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Posted under Entrepreneurship
from http://www.forentrepreneurs.com 351 days ago

Intro Sales compensation is a more complex topic for SaaS/subscription revenue companies. Unlike traditional software sales, the job of sales doesn’t end when a new customer signs a contract. Instead, it is crucial to retain customers over many years, as that is how you maximize your revenues. In this blog ...

Posted under Entrepreneurship
from http://www.forentrepreneurs.com 351 days ago

SaaS/subscription businesses are much more complex than traditional businesses, and SaaS performance cannot be measured in the same way as traditional businesses are measured. Based on a talk given at the SaaStr Annual Conference in San Francisco, this slide deck offers a comprehensive and detailed look at the key metrics ...

Posted under Entrepreneurship
from http://www.forentrepreneurs.com 351 days ago

Hiring a strong executive management team is one of the most proven ways to ensure startup success. Yet, hiring executives is a very different undertaking than hiring for other roles in your company and requires a different process, skill-set, and time commitment. There are three reasons for this: First, the ...

Posted under Entrepreneurship
from http://www.forentrepreneurs.com 351 days ago

forEntrepreneurs is focused on writing about pressing topics founders are encountering and sharing the best resources and advice we can find to help you build your company. Based on readers’ feedback, we’re sharing the top articles from forEntrepreneurs in the hopes that you gain some new insights as well. Please ...

Posted under Entrepreneurship
from http://www.forentrepreneurs.com 351 days ago

The following is part three of a guest post series by Rob Gonzalez. You can find part 1 here and part 2 here. Rob is the co-founder of Salsify, a leading cloud-based product content management and syndication solution that I invested in in 2013 and where I currently serve on ...

Posted under Entrepreneurship
from http://www.forentrepreneurs.com 351 days ago

The following is part two of a guest post series by Rob Gonzalez. You can find part 1 here and part 3 here. Rob is the co-founder of Salsify, a leading cloud-based product content management and syndication solution that I invested in in 2013 and where I currently serve on ...

Posted under Entrepreneurship
from http://www.forentrepreneurs.com 351 days ago

We look at how to compute the right discount rate to use in a Discounted Cash Flow (DCF) analysis. This post is a supplement to a blog post titled “What’s your TRUE customer lifetime value (LTV)? – DCF provides the answer“. My thanks to my partner Stan Reiss, who co-authored ...

Posted under Entrepreneurship
from http://www.forentrepreneurs.com 351 days ago

Overview The old formula that everyone uses for customer lifetime value (LTV)) –average gross profit per customer divided by churn – ceases to work properly when you have very long customer lifetimes and negative churn. LTV can become infinite, which clearly doesn’t reflect reality. This post offers a new way ...

Posted under Entrepreneurship
from http://www.forentrepreneurs.com 351 days ago

The following is part 1 of a guest post series by Rob Gonzalez. You can find part 2 here and part 3 here. Rob is the co-founder of Salsify, a leading cloud-based product content management and syndication solution that I invested in in 2013 and where I currently serve on ...

Posted under Entrepreneurship
from http://www.forentrepreneurs.com 351 days ago

“Talent is the limiting resource in everything we do right now.” If that observation rings true, you’re not alone. Despite every effort, most startups struggle to hire the best people. My partners and I believe developing a competency in hiring is one of the most important skills a founder can ...

Posted under Entrepreneurship
from http://www.forentrepreneurs.com 351 days ago

The competition for hiring the best top talent in startups has never been higher. The best people are almost never on the market, so it’s imperative to develop recruiting processes to find and sell passive candidates. It may take months or years of relationship building with these candidates to find ...

Posted under Entrepreneurship
from http://www.forentrepreneurs.com 351 days ago

Last week I posted the results from Part 1 of our survey in which 300+ SaaS companies shared data on their growth and go-to-market strategies. This week I’m sharing the results from Part 2 of the survey where we compare application delivery methods, operational costs and gross margins, contract terms, ...

Posted under Entrepreneurship
from http://www.forentrepreneurs.com 351 days ago

For the fourth year in a row, we worked together with Pacific Crest Securities, an investment banking firm with a specific focus on SaaS, to survey 305 SaaS companies. This survey represents deep benchmarking data and insights on the growth and operations of the companies in this space. I want ...

Posted under Sales
from http://thesalesblog.com 794 days ago

Choose Excuses or Reasons is a post from: The Sales Blog | S. Anthony Iannarino One of the ways that the human ego protects itself is by rationalizing, by making excuses that absolve you of responsibility for your poor performance. You didn’t reach your sales goal? Your brain provides the ...

Posted under Sales
from http://sharondrewmorgen.com/ 795 days ago

A coach’s job is to facilitate potential change, usually by asking questions to identify the components of the problem and decide between solutions while reinforcing the changes and maintaining a trusting relationship. To achieve the excellence that all coaches seek, it’s necessary to avoid the listening filters that could prejudice ...

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