Sales Hacker

APRIL 21, 2020

You’ll be able to download the interview scorecard template that I use with my clients. Part two of this scorecard series will help you create a sales interview scorecard to land that sales role you’ve been dreaming about. Also: What are the top performers in my current team doing? This is a team effort. If so, how?

Sales Hiring 125

Sales Hiring Interviewing Sales Recruiting Underperforming Technical Team 125

SaaStr

JANUARY 21, 2020

Justin used Sales Culture to grow a successful PatientPop team to 140 employees and 55 million in revenue. When I was hired, I came in with one salesperson and zero dollars in recurring revenue and over the next four years grew the sales team to over 140 employees and 55 million in recurring revenue. FULL TRANSCRIPT BELOW.

Sales Recruiting 332

Sales Recruiting Sales Hiring Scale Sales 332

SaaStr

MARCH 24, 2020

Sam Blond, CSO at Brex explains why recruiting, networking and employee happiness is the key to this playbook on recruiting your sales team. I’m doing The Playbook To Recruiting Your Sales Team. Once again, amazing job to the SaaStr team. I’m really honored to share this stage with some really bad ass speakers.

Sales Recruiting 195

Sales Recruiting Sales Hiring Scale Underperforming Technical Team 195

SaaStr

JULY 5, 2023

The Team Matters More Than The Operating Model Snow’s greatest piece of advice is to choose your team wisely. He believes the team is more important than the operating model because you can have the best models in the world. But if you don’t have the underlying team and structure, it won’t work. They didn’t.

Strategy 246

Strategy Marketing Underperforming Technical Team Sales Hiring 246

Sales Hacker

DECEMBER 19, 2022

As the president of Sales Xceleration, a firm specializing in assessing and implementing sales strategy , sales processes, and sales execution to drive growth, I’ve seen how job hopping can affect otherwise stable sales teams. But also the cost it has on their careers — and your sales team. This trend especially impacts sales teams.

Sales Hiring 107

Sales Hiring Underperforming Technical Team Sales Recruiting Compensation 107

Neil Patel

JANUARY 11, 2021

Follow this up by building your team and finding a location if you’re opening a physical store. After all, your customers would prefer more of a good thing and less of a bad thing. Take surveys, make questionnaires, and do one-on-one interviews. At this point, you have your idea and a plan to make it come to life.

Underperforming Technical Team 128

Underperforming Technical Team Business Sales Hiring Scale 128

Intercom, Inc.

APRIL 19, 2018

It means reducing choices amongst engineering teams and standardizing technology, so our team can spend as much time as possible delivering value to customers. Our chat covers the origins of Run Less Software, how it has evolved at scale, and how it differs from the equally valid approaches of other engineering teams.

Outsourcing Services 192

Outsourcing Services Part-Time VPE Software AWS 192

Chart Mogul

JULY 1, 2020

Customer interviews are a powerful tool that can help you better position your B2B product to attract and retain more customers. Believe it or not, it’s not rocket science: they perform customer interviews. Types of customer interviews. Depending on what you want to achieve, customer interviews can be divided into two groups: 1.

Interviewing 76

Interviewing B2B Marketing Underperforming Technical Team 76

Sales Hacker

JANUARY 27, 2020

Your organization has a unique culture. Good or bad, planned or not, it does. And as a leader, it’s your responsibility to lead by example and help shape the company culture. So, how do you know if you’re doing the right things as a leader to make your sales culture an asset, rather than a liability?

Sales Hiring 105

Sales Hiring Underperforming Technical Team Sales Leadership 105

Intercom, Inc.

JULY 17, 2021

Serena joined us six years ago and has become an integral part of the engineering team. What is the weirdest hobby you developed during quarantine? Sometimes, if I’m having a bad day, I think I would love to become a gardener or something. Are you interested in joining the Intercom team? Check out our open roles.

Underperforming Technical Team 129

Underperforming Technical Team Engineering Interviewing Technology 129

Sales Hacker

FEBRUARY 1, 2021

Guided selling with Revenue Grid allows you to guide reps step-by-step through every deal, reducing guesswork and increasing consistency so your teams have the best odds with every opportunity in the pipeline. See how you can put your sales teams in the best position to win now at revenuegrid.com/saleshacker. Callie Moriarty: Hi Sam.

Underperforming Technical Team 84

Underperforming Technical Team Scale Sales Hiring Systems Review 84

SaaStr

MARCH 26, 2019

Scaling the company’s employee base, sales teams, marketing, and operations—all while preserving its culture—has required a laser focus on first principles, smart processes, and effective hiring. Write down your principles (like your mission statement) and use it very early for guiding culture and decision making.

Scale 162

Scale Payment Services Payment Methods Scaling 162

Intercom, Inc.

