SaaSholes

The SaasHoles Jamie Carney, Jason Ferrara, and Pete Jansons give their thoughts about getting an MBA from their respective schools. Notre Dame, Kellogg and The Keller Graduate School of Management

Special announcement at 24:55

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Chad Albrecht Author of The Future of Sales Compensation and Partner of ZS Associates talks Sales comp and Quota with the SaasHoles Jamie Carney, Jason Ferrara, and Pete Jansons

Quotes:

"Some Come companies did well because of Covid. Some companies paid the full compensation to reps some met in the middle"

"Less is more when it comes to creating a comp plan"

"The numbers are there for a reason. The minute you start to let the reps off of the hook is the minute you set a trend for every future period"

Topics:

2/3 should achieve quota

Senior Leaders insecure using a compensation expert?

Potentializer

Hunter/Farmer plans

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Censored

Raj Nation from Startup Hypeman joins Jamie Carney, Jason Ferrara and Pete Jansons to help the SaasHoles with their Elevator Pitch

Topics:

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Tim J Smith joins Jamie Carney and Pete Jansons to talk..... Pricing. Jamie and Pete have read Tim's books Pricing Done Right (Wiley 2016) and Pricing Strategy (Cengage 2012) as well as used his services. (We highly vouch)

Quotes:

"Once a company reaches the 100 Million mark in Sales the pricing wild wild west is over"

"Pricing is sooooo Political"

"Ok pricing is the issue, your the CEO now what are you going to do about it?"

"Pricing is the offspring child of an unknown father"

"Too often Marketing is in the cups and pencils biz"

Topics:

Tim suggested we bring on Reid Holden next

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Jamie, Carney, Jason Ferrara, and Pete Jansons chat with Sales Process Engineer Wizzard Justin Roff-Marsh author of The Machine and Founder of Ballistix

Quotes:

2 reactions from CEO's being introduced to SPE (Sales Process Engineering) 1) "Fuck me this is painful, this is giving me a headache get me out of here 2) "Fuck Yea get the troops together I've had an insight that can give us a competitive advantage"

"You don't need SDR's"  

"If you're Selling something Large/Significant enough you shouldn't have BDR/SDR. If your selling something small enough  that there s argument to have BDR/SDR and no argument for salespeople then you should shut the whole thing down and give the money back to your customers in the form of everyday lower prices"

"You need your best salespeople to have the initial conversation"

"You want to improve the efficiency of your best salespeople

"Don't take away the initial conversation from your best reps take away all the additional crap they shouldn't be doing"

"CRM should only be used for the purpose of new business"

Topics:

Why is it that Senior Leadership is afraid to bring in a consultant?

3 reasons why Customers leave

CRM

Pay Salespeople a salary. No more pay at risk

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Tele Sales Guru  Art Sobczak joins the SaasHoles Jamie Carney, Jason Ferrara, and Pete Jansons to talk about:

Art's Book Smart Calling

Business by phone

What is a cassette tape

Role-playing is the best thing to do with your reps as a new manager (Role-playing what? Art Asks)

Should you leave a voicemail?

Art suggested bringing Mark Hunter on the show next

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Alex Green Chief Legal Officer at Medix joins the Saasholes Jamie Carney Finance, Jason Ferrara Marketing, and Pete Jansons Sales to discuss legal issues to look out for in reopening after Covid.

In addition, the following topics were covered:

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The SaasHoles Jamie Carney, Jason Ferrara and Pete Jansons share their thoughts on what to do if your trying to get to quota

initial thoughts:

You're Screwed

Bring your boss into the picture sooner rather than later

The ability to pay and the willingness to pay are 2 separate issues

Shout Outs:

Dan Santucci

Amanda Dirienzo

Steve Cerney

Thanks to Justin Jackson for the intro/Outro the kids got skeelz