Blog
The Essential SaaS Sales Metrics
More than any other department, sales relies on tracking and measuring. Metrics are the heartbeat of a high performing sales team.
50 SaaS Sales VP Interview Questions I Always Ask
I’m often asked to participate in interviews when companies are hiring new sales leadership and people are surprised by the depth of questions I ask. I thought it could be helpful to capture them here. I also created an interview question bank, with notes about what kinds of responses to look for.
More on the SaaS Sales Playbook for Product-Led Growth
I recently shared a few quick thoughts on how the SaaS sales playbook has to be adapted to work well in a product-led organization. Here are some more details on those thoughts…in no particular order.
Adapting the Traditional SaaS Sales Playbook for Product-Led Growth
There is an inside sales playbook that many SaaS companies use. And with good reason. It’s a tried and true, time-tested way to sell SaaS. It’s effective and proven. If you work for a B2B SaaS company you probably know this playbook well. It’s some variation of….
Are Stalled Deals Cluttering Your Sales Pipeline?
A sales rep recently asked me how to qualify their pipeline better. I started by looking at some of her deals with her, through the lens of her company’s qualification criteria.