In this podcast episode, B2B sales coach Paul Gassée shares lessons from scaling a SaaS company to $1 million in revenue in 13 months. Key takeaways include testing various go-to-market strategies, focusing on top-of-funnel prospecting, investing in outbound marketing, and seeking guidance from sales coaches. To work with Paul, it starts with a one-hour, no-charge consultation to determine compatibility. Paul focuses on establishing processes that enable data-driven decisions to improve sales and prospecting outcomes.

Who’s the Guest? Paul Gassée is a B2B sales coach and consultant specializing in go-to-market strategy and sales model build-outs for early stage companies. Paul has helped dozens of startups unlock their revenue potential and scale. Before providing sales coaching to start-ups, Paul was Head of Sales at Whitetruffle where he successfully launched the recruiting platform's SaaS offering and grew the business from $0 to 1MM in ARR in less than 13 months.

Highlights

• Importance of prospecting and determining the top of the sales funnel
• Paul's experience at Whitetruffle, where he helped launch the recruiting platform SaaS offering and grew the business from zero to $1 million in annual recurring revenue in less than 13 months
• Working with Y Combinator clients and the benefits of having a trusted resource in sales coaching and consulting
• The case study of Whitetruffle, discussing the importance of testing and knowing when to put a bullet in a particular go-to-market tactic or sales tactic
• The value of recognizing when a tactic isn't working and saving time, energy, and resources by avoiding dead-end paths
• Emphasizing the importance of focusing on the top of the sales funnel at an early stage
• Focusing on finding ways to control the sale for better conversion rates and less leakage in the sales funnel
• Testing and learning from the market for better go-to-market strategies and tactics
• Scaling automated email outbound campaigns based on interest rates at various lead sizes, from 100 to 400 leads
• Selling the next step and providing value to prospects by understanding their perspective and offering industry trends, best practices, or tangible insights
• Reflection on balancing between annual deals and keeping hand on the pulse, weighing product-market fit and churn
• Offering one-hour sales consultations as an opportunity to pay it forward and gauge compatibility between potential clients and Paul's coaching style Episode Resources
• Connect with Jimmy Coleman
• https://www.facebook.com/LeadBallers
• https://www.leadballer.com/?fbclid=IwAR3hYoOKjHaJNYsTbPU-1bE61Qtgpv7yudV1R1FKKi7-RUwdbiyYXf4OVNE
• https://www.linkedin.com/in/jimmy-grow-give/
• Connect with Paul Gassée
• Blog/Website: www.paulgasee.com
• Testimonials: https://paulgassee.com/testimonial/
• LinkedIn Profile: https://www.linkedin.com/in/paulgassee/
• Twitter: https://twitter.com/Paul_Gassee