Sales Mistakes that Can Kill Your SaaS Business & How to Avoid Them

Mark Roberge (Senior Lecturer @ HBS & former CRO @ Hubspot) and Michele Law (former CRO @ Castlight Health, former COO @ OpenDNS) discuss the top 4 sales mistakes that can kill a SaaS business.

0:00 Introduction
1:24 PRE-MATURE FOCUS ON GROWTH
5:47 THE FIRST SALES HIRE
12:26 FOR EARLY SALES CALLS, MARKET FEEDBACK IS MORE VALUABLE THAN REVENUE AND CUSTOMERS
12:41 IGNORING SALES IMPACT ON CUSTOMER SUCCESS
17:01 THE SALES COMPENSATION PLAN IS A POWERFUL VEHICLE TO DRIVE CUSTOMER SUCCESS

[philipps]

This is like all talks should be. No BS, just get straight to the point. Greatly spoken, great Presentation to follow along.
Make your point and ride on!

Thanks so much

[LuizCent]

This is beyond brilliant. Reducing churn with sales compensation. Here I am pulling hair in CS, back to sales LUIZ!

[Lirby]

Its a shame this approach to customer success is not yet considered the norm for business. Def counter intuitive legacy sales methodology to scaling growth but your right, churn should be the measure of success and this grouping multi function teams together to match the market really works well to put a stop to churn and right along with it growth too!

[thefloydorr]

I would say the freelancer is the best to hire in this case because we go through this process multiple times a year with different startups and people seem to forget that.

[AnyFactor]

Lyons wrote in the New York Times that HubSpot had a "frat house" atmosphere. He also called the company a "digital sweatshop" in which workers had little job security.[42] Later that month, HubSpot's founders gave an official response to the book, in which they addressed several, but not all, of Lyons' claims