Digests

Prospecting & outreach

YouTube

How to get your first customers as a founder

Y Combinator December 29, 2022

---

Prospecting & outreach 9

Sales systems & CRM 7

Product-market fit 5

• Founders must do sales themselves before hiring anyone else.
• Outbound is a numbers game — 100 emails is never enough.
• Charge from day one; unpaid pilots mean you have no customers.

Read more →

Sales systems & CRM

YouTube

How to structure and negotiate a SaaS partner program

Dan Martell July 25, 2022

---

Sales systems & CRM 8

Business models 6

• Commission rates should range 10–40% based on partner effort
• Ask what partners expect first — never anchor the number yourself
• Repricing rights in your ToS protect future investors and acquirers

Read more →

Sales systems & CRM

YouTube

How to build a SaaS sales pipeline with the right roles

Dan Martell June 13, 2022

---

Sales systems & CRM 9

Processes & SOPs 5

Hiring & recruitment 5

• Small conversion fixes at each stage compound into 100%+ annual growth
• SDR, BDR, AE, and CSM each own a distinct pipeline stage — mixing them wastes headcount
• Calling salespeople 'closers' internally leaks into buyer conversations and kills deals

Read more →

Sales systems & CRM

YouTube

Dan Morris: The four Rs framework for scaling a repeatable sales process

Bill Gallagher March 10, 2021

---

Sales systems & CRM 10

Hiring & recruitment 7

• Founder charisma doesn't scale — process is what replaces it
• Narrowing to one ICP helped a SaaS company 5X revenue in a year
• Hiring before building a playbook is why salespeople fail

Read more →

B2B sales

YouTube

How to get a clear yes or no from corporate prospects

Cameron Herold December 8, 2020

---

B2B sales 9

Sales systems & CRM 6

• Big companies string vendors along rather than saying no
• A three-option email forces prospects to give a real answer
• Removing stalled leads is as valuable as closing a deal

Read more →