Mark Roberge (Senior Lecturer @ HBS & former CRO @ Hubspot) and Michele Law (former CRO @ Castlight Health, former COO @ OpenDNS) discuss the top 4 sales mistakes that can kill a SaaS business.

0:00 Introduction
1:24 PRE-MATURE FOCUS ON GROWTH
5:47 THE FIRST SALES HIRE
12:26 FOR EARLY SALES CALLS, MARKET FEEDBACK IS MORE VALUABLE THAN REVENUE AND CUSTOMERS
12:41 IGNORING SALES IMPACT ON CUSTOMER SUCCESS
17:01 THE SALES COMPENSATION PLAN IS A POWERFUL VEHICLE TO DRIVE CUSTOMER SUCCESS