Sales Hacker

JULY 24, 2018

Decreased revenue per rep, High turnover as you scale headcount. In the last six months at Weave, our sales team managed this balancing act. We made our machine more efficient even as we scaled, grew headcount, and skyrocketed our revenue. Training and development is like game film in sports.

Scale 77

Scale Headcount Sales Hiring Scaling 77

Sales Enablement, SaaS and Growth

MARCH 23, 2020

Companies which don’t use mental models risk unleashing mayhem with poor choices or becoming bloated and bureaucratic by reducing the volume and speed at which decisions are made - both scenarios are undesirable and will impact growth. OKRs are a useful mental model - they make it crystal clear what people and teams should be striving for.

Underperforming Technical Team 213

Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213

SaaStr

JULY 11, 2023

You need to be ready to talk revenue, or have a big customer that will actually talk to the press with you – because these folks have been burned by taking the word of founders in the past. What it does is give your company a bad name. A Real Company With Real Money (Funding plus Revenue) Wanna get press? Do not do it.

Social Media 201

Social Media SaaS Underperforming Technical Team Headcount 201

Intercom, Inc.

AUGUST 29, 2019

It’s no surprise that one of the key levers for growth as you go from startup to scale-up is your sales team. How quickly you’re able to accelerate growth depends on your ability to build a nimble sales org and develop a strong sales strategy. These lay the foundation that enables your team to run as efficiently as possible.

Scale 172

Scale Sales Hiring Scaling Payment Services 172

Sales Hacker

SEPTEMBER 2, 2023

So that has many of us questioning which direction we should be heading toward in our modern day revenue tech stack? Which AI tools are going to make revenue operators’ lives immensely easier? Pipeline analytics: Offers sales managers a view of their teams’ pipelines that goes beyond what’s available in their native SFA applications.

AI 97

AI Revenue Scale ChatGPT 97

Intercom, Inc.

JULY 28, 2022

Sanj started working at Salesforce back in 2005, when the company had around 1,000 employees and a few hundred million in revenue, and he was a part of its growth for 14 years, holding several leadership positions in multiple markets in EMEA. We were probably around 1,000 employees, and a few hundred million in revenue.

Scale 210

Scale Scaling Sales Hiring Sales Recruiting 210

Sales Hacker

MAY 21, 2020

There isn’t a continual feedback loop between teams. They may or may not have developed a follow-up schedule but are not continually testing. A Sales & Marketing SLA (service-level agreement) is a formal agreement that defines clear, agreed-upon expectations that align both teams under a unified goal. Decrease Speed-to-Lead.

Scale 138

Scale Underperforming Technical Team Headcount Technology 138

FastSpring

JANUARY 31, 2023

Luckily, most developers find it easy to integrate Stripe with most other software (however, you have to pay for each software separately). You’ll be able to manage all aspects of the payment lifecycle from your FastSpring dashboard without adding extra software or headcount. Stop bad actors before a transaction is even processed.

Payment Services 147

Payment Services Payment Methods Merchant Services Software Review 147

Intercom, Inc.

JULY 11, 2019

But as the business becomes more successful – and there are resources to build a support team – additional layers begin to separate executives from their customers. Since 2010, he’s helped the company grow to more than 40,000 customers and helped scale the support team to more than 500 employees to assist those users. Short on time?

Scale 188

Scale Scaling Sales Hiring Underperforming Technical Team 188

Kellblog

NOVEMBER 2, 2023

As we struggle to hit top-down targets through rounds of cost-cutting, we cut here and squeeze there so much that we can develop a certain myopia. Are the revenue (and ergo cash collection) targets realistic? And create perverse incentives to not terminate weak employees in the process. Why do we forget this?

VP of Engineering 124

VP of Engineering Travel Underperforming Technical Team Headcount 124

SaaSOptics

MAY 2, 2022

In a sales-led model, sales processes and teams are the primary drivers of revenue growth. Each has its strengths and weaknesses, but neither is better or worse than the other. As a result, workplace collaboration tools like Zoom , Slack , and Dropbox all experienced record revenue numbers during this time. .

Scale 97

Scale Sales Hiring Underperforming Technical Team Sales 97

Chart Mogul

MAY 7, 2020

Onboarding a new member of your sales team is challenging on its own, but especially so when they have to call prospects out of the blue. Providing the right cold calling training can make or break the success of a new team member. Nobody likes cold calling. But just because it isn’t fun doesn’t mean it isn’t effective.

