SaaStr

NOVEMBER 4, 2022

My top list: Slow down big decisions — when you aren’t sure. My biggest mistakes were when I said roll the dice, but my gut wasn’t sure the downside risk was worth it. Pay Up — For The Best. Working for free is OK in the early days, but later, it gives you an excuse to just “do your best.” Charge from Day 1.

Growth 117

Growth Start-ups Customers Product 117

Salesforce

AUGUST 17, 2022

Unlock career opportunities with Trailblazer Mentorship Meet Trailblazer Mentee Daphne Zhang Give back to the community as a Trailblazer Mentor Ready to dive in? Meet mentor @juanfach : “I'm so excited about #TrailblazerMentorship , giving back is one of the #1 ways to stay positive. million new jobs by 2026.

Networking 98

Networking Consult Meeting Clients 98

SaaStr

FEBRUARY 10, 2024

“My App Stack” is a new series where we dig in with top CMOs, CROs, CTOs and CEOs on just what apps they’re really using to run their business. I always learn a lot from these — they are in essence a best practices list from each leader. This last year ChatGPT has been my best new app. #3.

Growth 81

Growth Engineering Product 81

Partners in Excellence

MARCH 7, 2024

And some of the very best have never had a selling title. My friend David Brock sent me an email that started with “Carlos, yeah, yeah, I know you are a marketer, but you are also a terrific seller.” The first event was proof that I either needed to change my thinking and approach or quickly find a new career.

Sell 119

Sell Tradeshows Pitch Up-sell 119

SaaStr

FEBRUARY 29, 2024

(@jasonlk) February 13, 2024 So I remember years ago I went to hire my first VP — ever. I went to reach out to the best candidate I could find by a cold email. I went to my ex-boss and mentor and asked him how I’d know if he was interested. “Oh you’ll know.

Process 80

Process Sales Engineering Meeting 80

SaaStr

MARCH 8, 2021

I had my first mentor a couple of yrs ago when I was SVP. I extended the coaching to two of my VP’s then two Sr Dir. What’s lagged is training, helping and mentoring your VPs. But what we all still need is trusted help and advice — even the very best VPs do. And save this for her top mentor.

Engineering 125

Engineering Strategize Up-sell Trust 125

SaaStr

DECEMBER 10, 2023

“My App Stack” is a new series where we dig in with top CMOs, CROs, CTOs and CEOs on just what apps they’re really using to run their business. I always learn a lot from these — they are in essence a best practices list from each leader. The post My App Stack: Udi Ledergor, Chief Evangelist at Gong appeared first on SaaStr.

CRM 121

CRM Launch Price B2B 121

Partners in Excellence

AUGUST 3, 2021

These people are the core of my brain trust. ” “What would happen if you tried that… ” “You should talk to ……” “I mad a mistake, this is what I learned…” My brain trust helps me think differently. ” Each is one of the best at what they do.

Trust 144

Trust Consult Gaming Conversion 144

SaaStr

FEBRUARY 10, 2024

Dear SaaStr: What’s Your Best Advice for Struggling Entrepreneurs? Having struggled a lot myself in the early days several times … just a few thoughts to summarize my learnings: 1. In my toughest times, it was always adding one great leader that turned things around in the end. Get a (better) mentor if you can.

Growth 122

Growth Product Customers 122

SaaStr

APRIL 2, 2021

My top list: Slow down big decisions — when you aren’t sure. My biggest mistakes have been where I quickly said “roll the dice”, but my gut wasn’t sure the downside risk was worth it. Working for free is OK in the early days, but later, it gives you an excuse to just “do your best”. Find a way. Charge more.

Start-ups 130

Start-ups Customers Product Sales 130

STAR Results

MAY 15, 2021

He shared with me that they rolled out a coaching program and said that it was the best program the sales managers have ever taken. In my discussions with training managers who have run sales managers development programs, I found out that their company had developed a curriculum comprising 1-2 day workshops focused on key skills training.

Follow-up 186

Follow-up Contact Sales 186

Partners in Excellence

APRIL 5, 2024

Preface : I’ve been introduced to Martin Mackay through my friend Bob Apollo. It was my move to the software industry with Dun & Bradstreet Software in 1991 which first introduced me to carrying a quota – at that time for Services into new and installed base accounts. The best feeling in the world.

