Article · About 12 min read

The Most Common SaaS Sales Potholes and How to Avoid Them with Mark Roberge (Podcast #498 and Video)

Mark Roberge · SaaStr Free Advanced

Six named failure modes including his Sustainable Moat Test, plus the promotion trap that catches almost every first time sales leader: your top rep is not your top manager.

• Slack's product-market fit test was 70 percent of customers sending 2,000-plus team messages within 30 days.
• Your top rep usually does not make your top manager, and the data mostly says the opposite.
• Keep opening prices low and grow ACV through expansion rather than raising the entry price.
• Hiring roughly two new reps a month for six months is a sane pace; racing after a raise is a common mistake.