🎧 Podcast
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Free
Intermediate
Why we picked it Jason Lemkin has watched more SaaS companies win and lose enterprise deals than almost anyone, and here he is blunt with founders about what running an enterprise motion actually feels like before you have a real sales team. His core point is freeing for a small unknown startup: long cycles are normal and do not really matter if you keep enough deals moving at once and stay personally in the room. A useful starting point on mindset and pipeline, less a step by step playbook than the book above.
SaaStr Podcast #175: Jason Lemkin on How To Approach Long Sales Cycles
On The Official SaaStr Podcast by Harry Stebbings and Jason Lemkin
- Long sales cycles are not a failure signal, so keep many deals in motion at once instead of betting the company on one whale.
- The founder never fully hands off selling, the biggest deals keep pulling you back in even after you hire, so build that into your time.
- Judge yourself on pipeline and revenue per lead, not on how fast any single enterprise deal closes.