Sales Strategies

Jason Lemkin created and runs SaaStr, the world’s largest community for B2B/SaaS founders, and is the managing director of SaaStr Fund, a $90 million venture capital firm specializing in early-stage enterprise investments. He is also the mastermind behind two major tech conferences each year—one in the Bay Area, drawing in over 15,000 people, and another in Europe, with a crowd of more than 3,000 SaaS executives, founders, and entrepreneurs. Before SaaStr, Jason wore many hats: CEO and co-founder of EchoSign (later bought by Adobe), vice president at Adobe Systems, co-founder and president of NanoGram Devices Corp., vice president of NeoPhotonics, and a senior director at BabyCenter. In our conversation, we discuss:

• How far you should go without a salesperson

• Signs it’s time to hire salespeople

• Why you need to hire two salespeople

• How to compensate your salespeople

• How to interview salespeople

• When to hire a VP of Sales

• How to prevent their flaming out

• How to scale your sales org

• How to improve the relationship between your sales and product teams

• Much more

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Find the full transcript at: https://www.lennyspodcast.com/building-a-world-class-sales-org-jason-lemkin-saastr/

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Where to find Jason Lemkin:

• X: https://twitter.com/jasonlk

• LinkedIn: https://www.linkedin.com/in/jasonmlemkin/

• Website: https://www.saastr.com/

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Where to find Lenny:

• Newsletter: https://www.lennysnewsletter.com

• X: https://twitter.com/lennysan

• LinkedIn: https://www.linkedin.com/in/lennyrachitsky/

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In this episode, we cover:

(00:00) Jason’s background

(06:18) The importance of sales in B2B businesses

(11:23) Signs that you should start hiring salespeople

(14:19) Attributes to look for in early sales reps

(19:08) Hiring a VP of Sales

(26:43) The role of a VP of Sales

(30:06) Interviewing salespeople

(45:16) Determining sales compensation and quota

(53:34) Transitioning from 100% commission to a smaller percentage

(56:58) Indicators of a hard-to-sell product

(59:39) Scaling the sales organization

(01:05:26) Understanding sales roles and titles

(01:10:02) Product involvement in sales, and vice versa

(01:20:32) Thoughts on product teams taking on P&L responsibilities

(01:27:23) One thing founders can do to become better at sales

(01:31:02) The ideal trial length for a free trial sales team

(01:39:50) Closing thoughts

(01:41:43) Lightning round

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Referenced:

• Marc Benioff on LinkedIn: https://www.linkedin.com/in/marcbenioff/

• Snowflake: https://www.snowflake.com/en/

• Yamini Rangan on LinkedIn: https://www.linkedin.com/in/yaminirangan/

• Salesforce: https://www.salesforce.com/

• HubSpot: https://www.hubspot.com/

• Twilio: https://www.twilio.com/

• Cloudflare: https://www.cloudflare.com/

• GitHub: https://github.com/

• Columbo: https://www.imdb.com/title/tt1466074/

• What is Davos and why is it important? Your guide to the World Economic Forum’s annual meeting: https://www.euronews.com/next/2024/01/15/what-is-davos-and-why-is-it-important-your-guide-to-the-world-economic-forums-annual-meeti

• Adobe: https://www.adobe.com/

• Satya Nadella on LinkedIn: https://www.linkedin.com/in/satyanadella/

• Glengarry Glen Ross on Prime Video: https://www.amazon.com/Glengarry-Glen-Ross-James-Foley/dp/B002NN5F7A

• The Wolf of Wall Street on Prime Video: https://www.amazon.com/Wolf-Wall-Street-Leonardo-DiCaprio/dp/B00IIU9FQY

• A step-by-step guide to crafting a sales pitch that wins | April Dunford (author of Obviously Awesome and Sales Pitch): https://www.lennyspodcast.com/a-step-by-step-guide-to-crafting-a-sales-pitch-that-wins-april-dunford-author-of-obviously-awesom/

• Pipedrive: https://www.pipedrive.com/

• Sam Blond on LinkedIn: https://www.linkedin.com/in/sam-blond-791026b/

• Gong: https://www.gong.io/

• Zendesk: https://www.zendesk.com/

• ZoomInfo: https://www.zoominfo.com/

• Apollo: https://www.apollo.io/

• Daniel Chait on LinkedIn: https://www.linkedin.com/in/dhchait/

• SAP: https://www.sap.com/

• Lessons on building product sense, navigating AI, optimizing the first mile, and making it through the messy middle | Scott Belsky (Adobe, Behance): https://www.lennyspodcast.com/lessons-on-building-product-sense-navigating-ai-optimizing-the-first-mile-and-making-it-through-t/

