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Building a Sales Team

That Super-Successful VP of Sales.  Great?  Or Just Lucky?

That Super-Successful VP of Sales. Great? Or Just Lucky?

By Jason M. Lemkin on February 18, 2015

I get sent this resume to review all the time.  Director+ of Sales at Yammer / Salesforce / Successfactors / Pick Your Brand Name SaaS Company.  Took Hot Start-Up from $0 to $30m as VPS from Day 0.  Was there “early” through IPO and did amazing things. That all sounds impressive, for sure.  But was […]

Posted in Business | Tagged Building a Sales Team, Entrepreneurship, Hiring & Retention, SaaS, SaaStr, sales, startups

How to Ensure Your First 2 Sales Reps Actually Work Out

How to Ensure Your First 2 Sales Reps Actually Work Out

By Jason M. Lemkin on January 28, 2015

A long-time reader, first time caller recently wrote in to ask a question that pretty much everyone asks some variant of: If you had to force rank these items in terms of what we should primarily be looking for in these first sales reps, how would you rank them? – has sold SaaS before (as […]

Posted in Business | Tagged Building a Sales Team, Entrepreneurship, Hiring & Retention, SaaS, SaaStr, sales, startups

How to Grow 25% Faster Than Plan in ’15: The Salesforce Live Video with SaaStr, Aaron Ross and Parker Conrad, CEO of Zenefits

How to Grow 25% Faster Than Plan in ’15: The Salesforce Live Video with SaaStr, Aaron Ross and Parker Conrad, CEO of Zenefits

By Jason M. Lemkin on December 16, 2014

The other day Aaron Ross (my co-author of the next volume of Predictable Revenue), Parker Conrad (CEO of Zenefits) and I had a ton of fun talking about Doing Even Better in ’15 on Salesforce Live. It’s very well produced and was a fun session.  You can check it out here or by clicking below if you […]

Posted in Business | Tagged Building a Sales Team, case studies, Entrepreneurship, SaaS, SaaStr, startups

You’ll Know in One Sales Cycle If Your VP Sales Won’t Work Out: Four Case Studies.

You’ll Know in One Sales Cycle If Your VP Sales Won’t Work Out: Four Case Studies.

By Jason M. Lemkin on December 9, 2014

Just about a year ago, we did a post that proved, at the time, to be somewhat controversial.  That in Just 30 Days, or at least, just one full sales cycle — you’ll know if your VP Sales isn’t going to work out. This isn’t intuitive, and is something I had to learn the hard way. […]

Posted in Business, Featured Posts | Tagged Building a Sales Team, case studies, Complex sales, echosign, Entrepreneurship, SaaS, SaaStr, software as a service, startups

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