My colleague and I started the sales team at PagerDuty. We were both engineers. Happy to meet for coffee in SoMa if anyone with revenue would like a short 1:1. I've done this a number of times over the years and hopefully those folks have found it helpful.<p>Sorry, no remote/phone calls. I don't do calls with clients either - face-to-face only - lesson one :)<p>Email is in profile.
Worth mentioning that this guide assumes your SaaS startup is doing enterprise / high-touch sales. If you're doing low-touch SaaS, you probably don't want to hire a salesperson at all.
This looks really interesting ... but I'm not going to download some random PDF when you could just have easily put the information directly on the site.
> Additionally, you should be able to answer most of these questions—all of which a candidate is likely to ask you:
• How long is the sales cycle (from first conversation to closed contract) on average?
• What is the typical deal size (in terms of ARR)?
• How is your product priced?
• What are the steps of the sales process?
• How do you define success in this role?
• How are you getting new leads and generating conversations?<p>As a technical founder, these are exactly the questions I need to ask someone with sales experience!
a16z has an article I read and liked recently: <a href="https://a16z.com/2017/05/26/hiring-sales-why-what/" rel="nofollow">https://a16z.com/2017/05/26/hiring-sales-why-what/</a><p>Content tagged with sales: <a href="https://a16z.com/tag/sales/" rel="nofollow">https://a16z.com/tag/sales/</a>
I'd love some advice for startups that do traditional non-SaaS software sales. However it seems that everything is catered to high-growth SaaS startups. Is there a dearth of material because no one will invest in traditional software businesses or because everyone else is building SaaS these days?