EarlyGTM | Craft Ventures

EarlyGTM by Craft Ventures focuses on strategies for building effective go-to-market approaches in early-stage B2B SaaS startups. It covers sales techniques, leveraging AI, email outreach, negotiation, pricing, and onboarding, with emphasis on adapting to the evolving landscape of SaaS sales and the crucial role of human interaction.

Sales Strategies Go-to-Market Approaches B2B SaaS Startups Artificial Intelligence in Sales Email Marketing Sales Negotiation SaaS Pricing Strategies Sales Team Onboarding Product Onboarding Market Dynamics Leadership in Sales

The hottest Substack posts of EarlyGTM | Craft Ventures

And their main takeaways

Generative AI will not kill the sales profession...

117 implied HN points • 31 May 23
💼 Business Sales AI Impact Customer success
  1. Generative AI will have profound impacts on the economy, but won't replace sales professionals soon due to the complex nature of sales cycles.
  2. The intricate steps of the sales cycle require human guidance to avoid 'lossiness' between interactions that AI cannot manage effectively yet.
  3. AI can assist in sales processes, but trust in human sellers is essential for revenue goals, as AI lacks the social, nuanced aspects crucial in high-stakes sales.

Average Seller vs. Great Seller

196 implied HN points • 02 May 22
  1. There is a rise in the number of sellers due to the growth of SaaS companies.
  2. Developing skills amongst sellers is crucial for success.
  3. Great sellers are strategic, proactive, and take full responsibility for deals.

Surviving and thriving in tough sales conditions

98 implied HN points • 12 Jul 22
  1. New selling conditions require adaptation & evolution
  2. Bottom up SaaS has natural advantages in a recession
  3. In tough times, focus on strong sales fundamentals & control what you can

Closing deals by the end of the quarter

157 implied HN points • 16 Dec 21
  1. Implement a close plan for key deals before the end of the quarter or year.
  2. Share close date goals early and get buy-in from prospects for better chances of hitting the close date.
  3. Offer incentives to prospects for hitting desired close dates and be realistic about setting those dates.
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Negotiating SaaS Deals

39 implied HN points • 06 Feb 23
  1. Best negotiations in SaaS involve understanding prospect's priorities and creating win-win trades
  2. Key priorities for sellers include deal completion, size, timing, and future mechanics
  3. For successful negotiation, understand buyer's priorities, don't negotiate until you've won the evaluation, and avoid giving concessions without receiving value in return

How to write an outbound email that you can be proud of

137 implied HN points • 11 Aug 21
  1. Outbound emails should have a specific reason for reaching out, offer clear value, and end with a question.
  2. Avoid making outbound emails 'me' focused and strive to be genuine, thoughtful, and empathetic.
  3. Focus on the recipient in outbound emails, use triggers or research, and structure emails into reason/value/question sections.

Cheat Codes: 5 SaaS Sales Challenges & How to Solve Them

78 implied HN points • 14 Feb 22
  1. Understanding your organization's unique challenges and dynamics is crucial for success.
  2. Addressing challenges in hiring, onboarding, and sales processes is essential for SaaS companies.
  3. Balancing inbound and outbound strategies, adapting to changing buyer behaviors and market dynamics, is key for sustained growth.

Superhuman's onboarding brilliance

157 implied HN points • 19 Oct 20
  1. Superhuman's onboarding approach combines product-led growth and human-led onboarding effectively.
  2. The onboarding call builds trust and loyalty through personalized interactions and education.
  3. Superhuman's focus on creating user loyalty through shortcuts and workflows helps create a strong brand connection.

Rules for SaaS Pricing

22 HN points • 29 Sep 22
  1. Consider your SaaS pricing model based on the type of users and adoption levels (bottom-up vs top-down).
  2. Set up deals to expand and renew over time to maintain strong SaaS metrics.
  3. Price your product based on the value it provides, comparing it to competitors and adjusting based on customer reaction.

"Does my SaaS company even need a sales team?" Yes.

98 implied HN points • 03 Oct 20
  1. Having a sales team is essential for SaaS companies, despite the high cost.
  2. A sales team helps in explaining the buyer's pain and impact to drive sales.
  3. Without a sales team, the competition can leverage your viral product and lead to pricing challenges.

The CEO <> Sales Relationship

78 implied HN points • 02 Dec 20
  1. Understanding and appreciating the role of sales gives leaders a big advantage.
  2. In bottom-up companies, there can be a class system where builders are valued more than sellers.
  3. CEOs should build a culture where sales and building teams are cohesive to ensure long-term success.

How to lead a sales call if you're not a seller

58 implied HN points • 03 Mar 21
  1. Develop a structured sales call checklist for consistent results.
  2. CEOs and early execs can follow best practices in sales conversations.
  3. Set clear agenda, ask informed discovery questions, and establish fitting next steps in sales calls.

Why that frustrating "request a demo" button exists

58 implied HN points • 19 Jan 21
  1. The 'request a demo' button exists to filter qualified leads from casual inquiries.
  2. Automated product demos can't fully replace human sales interaction for complex products.
  3. The role of human sellers is still crucial in establishing relationships and guiding high-stake sales discussions.

Rules for running a sales "proof of concept"

39 implied HN points • 12 Apr 21
  1. Be cautious about granting Proof of Concepts (POCs) too easily to prospective customers.
  2. Ensure full decision maker buy-in before starting a POC.
  3. Never allow POC success criteria to include proving ROI, aim to prove functionality instead.

Understanding your go to market genetics

39 implied HN points • 12 Oct 20
  1. Avoid copying sales playbooks; different products require unique strategies.
  2. Understand your product's market strengths and weaknesses for effective sales planning.
  3. Ask critical questions about your product, market, and buyers to customize your sales strategy.

How to onboard your sales team

19 implied HN points • 25 May 21
  1. Sales onboarding can be challenging due to constant changes in products and processes.
  2. Turn onboarding into a project with clear deliverables and milestones.
  3. Break down onboarding into weekly themes and activities for new sellers.