Enterprise SaaS Sales Strategy: Why Both Inbound and Outbound Are Essential

Jason Lemkin argues that enterprise SaaS companies need both inbound and outbound sales strategies, contrary to the popular belief that inbound-only approaches are superior. The majority of enterprise software deals, particularly high-ACV deals and those targeting senior executives, still require outbound sales efforts. Companies should focus on whichever channel works initially, then layer in the complementary approach to accelerate growth.