JANUARY 5, 2022

After working on NASA’s Space Shuttle Main Engine, he went on to develop Portfolium, a social networking platform that allows students and graduates to showcase skills beyond the traditional resume to potential employers. Portfolium was eventually acquired, but the team behind it never stopped thinking about a better way to do it.

Scale 211

Scale Software Review compliance Technical Review 211

Sales Hacker

APRIL 25, 2019

Outsourced Sales Development. Without a sales development team, you can find yourself struggling when it comes to pipeline generation. For SMBs, this is a pivotal decision: Do you hire an in-house sales development team or work with an outbound partner? The Four Costs of In-House Sales Development.

Outsourcing Services 99

Outsourcing Services Sales Hiring Sales Outsourcing Outsourced Development 99

Chart Mogul

JULY 1, 2020

Customer interviews are a powerful tool that can help you better position your B2B product to attract and retain more customers. Believe it or not, it’s not rocket science: they perform customer interviews. Types of customer interviews. Depending on what you want to achieve, customer interviews can be divided into two groups: 1.

Interviewing 52

Interviewing B2B Marketing Underperforming Technical Team 52

SaaSX

FEBRUARY 26, 2020

Plus, you’ll also be obliged to bring your entire team on board by encouraging your colleagues to roll out the welcome mat and adopt some partner-friendly best practices. Customer success expert Lincoln Murphy advises that top-of-list candidates should include companies “ready, willing, and able” to join your ranks. (He

Outsourcing Services 93

Outsourcing Services Strategy Underperforming Technical Team Technical Advisors 93

OpenView Labs

MARCH 24, 2021

For either one, the bottom line is that the cost of a bad hire is significant. I’ve talked a lot about the hidden costs of a bad sales hire. Develop a bulletproof hiring process that celebrates candidate experience. Spend time with your team and buyers to understand their needs and potential blindspots.

Sales Hiring 56

Sales Hiring Underperforming Technical Team Company Culture Interviewing 56

Sales Hacker

FEBRUARY 3, 2020

SaaSy Sales Management runs in-person, public, and private workshops to teach go-to-market SaaS leaders how to produce the best outcome for their company and their people. If you missed episode 94, check it out here: PODCAST 94: Expert Management of a Remote Sales Team w/ Ellie Tamari. What You’ll Learn. Outreach has your back.

Underperforming Technical Team 90

Underperforming Technical Team Scale Sales Hiring Technical Review 90

Sales Hacker

AUGUST 26, 2019

And as companies take advantage of global business opportunities, they’re experiencing an increasingly diverse range of clientele. So why are many companies failing to make building a diverse workforce a greater priority? The fact that they don’t is actually bad for their bottom line. Tips: Hiring saleswomen of color.

Sales Recruiting 66

Sales Recruiting Sales Hiring Underperforming Technical Team Company Culture 66

Intercom, Inc.

JULY 12, 2018

Acquisitions can help fuel growth, but often go awry when the company fails to explicitly instruct their internal teams to step aside so that the new hires can do their jobs. Culture is the set of relationships people in the company have to each other – and the unwritten set of rules they live by – and it’s going to evolve over time.

Sales Hiring 120

Sales Hiring Scale Sales Recruiting Technical Advisors 120

Sales Hacker

AUGUST 4, 2020

Now, without further ado, let’s listen to this interview with Matt Rizzetta. Under Rizzetta’s leadership, N6A has been ranked as one of the 50 most powerful agencies in the United States by the Observer, PRWeek’s Best Places to Work and the Top Company Cultures in America by Entrepreneur magazine.

Scale 123

Scale Sales Hiring Sales Recruiting Outsourcing Services 123

OpenView Labs

MAY 12, 2020

With experience in both B2B and B2C at companies such as HubSpot and Wayfair, Dan has built teams across marketing, growth, sales, customer success, business development, and founded and sold a video tech startup of his own. His new book, Understanding Startup CEOs , is out today. This means a few things for startup executives.

Sales Recruiting 53

Sales Recruiting Underperforming Technical Team Startup Scale 53

SaaStr

JANUARY 28, 2020

I remember about three years ago, Marc Benioff gave some interview and he said his biggest regret was not continuing to hire sales professionals through 2009, his number one regret. If something bad happens, you’re going to have to cut your burn, probably. Maria : Oh, I’ll take the number one thing to improve your culture.

Sales Hiring 246

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 246

SmartKarrot

FEBRUARY 18, 2022

Your chance to get acquainted with the company culture. The first month is when you get acquainted with the company culture. During this time, you try to get a clear understanding of the product your company is selling. This is where you need to start deriving a proper understanding of your team members.

Customer Success 10

Customer Success Underperforming Technical Team Technical Review Company Culture 10

SaaStr

MARCH 12, 2019

And we’ve got this megaphone called social media, that every single customer can talk about a great product experience, and they can also talk about a bad one. For Slack, it was one that a team sends 2000 messages. We raised 30 million bucks, we can expand the team. I’ve worked with hundreds of teams on this.

