Tom Tunguz

FEBRUARY 18, 2022

The most consistent sales leader I’ve worked with hit plan 27 consecutive quarters. How can a sales leader develop similar repeatability? Each business’s PQR funnel will differ depending on their sales cycle, ACVs, and overall motion. Will the sales leader attain plan? For stage definitions, see [1].

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SaaStr

DECEMBER 17, 2024

At Front, this meant shifting from bi-weekly to weekly forecast meetings. Build Momentum Through Small Wins Leading a venture-backed company is like “playing in the professional sports league,” according to Dan – high pressure, high expectations, and high rewards.

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Tom Tunguz

FEBRUARY 16, 2020

One of the most consistent errors made in sales projections and planning is mismatching the ramp time to the sales cycle. If my startup has a 9 months sales cycle and the VP of Sales projects a six month ramp time, my startup is committing this error. Leads have been nurtured in that territory for a while.

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SaaStr

DECEMBER 6, 2022

When scaling a SaaS company, striking a balance between hypergrowth and risk is essential. As you scale, both of our speakers suggest not only knowing what your risk appetite is as a company but actually codifying and clarifying that risk appetite on paper to agree on it. 1) Know your risk appetite as a company.

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Scale Scaling compliance Forecasting 269

SaaStr

AUGUST 10, 2023

Whether you’re going from nothing to something or already scaling and thriving beyond $10-100M, healthy, sustainable growth in SaaS is on every founder’s mind. Cockroach Labs’ CEO Spencer Kimball shares hard-won lessons from scaling from $0 to $5B and his time as an angel investor for more than 80 different startups. Ideas Are Cheap.

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Scale Scaling Sales Hiring Cloud 243

Intercom, Inc.

AUGUST 29, 2019

In this week’s episode we’ve dug down into the podcast vaults to bring you some of the best insights shared by our guests about scaling sales. It’s no surprise that one of the key levers for growth as you go from startup to scale-up is your sales team. Hiring for sales with John Barrows.

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SaaStr

FEBRUARY 24, 2023

They initially double their ARR each year in scaling post $10M. The revenue per FTE surpasses the spending around the $100M mark in ARR, and the trend continues to IPO where revenue growth doesn’t lead to an inflation of per-employee spend. How do the best-in-class companies perform when ARR is treated as a growth metric?

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SaaStr

JUNE 13, 2024

Earlier this month, Gong’s CEO and Co-Founder Amit Bendov sat down with SaaStr Founder and CEO Jason Lemkin at SaaStr Europa 2024 to talk about all things AI and the lessons learned while scaling to billions. What Does AI-Enhanced Sales Look Like In Two Years Everyone’s thinking about it. First, no drudgery. No more SDRs, CSMs, AEs.

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Scale AI Sales Underperforming Technical Team 299

SaaStr

JULY 13, 2022

First, you hire your sales team. Finally, growth occurs when sales, product, and marketing can come together. She draws from personal experience scaling a global product company to $1B and shares common mistakes. Call their previous employers and find out whether your prospective hire was hitting their quotas.

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SaaStr

NOVEMBER 14, 2019

If your SaaS business has a sales team, there’s no way to grow 100% year-over-year without also growing your sales leadership. In this talk, CircleCI VP of Revenue Jane Kim will talk about the 5 mistakes all new sales leaders make. Sorry, I’m a sales leader, I can’t help it. SaaS = Software that scales.

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Scale Sales Hiring Scaling Underperforming Technical Team 181

SaaStr

OCTOBER 30, 2021

Gorgias is the leading contact center for e-commerce and it’s been a fun one to track at SaaS, from 1,000 to 3,000 to now 7,000 customers. Their CEO will join us at SaaSr Scale 2021 on December 15 to talk about using data to get to 10,000 SMB customers! Your sales process should not be a closed box with little insights. .

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Scale Sales Hiring Sales Underperforming Technical Team 278

SaaStr

DECEMBER 6, 2022

So we’re seeing for example tough times for a lot of sales and related tools that were aimed at increasing rep productivity, but aren’t mission critical per se. The post Salesforce: “Things Are Too Unpredictable to Provide a Forecast” appeared first on SaaStr. Nice to haves are the first to go, if they can be cut.

