Tom Tunguz

JUNE 11, 2020

A recruiter in the audience submitted a question often discussed in startup boardrooms. If you’re hiring a sales leader, you don’t pass up an awesome sales leader that has a killer track record of closing deals just because in their previous company they sold success software, and then with your company, they’re going to sell MarTech.

Sales Hiring 263

Sales Hiring Sales Recruiting Product Marketing Startup 263

SaaStr

JULY 25, 2021

They talked about product adoption, sales alignment, freemium models and lessons they have learned throughout their successful SaaS careers. As two CEO who love the art of sales and scaling, this one really was special. Recruiting is easier, but the things that don’t change are customers don’t care.

Sales Recruiting 265

Sales Recruiting Sales Hiring Scale VP of Engineering 265

SaaStr

JULY 1, 2021

That can definitely help. For us, definitely one big thing that we look for us is, are you a driver of the situation you’re in? Josh : Yeah, no, I definitely know them very well. I want to come be your VP of sales and, you’re going to meet me for the first time. That was definitely a key one for us.

VP of Engineering 300

VP of Engineering Sales Hiring Sales Recruiting Underperforming Technical Team 300

SaaStr

JULY 1, 2020

An open discussion with Sam Blond, CSO at Brex, and Kristen Habacht, VPS at Atlassian, about adjusting their sales process during Covid-19. Kristen Habacht runs EDR sales at Atlassian, which I got a check today, $40 billion-$50 billion company. She manages a huge global team. Four, people in the sale? Jason Lemkin: None.

Merchant Services 266

Merchant Services Scale Sales Recruiting Sales 266

Intercom, Inc.

MARCH 12, 2019

A little over a year ago, I got the opportunity to start a new team within our sales organization – a team of Relationship Managers dedicated to growing our current customers at scale. The opportunity emerged out of a shift in how we practice sales. Starting a new sales team is not unlike doing improv.

Sales Hiring 171

Sales Hiring Sales Recruiting Underperforming Technical Team Scale 171

SaaStr

JULY 12, 2024

Back then, remote first was a recruiting advantage. It’s definitely harder, but if you’re remote-first, you can build a culture that’s purpose-built to be remote. All they sold was the visualization layer with no sales team. They believed talent was global, and the co-founders loved to travel. Today, not so much.

Scale 298

Scale Scaling Sales Hiring Sales Recruiting 298

Intercom, Inc.

MARCH 8, 2018

In a time where buyer behavior has rendered cold calling nearly obsolete, successful sales prospecting begins with using tools like live chat and social media to build relationships. He’d go on to become the VP of Sales at Sprinklr, guiding the company through its own high growth period, before striking out on his own.

Social Media 186

Social Media Scale Sales Hiring Sales Recruiting 186

SaaStr

NOVEMBER 2, 2022

There are only so many CROs in the world, and most people on boards have no idea about sales and revenue. . “A A little value is better than negative value and definitely better than no value,” says Lemkin. . You want an investor who knows what makes a good VP of sales and how to grow the company.

Sales Recruiting 244

Sales Recruiting Scale Sales Hiring B2B 244

Intercom, Inc.

SEPTEMBER 10, 2020

It’s an approach that’s served him well along the road to building the HubSpot sales team, where he was CRO for nine years. That experience led to his bestselling book, The Sales Acceleration Formula. I just don’t think sales have anything to do with product-market fit. A data-driven framework for scaling.

Scale 226

Scale Scaling Sales Recruiting Sales Hiring 226

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

JUNE 11, 2019

There might be some Venn diagram overlap there, but there’s definitely some differences in the ideal composition of the team. But when you need a CFO, let’s say, or you need an outstanding VP of engineering or maybe a VP of sales, which is even more different to find for an engineer, you don’t know who these people are.

Merchant Services 274

Merchant Services Part-Time VPE Sales Hiring Scale 274

Sales Hacker

OCTOBER 21, 2021

College-educated women hold fewer than one-third of all B2B sales jobs despite being the better-educated gender. Additionally, race also plays a significant factor, with white people making up over 88% of the entire workforce in sales. Better-scoring sales. What does it mean to diversify your sales team? Performance.

Sales Recruiting 121

Sales Recruiting Sales Hiring Sales Education 121

Intercom, Inc.

DECEMBER 16, 2020

Your sales team is integral to your business’s success: not only do your salespeople bring in the big deals, but they also represent your company and culture to every new and potential prospect. So why is sales team culture still an afterthought for so many organizations? People all across the company are so proud of our sales team.

Sales Hiring 143

Sales Hiring Sales Recruiting Scale Sales 143

SaaStr

JULY 4, 2019

Matt Schatz is SVP of Sales at WPEngine, responsible for defining and executing the global sales strategy. Matt has nearly two decades of senior leadership experience in sales and customer growth, specifically for technology companies with customers around the world including Bazaarvoice, CityVoice and Rackspace. It is hard.

