InsightSquared

MARCH 6, 2018

Sales operations has been around for quite some time, but lately the function has been gaining momentum. Instead of behind-the-scenes sales support, sales ops now acts as a strategic partner for sales VPs and leadership. Start building out your sales operations department by hiring someone to own your CRM.

Sales Recruiting 119

Sales Recruiting Scale Sales Hiring Sales 119

SaaStr

JULY 1, 2021

I want to come be your VP of sales and, you’re going to meet me for the first time. Spencer : For me, the key things for a VP of sales is, “OK, tell me about your best reps. We’re trying to recruit someone that’s way above our weight class, so that we can actually scale. You hire a search firm.

VP of Engineering 286

VP of Engineering Sales Hiring Sales Recruiting Underperforming Technical Team 286

Sales Hacker

DECEMBER 21, 2017

What is Sales Operations? Sales operations refers to the unit, role, activities and processes within a sales organization that support, enable, and drive front line sales teams to sell better, faster, and more efficiently. But perhaps more than anything else, sales operations brings a system to selling. Technology.

Scale 106

Scale Sales Recruiting Sales Hiring Technical Review 106

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 116

Sales Recruiting Engineering Revenue Sales Enablement 116

InsightSquared

AUGUST 14, 2019

For sales professionals, AI is not only impacting your personal life, but it will soon influence your professional work too if it hasn’t already done so. Many of today’s forward-thinking companies have already begun using AI in their sales strategies. Strengthens Communication With Sales Leads.

Artificial Intelligence 91

Artificial Intelligence Sales Recruiting AI Forecasting 91

Sales Hacker

NOVEMBER 4, 2020

I was the new Vice President of International Sales & Managing Director for a work management software company called Wrike. Starting Your International Sales Team. The key to starting an international sales team is having the right people in your landing team. A mercenary is driven by the sale.

Sales Hiring 125

Sales Hiring Scale Sales Recruiting Sales 125

Sales Hacker

DECEMBER 30, 2020

B2B sales is always changing, but nothing could’ve quite prepared us for the wild ride that 2020 ended up being. While most of us have settled into the new normal and the challenges that come with it, sales leaders are looking ahead with uncertainty. Best Sales Statistics to Know in 2021. Short on time? What this means for you.

Sales Hiring 133

Sales Hiring Sales Recruiting Underperforming Technical Team Revenue 133

Sales Hacker

OCTOBER 19, 2022

Sales compensation planning can be a tricky beast to tame — but know that you’re not alone. I asked 12 incredible sales leaders across the SaaS industry to share their biggest challenges with comp planning and how to overcome them. Related: New to sales compensation planning? Top 10 sales compensation challenges.

Compensation 124

Compensation Sales Recruiting Sales Finance 124

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

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

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

Andreessen Horowitz

APRIL 23, 2024

Whether it’s creating better tools to write code and test code, better tools for customers to engage with reps, better tools for sales teams to engage with their prospects, all those things are happening inside of Bill. Alex: Let’s forecast out. GenAI comes in to make employees efficient. That data is not public.

Payments 110

Payments Forecasting Payment Services Sales Hiring 110

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

Sales Hacker

JANUARY 21, 2021

Social media has created new channels for sales reps to conduct research on prospective customers, connect with leads, and build relationships. This new sales strategy is known as social selling, and the numbers show that when it works, it works. LEARN MORE: Is social selling killing your LinkedIn strategy ? DID YOU KNOW?

Sales Recruiting 121

Sales Recruiting Payments Sales Payment Solutions 121

Sales Hacker

JULY 19, 2022

Celine, who transitioned from agency sales to SaaS, is the Vice President of Boardable. Join us for a great conversation about transitioning in sales and technology selling. Sometimes you have to take one step back to go two steps forward in sales. Sales is all about building internal relationships. powered by Sounder.

Sales Recruiting 107

Sales Recruiting VP of Engineering Sales Hiring Sales 107

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world.

Scale 137

Scale Sales Recruiting Sales Hiring VP of Engineering 137

OpenView Labs

MARCH 15, 2019

Some of the most successful and influential SaaS companies include channel sales in their go-to-market strategy. For the uninitiated, channel sales refers to the process of partnering with third parties to get your product into the end user’s hands. Channel Sales versus Direct Sales – The Good and the Bad.

Sales Recruiting 85

Sales Recruiting Scale Sales Hiring Underperforming Technical Team 85

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. So what are the best sales books for helping you reach peak performance? Have been recommended by sales professionals. Here’s how you can find the sales books that are most relevant to you. Here they are… The 97 Best Sales Books in 2020.

Scale 143

Scale Sales Hiring Sales Recruiting Sales 143

Sales Hacker

SEPTEMBER 27, 2022

In this episode of the Sales Hacker Podcast, we have Scott Barton , VP of Industry Solutions at Varicent. He’s an expert in the sales world, particularly in revenue operations and incentive compensation. Join us for a great conversation about driving the right behaviors within your sales team. powered by Sounder.

Compensation 103

Compensation Sales Recruiting Underperforming Technical Team Leadership 103

Sales Hacker

JULY 3, 2018

We’ve been compiling this sales automation tools list for a while, trying to figure out the best way to get the information out there. There are a number of existing resources available on sales automation, but they don’t offer use cases and examples of how to put the tools to action. What Is Sales Automation?

Scale 91

Scale Outsourcing Services Sales Recruiting Outsourced Development 91

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 133

Scale Sales Recruiting Marketplace as a Service Forecasting 133

Sales Hacker

JUNE 11, 2018

Once again, Salesforce presents a strategic look into the rapidly shifting world of sales. The third edition of the widely anticipated State of Sales report surveyed more than 2,900 sales professionals and leaders from around the world. Here’s a quick sneak peak of their sales research report. Top Sales Metrics.

