Sales Hacker

FEBRUARY 19, 2020

It’s your secret to finding the diamonds in the rough when you need more qualified leads, without increasing headcount. SaaS companies, who often have complex sales cycles coupled with small but agile sales teams, can especially benefit from lead scoring, since it allows small teams to punch well above their weight class.

Sales 126

Sales Underperforming Technical Team Systems Review Headcount 126

Sales Enablement, SaaS and Growth

MARCH 23, 2020

Subscription business model. The Horizons Framework is an effective way to categorise projects, which in turn helps with assigning budget, headcount and timelines. Customer data. Economies of scale. Freemium lead funnel. Network effects (marketplace). Operational efficiency. Personalisation. User generated content. Source: McKinsey 17.

Underperforming Technical Team 213

Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213

Intercom, Inc.

FEBRUARY 1, 2018

I took a quick break to go to business school, and then from there, I joined LinkedIn, initially to grow their subscriptions product, and then moved around to various different functions like consumer marketing for the home page. There’s a separate team that does sales support and enablement.

Growth Marketing 174

Growth Marketing Scale Marketing Outsourcing Services 174

Hitenism

JANUARY 16, 2017

In 2014, Mixpanel’s Series B pitch deck spelled out the company’s expansion plans over the next two years: 3x sales headcount and rapidly race towards distribution. Reduce sales ramp time by 30-50% via sales enablement. Double headcount every 6-9 months. Innovate on the Business Model.

Scale 147

Scale Venture Capital SaaS Headcount 147

Intercom, Inc.

JULY 29, 2021

SaaS is the subscription business. So your goals in terms of headcount remained stable from pre-pandemic to post-pandemic? We paused all of our enterprise field sales, but in our HQ, we decided to put the foot down and really go for it. SaaS is the subscription business. Kieron: Interesting. Kieron: Absolutely.

Sales Hiring 223

Sales Hiring Scale Sales Recruiting Underperforming Technical Team 223

SaaStr

JUNE 10, 2020

We’re going through layoffs and furloughs, recession planning and for me as the CMO, facing really massive cuts to marketing budgets and headcount. And so we were able to pivot and we have strong sales enablement and alignment between marketing and sales to make that pivot. Our workforce is remote.

Travel 236

Travel Scale Marketing Outsourcing Services 236