Tom Tunguz

NOVEMBER 20, 2016

We identify unusual companies, those with best in class sales efficiency or revenue growth. Management teams employ metrics to identify when a particular part of a company is performing in an unexpected way. Sagging quota attainment suggests sales recruiting and t practices are worth investigating.

Benchmarks 100

Benchmarks Sales Recruiting Data Sales Hiring 100

User Pilot

JUNE 16, 2024

Looking for reliable metrics benchmarks to gauge your product performance and inform your decisions? That’s what you can find in Userpilot’s Product Metrics Benchmark Report. We also share 6 key insights for product managers that we found particularly interesting. Why should product teams read this benchmark report?

Benchmarks 81

Benchmarks Metrics Sales Recruiting Acquisition 81

OpenView Labs

NOVEMBER 16, 2021

The value of your contracted subscriptions taking into account revenue added/lost from components such as new sales, renewals, upsells, churn, etc. It excludes indirect costs such as sales and distribution costs. CAC = Gross margin of annualized new revenue form a quarter / Sales and marketing expenses from previous quarter.

Benchmarks 71

Benchmarks Scale Metrics Sales Recruiting 71

Sales Hacker

SEPTEMBER 8, 2022

One of the oldest truisms in sales is that recruiting new clients costs more than retaining them ( five to 25 times more costly, depending on the industry). More than ever, customer success teams must be in complete lockstep with their sales teams—both should treat any renewal as a joint effort and success. Put the buyer first.

Sales Recruiting 133

Sales Recruiting Technical Review B2B Benchmarks 133

Sales Hacker

APRIL 19, 2022

In this article, I’ll outline the principles of compensation design , how to build sales compensation plans , and include resources to set OTEs and quotas that keep your reps happy and hungry for more. Why Sales Comp Planning is Key to Rep Retention. Who should be responsible for sales compensation planning?

Compensation 98

Compensation Sales Recruiting Sales Hiring Retention 98

OpenView Labs

MARCH 8, 2021

B2B sales involves one business selling its product to another business. Those with experience in both B2B and B2C sales know that B2B is a lot tougher—the deals are bigger, there’s often more than one decision-maker, and the competition is intense. For all those reasons, hiring and management must be on point.

Sales Hiring 80

Sales Hiring Scale Sales Recruiting B2B 80

Sales Hacker

NOVEMBER 15, 2017

With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started.

Scale 105

Scale Payment Methods Sales Recruiting SaaS Payments 105

SaaStr

NOVEMBER 6, 2019

What’s a sample job description that I can use to recruit talent? Eventually all businesses—whether category creators or disruptors—will have to become more capital efficient and manage sales and marketing expenses against industry benchmarks. How can I convince my CEO that CATEGORY X is important?

Scale 137

Scale Sales Recruiting Marketplace as a Service Forecasting 137

Unbounce

JULY 15, 2020

Align Your Theme and Dates Track Your Webinar Goals Recruit a Lineup of Star Speakers Set Up Your Webinar Platform and Tools Promote the Event to Create Buzz Perform Dry-Runs Make Magic Happen on the Day Follow Through Post-Event. Recruit a Lineup of Star Speakers. How to Run a Webinar or Virtual Event Like a Pro. This is a big one.

Sales Recruiting 145

Sales Recruiting Scale Social Media Engagement 145

Sales Hacker

MAY 28, 2019

SaaStock is a gathering of SaaS Sales Leaders, Founders, VCs, and anybody passionate about building a SaaS business. And make sure you’re following Sales Hacker on Instagram , Twitter , and LinkedIn. Scaling Sales: How to Industrialize a Tribe (June 5th, 1:50 PM). How Can I Get Live Updates? Interviews with Speakers!

Sales Recruiting 14

Sales Recruiting Sales Hiring Scale Sales 14

InsightSquared

FEBRUARY 12, 2020

12, 2020 – InsightSquared , the leading provider of revenue intelligence solutions, today announced integration with the LinkedIn Sales Navigator Application Platform to bring LinkedIn Sales Navigator usage data into InsightSquared’s revenue intelligence software. Key LinkedIn Sales Navigator analytics now available, include: .

Scale 12

Scale Sales Recruiting Sales Benchmarks 12

Buffer Resources

MARCH 7, 2024

For instance, Clearance Jobs, a recruitment platform used LinkedIn Live to discuss the findings from their State of the Security Clearance Process 1H 2024 report. A short 22-minute webinar lets them highlight the most exciting findings and explain what each data point means for their audience—job seekers and recruiters.

Social Media 130

Social Media Sales Recruiting Merchant Services AI Search 130

Chart Mogul

MARCH 21, 2019

Defining the 'how' and 'why' of your early sales culture helps make the right thing easy to do. In this post, I discuss sales culture at ChartMogul and share two examples of how our team strives to articulate value in conversations with customers. Sales culture at ChartMogul. Back to buyer-seller basics. I was hooked.