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SaaStr

MARCH 20, 2023

Vanta’s Chief Revenue Officer, Stevie Case, shares lessons learned from leading Twilio’s mid-market team and shepherding Vanta into a mid-market leader as the company’s first CRO. You want to be ready for this to ensure you can serve this market and prevent hitting speed bumps, particularly late in the sales cycle. What do you do?

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Scale Enterprise Scaling SMB 243

SaaStr

OCTOBER 20, 2022

Sales tools seem under more pressure right now than infrastructure, for example. If no one is buying sales and marketing tools, why are ZoomInfo and HubSpot growing at record rates, for example? The post Gartner: Business Software Spend Still Forecast to Rise 11.3% No doubt, something is clearly happening.

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SaaStr

JANUARY 12, 2022

When sales teams succeed, the company succeeds. But running a high-performing sales team isn’t an easy task. How can you ensure success within your sales organization in a way that scales with you? It’s massively important when it comes to scaling your organization, too. Establish a solid company and team culture.

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SaaStr

DECEMBER 22, 2022

Drata is the world’s most advanced security and compliance automation platform with the mission to help companies earn and keep the trust of their users, customers, partners, and prospects. Qwilr is the tool of choice for scaling B2B sales teams. An unpredictable pipeline leads to unpredictable revenue generation.

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SaaStr

MAY 27, 2021

For the past 10 years, I’ve been a sales advisor for the portfolio companies of early stage venture capital firm True Ventures. It’s fascinating work for a sales mind like mine that’s focused on helping brilliant people turn ideas into revenue-driving businesses. . A Pair of Sales Development Representatives. By Lars Nilsson.

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Sales Hiring Scale Venture Capital Sales 240

SaaStr

NOVEMBER 16, 2020

More on why the great sales teams almost always end Q4 strong here. Your sales team should know what they are doing. Because if you’re growing quickly, if you’re really hitting it — then the 30-40%+ growth in leads, in interest, should turn a potential Hard Miss into a Soft Miss. Do a new forecast.

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SaaStr

JUNE 1, 2023

Make is the leading visual platform for anyone to design, build, and automate anything – from tasks and workflows to apps and systems – without coding. Make enables individuals, teams, and enterprises across all verticals to create powerful custom solutions that scale their businesses faster than ever. SAP for Startups?

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Scale Payments Payment Solutions Artificial Intelligence 245

SaaStr

JUNE 4, 2024

Today, AI is heavily taking over sales roles, so this information is geared toward outbound, and how do you make the most of this switch. It appeared that outbound was no longer working at that scale, but then, everyone was surprised by the coming of age of AI tools. It’s also a great tool for lead scoring.

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Scale AI Marketing Advertising 285

SaaStr

NOVEMBER 8, 2021

Example Referenceable Slide + Full Deck : Mark Roberge On The Science of Scaling. Importantly, translate that math further into how much “traffic” you need when every 1,000 “visitors” lead to only 8 paid users. 2 – Product Qualified Lead To Marketing Qualified Lead Ratio. So only 0.8%

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Scale Cloud Forecasting Pricing 354

SaaStr

OCTOBER 20, 2023

OpenAI’s Head of Sales, Aliisa Rosenthal, joined OpenAI a year and a half ago — before ChatGPT launched. After the launch of ChatGPT, they went from 30 leads a week to 10,000. A friend joined Jasper as president and asked her to run the sales team. She went from managing a huge sales organization to being one of two people.

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ChatGPT Scale AI Search Sales Hiring 286

Sales Hacker

JULY 28, 2021

After spending many quarters creating sales forecasts, you should have the process down and deliver precision accuracy. Unfortunately, sales forecasting is not that straightforward. In fact, 60% of forecasted deals don’t close, leading to uncomfortable conversations about budgets and with investors.

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Forecasting Scale Sales Hiring Sales 131

SaaStr

MAY 30, 2024

Sales-Led vs. Product-Led vs. Hybrid What are the pros and cons of different motions? Let’s start with a sales-led motion, which is traditionally how B2B software has been sold. Hybrid combines product-led and sales-led motions, and they work closely together. How does that collaboration and hand-off with sales work?