Sales Hiring 219

Sales Hiring Scale Engineering Sales Recruiting 219

Sales Hacker

JANUARY 28, 2019

This week on the Sales Hacker podcast , we talk to Jamie Scarborough , Co-Founder of the Sales Talent Agency, one of the largest sales recruitment firms in North America. . The keys to building your own business as a career sales professional. Moving into sales from other industries. We’re on iTunes.

Sales Recruiting 99

Sales Recruiting Sales Hiring Scale Management 99

Chart Mogul

JANUARY 9, 2025

So read on, and hopefully, your SaaS sales journey will be less about trial and error and more about steady progress toward success. Whats important to note is that each model targets a distinct customer persona and, therefore, has a unique approach to the customer journeyfrom brand awareness to sales and, ultimately, conversion.

Scale 52

Scale Sales Hiring Startup Sales Recruiting 52

SaaStr

AUGUST 27, 2019

How to Design a Sales Comp Plan to Get You to $100M with Work-Bench, Movable Ink, MongoDB and Concert Finance. This panel will speak tactically to various comp design options as a way for management to determine and promote ideal behavior in their front-line teams. Meghan Gill | VP of Sales Ops @ MongoDB. FULL TRANSCRIPT BELOW.

Sales Recruiting 160

Sales Recruiting Sales Hiring Scale Sales 160

Sales Hacker

JULY 25, 2022

Here’s the thing about driving a car — and about running a sales org: Bumps in the road are inevitable. One of the best ways to ensure every part of your engine is running smoothly is to build sales performance dashboards for everyone on your team. What is a sales performance dashboard? What is a sales performance dashboard?

Sales Recruiting 117

Sales Recruiting Engineering Revenue Sales Enablement 117

Sales Hacker

SEPTEMBER 28, 2021

In this episode of the Sales Hacker Podcast, we have Hakim Myers , Business Recruiter at Nextdoor , where he recruits for people, finance, and legal functions for startups. Join us for a revealing conversation on sales and talent from the perspective of a recruiter in an executive search firm. powered by Sounder.

Sales Recruiting 108

Sales Recruiting Retention Scale Sales Hiring 108

SaaStr

APRIL 23, 2019

And can you talk a little bit about touching on the hiring point, because you did say that you focused a lot on talent, and recruiting. And coming from Brazil without a big network in Silicon Valley, un-launched, without a website, it was actually really hard to recruit the first ten people. Definitely under 15. Anu: Got it.

Sales Hiring 219

Sales Hiring Sales Recruiting Scale Payment Methods 219

Intercom, Inc.

APRIL 25, 2019

Given that the primary metric we measure growth in is revenue, it follows that sales feels growth more acutely than almost any other function. As the Senior Vice President of Sales for Pipedrive , she’s currently responsible for building nimble sales teams who drive sustainable revenue. Doing more with less.

Scale 136

Scale Sales Hiring Sales Recruiting Scaling 136

Sales Hacker

AUGUST 6, 2024

Andrew Johnston is currently the Head of Sales at Superhuman, where he leads the go-to-market strategy as part of the executive team. Previously, he built the Mid-Market and PLS motion at Scale AI and led the global sales team at SendGrid following its acquisition by Twilio and its IPO. Brought to you by IPS.

Sales Recruiting 120

Sales Recruiting Scale AI Search Acquisition 120

Intercom, Inc.

JUNE 21, 2018

Whether you’re at an early-stage startup that’s just made its first sales hires, or part of a fast-moving sales team in a large organization, the key to success often comes down to efficiency. Then, the sales team went to work. When making a sales hire, Max pays attention to the way candidates approach getting the job.

Sales Hiring 183

Sales Hiring Scale Sales Recruiting Technical Advisors 183

Kellblog

MAY 10, 2021

In this post, I’ll present what I view as the minimum sales management framework for an enterprise SaaS startup — i.e., the basics you should have covered as you seek to build and scale your sales organization [1]. Pipeline management rules, with an optional stage matrix. Definition. Weekly sheet.

Sales Hiring 116

Sales Hiring Scale Sales Recruiting Enterprise 116

FastSpring

JUNE 11, 2024

How to go about recruiting the RIGHT affiliates to help drive meaningful growth in your business. FastSpring provides an all-in-one payment platform for SaaS, software, video game, and other digital goods businesses, including software management, VAT and sales tax management, global payments, and consumer support.