Sales Recruiting 68

Sales Recruiting Sales Technical Review Software Review 68

Sales Hacker

OCTOBER 13, 2020

If you missed episode 130, check it out here: Turning Junior-level Talent into Top Sales Professionals with Eddie Baez. Subscribe to the Sales Hacker Podcast. Sales enablement is easy. REGIE uses artificial intelligence to create entire outbound inbound, and even follow-up sales campaigns faster. We’re on iTunes.

Marketplace as a Service 113

Marketplace as a Service CTO Hire Sales Recruiting Scale 113

SaaStr

JULY 10, 2021

Then we needed to hire a sales guy who had experience selling to enterprise. We got the guy who ran enterprise sales at Rackspace. UberConference started as this freemium, kind of funnel builder for later sales product. Dan : We’d start it with sales. As a B2B enterprise company, sales was our first key.

Sales Hiring 263

Sales Hiring Underperforming Technical Team Development Team Review CTO Hire 263

Valuize Consulting

DECEMBER 7, 2021

Is it going to come from the Sales and Marketing budget, or General Administrative budget? Where does Sales, Support, Training & Education play and what does the handoff look like? Your charters must dictate how you hire as the skill sets you recruit need to align with, and complement, your charters.

VP of Engineering 98

VP of Engineering Customer Success Sales Hiring Interviewing 98

ChurnZero

JANUARY 26, 2021

Sofia Varga, Director of Recruiting. Alan Alda, Manager of Recruitment Marketing. Linda Hale, HR Manager (East). Eli Whitney, HR Manager (Central). Jennifer Cartwright, HR Manager (West). Here are a few examples keeping with our recruiting example: . Executive Sponsor: . Primary Contact(s): .

Customer Success 98

Customer Success Sales Recruiting Sales Hiring Management 98

Unbounce

JULY 29, 2020

If you’re creating a sales page, use this space to highlight how your product or service improves your customers’ lives. But just to make sure these examples are absolute fire , I’ve recruited Gus from our design team to help out. Your Benefits Section. People skim, so provide a bulleted list of the benefits of your offer. FreshGoods

Sales Recruiting 138

Sales Recruiting Branding Healthcare Communication 138

Sales Hacker

NOVEMBER 16, 2018

As leads pour in, it becomes challenging for your current sales reps to manage their book of business and properly prospect. As a sales manager, you have to ask yourself “Do I simply hire more salespeople, or is it time to implement an SDR program?”. RELATED: B2B Sales Outsourcing Is Dicey.

Outsourcing Services 99

Outsourcing Services Outsourced Development Scale Sales Hiring 99

User Pilot

MARCH 21, 2024

The Buyer Persona Template focuses on the decision-maker’s pain points and goals, helping sales and marketing teams tailor pitches for closing deals. This detailed insight then allows you to customize your marketing and sales campaigns , ensuring they are tailored to the needs of potential customers.

Sales Recruiting 105

Sales Recruiting Underperforming Technical Team Interviewing Social Media 105

Neil Patel

OCTOBER 24, 2020

In a nutshell, they can give you expert opinions, analysis, and recommendations that can help ensure a more objective-based approach to grow your business and maximize sales – all at the same time. This includes: Questions about your current benchmarks , segment objectives, and overall goals. Sales and Marketing Consultants.

Consulting 132

Consulting Sales Hiring Technical Review Sales Recruiting 132

OpenView Labs

DECEMBER 17, 2019

OpenView’s experts weighed in with their predictions across product, sales, marketing, pricing, corporate development and talent. Product Managers Will Own a KPI. How many of your highest paid team members are in sales? The fact is that a great (albeit expensive) sales rep is worth every penny and has an obvious ROI.

Trends 67

Trends Sales Recruiting Technical Review SaaS 67

Intercom, Inc.

APRIL 18, 2019

Though he had experience in recruiting, sales and product, marketing was new ground for him. That’s where things like books, speaking at sales kickoffs, and even hiring evangelists internally can help scale some of your content efforts. I like the idea of being long-term greedy, but short-term humble. “We evangelized that.

Scale 112

Scale Sales Recruiting Marketplace as a Service Sales Hiring 112

OPEXEngine

APRIL 8, 2021

It is easier for small companies—they don’t have large sales organizations that need to be re-trained in how to manage a sales cycle in a virtual world or how to meet changing buyer expectations. We are hearing that some companies are already increasing recruitment budgets going into Q2.

Sales Hiring 59

Sales Hiring Sales Recruiting SaaS Business 59

Sales Hacker

FEBRUARY 25, 2021

Requests for proposals (RFPs) generate a whopping average of 35% of annual sales revenue , according to Loopio’s 2021 RFP Response Benchmarks and Trends Report. The new research, which surveyed 650+ teams, found that despite economic uncertainty over the past year, RFPs are expected to be an integral part of sales growth in 2021.

