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SaaStr

By Jason Lemkin

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Best-Rep Email Cloning

Feed the agent your single best rep's best email, then let it AB-test variants—that's how AI beats your mid-pack.

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The 30-Day Agent Training Loop

Ingest your docs, then correct the agent an hour a day for 30 days until it performs like your best rep.

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The A+ Middler and the Next Step

Founders are already elite at the middle of a sale — the only skill to add is never leaving a meeting without a next step.

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Entrepreneurship4 steps

The Chief Agentic GTM Officer Play

Pick one painful problem, one leading vendor, and deploy an agent yourself—50 hours later you're hyper-employable.

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Finance5 steps

The Early-Stage Sales Comp Ramp

Pay 50/50, give away 100% of quarter-one bookings, then hold reps to closing 3-5x their take-home.

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The Forward-Deployed Engineer Vendor Column

Don't buy AI GTM tools on features—buy on who will actually get on the phone and deploy it with you.

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The GTM Agent Deployment Sequence

Roll out AI sales agents in the order of lowest effort and highest ROI: start with support, end with reactivation.

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Sales4 steps

The Harder-to-Sell Heuristic

Only hire reps whose last product was harder to sell than yours — never easier.

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Strategy4 steps

The Incognito Cry Test

Go through your own product as an anonymous customer, find what makes you cry, and buy an agent to fix that.

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Sales4 steps

The Lead-Rich Audit

You don't need SaaStr's scale—count your website visitors and untouched CRM leads to see you're already lead-rich.

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Strategy5 steps

The Sales Roadmap Budget

Give sales a fixed quarterly slice of the roadmap — say 10% of story points — and make them force-rank it.

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Sales5 steps

The Sell-Me-This-App Interview

Make every sales candidate demo your actual product before you hire them — no exceptions.

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Strategy5 steps

The VP of Free

Somebody must be the champion of the users who never pay — and it can only be product and the founders.

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Sales5 steps

The "Would I Buy From Them?" First-Rep Test

Hire your first two sales reps on one gut criterion: would you buy your own product from them?

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Leadership5 steps

Two-Reps-Then-VP (The 3-to-300 Rule)

Never hire a VP of Sales until two reps are hitting quota — and never hire one who won't carry a bag.

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