Sales Hiring 121

Sales Hiring Underperforming Technical Team Marketplace as a Service Headcount 121

Sales Hacker

NOVEMBER 14, 2019

At the forefront of this change is what we at Engagio call, Account-Based Everything (ABE), some people know it as Account-Based Sales Development (ABSD), and others call it Account-Based Marketing (ABM). We’re going to look at what data you need to develop an account targeting strategy and where to get that data. Physical Address.

Underperforming Technical Team 82

Underperforming Technical Team Technical Review Data Development Team Review 82

Chart Mogul

JULY 15, 2021

High growth companies like Airtable, Figma, Notion, or Github all have revenue as a top of mind business milestone. In fact, out of a sample of 40 growth stage companies, 50% said revenue growth was their #1 north star metric, according to research led by Lenny Rachitsky for Future.

Underperforming Technical Team 52

Underperforming Technical Team Revenue Scale Communication 52

Chart Mogul

JULY 15, 2021

High growth companies like Airtable, Figma, Notion, or Github all have revenue as a top of mind business milestone. In fact, out of a sample of 40 growth stage companies, 50% said revenue growth was their #1 north star metric, according to research led by Lenny Rachitsky for Future.

Underperforming Technical Team 52

Underperforming Technical Team Revenue Scale Communication 52

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

Intercom, Inc.

FEBRUARY 1, 2018

In August of 2016, Rachel Hepworth embarked on a unique challenge: start a growth marketing team at one of the most successful startups of this generation – one that had long relied heavily on word of mouth. I stumbled upon Eric Ries and Steve Blank, the concept of customer development – it was a revelation.

Growth Marketing 174

Growth Marketing Scale Marketing Outsourcing Services 174

Sales Hacker

MAY 19, 2021

This helps us with our prospecting strategies but it also helps our reps develop their skill set and become stronger in their role. When a customer says that now is bad timing, I know that my rep didn’t understand the customer’s pain enough to drive value and offer a solution to their current problems. This is actually gold for us.

Data 110

Data Underperforming Technical Team Headcount Sales Funnel 110

ChurnZero

NOVEMBER 18, 2022

And yet, downplaying your team’s needs undermines CS’s current impact and future revenue-driving potential. According to our 2022 Customer Success Leadership Study, CS teams are already underfunded and under-resourced. But it’s not about driving revenue at all costs, cautions Jeff. Now we have a name for this.

Customer Success 98

Customer Success Sales Hiring Headcount Scale 98

ChurnZero

DECEMBER 2, 2022

Does your Customer Success team have the right structure, workload, and engagement model to hit its goals? Re-segmenting your customer base is a natural evolution of your company, product, and team’s growth. We also had to think about how we were doing their variable compensation to incent fairness across the team.

Headcount 98

Headcount Underperforming Technical Team Scale Outsourced Development 98

Chart Mogul

SEPTEMBER 26, 2024

Revenue operations isn’t a magic wand, even though many present it that way. It’s a set of deliberate, strategic actions designed to improve your internal processes and drive revenue growth—no magic, just solid revenue operations management. But when’s the right time to implement revenue operations in your organization?

Revenue 52

Revenue Technical Review Sales Hiring Scale 52

Sales Hacker

FEBRUARY 5, 2021

And you and your team won’t waste your time working on bad opportunities. The first question sales leaders and their teams need to answer is: who is our customer? If you stay too high-level, the pain could be misinterpreted by your team and the rest of the organization. No more convincing them to buy. No spray and pray.

Scale 135

Scale Sales Underperforming Technical Team Headcount 135

Outseta

JANUARY 20, 2020

When I left Buildium five years later we’d grown from a start-up to a business with more than 12,000 customers and $16M in revenue. I was managing a team of 15 and the company had grown to about 140 employees. Buildium was 100% bootstrapped—no small angel round or anything like that—until the company reached about $6M in revenue.

SaaS Payments 145

SaaS Payments Sales Hiring Payment Methods Payment Services 145

FastSpring

JULY 11, 2024

Podcast Full Interview: Video Transcript David Vogelpohl (00:04) Hello everyone and welcome to the Growth Stage podcast by FastSpring, where we discuss how digital product companies can grow revenue, build meaningful products, and increase the value of their business. I’ve got a revenue and a profit target I gotta hit.

B2B 168

B2B Scale Underperforming Technical Team Sales 168

ChurnZero

DECEMBER 19, 2024

For the fifth year running, we’ve recognized five customer success teams who achieved remarkable results in one of five categoriesonboarding, adoption, renewals and expansion, advocacy, and innovation. The Ollie team reimagined the process, using ChurnZero to structure and systemize their onboarding and keep customers on track.