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Scale AI Search Azure Sales 293

SaaStr

JANUARY 7, 2021

Whether it was our interview with Podium’s Eric Rea on how he scaled with a team outside the Bay Area before it was really considered an option, or TripAction’s Megan Eisenberg on how to prioritize trade-offs in marketing without sacrificing pipeline, we’ve covered the gambit of relevant topics throughout the year. .

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Scale Sales Hiring Scaling B2B 286

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. It can be easy to consistently double revenue if you’re an early-stage company, but as you scale up, sustaining that becomes more difficult.

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Scale Payment Services Payments SaaS Payments 117

SaaStr

MARCH 31, 2020

I’m Guillaume Cabane and today I’m going to talk about The Playbook To Running Growth Experiments At Scale. That’s just not measurable on the revenue scale. Because you’re just not making profit from those leads anymore, okay? And that’s why we have a riff and conflict with sales.

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Scale Scaling Sales Hiring Engineering 162

SaaStr

JULY 29, 2021

SalesLoft’s Sales Engagement Cloud Ecosystem will highlight key brands supporting sales and support teams, while providing a sample of SalesLoft’s partnering power from their over 100 integrations that exist within their App Directory. “We SaaStr is the world’s largest community of SaaS executives, founders and entrepreneurs.

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SaaStr

DECEMBER 11, 2022

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: Salesforce: “Things Are Too Unpredictable to Provide a Forecast”. 8 Ideas On How to Motivate The Sales Team After a Rough Patch. If things are tougher for you right now, here are some ideas to rally the sales team through it.

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Scale Venture Capital Sales Forecasting 243

SaaStr

AUGUST 10, 2022

And importantly — Atlassian sees and is currently forecasting no slowdown. 20% growth in customer accounts leads to 36% revenue growth. That leads to 36% revenue growth at $3B in ARR. Spends less than 20% of its revenues on sales and marketing. Atlassian is one of them. 5 Interesting Learnings. #1.

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SaaStr

NOVEMBER 26, 2019

Hear from Duo Security’s VP of Inside Sales America on how to build a $2.3B sales team. Jennifer Lawrence | VP, Inside Sales @ Duo Security. Today I’m going to start by telling you a little bit about me, a little bit about Duo, and then the secrets to building a killer inside sales org. FULL TRANSCRIPT BELOW.

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Scale Sales Hiring Underperforming Technical Team Sales 290

SaaStr

JANUARY 30, 2023

Building revenue operations to support sales Deel had onboarded nearly 100 clients, reports showed good traction, and it was time to leverage this opportunity. Deel scaled the sales team from two to 250 account executives, but issues with productivity and enablement of the account executives cropped up. Use your data to inform.

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SaaStr

FEBRUARY 21, 2023

So you’ve heard that product-led growth is all the rage, and now you want to transition from a sales-led motion to a product-led one. Linfjard’s role is to look at the big picture for how to scale and grow businesses based on opportunities and goals that lie ahead. Some companies go really hard,” he shares. “But

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Scale Strategy Marketing Sales 243

Intercom, Inc.

NOVEMBER 28, 2018

As your sales organization grows, your tech stack almost always does too. But figuring out which sales tools you should buy and invest in – let alone what each tool even does – can be a daunting task. This is especially true when you consider the seemingly endless list of sales tools to choose from. Better tools, not more tools.

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Sales Hacker

FEBRUARY 7, 2025

The focus shifts from experimentation to execution, as companies must scale operations to meet increasing demand. Scaling Operations: As the customer base grows, the company refines its pricing strategy to optimize customer acquisition costs and lifetime value. Tiered pricing models emerge to address these differences.

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Pricing Scale SaaS Technical Review 111

User Pilot

AUGUST 18, 2024

Salesforce is the best sales automation tool. Sign up for a Userpilot demo and learn how this all-in-one product growth platform can help scale your business processes. These tools help businesses automate processes and perform various tasks, making it easier to scale. Trello is the best task management tool.

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Scale Scaling Software Review Social Media 104

SaaStr

JUNE 22, 2023

Rattle gives revenue leaders control over their business with intelligent real-time alerts that unlock actionable insights, drive collaboration and alignment, and improve forecast accuracy. Our ironclad intellectual property protections and industry-leading security guarantee give you peace of mind across the globe.

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