• VistaPrint: https://www.vistaprint.com/

• Procore: https://www.procore.com/

• Matt Mullenweg on LinkedIn: https://www.linkedin.com/in/mattm/

• Wordpress: https://wordpress.com/

• SaaStr University: https://app.saastruniversity.com/collections/20252

• From Impossible to Inevitable: How SaaS and Other Hyper-Growth Companies Create Predictable Revenue: https://www.amazon.com/Impossible-Inevitable-Hyper-Growth-Companies-Predictable/dp/1119531691

• Pavilion: https://www.joinpavilion.com/

• Top 10 Learnings about Free Trials with Tomasz Tunguz: https://www.youtube.com/watch?v=tfQNJpnxmMw

• The Terminal List on Prime Video: https://www.amazon.com/The-Terminal-List-Season-1/dp/B09HYNH8TK

• Top Gun: Maverick on Paramount: https://www.paramountmovies.com/movies/top-gun-maverick

• OpusClip app: https://www.opus.pro/

• OnePlus Open smartphone: https://www.amazon.com/OnePlus-Dual-SIM-Unlocked-Smartphone-Hasselblad/dp/B0CHN7M531/

• SaaStr conferences: https://www.saastr.com/events/

• Marketo: https://go.marketo.com/about-marketo-landingpage-emea.html

• Zoomtopia: https://zoomtopia.com/

• Money20/20: https://us.money2020.com/

• Shoptalk: https://shoptalk.com/

• Jeff Lawson on LinkedIn: https://www.linkedin.com/in/jeffiel/

• Eric Kwan on LinkedIn: https://www.linkedin.com/in/erickwan/

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Production and marketing by https://penname.co/. For inquiries about sponsoring the podcast, email podcast@lennyrachitsky.com.

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Lenny may be an investor in the companies discussed.

Welcome to episode #220 of the How To Sell podcast. In this episode, your hosts, Luigi Prestinenzi and Dave Fastuca, dive into the art of effective outreach and nurturing relationships with potential clients. 

We kick things off by explaining our unique approach to sales. We then discuss the trigger event that led us to reach out to Tim, who had recently started a new role at Lusha. We elaborate on our research process, highlighting the value of thorough research before making contact.

We also delve into the multi-channel outreach strategy we employ, including LinkedIn, email, and phone calls. We provide a glimpse into our initial messages and the soft call-to-action we use to engage Tim effectively.

To wrap things up, we share insights on nurturing prospects over time, the role of giving value before asking for anything, and how patience and confidence play a vital role in successful prospecting. We emphasize the benefits of building relationships that extend beyond immediate deals, showcasing the long-term value of these connections in the world of sales.

If you're seeking actionable strategies to improve your prospecting game and build lasting client relationships, this episode is a must-listen.

If you found these takeaways valuable, please consider leaving a 5-star rating on Spotify and a review on Apple Podcasts.

Luigi Prestinenzi - https://shorturl.at/diwy9

Dave Fastuca -  https://shorturl.at/ctvLY

**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.

Subscribe to the Growth Forum Newsletter Click Here 👉 https://www.growthforum.io/newsletter

Sales OS is a step-by-step operating system to rapidly grow your revenue while slashing your selling hours in half: https://growthforum.io/

In episode #215 of the How to Sell podcast, Luigi Prestinenzi and Dave Fastuca sit down with Jacob Muraca, CEO and COO of Bondi Sands, a leading Australian cosmetics company that sells salon-quality self tan, SPF protection, body care and skincare products.

Discover how Bondi Sands conquered new markets, committed to providing affordable, high-quality products, and achieved the impressive feat of becoming a leading skincare and cosmetics brand.

Jacob breaks down the real-life decision making process of a CFO, dismissing the stereotype of a mere "cost-cutter", as he reveals how CFOs are in fact growth strategists on the hunt for incremental benefits in their purchases. 

We delve deeper into how the CFO and CMO's experiences can shape ROI metrics as we discuss competition for budgets within departments and how to effectively navigate potential pushbacks.

Lastly, we dish out effective sales strategies across different industries and hierarchies.

Tune in as we offer a fresh look at the CFO's role in growth, budget allocation, and decision making, all integral to the success of a business.

If you enjoy this podcast, please leave a 5 star rating on Spotify and a review on Apple podcasts.

• Luigi Prestinenzi - https://shorturl.at/diwy9
• Dave Fastuca -  https://shorturl.at/ctvLY
• Jacob Muraca - https://au.linkedin.com/in/jacob-muraca-04763470

**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.

“The business that provides the most value wins, period.” In this episode, Alex (@AlexHormozi) discusses the importance of understanding what a lead is and how to engage them effectively. He also covers creating lead magnets and offers to attract engaged leads.

