbound is 3x harder than it was in 2021.” Sales team members should capable of understanding at least a few key signals and knowing which subsequent actions based on those signals will have the greatest impact.
I started a software company in college to make it easy to update websites called Content Management Software Now, and I had this idea for Pardot, I wanted to make it easy for marketers to run campaigns online and measure their results. SalesLoft, why was that Pardot, I tried to recruit this guy, Kyle Porter, to come run sales at Pardot.
First, most founders don’t have a background in either sales or marketing, and even though they’re told to “ start marketing the day you start coding ”, they just don’t know where to begin, or they’re incredibly overconfident. PR, demand generation, content marketing, product marketing and events are all key to a product’s long-term success.
Nor the management class on having difficult conversations with colleagues, among countless others. Returning to Google reminded me that great companies constantly invest in their people, helping them to understand the world inside the company and outside the company. The loyalty engendered is hard to overstate.
Matt Schatz is SVP of Sales at WPEngine, responsible for defining and executing the global sales strategy. Matt has nearly two decades of senior leadership experience in sales and customer growth, specifically for technology companies with customers around the world including Bazaarvoice, CityVoice and Rackspace. It is hard.
Thanks to Jason Lemkin and the SaaStr Team for putting on this event in a very tough time. And we’re also pleased, now to have almost a hundred thousand different SaaS products listed there, and being backed by a hundred million dollars from LinkedIn and some great investors that do allow us to keep investing in this marketplace.
Companies need a specialized approach for SMB accounts, different than the tactics used for Enterprise. Andrei Brasoveanu will sit down for a conversation with Agnes Bazin Doctolib on how to create a targeted and effective sales process tailor-made for SMB. The topic of the day is secret to SMB sales. That’s fantastic.
Your sales team is integral to your business’s success: not only do your salespeople bring in the big deals, but they also represent your company and culture to every new and potential prospect. So why is sales team culture still an afterthought for so many organizations? People all across the company are so proud of our sales team.
And can you talk a little bit about touching on the hiring point, because you did say that you focused a lot on talent, and recruiting. And coming from Brazil without a big network in Silicon Valley, un-launched, without a website, it was actually really hard to recruit the first ten people. And it’s very helpful. Anu: Got it.
I was the new Vice President of International Sales & Managing Director for a work management software company called Wrike. Starting Your International Sales Team. The key to starting an international sales team is having the right people in your landing team. A mercenary is driven by the sale.
Honor & recognition in event of success. Of course, this modern interview won’t exclude the other critical components of a high quality process , identifying characteristics of teamwork and sales skills or marketing expertise. Algorithms needed for unpredictable journey. Safe convergence doubtful.
Keith Rabois is a General Partner at Founders Fund where he focuses on consumer Internet, education, enterprise, financial services, and digital health investments. Because you’ve done a lot of angel investments in your time as well. I probably invested in 80 or so, maybe 85 companies. You guys are awesome.
Jason Lemkin: Yeah, I think if you ask how applicable is SEO, programmable is maybe a different question, but I tell you every single SaaS company I have invested in or worked with that has made a commitment to building at least one high quality piece of content per week has seen significant ROI from SEO over a period of months or a year.
Companies need a specialized approach for SMB accounts, different than the tactics used for Enterprise. Andrei Brasoveanu will sit down for a conversation with Agnes Bazin Doctolib on how to create a targeted and effective sales process tailor-made for SMB. The topic of the day is secret to SMB sales. That’s fantastic.
15:41) Scaling Twitter’s ad business and managing hyper-growth. (26:54) 49:07) The effectiveness of small group events in go-to-market strategies. (31:55) Thats why HG Insights created The Next Generation of Sales AI report to calm the FOMO and help you bring AI to your GTM teams. Youre not alone. Why HG Insights?
Meet Our Speakers… Patrick Arippol, Managing Director of Early Stage Investments, DGF Investimentos. He is leading DGF Investimentos’ specialized early-stage investment group – DGF Inova. Starting as VP of Sales, in less than two years he became CEO. Talk: SaaS.City Bootcamp: Sales Leadership.
Elements of Successful Global Sales Expansion. “Be So, let’s look at four keys to a successful global sales expansion. Make Investments Across the Board, and Make a Plan for the Resources You Have. Global expansion requires strong business partners in all functions, and committed investment across the board.
How to Design a Sales Comp Plan to Get You to $100M with Work-Bench, Movable Ink, MongoDB and Concert Finance. This panel will speak tactically to various comp design options as a way for management to determine and promote ideal behavior in their front-line teams. Meghan Gill | VP of Sales Ops @ MongoDB. FULL TRANSCRIPT BELOW.
Investing in product analytics software can be a worthwhile investment as it helps you attain deeper insights into user behavior. Hotjar Engage lets you recruit respondents, schedule research sessions, and conduct interviews using native conferencing. How long is Hotjar free trial? What is the downside of Hotjar?
One of the early co-investments with my prior firm in Bessemer was in Shopify. If you look at companies like Cornerstone OnDemand, which we invested in a long time ago, it took them some time to get to 100 million of ARR. This is really founder-led sales. With Twilio, for example, they expanded into email.
They are the most succinct way of communicating how a business operates to management teams and boards, who weigh the trade-offs of different investments. In the early stages of the startup, financial statements aren’t used much as a management tool. They are most often used to keep an eye on monthly burn rate.
Before we get into our 2017 recap and 2018 road map, I wanted to provide some quick background on how Sales Hacker came to be. How It All Began: The Story of Sales Hacker. I can’t believe it’s been 4 years since we threw our first Sales Hacker Conference in September of 2013. 2014: Full Time on Sales Hacker.
Building a sales team that can go from $0-$50M (Video + Transcript). Gaetan Gachet | SVP of Sales @Algolia. It’s an honor to be here with this mythical creature, this sales leader that goes from zero to 50 million in the same job. He has a whole French sales team and office that only speaks English in Paris.
With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started.
Some of the most successful and influential SaaS companies include channel sales in their go-to-market strategy. For the uninitiated, channel sales refers to the process of partnering with third parties to get your product into the end user’s hands. Channel Sales versus Direct Sales – The Good and the Bad.
Apart from a large user base, here are a few other reasons this strategy is worth the investment: Position your brand as an authority Research reports are a massive investment. “We engaged thought leaders and influencers to be a part of the report and the launch event. With social media, that’s not the case.
Customer acquisition is basically how much do you spend in terms of sales people, sales team, and in terms of marketing to acquire a new customer. The key here is knowing what your sales model is. And there are basically two sales models out there. Kind of extreme sales models out there for SaaS businesses.
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