Sales Recruiting 82

Sales Recruiting Artificial Intelligence Trends Sales Hiring 82

The Angel VC

DECEMBER 12, 2018

It’s an important question, as your target growth rate determines your hiring plan, budget, and fundraising strategy. As I wrote here , trying to forecast what happens to your CACs if you 10x your sales and marketing spend is very difficult. The main reason is that your customer acquisition costs are highly front-loaded.

Sales Recruiting 106

Sales Recruiting Sales Hiring SaaS Payments Scale 106

Stax

MARCH 18, 2025

While traditional business models have a harder time estimating their future revenue, SaaS companies have access to more accurate revenue forecasts, such as their MRR and ARR. Often abbreviated to CLV or LTV, this is the amount of revenue generated by a customer as long as they have an account with your SaaS company.

Scale 117

Scale Payment Services Payments SaaS Payments 117

OpenView Labs

AUGUST 19, 2021

Sales recruiting is broken. The sad truth is that VP of Sales are turning over within 19 months —and that timeline is shrinking. . Not only that, the market has heated way back up and the VP of Sales is one of the most sought after roles. This isn’t linear and there are many shades of grey when it comes to sales. .

Sales Hiring 82

Sales Hiring Sales Recruiting Startup Scale 82

Sales Hacker

MARCH 30, 2021

This week on the Sales Hacker podcast, we speak with Neil Ringers , EVP of Revenue Grid. Neil’s experience includes a long history of sales leadership, primarily in the Salesforce ecosystem, and is now running revenue for Revenue Grid. If you missed episode 153, check it out here: Learning Drives Sales Effectiveness with Paul Fifield?.

Scale 112

Scale Payments Technical Advisors Sales Recruiting 112

Sales Hacker

JANUARY 28, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Kraig Swensrud is the Founder & CEO of Qualified where he provides crucial experience and entrepreneurial energy to create the future of enterprise sales tech. You got sales reps. Everybody was learning on the fly.

Sales Hiring 102

Sales Hiring AI Scale Cloud 102

Tom Tunguz

OCTOBER 24, 2021

And then from 2004 to 2014, she was at Google and managed lots of different things, including the self-driving cars project, global sales and operations, and the business teams for checkout in Google Apps. Which are what we view as the most important metrics to make sure we end the year in the place that we’re forecasting.

CTO Coach 159

CTO Coach Sales Hiring Sales Recruiting CTO Hire 159

Chart Mogul

SEPTEMBER 19, 2019

But sales is the one thing founders cannot oversee — without it your startup will die. But the one thing you must think about is sales. Without sales, your startup dies. Yet, sales is all too often a dirty word. They go for the sale without caring about what the customer needs in the first place. Coach regularly.

Sales Hiring 93

Sales Hiring Scale Sales Recruiting Startup 93

FastSpring

MARCH 16, 2023

And you’re listening to the growth stage podcast where we share stories from global SaaS leaders that you can use to inspire new growth strategies in your own business. So we were working on a recruitment piece recently for a fortune 500 Equipment Company. That’s what customers recruits. What was it?

Sales Recruiting 137

Sales Recruiting Scale Social Media Interviewing 137

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. Ultimately, this metric gives SaaS executives a much clearer picture of their company’s financial health, and it can be helpful in forecasting future revenue.

Benchmarks 71

Benchmarks Scale Metrics Sales Recruiting 71

User Pilot

NOVEMBER 30, 2023

Competitor analysis enables PMs to find areas where rivals fail customers and develop sound positioning and differentiation strategies. They could also result from inadequate user onboarding leading to low feature discovery and adoption, ineffective marketing strategy , and poor user experience. How do you recruit your interviewees?

Underperforming Technical Team 105

Underperforming Technical Team Marketing Market Research Outsourced Development 105

Sales Hacker

JUNE 2, 2020

This week on the Sales Hacker podcast, we speak with Matthew Gowen , the SVP of Sales at Pangea. Today, he is running the sales organization at a company called Pangea, which scales up tech companies to expand into the EMEA market. Subscribe to the Sales Hacker Podcast. Welcome to the Sales Hacker podcast.

Scale 79

Scale Sales Hiring Technical Review Sales Recruiting 79

Point Nine Land

DECEMBER 12, 2018

It’s an important question, as your target growth rate determines your hiring plan, budget, and fundraising strategy. As I wrote here , trying to forecast what happens to your CACs if you 10x your sales and marketing spend is very difficult. The main reason is that your customer acquisition costs are highly front-loaded.

Sales Recruiting 61

Sales Recruiting SaaS Payments Sales Hiring Scale 61

SaaStr

JUNE 10, 2020

Meagen, sales. Launch it to our customers, launch it to the sales team, launch it to prospects.” What did we need for our sales team from an enablement standpoint and our CSMs? And then of course, sales pipeline and the livelihood of our business. They’re going to build a bunch of things that we need.

Travel 229

Travel Scale Marketing Outsourcing Services 229

ProfitWell

APRIL 10, 2020

As uncertainties prevail, SaaS finance teams are reeling back their spend, recalculating budgets, and re-forecasting revenue projections to just keep the lights on. It’s not just for the sales crew, but also for recruiters, leadership, sales op, and beyond. With Mixmax, simplicity rules.

Subscription 59

Subscription Payment Features Sales Recruiting Finance 59

Chart Mogul

SEPTEMBER 19, 2019

But sales is the one thing founders cannot oversee — without it your startup will die. But the one thing you must think about is sales. Without sales, your startup dies. Yet, sales is all too often a dirty word. They go for the sale without caring about what the customer needs in the first place. Coach regularly.

Sales Hiring 52

Sales Hiring Scale Sales Recruiting Startup 52