Sales Recruiting 81

Sales Recruiting Software Review Technical Review Systems Review 81

Sales Hacker

FEBRUARY 1, 2021

I started seeing Black faces speaking on panels, featuring on “top Black salespeople to follow” lists and trending with #sales content. On the other, I could only see those same 10-15 names cycling through the speaking circuit so many times before realizing: our industry’s visible Black talent benchmark is pretty shallow. .

Sales Recruiting 82

Sales Recruiting Sales Hiring Underperforming Technical Team Sales 82

Sales Hacker

MAY 31, 2018

The business case for sales development is built on flawless logic and verified by market data. The more time your closers spend taking moonshots, the less sales they actually make. That’s why the fastest growing B2B brands on the planet also run the largest and most sophisticated sales development teams in their class.

Sales Recruiting 63

Sales Recruiting Development Social Media Sales 63

ChurnZero

DECEMBER 18, 2020

Can we recruit hiring new team members from January to April, or from January to June this year, just to make sure that as we enter in the next year, we’re able to start off with some wins and not get upside down. You may not be able to get it from the sales ops team anymore. Customer Success Around the Web.

Customer Success 87

Customer Success Sales Recruiting Sales Hiring Finance 87

OpenView Labs

FEBRUARY 14, 2019

That means we’re delivering more than 250 pieces of content to our community on topics ranging from sales and product to pricing, marketing, recruiting and much more. 2018 Expansion SaaS Benchmarks. We publish five times a week, every single week of the year. We tell you how here.

Sales Recruiting 56

Sales Recruiting Benchmarks Acquisition Finance 56

OPEXEngine

JANUARY 13, 2021

Hiring—lessened requirements for in-person work expected even post-pandemic open up recruitment beyond physical locations, but competition for talent will remain tough in tech. B2B Sales and Marketing. Sales organizational changes: no more big rooms with 50+ inside sales. Impact of the Remote Workplace. More testimonials.

Sales Recruiting 52

Sales Recruiting Sales Hiring SaaS Benchmarks 52

SaaStr

NOVEMBER 19, 2019

In fact, we were below benchmarks for SaaS companies. Then I went over to the sales department. The demo is the sale and we close everybody in month. Heidi Jannenga : When we’ve again, first started going out and looking for funding, everybody wants to amplify your sales strategy. We schedule a demo in the same day.

Scale 187

Scale SMB VP of Engineering Leadership 187

ChurnZero

SEPTEMBER 26, 2019

“We think of ChurnZero as a leading technology provider in the important and burgeoning space of Customer Success, and why we see recognition like this award as a benchmark to live up to in delivering real business value to our customers.”. Promod Haque – Senior Managing Partner – Norwest Venture Partners.

Software Review 45

Software Review Sales Recruiting Technical Review Systems Review 45

User Pilot

AUGUST 28, 2024

Collaborate with development, marketing, and sales teams to ensure product alignment and successful launches. Support product managers in the execution of strategic projects and initiatives. Conduct competitive analysis to benchmark product performance and identify opportunities. Looking into tools for product assistants?

Sales Recruiting 52

Sales Recruiting Sales Hiring Market Research Communication 52

ChurnZero

JULY 9, 2020

Sure, you won customers over to get the initial purchase, but what about your post-sale courting? We gift customers whenever they leave an online review, act as a reference for a potential customer, or refer a customer who connects with our Sales team as well as when the referred prospect becomes a customer.

Retention 64

Retention Strategy Scale Sales Recruiting 64

SaaSX

NOVEMBER 14, 2021

Some founders are able to launch a product and get a bit of early traction without sales or marketing. The second case where initial sales & marketing aren’t needed to launch a product is when a founder has a built-in network of ready buyers and lands initial customers through their own efforts. The skill of the sales reps.

Scale 52

Scale Marketing Sales Recruiting Benchmarks 52

ProfitWell

OCTOBER 24, 2019

“The idea behind it was to get creative and provide fans another multi-game option to get in the doors for each Cavs home game this season and to see the new Rocket Mortgage FieldHouse and everything it has to offer," says Eric Clouse, Cleveland Cavaliers Senior Vice President of Sales and Service. Over the past 7.5

Subscription 41

Subscription Payment Features Sales Recruiting Social Media 41

ChurnZero

MARCH 6, 2020

Founder Annette Franz shares a quote from sales expert Zig Ziglar that shows how a people-first philosophy is your business growth strategy: “You don’t build a business. above industry benchmarks” according to research shared by Growth Everywhere. The good news is that…. Good for the employee is good for business. Always respect them.

Customer Success 69

Customer Success Software Review Scale Sales Recruiting 69