It’s day two at SaaStr Annual 2016, which means 5,000 SaaS leaders from 47 countries are gearing up for a second day of killer content and networking in San Francisco. Hundreds of those leaders packed into the event’s Tactical Theater for one early session on “How to Really Do Outbound Sales,” featuring these three experts: John Barrows,...Read More
As a new sales leader, time is your enemy. There’s a lot of pressure to close more business as fast as possible, and you don’t have a lot of time to get the job done right. So it’s important to not waste your time on things that don’t matter. But you know all this. So...Read More
“Illusion and Reality in Product Market Fit” was the first tactical session to hit SaaStr Annual 2016. And it brought a standing-room only crowd to the Nob Hill Masonic Center’s lower level. The audience of SaaS executives and founders stood three rows thick behind hundreds of chairs, to listen to these three experts for 30 minutes: Hiten Shah,...Read More
This piece is part of our series on sales development, by sales development reps. You identify the perfect prospect to go after in an optimal account for your company. You manage to obtain their direct phone number to reach them. You excitedly dial. Disappointment sinks in when you hear the all-too-familiar automated attendant say that...Read More
I think everyone, no matter their background, has heard an inspirational quote around the importance of keeping a good attitude. Initially, it sounds like a simple task. But at times — like the end of a down month — can be extremely difficult for both you and your sales team. I played sports growing up,...Read More
So you’ve got all sorts of sales reports in your CRM system. They show you lead sources, proposals sent, deal size, close rate and so on. But there’s a problem: Looking at a sales report will tell you if you didn’t close enough deals this month, but it won’t tell you why. The data in...Read More
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