Sales Recruiting 113

Sales Recruiting Software Review Payment Solutions SaaS Payments 113

Sales Enablement, SaaS and Growth

SEPTEMBER 17, 2018

By definition, winning organisations are the rarest of beasts (there can only ever be one winner), but in addition to their talent, successful teams possess an exceptional work ethic, the highest standards, unshakable confidence, and a determination that literally sets them apart from the competition. But that’s only the start.

Sales Recruiting 152

Sales Recruiting Sales Hiring Construction Sales Enablement 152

Sales Hacker

SEPTEMBER 30, 2020

Companies were growing their sales organizations and bringing in more revenue. Companies everywhere have frozen their hiring and laid off workers — with sales reps often among the first to go. I’ll be honest: as the leader of a sales-focused recruiting company, this has been tough for me and my team.

Sales Hiring 126

Sales Hiring Scale Sales Recruiting Sales 126

Sales Hacker

MARCH 12, 2020

Like most things in life, hiring sales talent is a matter of timing. Especially since the best candidates with strong sales skills are usually snatched up within 10 days. That’s why it’s critical to overcome indecision and move quickly when recruiting sales talent. Is it unrealistic sales quotas?

Sales Hiring 100

Sales Hiring Sales Recruiting Compensation Underperforming Technical Team 100

SaaSX

JULY 12, 2020

Determining if sales or customer success should own customer expansion and renewals is the age-old SaaS question. I know everyone wants a definitive verdict on this, but the good news is that either approach can work well. If you are a SaaS founder, sales, or CX leader you have probably spent a lot of time thinking about this topic.

Sales Recruiting 90

Sales Recruiting Sales Hiring Sales SaaS 90

Sales Hacker

APRIL 1, 2019

This week on the Sales Hacker podcast, we interview world famous sales expert, consultant, trainer, and thought leader Keenan. Why sales is contextual and how to leverage context in the right way. Why sales is contextual and how to leverage context in the right way. Subscribe to the Sales Hacker Podcast.

Sales Recruiting 101

Sales Recruiting Sales Hiring Scale Sales 101

SaaStr

JUNE 23, 2019

There might be some Venn diagram overlap there, but there’s definitely some differences in the ideal composition of the team. But when you need a CFO, let’s say, or you need an outstanding VP of engineering or maybe a VP of sales, which is even more different to find for an engineer, you don’t know who these people are.

Merchant Services 222

Merchant Services Part-Time VPE Sales Hiring Scale 222

Incredo

NOVEMBER 21, 2019

If sounds like this topic can help you generate more SaaS sales with less risk, we are starting! In reality, creating collateral for affiliates, recruiting, training and motivating affiliates takes a lot of effort. We provide sales copy, banners, keywords, etc. What are and what are not SaaS affiliate programs?

SaaS Payments 139

SaaS Payments Payment Methods Merchant Services Sales Recruiting 139

Intercom, Inc.

OCTOBER 7, 2021

Having a clear mission and strong company values not only helps with recruiting but, more importantly, it unites everyone and helps them feel invested in the future of the company. Liam: Samira Alamudi is a Sales Development Manager in our Sydney office as part of the Asia Pacific or APAC team. A collaborative culture.

Sales Recruiting 118

Sales Recruiting Scale Sales Hiring Investment 118

Sales Hacker

SEPTEMBER 6, 2018

Sales is a hyper-social, customer-facing role that can get highly stressful. In this article we talk about the top indicators of sales burnout and how to tackle them. We all know Sales is the job for the people person — the high-flying, always-on-the-go charmer that’s on the phone, in meetings and/or closing deals.

Sales Recruiting 87

Sales Recruiting Sales Metrics Strategy 87

Sales Hacker

AUGUST 3, 2020

Your salary costs, according to Peak Sales Recruiting , are 90K on average and $180K OTE (on-target earnings). And a good AE will have already closed a sale or two. And for that reason, their salaries are definitely lower than that of AEs. Also, unlike the AE role, SDRs require a manager. The SDR Setup.

Sales Recruiting 124

Sales Recruiting Sales Hiring Investment Technical Review 124

Incredo

OCTOBER 17, 2019

common software sales comp plans, 2. what factors to consider before defining your SaaS sales commission percentage. We will share 8 ideas on how to increase your sales team’s productivity and help them close more deals. We will share 8 ideas on how to increase your sales team’s productivity and help them close more deals.

SaaS Payments 150

SaaS Payments Compensation Payment Services Sales Recruiting 150

Sales Hacker

DECEMBER 17, 2024

Thats why HG Insights created The Next Generation of Sales AI report to calm the FOMO and help you bring AI to your GTM teams. It includes a breakdown of the Sales AI landscape, adoption of GenAI and Sales software across buyer groups. Plus, an analysis of the top 75 trending sales AI tools. Youre not alone.

Scale 103

Scale Engineering Acquisition Scaling 103