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For someone just starting out in SaaS sales (entry level Salesforce in November), what are your tips to accelerate growth/ability in early stages?

A few thoughts to excel as someone new to SaaS sales: Really learn the product cold. As fundamentally as you can. Every prospect and customer is owed a true solution sale approach. Sales is there to close a deal, yes, but that should just be 10% of it — 90% …

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Hackathon to Unicorn” Talkdesk’s Tiago Paiva and SaaStr’s Jason Lemkin

In 2011, Tiago Paiva won a Twilio hackathon by embracing the overlooked call center industry. 7 years later that hackathon project achieved Unicorn status while transforming the call center space. Join Tiago as he shares Talkdesk’s unconventional journey and what it takes to build a top-valued brand. Also, don’t miss …

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We lost an enormous RFP because we are too small of a company. They said our revenues are too small to put thousands of seats on. How can we keep the relationship alive and get a second chance later?

This is a big bummer. Three things though: First, move them on to your Lost Now (But Not Forever) Marketing Program 🙂. I know you don’t have one yet, but maybe it’s time to add this new marketing program! You likely will get another shot in 1–3 years. If you …

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