Sales

Authoritative Resources:

Resource	Why It Matters
SaaStrAI	The SaaS sales bible. Jason Lemkin's daily Q&A on GTM, sales teams, SaaS metrics
First Round Review: Sales	Enterprise sales playbooks, founder-led sales, scaling $0 to $100M ARR
HubSpot Sales Blog	Free sales playbooks, MEDDIC explainers, prospecting templates
The Challenger Sale (Dixon & Adamson)	Research-backed sales methodology — 5 rep profiles, teach-tailor-take control
Sales Hacker / Revenue Zen	Community-driven sales content and tech stack reviews

Core Frameworks:

MEDDIC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion) — Enterprise qualification. Forces reps to find the economic buyer.
BANT (Budget, Authority, Need, Timeline) — Classic SMB/high-velocity qualification
Challenger Sale — Teach prospects something new, tailor to their context, take control of the sale. Most researched methodology. 5 profiles: Challenger, Lone Wolf, Hard Worker, Reactive Problem Solver, Relationship Builder.
Team Specialization (SaaStr): Split by company size first (SMB/Mid-Market/Enterprise), then vertical or ACV. Specialize at 2-3 reps hitting quota.
Founder-led sales (First Round): Founder sells first 10-20 deals. Document every objection and win reason — this IS your sales playbook.

How AI Changes Sales:

AI SDRs (11x, Apollo, Clay): Prospect, research, personalize, sequence, and book meetings autonomously. One human manages 5-10 AI SDRs.
AI closing agents: SaaStr reported an "AI VP of Finance" that closes deals, sends invoices, chases payments — trained on just 4 deals.
AI forecasting: Real-time pipeline analysis, deal scoring, risk flags. No more manual spreadsheets.
AI coaching: Call recording analysis → real-time objection handling scripts for each rep.
Human role shift: From prospecting → complex deal orchestration, executive relationships, strategy.
SaaStr rebranded to SaaStrAI — the whole B2B landscape is being rebuilt around AI.