Tom Tunguz

APRIL 8, 2015

This is why the very largest enterprise software companies pursue the biggest customers; because they leverage the sales economies of larger accounts. Let’s contrast an inbound sales team at an SMB company and with an outbound sales team at an enterprise company where both companies spend the same per year in sales, about $0.75M.

Innovation 208

Innovation Startup Scale SMB 208

Sales Hacker

OCTOBER 15, 2020

The marketing and rev-gen teams meet with the inbound sales team on a daily basis for weeks leading up to Demo Day. This allows the sales team to provide feedback on the lists. It allows the marketing team to optimize their demand-generating campaigns.

Scale 122

Scale Underperforming Technical Team Technical Review Outbound Sales Team 122

Intercom, Inc.

MARCH 29, 2022

You’ll hear from the product managers that led the ideation, planning, and development of these products, and get their unique insights into the ways each of them can uplevel your customers’ experience with your company. And that’s why we built our Messenger to be customizable and made it itself a developer platform. All right.

Scale 118

Scale Banking Technical Review Software Review 118

Incredo

NOVEMBER 1, 2019

The product itself should be developed with single user persona or small teams in mind, while every touch point between the potential customer and the actual purchase should be lean and optimized for self-service. The reason is because high-performing sales teams are the first to embrace technology: 2. REALLY 10%?].

SaaS Payments 157

SaaS Payments Payment Methods Sales Recruiting Sales Hiring 157

Sales Hacker

DECEMBER 7, 2018

Sales Development Rep follows up with a manual email to set time for a demo. Sales Development Rep connects with the prospect on LinkedIn. Sales Development Rep reaches out by phone (if phone number is available). Sales Development Rep scouts mutual connections on LinkedIn for potential referrals.

Sales Hiring 85

Sales Hiring B2B Sales Systems Review 85

SaaStr

AUGUST 20, 2020

* Why is it so hard moving from 0-1 in sales? How does Kyle advise founders when it comes to making your first sales hire? Does Kyle agree that it has to be the founder who develops the sales playbook? How does one create sales targets that are both ambitious but also achievable? What is the balance?

Sales Hiring 275

Sales Hiring Sales Recruiting Scale Sales 275