In this episode, Michelle Vu discusses the current state of B2B SaaS sales and customer success with Jonah Mandel of Capchase and Brad Rosen of Sales Assembly. They dig into findings from a recent survey conducted by Capchase on sales procurement in the B2B SaaS space. Key topics include increasing sales cycle length, rising customer acquisition costs, and decline in LTV:CAC ratio. Listeners can expect to learn strategies for optimizing sales processes, managing discounting, improving customer retention, and more in today's climate.

Main Discussion Points:

- Factors contributing to longer sales cycles and how some companies are bucking this trend
- Rising CAC and how to optimize spend on customer acquisition
- Managing discounting behaviors of sales teams
- Turning customer success into a profit center with skills for upsell
- Getting ahead of churn risk before renewal conversations

Guest Bios:

Jonah Mandel is the VP of Sales and Customer Success at Capchase, helping businesses grow through non-dilutive financing. He previously led go-to-market efforts at Alibaba for 5 years and worked in mobile payments at Square and ShopKeep.

Brad Rosen is the President of Sales Assembly, which helps teams build foundational sales skills for greater efficiency. He previously led G2's go-to-market team for 7 years after a long career in finance.

Company Bios:

Capchase: Provides non-dilutive financing to SaaS companies through options like revenue-based financing and a buy now, pay later purchasing tool.

Sales Assembly: Offers sales training and coaching to help companies scale through the development of foundational selling skills.