Intercom, Inc.

FEBRUARY 1, 2018

In August of 2016, Rachel Hepworth embarked on a unique challenge: start a growth marketing team at one of the most successful startups of this generation – one that had long relied heavily on word of mouth. I stumbled upon Eric Ries and Steve Blank, the concept of customer development – it was a revelation.

Growth Marketing 174

Growth Marketing Scale Marketing Outsourcing Services 174

Sales Hacker

MAY 19, 2021

This helps us with our prospecting strategies but it also helps our reps develop their skill set and become stronger in their role. Are these replies leading to meetings booked or are they referring us to someone else in the organization? Andy’s not telling Coral no at all; he’s asking for a bit more time with his team.

Data 106

Data Underperforming Technical Team Headcount Sales Funnel 106

Intercom, Inc.

JULY 12, 2018

As VP of Corporate Strategy at Twitter, Elad Gil was a key player as company headcount skyrocketed from 90 to 1,500 employees. This wasn’t Elad’s first experience with hyper growth – Google grew headcount 10x during his time as a product manager there – nor the last. Adam: Stripe Press is publishing the book.

Sales Hiring 120

Sales Hiring Scale Sales Recruiting Technical Advisors 120

FastSpring

JULY 11, 2024

We’re human beings with, we come with baggage, good baggage, bad baggage, prior experience, a perspective. Like they’re the most likely to emerge as pipeline and bookings. And so even if you’re optimizing those top of the funnel leads, you’re trying to get them to spit out the pipeline and bookings eventually.

B2B 169

B2B Scale Underperforming Technical Team Sales 169

Sales Hacker

NOVEMBER 14, 2019

At the forefront of this change is what we at Engagio call, Account-Based Everything (ABE), some people know it as Account-Based Sales Development (ABSD), and others call it Account-Based Marketing (ABM). We’re going to look at what data you need to develop an account targeting strategy and where to get that data.

Underperforming Technical Team 78

Underperforming Technical Team Technical Review Data Development Team Review 78

Outseta

JANUARY 20, 2020

I was managing a team of 15 and the company had grown to about 140 employees. They were clearly property management and software development, and as someone that was hired to accelerate Buildium’s growth I immediately saw countless opportunities to grow the company by moving into new markets. We mostly succeeded. I’m proud of all that.

SaaS Payments 145

SaaS Payments Sales Hiring Payment Methods Payment Services 145

OpenView Labs

MAY 20, 2021

The same was true when I ran the People function at a software development consultancy that doubled its headcount to ~100 while reducing attrition from 40% to 5% voluntary in 18 months. The question becomes: “Who do I want on my team—and why?”. A final comment on purpose: It should come from your team. I kinda like it.

Scale 84

Scale Underperforming Technical Team Headcount Software Review 84

Intercom, Inc.

MAY 13, 2021

Although Linda started her career in sales, she has spent the past twelve years scaling post-sales teams and moving hyper-growth companies like Zendesk, Slack, and now Gong upmarket into the enterprise realm. So how do you create a strong, enterprise-ready team? Not just support on steroids: How to build a customer success team.

Scale 177

Scale Customer Success Sales Hiring Strategy 177

Sales Hacker

JULY 8, 2020

Michael has 15 years of experience running global sales and product teams across multiple software and FinTech companies. Overseeing the growth of their sales and business development organization from 2 to 30 teams across the U.S. Michael Coscetta: I feel bad for those three people because they are definitely missing out.

Scale 124

Scale Scaling VP of Engineering Technical Review 124

Chart Mogul

MAY 7, 2020

Onboarding a new member of your sales team is challenging on its own, but especially so when they have to call prospects out of the blue. Providing the right cold calling training can make or break the success of a new team member. Nobody likes cold calling. But just because it isn’t fun doesn’t mean it isn’t effective.

Sales Hiring 52

Sales Hiring Underperforming Technical Team Marketplace as a Service Headcount 52

Crafty CTO

APRIL 12, 2020

All are linked back to their source in the online book and are copyright ©1999-2020 Basecamp. Bigger – it speaks to every aspect of the software development process. Where agile began I was managing software development projects at Viant in February 2001 when the Manifesto for Agile Software Development was published.

Underperforming Technical Team 52

Underperforming Technical Team New CTO Technical Review Software Development 52

OpenView Labs

MAY 20, 2019

That’s certainly true in developer tooling (AWS), sales and support (Salesforce), MarTech (Adobe), commerce (Square), HR tech (Workday) and even vertical markets (Veeva). Meanwhile, marketing teams from every competitor fight to rank on the same top keywords, driving costs per click through the roof. They aren’t alone.

Scale 70

Scale Startup Technical Review Software Review 70

OPEXEngine

AUGUST 9, 2021

Thankfully, the book details the changes made to improve this process. If the new solution doesn’t produce this, then the implementation team has likely set its sights too low or has ignored significant value-creating and change opportunities. The result is often a misallocation of capital and poor long-term performance for the firm.