Customer Success 52

Customer Success Scale Underperforming Technical Team Innovation 52

Sales Hacker

MARCH 12, 2020

If you’re in a position to fill a sales role, you’re likely already feeling the pressure, because your revenue targets are built on the assumption that your team is fully staffed. These factors can quickly derail a sales team. Do: Move quickly to hire sales talent — empty seats mean lost revenue. Is compensation too low?

Sales Hiring 100

Sales Hiring Sales Recruiting Compensation Underperforming Technical Team 100

The Angel VC

DECEMBER 12, 2018

While this is generally true for most companies, it’s particularly true for SaaS businesses, which invest heavily in product development, sales, and marketing upfront and get payments from customers over a delayed period of time, usually several years. The main reason is that your customer acquisition costs are highly front-loaded.

Sales Recruiting 106

Sales Recruiting Sales Hiring SaaS Payments Scale 106

Sales Hacker

NOVEMBER 27, 2019

Sales leaders have a bad habit of dumping people into a new job without properly preparing them to succeed. Although I went through two weeks of training with my team, they were underwater too. I’m going to share my top 20 sales onboarding secrets to help your team beat their 30-60-90 day plan. So tune in….

Sales Hiring 93

Sales Hiring Onboarding Sales Recruiting Outsourcing Services 93

Intercom, Inc.

MAY 13, 2021

Few people have more experience with this move than Linda Lin , Director of Customer Success at the revenue intelligence platform Gong. Although Linda started her career in sales, she has spent the past twelve years scaling post-sales teams and moving hyper-growth companies like Zendesk, Slack, and now Gong upmarket into the enterprise realm.

Scale 177

Scale Customer Success Sales Hiring Strategy 177

Clouded Judgement

SEPTEMBER 19, 2023

If you don’t want to manage all of the infrastructure around Iceberg (plus allocating headcount to do this!) Iceberg is an open table format developed by Ryan Blue and Dan Weeks (2 of the 3 co-founders of Tabular) while they were at Netflix. This prevents bad data from leaking downstream.

Data 130

Data Government Scale GCP(Google Cloud Platform) 130

OPEXEngine

MARCH 9, 2022

Most companies track R&D as a % of revenue, and maybe a few metrics about activity, but few CFOs can answer the question of what’s the ROI on their R&D investment. How can Finance and Engineering management work together to diagnose weak areas, and shift R&D resources to produce better outcomes for the company?

Software Review 59

Software Review Development Team Review Technical Review Outsourced Development 59

User Pilot

MAY 11, 2022

You can use product usage data to develop an effective marketing strategy, improve products, retain customers , as well as to accelerate customer adoption. Request a personal demo with the Userpilot team, and see how one tool can provide all the data you need for successful customer segmentation. Annual Revenue or LTV (lifetime value).

SaaS 98

SaaS Underperforming Technical Team Onboarding Churn 98

OpenView Labs

MAY 20, 2021

The same was true when I ran the People function at a software development consultancy that doubled its headcount to ~100 while reducing attrition from 40% to 5% voluntary in 18 months. The question becomes: “Who do I want on my team—and why?”. A final comment on purpose: It should come from your team.

Scale 84

Scale Underperforming Technical Team Headcount Software Review 84

Sales Hacker

JULY 8, 2020

Michael is a member of Revenue Collective, but perhaps most importantly, he’s the chief sales and strategy officer for Compass, that fast-growing real estate behemoth. Making something big even bigger with strategic revenue generation [12:03]. Today on the show, we are incredibly excited to have Michael Coscetta.

Scale 125

Scale Scaling VP of Engineering Technical Review 125

ChurnZero

OCTOBER 15, 2021

Net Revenue Retention (NRR) is an overnight sensation that’s been years in the making. During one of our BIG RYG Hyper-Workshops on budgeting for Customer Success headcount, Kristen Hayer of The Success League, framed this shift by explaining that as a CS leader, you’re not running a happiness team, you’re running a revenue team.

Customer Success 97

Customer Success Benchmarks Scale Underperforming Technical Team 97

Point Nine Land

DECEMBER 12, 2018

While this is generally true for most companies, it’s particularly true for SaaS businesses, which invest heavily in product development, sales, and marketing upfront and get payments from customers over a delayed period of time, usually several years. The main reason is that your customer acquisition costs are highly front-loaded.

Sales Recruiting 61

Sales Recruiting SaaS Payments Sales Hiring Scale 61

Chart Mogul

MAY 7, 2020

Onboarding a new member of your sales team is challenging on its own, but especially so when they have to call prospects out of the blue. Providing the right cold calling training can make or break the success of a new team member. Nobody likes cold calling. But just because it isn’t fun doesn’t mean it isn’t effective.

Sales Hiring 52

Sales Hiring Underperforming Technical Team Marketplace as a Service Headcount 52