The theme of my conversations recently seems to be SMB SaaS moving to sell into the enterprise. One question that comes up when planning a move like that is what type of collateral and content is needed to sell to enterprise accounts. I am always pleasantly surprised by the forethought the question demonstrates. While it can seem […]
SaaS Sales Best Practices
Read, listen and watch SaaS sales best practices for founders and leaders of growing technology companies. Join SaaS co-founders and operators Justin and Anna Talerico for guidance on sales, marketing, customer success, culture and institutional readiness.
Here’s a quick set of 15 questions to ask yourself to get an idea of the strengths and weaknesses of your sales organization.
When I headed up sales for my previous company, ion interactive, you could say I was pretty close to the marketing department, since my husband was our CMO. There were many benefits to having sales and marketing so, ahem, close. When both are connected by wedding rings, one hand always knows what the other hand […]
Salespeople need to be willing to be available for their prospects, 24/7. Time kills deals. And responsiveness wins deals.
Some SaaS companies start by selling to the SMB market and evolve to sell to the enterprise at some point. Often this move is a planned strategy. And other times, it’s more accidental. Enterprise customers actually lead you there. You’re targeting small and mid-sized businesses and suddenly you notice that you have some Fortune 1,000 […]