Sell 115

Sell Territory Consult Contract 115

STAR Results

APRIL 20, 2021

When I look at the data regarding the performance that highly effective sales managers produce, it becomes evident where I would invest my first dollar. Coach them, mentor them, disciple them, and develop them, but please don’t attempt to train them. Coaching/Mentoring. Great sales managers deliver $3.5 M more sales per year 2.

Sales 271

Sales Sales Support CRM Networking 271

SaaStr

DECEMBER 23, 2023

My advice is hard learned, and pretty contrary to what you’ll be told. jasonlk) December 23, 2023 My Top 5 suggestions / learnings: #1. Some of the best deals you’ll ever see as a founder-turned-VC will be in your first 90 days. In the early days, all you’ll care about is the best CEOs in the best spaces.

Start-ups 115

Start-ups Pitch Closing Conversion 115

SaaStr

JUNE 19, 2023

Dear SaaStr: What’s the Best Advice That Entrepreneurs Never Hear? My list of top advice founders never hear: Thanks for reading Scaling SaaS — from SaaStr! Subscribe for free to receive new posts and support my work. SaaStr The post Dear SaaStr: What’s the Best Advice Founders Never Hear? Start there.

Price 85

Price Start-ups Up-sell Trust 85

Salesforce

MARCH 7, 2022

I’m so thankful for all the strong and wonderful women leaders I’ve known over the years — women that remind me to dream big, never compromise, and stay committed to my values. I’ve been in situations where my opinion and authority weren’t taken as seriously as my male counterparts.

Trust 98

Trust Legal Networking Promote 98

Salesforce

DECEMBER 12, 2022

Through the program, I not only learned about Salesforce and earned my first Salesforce certification but also built a network that ultimately helped me secure a role as a Salesforce Admin. While my experience may not look the same as yours, I’ve learned things along the way that I wish I’d known earlier. Mentoring Basics.

Networking 98

Networking Start-ups Growth Launch 98

Search Engine Land

MAY 6, 2024

So if you want the bullet points, here’s my best attempt: A mentor : Mark understood the world and how to win within its parameters better than anyone. Mark was a husband to his best friend and partner Bobby Maine. How much he improved my life. My LinkedIn post. Fair warning…I wrote a lot.

X-functional 122

X-functional Sports Represent Start-ups 122

SaaStr

AUGUST 27, 2023

“My App Stack” is a new series where we dig in with top CMOs, CROs, CTOs and CEOs on just what apps they’re really using to run their business. I always learn a lot from these — they are in essence a best practices list from each leader. I just joined and my first purchase was 6Sense. We are running on HubSpot (my first time!)

Launch 84

Launch Growth Go To Market Prospecting 84

Partners in Excellence

OCTOBER 9, 2023

It’s for me to explore my thinking and to get greater clarity. Through my career, I’ve seen continued improvement, and I believe this for the future. Then the other day, I was speaking with someone I consider to be both a friend and mentor, Lahat Tzvi. This post is primarily written for me.

Consult 115

Consult Start-ups Conversion Up-sell 115

Sales Hacker

MAY 29, 2023

my mom asked me. If I were to look back at my journey and how far I have come from — the “ What does a BDR do? ” to being an account executive who’s closed more than 70 logos — I would say I have grown quite a lot professionally. Find a mentor Not every helpful AE is a high-performing rep. I’m not sure, Mom.

Territory 86

Territory Objectives and Key Results CRM Pitch 86

Salesforce

JUNE 13, 2023

Photo: Bamlak Haile Apply yourself and meet as many people as you can, find a mentor or a sponsor. When I met people at the conference, I was introduced by my mentor who said, ‘Have you met Bam?’ That puts a lot more weight behind your name.” In 2019, North Africa Dreamin’ was born.

Territory 98

Territory Networking Education Consult 98

Partners in Excellence

MARCH 4, 2024

Preface: Jack Malcolm is a close friend and someone I count as a mentor. Jack has written one of the best books on business/financial acumen, I ‘ve ever read: Bottom Line Selling. He’s also written one of the best books on “communications,” in Lean Communication , as well as Strategic Sales Presentations.

Sell 73

Sell Appointment Finance Pitch 73

Veloxy

AUGUST 31, 2023

Know your product Whereas inside sales reps need to speak intelligently about their products, outside sales reps also need to know how best to use their products, their industrial applications, and in some cases the products’ intricate engineering. The best way to find a protege is to contact your local business schools or alumni.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Highspot

MARCH 2, 2022

In a well-structured internship, an intern learns about the real world of engineering, gets career coaching from management, and obtains hands-on experience with expert mentoring. A great mentor supports, motivates, champions, and appropriately challenges an intern. Essential Components of a Successful Internship. Mentorship.

