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How to Improve Your SaaS Sales Compensation Plan

  • May 8, 2019August 5, 2019
  • Karrie Lucero

You finally have your SaaS sales compensation plan up and running. And it’s working—for the most part. But after a few months, maybe those business goals continue to be out of reach or your sales reps aren’t performing as well as you’d like, or you simply feel like you’re paying too much.

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  • Podcast

Joe Caprio of Chorus.ai

  • April 16, 2019August 5, 2019
  • Rob Jeppsen

In this episode, Joe gives a persuasive overview of the role of AI in the sales process. Historically I’d lump “AI” in with Bitcoin, 3D Printers, and VR, but now I’m a believer and can grasp the frothy valuations in the space.

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  • Article

Why Your Cost of Sales Generally Doubles As You Scale

  • March 18, 2019August 5, 2019
  • Jason Lemkin

One of the biggest things first-time founders intuit wrong is how much sales efficiency plummets … just as it is getting good. Usually, most SaaS start-ups follow a pattern where the CEO starts off doing founder-led sales. Then, after she hires a few sales reps, and makes a few mistakes.

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  • Podcast

Max Altschuler of Outreach

  • February 26, 2019August 5, 2019
  • Rob Jeppsen

In this week’s episode, Max Altschuler, a consummate salesman and the founder of Sales Hacker, is now Vice President of Marketing at Outreach. He brings the rare perspective of a sales leader who..

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  • Book

Book Review: Predictable Revenue

  • January 22, 2019August 21, 2019
  • Rob Evans

Predictable Revenue by Aaron Ross Quite literally the SaaS GTM sales playbook. Aaron Ross built the sales machine at Salesforce and shares his playbook with us in his book, Predictable…

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  • Article

SaaS Sales Compensation: How to Design the Right Plan

  • December 19, 2018August 5, 2019
  • David Skok

Sales compensation is a more complex topic for SaaS/subscription revenue companies. Unlike traditional software sales, the job of sales doesn’t end when a new customer signs a contract. Instead, it is crucial to retain customers over many years, as that is how you maximize your revenues.

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  • Article

Should RevOps Police Sales?

  • December 1, 2018April 30, 2020
  • Taft Love

A debate has existed in the sales community for years: Whose job is it to police the sales team — sales management or RevOps? I won’t bury the lead here. The answer is sales management. Some people disagree with me here, but those people are wrong…

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  • Article

The Sales Velocity Equation: Your First Personal Sales Ops Exercise

  • July 6, 2018August 5, 2019
  • Andrew Oddo

One of the most enlightening and personal sales operations exercises that any rep can do is to build their own sales velocity equation. In fact, even before sellers join a company, it can be extremely helpful to ask your prospective employer about the current sales velocity of their organization.

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