Welcome to The Game w/Alex Hormozi, hosted by entrepreneur, founder, investor, author, public speaker, and content creator Alex Hormozi. On this podcast you’ll hear how to get more customers, make more profit per customer, how to keep them longer, and the many failures and lessons Alex has learned on his path from $100M to $1B in net worth.

Get your own copy of the book at acquisition.com/books

Timestamps:

(0:17) - Get Understanding

(0:50) - Leads Alone Aren’t Enough

(2:38) - Engage Your Leads

(8:47) - Making a Lead Magnet

(32:09) - Conclusion

Follow Alex Hormozi’s Socials:

LinkedIn  | Instagram | Facebook | YouTube  | Twitter | Acquisition

Welcome back to Girls That Startup, a weekly series where we spill the tea on how to create a seven-figure side hustle - because no one saves their way to wealth. You’re joined by Sim, a seven-figure business owner, and Maia, an entrepreneur in the making.

Tune in this week to hear all about one of the high points in Sim's many adventures in business 📈

For more Girls That Invest:

• Sign up for the weekly Stock Market Tea newsletter
• Instagram
• TikTok
• Twitter
• Facebook

'Til next week, team! 💖

--- Send in a voice message: https://podcasters.spotify.com/pod/show/girls-that-invest/message

Hosted on Acast. See acast.com/privacy for more information.

(Disclaimer: This interview was recorded over Zoom. We apologize in advance for the quality of the audio.)

There is a space choosing between to extremes, but keep close to the choice that is totally risk reversal. Today, join Alex (@AlexHormozi) as he guests on Vince Del Monte’s YouTube to talk about scarcity urgency on resigns, attracting low-quality leads, using the cohort method, and more. This is part 1 of the interview.

Welcome to The Game w/Alex Hormozi, hosted by entrepreneur, founder, investor, author, public speaker, and content creator Alex Hormozi. On this podcast you’ll hear how to get more customers, make more profit per customer, how to keep them longer, and the many failures and lessons Alex has learned on his path from $100M to $1B in net worth.

Check out the episode on Vince Del Monte’s YouTube Channel!

Timestamps:

(0:47) - Cohort method, high-ticket coaching, and rolling urgency strategies.

(10:31) - Scarcity urgency for resigns: maximize renewals and upgrades.

(14:14) - Techniques for ascending to the next level, including downselling the upsell.

(17:01) - Avoiding low-quality leads while offering guarantees in your business.

Follow Alex Hormozi’s Socials:

LinkedIn | Instagram | Facebook | YouTube | Twitter | Acquisition

Want to be a better salesman? We may know a lot about homes, but sales may not be our thing. In this episode, a high-profile salesman helps us understand the basic principles of sales and how it relates to the home inspection industry.

Try our home inspection APP 🙌  https://bit.ly/3qXMGA2
Need a new home inspection WEBSITE? 👉   https://bit.ly/3nUnOaw
Get TRANSCRIPTS of all our episodes 👍   https://bit.ly/3qVVRRn

Check out our home inspection app at www.inspectortoolbelt.com
Need a home inspection website? See samples of our website at www.inspectortoolbelt.com/home-inspection-websites

*The views and opinions expressed in this podcast, and the guests on it, do not necessarily reflect the views and opinions of Inspector Toolbelt and its associates.

In this episode of Inside Look, Lisa Sasevich, a brilliant marketer, entrepreneur, and author of “Meant for More, The Proven Formula To Turn Your Knowledge into Profits” shares with us how to create offers that convert.  

Lisa shares with us her inspiration behind creating her new book, while speaking on how to monetize your skills without being salesy. Bedros gets Lisa to share with us some nuggets of knowledge from her book to inspire the Entrepreneur in all of us. 

• 00:35 - Meet today’s guest Lisa Sasevich author of  “Meant for More, The Proven Formula To Turn Your Knowledge into Profits.”
• 02:50 - Lisa introduces her new book “Meant for More, The Proven Formula To Turn Your Knowledge into Profits”
• 04:00 - Lisa’s inspiration came from that feeling of  “knowing” that we are meant for more!
• 05:45 - How to reach your potential: Lisa shares the first piece of the formula: “Making peace with sales”
• 08:30 - Bedros gets Lisa to dive deeper into resistance versus resolution in the selling mindset.
• 11:15 - Lisa shares with us the 4 steps to the formula: Making Peace with Sales, Discovering your unique value, Put it into action, then Putting together the irresistible offer.
• 18:10 - Bedros and Lisa talk about “making the virtual offer”
• 23:30 - How to systematize the process
• 25:10 - Get your copy of “Meant for More, The Proven Formula To Turn Your Knowledge into Profits'' at www.lisasasevich.com. You also get access to the audio version with your purchase