UX 96

UX Engineering Networking Education 96

SaaStr

MARCH 6, 2021

One privilege I get as part of mentoring and investing in a few dozen startups is a chance to work with first-time managers. Get a Formal Mentor. We all need mentors, but especially, first-time managers. And founders — reserve some shares and a full dollars to mentor your stretch VPs back. More on that here.

Trust 140

Trust Start-ups Engineering Conversion 140

SaaStr

AUGUST 22, 2023

link] — Aaron Levie (@levie) September 11, 2020 My Top 5 Things to Remember When Starting a Company:: #1. Aggressively seek out the very best help. Get the best investors, the best advisors, the best mentors. The best of the best here can really accelerate your business.

Start-ups 86

Start-ups Meeting Product Customers 86

SaaStr

AUGUST 9, 2020

My top list of advice founders never hear: Slow it down if you don’t have a great co-founder. The mentors and investors that give you the best advice often don’t sugarcoat i t.You have to develop a thicker skin as a founder. We all get excited to “get going” with a start-up. But can you trust her/him? Start there. Start there.

Start-ups 144

Start-ups Trust Meeting Product 144

Partners in Excellence

JANUARY 16, 2020

Forgive my pure indulgence. This is primarily for me to help sort out some thoughts and deal with my profound grief. The first was my youngest sister, Kathy, who passed away about 18 months ago. The second is my best friend, mentor/hero, and wife of 38 years, Kookie. Kookie passed away two days ago.

Hospitality 98

Hospitality Conversion Gaming Start-ups 98

Highspot

APRIL 14, 2021

Kat Perreria on Finding a Mentor. Without my mentors, I wouldn’t be as successful as I am today. I was an intern coming into tech which feels a little like walking into a party where you only know one person – your mentor. In this analogy, my mentor can either help me feel welcome or can treat me like a burden.

Technique 80

Technique Launch Trust Sales 80

Salesforce

NOVEMBER 22, 2021

My choice to jump into the cloud A time of growth Paying it forward Six tips for success in your Salesforce career path. My father saved every spare penny to send me and my brother to college. My brother convinced me to learn Java, so I spent all my waking hours doing just that. My choice to jump into the cloud.

Growth 98

Growth Networking Consult Drivers/motivators 98

Heinz Marketing

MAY 23, 2022

In all honesty, when I read the list of company sponsors available to me through the University of Washington Sales Program , Heinz Marketing caught my eye because I wondered “How did the directors get in contact with my favorite condiment company?!” to streamline and align sales and marketing strategies.

Pipeline 110

Pipeline Clients Meeting Consult 110

SaaStr

MARCH 28, 2021

But here’s my list of things I don’t think you should do, almost always, in SaaS/B2B: Committing for less than 24 months to get to product-market fit. Not paying up for the best VPs. The best VPs will rarely come cheap. Not paying your mentors and top advisors. A lot of rules are just that — guidelines. Rule | SaaStr.

Start-ups 114

Start-ups B2B Meeting Closing 114

Salesforce

MAY 30, 2023

Get answers to your burning questions about the best ways to sell, learn, and grow in this ever-changing field. Dear Salesblazer: What are the best sales certifications and training to help me advance my career and stand out from the crowd? I’ve broken down my approach below. Have a question? Ask it here.

Education 52

Education Objection handling Cold Call Up-sell 52

SaaStr

AUGUST 17, 2020

Here’s my list of the best golden advice I was given as a first-time — and second-time — CEO: Manage People — In General, and Earlier. Your best bosses, VPs, mentors and others will give you “audibles” — quick bits of micro-advice during pitches, customer meetings, interviews, etc. Let them run.

Growth 144

Growth Pitch Closing Engineering 144

Hubspot

JANUARY 10, 2024

Today, let’s review the best pipeline coaching strategies. Pipeline coaching is when a sales manager mentors a sales rep during a pipeline management meeting. The natural inclination of sales managers is to get through the entire pipeline during each meeting, but in my opinion, this isn’t the best use of time.

Pipeline 74

Pipeline Meeting Construction Closing 74

Partners in Excellence

MARCH 17, 2024

I need to explain it because, at the beginning of my working life, I really hated sales. In my household, sales were never discussed, even though my father had a company with some partners. Years passed, and everything I saw and experienced confirmed my fear and rejection of sales. The reflective aspect has remained.

Sell 73

Sell Consult Management Consulting Clients 73