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   Here are the best SaaS reads and resources this week  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­
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                     <span style="word-break: break-word; color: #888888; font-size: 14px;">
                      Edition #495, 5-December-2025
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                      This roundup is a tour of the basics done well: articulate value before you touch pricing, help buyers look good, and build channels you actually own.
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                      The chart of the week links to a great resource for understanding sales compensation efficiency.
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                      Until next time,
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                      <a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                       Nick
Franklin
                      </a>
                      <br/>
                      Founder &amp; CEO
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                     From the archives
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                       Pricing &amp; jobs to be done with Matt Lerner
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                     <span style="word-break: break-word; font-size: 14px;">
                      In this podcast, Matt argues pricing isn’t a math tweak, it’s a clarity test: if buyers don’t understand the value (and the non-financial switching costs), lowering price won’t fix conversion. Use JTBD interviews and simple sensitivity tests to price around the real job customers are “hiring” you for, then focus on the few levers that actually drive growth.
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                     This week's best SaaS content
                    </span>
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                      HIRING
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                       40 favorite interview questions from some of the sharpest folks we know
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                     First Round
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                    <p style="margin:0;font-size:12px;mso-line-height-alt:25.2px">
                     <span style="word-break: break-word; font-size: 14px;">
                      Hiring is probably the most expensive bet you make as a founder, yet most of us still wing large parts of the interview. This First Round piece is a grab bag of 40 battle-tested questions that go beyond "walk me through your resume."
                     </span>
                    </p>
                   </div>
                  </div>
                 </td>
                </tr>
               </tbody>
              </table>
              <table border="0" cellpadding="0" cellspacing="0" class="html_block block-11" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
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                  <div align="center" style="font-family:Helvetica Neue,Helvetica,Arial,sans-serif;text-align:center">
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       font-size:14px;
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       padding:5px;
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       margin-top:10px;
       margin-bottom:40px;
       margin-left:10px;
	   margin-right:10px;
       border-left: 6px solid #D4E3EC;
                              ">
                    <span style="font-weight:700;">
                     "When you’re scaling quickly, moving at warp speed, and sitting on several hiring panels, interviewing can seem like a task you just need to get through.
                    </span>
                    But it’s worth pausing to remember that the decision to hire someone is an expensive and far-reaching one."
                   </div>
                  </div>
                 </td>
                </tr>
               </tbody>
              </table>
              <table border="0" cellpadding="0" cellspacing="0" class="button_block block-12" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
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                 <td class="pad" style="padding-left:5px;text-align:left">
                  <div align="left" class="alignment">
                   <!--[if mso]>
<v:roundrect xmlns:v="urn:schemas-microsoft-com:vml" xmlns:w="urn:schemas-microsoft-com:office:word"   style="height:30px;width:52px;v-text-anchor:middle;" arcsize="0%" fill="false">
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                   <span class="button" style="background-color: transparent; mso-shading: transparent; border-bottom: 0px solid transparent; border-left: 0px solid transparent; border-radius: 0px; border-right: 0px solid transparent; border-top: 0px solid transparent; color: #9caab3; display: inline-block; font-family: 'Helvetica Neue', Helvetica, Arial, sans-serif; font-size: 12px; font-weight: 400; mso-border-alt: none; padding-bottom: 3px; padding-top: 3px; padding-left: 7px; padding-right: 7px; text-align: center; width: auto; word-break: keep-all; letter-spacing: normal;">
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                     <strong>
                      SALES
                     </strong>
                    </span>
                   </span>
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                  </div>
                 </td>
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                  <h1 style="margin:0;color:#555;direction:ltr;font-family:Helvetica Neue,Helvetica,Arial,sans-serif;font-size:18px;font-weight:700;letter-spacing:normal;line-height:1.2;text-align:left;margin-top:0;margin-bottom:0;mso-line-height-alt:22px">
                   <span class="tinyMce-placeholder" style="word-break: break-word;">
                    <a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank" title="Give like a human. Sell like a pro.">
                     <span class="mce-content-body mce-edit-focus" data-position="30-0-12" data-qa="tinyeditor-root-element" id="132db66d-45e1-45a2-af89-06b562a3abf6" style="word-break: break-word; position: relative;">
                      <span class="tinyMce-placeholder" style="word-break: break-word;">
                       Give like a human. Sell like a pro.
