AskAVC #12 – How to hire VP of sales in startup?

Did you know that the average tenure of a VP of sales across businesses is 18 months? Imagine all the time and money spent on finding this person, investing in them building a team – only to have it all go out of the window a couple of months later. In the latest episode of #AskAVC channel, I share 3 ingredients critical for successful VP of sales hiring. Do you have to be good at sales yourself as a founder? How good your product needs to be before you can really scale sales? What do you need to know about your customers before you hire your first VP of sales? Watch the video to get answers to all these questions – and more!

How to Fix Sales Churn

Every SaaS founder will know how hard it is to build a customer base. But once you’ve achieved a reasonable number, the job isn’t done: you also have to make sure you don’t lose them. That’s what’s…

AskAVC #9 – How to optimize SaaS sales leads?

In the previous episode of #AskAVC channel, I and Dominique Levine, co-CEO of Winning by Design that helps B2B companies grow by turning sales into a science, did a deep dive on how to generate more B2B sales leads. As we learned, however, not all leads are created equal – and you must optimize your lead generation strategy to ensure good conversion rates at each stage of the sales funnel. What is the difference between good and bad customers? How to build an ideal customer profile? How to prioritize between different leads? How to keep selling even after you closed a deal? Watch this video to get answers to all these questions – and much more!

AskAVC #8 – How to get B2B SaaS leads?

Welcome to the latest episode of the #AskAVC channel – and the first in the series of interviews with Dominique Levine, co-CEO of Winning by Design that helps B2B companies grow by turning sales into a science.

What are leads and how they are different from opportunities? What is the role of marketing in generating leads? How the type of market you are in and the stage of your business impact your lead-generation strategy? What tools should you use for attacking an existing market versus creating demand in a brand new one? What is the difference between inbound & outbound strategies? Watch the video to get answers to all these questions – and much more!

Here are the links that were mentioned in the discussion:

Glengarry Glen Ross – https://www.imdb.com/title/tt0104348/
How to start a movement – https://www.youtube.com/watch?v=V74AxCqOTvg

AskAVC #7 – What is software as a service (SaaS)?

In the latest episode of the #AskAVC channel, I go back to basics and dive deeper into some of the core concepts behind software as a service (or SaaS). Why this term should not be confused with “subscriptions”? What do you need to know about the market size for SaaS businesses? What are some of the technical challenges you might run into when building a SaaS company? What business models might work for you? Watch the video to get answers to all these questions – and much more!

Workato: the next chapter

I put my thoughts on Workato down when we first invested,  then added a follow-up post over a year ago. I thought it would be a good time to check in again as an investor…