Are you acting like a 5 year old when demoing your product? Last week my son Max (5) asked me to help him with his show & tell presentation. So I taught him a simple 3 step process. Start with the problem. (Story) Pick 3 benefits & features to highlight (Demo) Ask if they want to play ...

All SaaS companies need sales people. Even products like Dropbox & Slack have sales teams. If you look at the Montclare SaaS 250 list, they all have sales teams. So why do startups push off making this hire for so long? It’s usually because they don’t know what to look for and are scared that a ...

Have you ever been talked into do something you knew was dumb? *raises hand* Back when I was scaling my company Spheric Technologies, a friend introduced me to his buddy who did outsourced sales. Essentially, a quick fix “easy button” for business owners who can’t be bothered to take full control ...

What if you could get on a stage in front of an audience filled with your perfect customers and tell them about your software? That’s what webinars are like. In 2010 my buddy Lewis Howes stopped by our office in San Francisco preaching them as a sales tool, and that’s when I first got introduced to ...

Have you ever cold emailed the CEO of a public company? When I was 18 I sent out 20. I knew I needed advice to build my company, and figured they might have the answer… … so I found the list of top tech CEO’s at the time, and sent them an email with a simple question: Everyone argues that it’s who ...

If you think “sales” is a dirty word, then you’re going to hate today’s video. But if you believe that it’s not just your right, but your flat out responsibility to share your product / service / program with as many people who can benefit from it as possible… … then read this carefully. ...

Are you a SaaS entrepreneur? If not, probably best to skip this blog… … but don’t worry, next week I’m going to share a killer strategy on how ANY business owner can grow their company by “drafting” on other people’s hard work. Simple strategy, but powerful results. However, if you ARE a SaaS ...

Want to know why building a tech startup is TWICE as hard as opening a restaurant? It’s because both the product AND the market are unknown. They need to be figured out… … for a sushi restaurant, you just need to know if people in your city eat sushi – which most do. So the risk is only in building ...

Want to know what the top 250 SaaS companies do to win deals? I’ll get to that … … but let’s start with a story. When I was building Flowtown, we decided to move from a self-serve model (low touch / no touch), to a lightweight sales process. We hired sales people (called them customer success) to ...

How do you increase your product lock-in? How do you increase your prices without upsetting your customers? The other day I was reading a great blog post by Brian Halligan, CEO and Co-Founder of Hubspot on going from Startup to Scale-Up. One area that I loved was his thoughts on the “Monetization ...

So I’m sitting in the waiting room for 45 minutes and I can’t believe I’m still here. I’m the kind of guy who hasn’t touched a piece of physical mail in 7 years because I find it super inefficient. (Shoutout to Lisa who helps me with my mail… she’s A-W-E-S-O-M-E!) But then I realize – I’m not here ...