                      </span>
                     </span>
                    </a>
                   </span>
                  </h1>
                 </td>
                </tr>
               </tbody>
              </table>
              <table border="0" cellpadding="0" cellspacing="0" class="heading_block block-14" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
               <tbody>
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                 <td class="pad" style="padding-bottom:20px;padding-left:10px;padding-right:10px;padding-top:5px;text-align:center;width:100%">
                  <h3 style="margin:0;color:#000;direction:ltr;font-family:'Helvetica Neue',Helvetica,Arial,sans-serif;font-size:14px;font-weight:400;letter-spacing:normal;line-height:1.2;text-align:left;margin-top:0;margin-bottom:0;mso-line-height-alt:17px">
                   <strong>
                    Vince Beese,
                   </strong>
                   Red Zone Selling
                  </h3>
                 </td>
                </tr>
               </tbody>
              </table>
              <table border="0" cellpadding="0" cellspacing="0" class="text_block block-15" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0;word-break:break-word" width="100%">
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                    <p style="margin:0;font-size:12px;mso-line-height-alt:25.2px">
                     <span style="word-break: break-word; font-size: 14px;">
                      Most sales advice talks about tactics and funnels, but this piece hits a more useful nerve. It argues that the best sellers win by acting like actual humans and helping buyers look good. None of it is complicated; it just requires paying attention. It’s a good read for this time of year, when budgets reset and buyers remember who actually helped them.
                     </span>
                    </p>
                   </div>
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                 </td>
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       font-size:14px;
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       margin-top:10px;
       margin-bottom:40px;
       margin-left:10px;
	   margin-right:10px;
       border-left: 6px solid #D4E3EC;
                              ">
                    <span style="font-weight:700;">
                     "You might not be the solution they need today. But maybe you know someone who is.
                    </span>
                    Make that introduction anyway. It’s not about “nurturing the lead”, it’s about doing the right thing."
                   </div>
                  </div>
                 </td>
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                    <span style="word-break: break-word; line-height: 24px;">
                     <strong>
                      MARKETING
                     </strong>
                    </span>
                   </span>
                   <!--[if mso]></center></v:textbox></v:roundrect><![endif]-->
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               <tbody>
                <tr>
                 <td class="pad" style="padding-bottom:5px;padding-left:10px;padding-right:10px;text-align:center;width:100%">
                  <h1 style="margin:0;color:#555;direction:ltr;font-family:Helvetica Neue,Helvetica,Arial,sans-serif;font-size:18px;font-weight:700;letter-spacing:normal;line-height:1.2;text-align:left;margin-top:0;margin-bottom:0;mso-line-height-alt:22px">
                   <a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank" title="The Community-Led GTM: How to Build Trust, Traffic, and Growth">
                    The community-led GTM: how to build trust, traffic, and growth
                   </a>
                  </h1>
                 </td>
                </tr>
               </tbody>
              </table>
              <table border="0" cellpadding="0" cellspacing="0" class="heading_block block-19" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
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                 <td class="pad" style="padding-bottom:20px;padding-left:10px;padding-right:10px;padding-top:5px;text-align:center;width:100%">
                  <h3 style="margin:0;color:#000;direction:ltr;font-family:'Helvetica Neue',Helvetica,Arial,sans-serif;font-size:14px;font-weight:400;letter-spacing:normal;line-height:1.2;text-align:left;margin-top:0;margin-bottom:0;mso-line-height-alt:17px">
                   <strong>
                    SaaSiest
                   </strong>
                  </h3>
                 </td>
                </tr>
               </tbody>
              </table>
              <table border="0" cellpadding="0" cellspacing="0" class="text_block block-20" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0;word-break:break-word" width="100%">
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                 <td class="pad" style="padding-bottom:15px;padding-left:10px;padding-right:10px">
                  <div style="font-family:sans-serif">
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                    <p style="margin:0;font-size:12px;mso-line-height-alt:25.2px">
                     <span style="word-break: break-word; font-size: 14px;">
                      SEO and paid used to power SaaS growth, until the platforms shifted and “owned” traffic started to disappear. Mike Nelson (Really Good Emails, now at Beefree) argues the durable alternative is community as a GTM engine: build a destination people would bookmark, earn trust with real one-to-one outreach, and elevate distinct member voices so the loop sustains itself.
                     </span>
                    </p>
                   </div>
                  </div>
                 </td>
                </tr>
               </tbody>
              </table>
              <table border="0" cellpadding="0" cellspacing="0" class="html_block block-21" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
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       font-size:14px;
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       margin-top:10px;
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       margin-left:10px;
	   margin-right:10px;
       border-left: 6px solid #D4E3EC;
                              ">
                    <span style="font-weight:700;">
                     Trust beats traffic.
                    </span>
                    "Attention can be bought. Trust has to be earned and it multiplies."
                   </div>
                  </div>
                 </td>
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               </tbody>
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       font-size:20px;
       color: #ffffff;

       background: linear-gradient(90deg, #76e3d2 0%, #2C8DFF 40.78%,  #40bcd4 100%);
                              ">
                    <span style="font-weight:700;">
                     Chart of the week
                    </span>
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                    <p style="margin:0;mso-line-height-alt:25.2px">
                     <span style="word-break: break-word; font-size: 14px;">
                      <strong>
                       If you want a clean measure of sales efficiency,
                      </strong>
                      look at quota:OTE and attainment together. High-growth companies tend to get both right, but Enterprise and Mixed teams suggest the ratio can look great on paper.
                     </span>
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                    <p style="margin:0;font-size:14px;mso-line-height-alt:21.6px">
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                    </a>
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