One thing all of us that have been doing SaaS for a while have learned is that, back in the day, we didn’t do a good enough job of specialization, especially in sales. And we didn’t do a good enough job of training new hires.
We’ve learned to build up a specialized sales team from BDRs to SDRs to ...(more)
Salesforce likes to talk about “Customers for Life”, and while that’s sort of catchy, it’s a little hard to grok what it really means.
It finally sunk in for me a bit the other day. At EchoSign, now Adobe Sign, there’s a large group of well-known customers that I closed, Back in The Day … that now...(more)