Hiten Shah, Co-Founder at Crazy Egg, KISSmetrics and Quick Sprout

Hiten has co-founded three SaaS companies since 2005, Crazy Egg, KISSmetrics and Quick Sprout. He's an active advisor and investor in startups like Buffer, Drift, LinkedIn, Lyft and more. Hiten also co-hosts The Startup Chat podcast with Steli Efti where they’ve done over 240 episodes talking about all things business. On top of all this, Hiten finds the time to blog and regularly launch new projects like Draftsend and Product Habits.

In this interview, Hiten starts us off by leaning on his experience building a sales process for multiple startups over the years and shares his process for diagnosing a leaking sales funnel, including the #1 question he asks customers with the goal of making process improvements. Hiten talks about managing a performance-focused sales team, getting early traction, his view of the future of SaaS sales, building meaningful relationships without a hidden agenda, and the benefits of using side projects to grow your sales.