Software Review 52

Software Review Underperforming Technical Team Technical Review Headcount 52

OpenView Labs

MAY 20, 2019

That’s certainly true in developer tooling (AWS), sales and support (Salesforce), MarTech (Adobe), commerce (Square), HR tech (Workday) and even vertical markets (Veeva). Meanwhile, marketing teams from every competitor fight to rank on the same top keywords, driving costs per click through the roof. They aren’t alone.

Scale 51

Scale Startup Technical Review Software Review 51

OpenView Labs

MAY 20, 2019

That’s certainly true in developer tooling (AWS), sales and support (Salesforce), MarTech (Adobe), commerce (Square), HR tech (Workday) and even vertical markets (Veeva). Meanwhile, marketing teams from every competitor fight to rank on the same top keywords, driving costs per click through the roof. They aren’t alone.

Scale 40

Scale Startup Technical Review Software Review 40

Intercom, Inc.

JANUARY 16, 2019

Growing a sales team isn’t as simple as putting a bunch of A players in a room and getting them to start selling your product. When done right, your sales team won’t just accelerate your company’s growth; they’ll enrich your company’s culture and help build a better product too. 12 steps to build a world-class sales team.

Scale 156

Scale Sales Hiring Underperforming Technical Team Scaling 156

Sales Hacker

JANUARY 7, 2025

With a background that includes leadership roles at AWS, Microsoft, and Lenovo, Fred brings a wealth of experience in building high-performing teams and driving revenue growth. It helps me and the team be so much more productive. And I always found it, because I’d be in there with my team, an enjoyable market to cold call into.

Outsourcing Services 114

Outsourcing Services Scale Outsourced Development AWS 114

Sales Hacker

AUGUST 12, 2020

I told her that when I book the stay, I should be prompted to download the app. Lars Nilsson, the co-Founder of Sales Source, did this when running worldwide Sales Development for Cloudera. The Connect and Pitch culture on LinkedIn is so bad it’s a proverb. We find explosive growth poses integration challenges for RevOps.

Scale 129

Scale Scaling AI Search Underperforming Technical Team 129

SaaStr

DECEMBER 3, 2020

In Today’s Episode We Discuss: * How Sam made his way into the world of SaaS with Dropbox and how that led to his leading the sales and success team today @ Loom. What was Sam’s biggest lesson from scaling the sales team at Dropbox? Sam Taylor: And so, I joined as a sales development rep at Salesforce, best move I ever made.

Scale 248

Scale Sales Hiring Sales Recruiting Sales 248

Andreessen Horowitz

JANUARY 17, 2024

They know there’s 5 individuals with semi-automatic weapons in the car, SWAT team responds, and those people are now in jail. Bad guys know that when you come to Las Vegas, because of our abilities, technology being at the forefront of it, you are going to get caught. They got defeated, quite frankly, oftentimes by the bad guy.

Technical Review 80

Technical Review Underperforming Technical Team Technology Systems Review 80

User Pilot

FEBRUARY 24, 2025

Meta is looking for an Operations leader to join the Product Data Operations (PDO) team. As a Manager on the PDO GenAI team, you will be responsible for managing a team of Project Managers to supply product teams with critical data and data labeling for Meta’s GenAI products. Who would be a BAD fit for this job?

Technical Advisors 52

Technical Advisors Data Management Scale 52

Chart Mogul

MAY 7, 2025

It seems obvious: focus brings team unity and compounds the impact of everyone’s work. It seems obvious: focus brings team unity and compounds the impact of everyone’s work. Typically, it outlines the industry, headcount, revenue, tech stack, location, and buying behavior of your hypothetical “ideal customer.”

Scale 52

Scale Sales Hiring Underperforming Technical Team Churn 52

Sales Hacker

MARCH 11, 2025

Why executive compensation should align with key business metrics for better team alignment. As a key GTMfund partner, they equip sales and marketing teams with top performers. If you’re hiring for sales or marketing roles, reach out to Pursuit at pursuitsalessolutions.com/gtm or message a GTMfund team member.

Scale 78

Scale Technical Advisors Sales Hiring Technical Review 78

Sales Hacker

DECEMBER 10, 2024

Martin brings a wealth of experience in building and scaling sales teams, developing effective go-to-market strategies, and navigating the challenges of startup growth. 35:30) Optimal team structures for SMB sales organizations. (52:25) 52:25) Why in-person sales environments are crucial for early-career development. (53:46)

Scale 113

Scale Sales Hiring Scaling CTO Coach 113

Kellblog

JANUARY 29, 2025

AI will be a huge driver of the rebound, because of both the large VC investment it attracts and its ability to convert headcount budget into software budget (e.g., In his upcoming book, The Sirens Call , Chris Hayes argues that every single aspect of human life is being reoriented around the pursuit of attention.

Technical Review 83

Technical Review AI Search Software Review AI 83