Scale 265

Scale Sales Hiring Revenue VP of Engineering 265

Intercom, Inc.

MAY 4, 2018

Imagine walking into the office one morning and having your star team member ask if you have a few minutes to talk. These create more meaningful relationships with people on your team, uncover what motivates them and as a result increase their impact and engagement in their current role. What’s your current development focus?

Underperforming Technical Team 223

Underperforming Technical Team compliance Development Engineering 223

SaaStr

MARCH 18, 2019

Scaling the company’s employee base, sales teams, marketing, and operations—all while preserving its culture—has required a laser focus on first principles, smart processes, and effective hiring. Our team is in Room 111. They were self taught developers. Your registration. We’re doing office hours all day.

Scale 157

Scale Payment Services Payment Methods Sales Hiring 157

SaaStr

MAY 15, 2020

Why does Bridget believe the best starting point for customer success is “company culture and value”? How does company culture impact the quality of customer success? Where do most teams go wrong in implementing the role out of their CS strategy? In practice, what can one do to improve it? Who has done this well?

Sales Hiring 264

Sales Hiring Scale Technical Review Outsourcing Services 264

SaaStr

OCTOBER 22, 2020

As for Ryan, he has spent an incredible 9 years at Okta in numerous different roles starting with running the product marketing team before moving to run the marketing team, leading to his promotion to CMO close to 5 years ago now. Why was joining Okta the most challenging interview process he has experienced? Harry Stebbings.

Sales Hiring 225

Sales Hiring Scale Interviewing Technical Review 225

Intercom, Inc.

AUGUST 15, 2018

At Reddit, he led a team of 35 – none of whom knew how to manage other engineers. He had to quickly determine which team members displayed a potential for leadership and teach them the fundamentals of management so they could make new hires and scale – without ruining the culture. Short on time?

Leadership 141

Leadership Engineering Part-Time VPE CTO Coach 141

SaaStr

MARCH 20, 2019

What does Jeff mean when he says, “the developer first approach is a maturation of the supply chain of software?” How has Jeff seen his original thesis for “developer first” evolve and change with time? What does truly special customer experience look like in the developer first model? * Three developers: Tim, Isaac, Jose.

Underperforming Technical Team 177

Underperforming Technical Team Development Software New CTO 177

SaaStr

FEBRUARY 28, 2020

As for Karl, prior to founding the company he spent 6 years at Google in some fascinating roles including Head of Patents, Head of Business Development in China and running Google’s energy investments. How does this requirement change as the company scales? Below, we’ve shared the transcript of Harry’s interview with Karl.

Sales Hiring 241

Sales Hiring Scale CTO Hire CTO Coach 241

SaaStr

SEPTEMBER 23, 2020

Below, we’ve shared the transcript of Harry’s interview with Dave. As you can tell from that list, it was really a team effort, so huge thanks for that. And after a bunch of moving around, I ended up working in product development, actually, for a middleware company, and I did that for four years. Harry Stebbings.

Scale 274

Scale Underperforming Technical Team Leadership Scaling 274

SaaStr

AUGUST 20, 2020

343: Kyle Parrish is the Head of Sales @ Figma, the company that helps teams create, test and ship better designs from start to finish. To date the company has raised over $132M in financing from some of the best in the business including Sequoia, a16z, Index, Greylock and Kleiner Perkins to name a few. What worked?

Sales Hiring 275

Sales Hiring Sales Recruiting Scale Sales 275

SaaStr

NOVEMBER 21, 2020

Below, we’ve shared the transcript of Harry’s interview with Rob. I mean, if you were a Johnson & Johnson, or you were any of these large manufacturers, you had one person or a tiny little team on Amazon, and that was it. Because we’re an enterprise sale, a lot of the sales cycles are team oriented sales cycles.

SaaS Payments 299

SaaS Payments Scale Payment Services Payment Solutions 299

SaaStr

SEPTEMBER 10, 2020

What can teams do to bring their themes to life? Below, we’ve shared the transcript of Harry’s interview with Latané. As I’ve said before, I’ve heard so many good things from Brian and the team at Venrock. And so I started to build some of classic demand gen functions, like BDR team. Who is involved?

Scale 221

Scale Sales Hiring Software Review Technical Review 221

SaaStr

MARCH 6, 2020

I came back to North America, we built out the inside sales team in North America over the next five years, building hubs in multiple countries, including in Bangalore, India, and assembling a global community of practice. Write it down, share the rough draft with your team, debate it, prioritize it. So it was a fabulous experience.

Scale 239

Scale Sales Hiring Sales Recruiting Underperforming Technical Team 239