The Ultimate SaaStr Sales & GTM Reading List: 30 Essential Articles Every Revenue Leader Must Read
The go-to-market landscape has fundamentally shifted in the last 12-18 months. Older playbooks don’t seem to be working as well. And at the same time, the native AI leaders are growing at a pace we’ve simply never seen before. We’ve assembled 30 of the most...
Dear SaaStr: How Do You Handle It When a Prospect Puts a Deal “On Hold”?
Dear SaaStr: How Do You Handle It When a Prospect Puts a Deal “On Hold”? When a deal goes “temporarily on hold” in your CRM, it’s critical to treat it as a live opportunity, not a lost one. The key is to stay engaged without being overly pushy....
A Great VP of Sales Isn’t Great at Everything
We’ve talked a lot on SaaStr over the years about all different types of VPs of Sales. From Stretch VPs to stage-appropriate VPs. A great checklist here to make sure you’re making the right hire. It’s worth also focusing on a related, high-level...
Outbound Always Works. If You Do It Right. And You Put In The Time.
"Crummy outbound may not work that well these days. But great outbound still works like magic." pic.twitter.com/DwjcgRLOVA — Jason ✨👾SaaStr 2025 is May 13-15✨ Lemkin (@jasonlk) January 31, 2025 These days, it can really feel like the Old Bag of Sales...
Eventually … Almost Everyone Has a Sales Team
The lure of freemium (like The Force) is strong. No headaches. Customers try and buy all on their own. Like magic. The appeal of No Salespeople can be strong. And freemium is certainly back in the Age of AI. ChatGPT, Claude, Cursor, Canva and more have all...
12 of the Most Common Mistakes Scaling Your First Sales Team
Dear SaaStr: What are the most common mistakes founders make hiring their first real sales teams? A few key mistakes I see start-ups making > 50% of the time: Hiring Early Reps (#1 – #3) That You Personally Wouldn’t Buy From. Don’t hire someone with the...
Dear SaaStr: How Long Should You Give a New Sales Rep?
Dear SaaStr: How Long Should You Give a New Sales Rep? The tough truth is from 0.5–1.5 sales cycles. Sales is tough. It’s a lot of Nos to get to a Yes. And while sales is pretty similar in SaaS at a given price point / ACV, different products are still different to...
CRO Confidential: How Windsurf Built A Billion-Dollar AI Company and a Winning Sales Machine with VP of Worldwide Sales, Graham Moreno
Join us on this episode of CRO Confidential as host Sam Blond dives into the remarkable journey of Codium’s VP of Worldwide Sales, Graham Moreno. Discover how Graham led Codium from a 30-employee startup to a unicorn with 150 employees in just one year.
Dear SaaStr: How Do You Price a SaaS Product in a New B2B Market?
Dear SaaStr: How Do You Price a SaaS Product in a New B2B Market? I’ve lived it. It’s not as complicated or as hard as it sounds. The simplest answer is usually to copy the pricing from the closest public company or other break-out leader you can find that is...
Dear SaaStr: What is a Good Refund Policy for a SaaS Product?
Dear SaaStr: What is a Good Refund Policy for a SaaS Product? SaaS startups, especially those that sign customers to annual customers, will have customers that want to cancel those un-cancelable contracts and get a refund. Even customers that pay monthly on credit...
Dear SaaStr: Do SaaS Companies Typically Pay Their Sales Reps a Bonus on Renewals? If So, How Much is Typical?
Dear SaaStr: Do SaaS Companies Typically Pay Their Sales Reps a Bonus on Renewals? If So, How Much is Typical? Simple answer: almost no SaaS companies pay sales reps on standard renewals. Longer reason: they don’t — because you want to specialize. We’ve all learned...
Dear SaaStr: What’s The #1 Thing I Can Implement to Improve Sales performance?
Dear SaaStr: What’s The #1 Thing I Can Implement to Improve Sales performance? Training. Especially, in the early and middle days, when you don’t have a dedicated team to train your reps. You don't really have to train Sales Reps #1 and #2 that much...
What to Expect from a New CRO In The First 90 Days with Kathy Lord, CRO at Zensai
SaaStr CEO and Founder Jason Lemkin sat down with Kathy Lord, CRO of Zensai (and formerly of Intacct), to talk about what CEOs and CROs should really expect from one another, especially in those critical first 90 days.
Dear SaaStr: At What Point Should a Startup Hire a Salesperson?
Dear SaaStr: At What Point Should a Startup Hire a Salesperson? Only once you have closed 10 customers yourself. Never before. After 10 — you will know. You’ll not only know how to actually pitch, sell and close your product. But from that, you’ll also know when you...
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