“Don't second guess, just keep going forward to the next inspired action.” - Lisa Sasevich

Follow me on Instagram: @bedroskeuilian

Buy Man Up and get Bedros’ High Performance Leadership Course for FREE: https://manup.com/

James Sinclair's Business Broadcast is the weekly podcast from the award-winning entrepreneurial CEO of the Partyman Group; home of 7 much-loved family-based brands which welcome one million customers through the doors of their attractions every year. 

Each week James and his guests share insights of how they operate and they will be having round table conversations about the most interesting and essential topics related to business growth.

In this episode Jason from Rocket Railway is back on the podcast to follow up the suggestions and advice James gave him last time.

Has he implemented what was suggested and has his revenue increased? Let's find out.

For more info head to https://jamessinclair.net/

Find us on Facebook https://www.facebook.com/jamesjimbosinclair/

Connect with James on Instagram https://www.instagram.com/_jamessinclair/

Watch James’ Latest Business Vlog https://www.youtube.com/channel/UCTm2gK928YuBSEU0lvdFJoA

You are always going to be paid for the value that you can create in the marketplace. Today, Alex (@AlexHormozi) shares with us the steps in the four quadrant model that helps you solve your cash flow issues and a math example that uses all these steps.

Welcome to The Game w/Alex Hormozi, hosted by entrepreneur, founder, investor, author, public speaker, and content creator Alex Hormozi. On this podcast you’ll hear how to get more customers, make more profit per customer, how to keep them longer, and the many failures and lessons Alex has learned on his path from $100M to $1B in net worth.

Timestamps:

(1:07) - Cash flow issues: acquire customers, increase value per customer.

(1:58) - 1st step: add upsells to products, introduce customers.

(4:32) - 2nd and 3rd steps: add-on services, offer 10% discount.

(6:28) - 4th step: tie continuity into acquisition process, downsell upsell.

(8:42) - Math example: upfront earnings in first 30 days.

(13:20) - Research on customer retention: expansion revenue, Ascension.

Follow Alex Hormozi’s Socials:

LinkedIn  | Instagram | Facebook | YouTube  | Twitter | Acquisition 

She wished for a weapon, but not for the skill to wield it. Today, Alex (@AlexHormozi) talks about being prepared for the requirements you need to fulfill in order to reach your goal, significantly if these requirements will help you scale massively. He also shares why your inflow is probably your bottleneck and there have to be acceptable metrics that you can extrapolate off of and then work backward into the factors needed to get there.

Welcome to The Game w/Alex Hormozi, hosted by entrepreneur, founder, investor, author, public speaker, and content creator Alex Hormozi. On this podcast you’ll hear how to get more customers, make more profit per customer, how to keep them longer, and the many failures and lessons Alex has learned on his path from $100M to $1B in net worth.

Timestamps:

(1:39) - Metrics: grow off everything, reach desired goals.

(5:03) - Selling service: expect turnover, easy in and out.

(6:53) - Goals disconnected from required actions, need multitasking.

(10:00) - Inflow bottleneck, operational preparation for scaling.

(15:12) - Clear priorities or adjust goals accordingly.

(17:00) - Time to reach goals, scale massively with realistic improvements.

Follow Alex Hormozi’s Socials:

LinkedIn  | Instagram | Facebook | YouTube  | Twitter | Acquisition 

"We'll help you get people in the door without them being offended." Today, Alex (@AlexHormozi) shares tips on how to elegantly respond to the question "how much is your program?" without sounding pushy or unprofessional. By using the analogy of a mechanic giving a quote before seeing the car, he explains why a needs assessment is required before determining the price.

Welcome to The Game w/Alex Hormozi, hosted by entrepreneur, founder, investor, author, public speaker, and content creator Alex Hormozi. On this podcast you’ll hear how to get more customers, make more profit per customer, how to keep them longer, and the many failures and lessons Alex has learned on his path from $100M to $1B in net worth.

Timestamps:

(0:51) - Agree, explain need for assessment

(2:02) - Avoid ranges, emphasize personalized assessment

(2:31) - Use "epiphany bridge" to align ethically

(2:59) - Never get price over the phone, unethical.

Follow Alex Hormozi’s Socials:

LinkedIn  | Instagram | Facebook | YouTube  | Twitter | Acquisition