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Join me for my AMA on GrowthHackers Thursday 9/24

I’m excited to announce that I’ve partnered with GrowthHackers to conduct an AMA this Thursday, 9/24 from 9:30-11am PT. I’ll be available to answer all your questions on growth and building a business, cloud computing, sales and marketing. Click here to queue up your questions in advance! I’ve recently written on each of these topics, and […]

Sales and Employee Onboarding Best Practices

An Interview with Andrew Quinn of HubSpot Having a high performing team means: Hiring the right people Creating a structure and culture for them to do great work Equipping them with the knowledge and skills to work effectively These first two topics have received a lot of attention in the startup community. In fact, I […]

A Shockingly Common Way that Sales Misses Plan

It’s just after the end of a quarter, and for VC’s that means many board meetings to review how portfolio companies have performed. Over the years of doing this, I’ve been shocked and surprised how many times I’ve seen good companies with great product/market fit miss their sales targets for an incredibly avoidable reason: they […]

We have officially kicked off our 2015 Private SaaS Company Survey!

For the fourth year in a row, I am working together with David Spitz and his team at Pacific Crest Securities, an investment banking firm (@dspitz and @PacCrestSec, respectively on Twitter) with a specific focus on SaaS, to survey SaaS companies in order to share benchmarking data and insights on the growth and operations of the […]

Sales Predictability Through Data, Science, and a little bit of Glengarry Glen Ross (The ABC’s of selling)…


The following is a guest post by Tim Bertrand. I have the pleasure of knowing Tim since the late 1990’s when we worked together at my last startup. Tim now heads up world wide sales and field operations at Acquia, an Enterprise class cloud computing company founded by the creator of Drupal, Dries Buytaert. In this […]

2014-15 Bridge Group SaaS Inside Sales Research Survey

The Bridge Group is known for publishing insightful studies that aid SaaS Sales & Marketing leaders to build and optimize their inside sales strategies. They are working on the 5th round of their SaaS inside sales research and would like our help completing a 6-7 minute survey. Your answers will remain anonymous, and in return […]

Using Outbound Prospecting to reach highly targeted prospects

As most of my readers know, I am a big fan of Inbound Marketing. However there are times when inbound leads aren’t either enough, or the right kinds of leads needed to reach your best potential customers. In those situations, one tool worth considering is the use of a dedicated sales team to do outbound […]

Growth Hacking Free Trials: Time to Wow! is the key to success

This article is part of a series titled “The Art & Science of Growth Hacking” that will be published over time. My thanks to Gail Goodman, the founder and CEO of Constant Contact for introducing me to this concept. Free trials and freemium products are two of the best ways to sell your product. They […]

Building smarter software: Proactively deliver insights


Three years ago I spent a lot of time looking at SaaS business intelligence companies. I loved what I saw in the demos: easy data connections, slick looking graphs, powerful drill down tools and custom dashboards made the tools look like no-brainers. And then I began my diligence calls. All of these bells and whistles […]

Why Sales People shouldn’t Prospect – An interview with Aaron Ross


In this article I interview Aaron Ross, co-author of a new book, Predictable Revenue. Aaron discusses his experience at starting a new group that used an innovative outbound prospecting approach (involving no cold calls) to create new leads. Aaron’s group came up with several important breakthroughs which enabled them add over $100m in incremental […]

Understanding the Customer Buying Cycle & Triggers

This article looks at why customers expect different interactions with you depending on where they are in the buying cycle. It also examines how specific events trigger them into a buying mode. It then explains how you can use this information to make your marketing more effective.

HubSpot’s Best Practices for Managing SaaS Inside Sales

Best practices for inside sales managers. An interview with Mark Roberge, VP of Sales at HubSpot, discussing how he blends science and process with the art of selling. HubSpot is a SaaS company selling Inbound Marketing software. HubSpot has grown revenue over 6,000% in the last four years, placing them #33 on the Inc 500 […]

When Selling is the Worst Way to Win Customers

Customers hate being sold to. They don’t mind getting expert help when they want to buy something. But much of the time they are not ready to buy, and one of the most irritating things is to have a salesperson try to get them to buy when they aren’t ready. Unfortunately too many people in […]

SaaS CEOs: Measure Customer Engagement – Increase Conversions & Lower Churn

The goal of a SaaS CEO should be to increase the profit they make from each customer (LTV), and lower the costs in sales and marketing that it takes to acquire each customer (CAC). Measuring Customer Engagement is a key tool that will help you achieve that goal, as it will allow you to increase […]

The Science behind Viral Marketing

The Science behind Viral Marketing is a look at the key factors that drive growth in viral marketing. (Hint, the most important factor is not the one everyone expects.) It also looks at what is needed to get virality to work, and how to create and optimize viral marketing campaigns or viral products. This was […]