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Escape Velocity - with Dan Martell

Nov 5, 2020

If you want consistent, predictable revenue for your SaaS then there’s one thing you’re going to need to build:

A killer sales team.

Don’t roll your eyes yet… Let me set the record straight.

In 2008, when I moved to silicon valley, sales teams were considered evil.

Tech companies pursued the unicorn: A product that would “sell itself”. (Yes, I’m using sarcastic air quotes).

The likes of Facebook and Instagram fed false hope that you could build a platform with non-existent revenue, burn through rounds of funding and monetize it later for billions.

The idea of hiring people to sell for you (aka: a sales team) wasn’t cool.

Times have changed.

People have woken up from the myth and discovered - surprise, surprise - that you have to work damn hard to make a buck!

Today I want you to meet Aaron Ross, co-CEO of Predictable Revenue, author of the book by the same title, and co-author of ‘From Impossible to Inevitable’.

Aaron trains sales teams and tech companies on outbound prospecting.

He knows the inner workings of a high-performing sales team, and he knows that they ARE necessary. “Build it and they will come” doesn’t cut it.

I gave him the microphone on the latest episode of the Escape Velocity podcast and asked him to dispel sales myths and talk through every stage of building a sales team that grows with your SaaS.

Whether you love the idea of a sales team or you still feel like it’s evil, this is a great episode where you will learn:

- Why even introverted founders MUST work sales

- Why good sales teams don’t just sell

- How to minimize translation in a sales message

- How to handle lead nurturing

- Working teams for a common goal

- How buyers need help from sales teams

- Working up from phase zero (non-existent sales teams)

- The scary side of success

The dream of a unicorn tech company still exists today.

But as a SaaS coach, it’s my job to help founders grow their business and increase zeroes on their balance sheet.

Which means I help you through the hard truth:

You need to sell.

Tune in the episode here and let Aaron Ross, a master of sales strategy, convince you why it’s what you need to do.


Dan Martell has advised more startups than his hometown has people and teaches startup founders like you how to scale. (Get the free 3 videos to grow your business here.) He previously created, raised venture funding for and successfully exited two tech startups: Flowtown and You should follow him on twitter @danmartell for tweets that are actually awesome.

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