Sam Jacobs LinkedIn Posts
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@samfjacobs
9 scaleup killing behaviors:
(That you can solve right now)
- No alignment between Sales, Product, and Customer Success
- Lack of vision (why does this
@samfjacobs
There's an ongoing crisis in B2B sales.
Only 28% of sales representatives are hitting quota.
The traditional outbound sales model is losing its
@samfjacobs
Scaling is profitable repeatability.
Scaling is getting the same amount (PER PERSON) done with 200 people as you did with 5 people.
Scaling is NOT
@samfjacobs
How to get 1% better as a GTM executive every day
- Shut down at night and give your full attention to the rest
@samfjacobs
The lesson I've learned building Pavilion towards $20M in ARR this year:
Do fewer things. But make sure the things you do, you do
@samfjacobs
The point of the “no selling” rule in all the communities out there is not that business doesn’t happen inside. It absolutely
@samfjacobs
You need one CSM for every $2M in ARR. That's what Jason M. Lemkin wrote in a classic blog for SaaStr. Does
@samfjacobs
It's not that Work From Home is killing the economy, but...
It is accelerating trends like offshore workforce, automation, and generative AI that are
@samfjacobs
Dún Aonghasa is an ancient fort, sitting on a sheer cliff 300 feet over the Atlantic, on the island of Inis Mór, off
@samfjacobs
Your pre-sale funnel is well architected.
You know how many leads you’re getting.
You know your close rate.
But do you know how impactful your onboarding
@samfjacobs
Once I took a call with a Pavilion member interviewing for a VP of Sales role.
She received a case study asking for a proposal on
@samfjacobs
In 2021, 519 tech unicorns emerged, almost all at multiples greater than 12x recurring revenue.
The total number of unicorns (prior to any
@samfjacobs
There's a secret to success that I want to share with you. It's the best way to build your brand. It's
@samfjacobs
In 2021, 519 tech unicorns emerged, almost all at multiples greater than 12x recurring revenue.
Today, public markets tell us that most SaaS
@samfjacobs
Every startup that sells SMB aspires to move into the Enterprise.
But before you change who you’re selling to ask yourself 4 questions:
1. Have
@samfjacobs
Picking the right company can make or break an executive's career.
Here’s 20 questions to ask before you sign on the dotted line.
1.
@samfjacobs
Why has "revenue" replaced "sales" as the common moniker for making money?
Because making money is a team sport.
Companies don't grow because of "sales".
They
@samfjacobs
Why has "revenue" replaced "sales" as the common moniker for making money?
Because making money is a team sport.
Companies don't grow because of "sales".
They
@samfjacobs
I was out the other night with a good friend who is CRO of a PE-backed ed-tech company doing $25M in ARR.
She laughs
@samfjacobs
How the CEO of a $10B public company thinks about sales productivity:
Every new rep you add by definition lowers productivity by definition.
You
