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 25, 2021

You can have the great product and a great team, but the market of small or very niche. The second one is the team, obviously depending on how earlier the team has a huge factor because you may be so early in your journey that there’s nothing else to point to, but the track record of the team. Jyoti Bansal: Yeah.

Sales Recruiting 260

Sales Recruiting Sales Hiring Scale VP of Engineering 260

Neil Patel

SEPTEMBER 12, 2020

Thought leadership – In many industries, it is useful for people of prominence to share their unique insights on a public platform. Things to consider: Custom code – Website builders use standardized code, which are the building blocks of a website. Some teams may also respond much quicker than others.

Payment Methods 145

Payment Methods Technical Review Software Review Systems Review 145

SaaStr

MARCH 24, 2020

Sam Blond, CSO at Brex explains why recruiting, networking and employee happiness is the key to this playbook on recruiting your sales team. I’m doing The Playbook To Recruiting Your Sales Team. Once again, amazing job to the SaaStr team. I’m really honored to share this stage with some really bad ass speakers.

Sales Recruiting 189

Sales Recruiting Sales Hiring Scale Underperforming Technical Team 189

Intercom, Inc.

OCTOBER 5, 2022

Each person on your team has different needs, responds to feedback in different ways and evolves in different trajectories – and management should always reflect that. Even when you reach the perfect team dynamic – a new hire or budget cut can easily throw things off balance. It was kind of the luck of the draw.

Leadership 118

Leadership Part-Time VPE Management Underperforming Technical Team 118

SaaStr

FEBRUARY 25, 2020

And there’s lots of examples and if you’ve seen these TED Talks, you hear about Apple, Think Different and you hear about Salesforce in their early days and no software. So most of my career was over the last 10 years was that Sage Intacct and we sold accounting software. And there’s a lot of companies out there.

Scale 239

Scale Underperforming Technical Team Sales Hiring Software Review 239

SaaStock

FEBRUARY 14, 2019

The SaaStock team will be landing in São Paulo to run the region’s first Pan-Latin American SaaS conference, SaaStock LatAm. Talk: SaaS.City Bootcamp: Sales Leadership. In 2017, he co-founded B2B Stack, a software review marketplace that boosts the buying process of B2B tech in Brazil. Talk: Sales is a Team Sport.

Technical Review 207

Technical Review Scale Entrepreneurship Sales Hiring 207

Intercom, Inc.

JULY 19, 2018

But as Jean and Edmond will now tell you, following years of engineering leadership at Quip, Quora, Medium and more, that simply isn’t the case. They’ve now started a company together, Co Leadership , to help pave the road for engineers to become leaders. Leadership is a mindset, not a title. Louis: How do you define leadership?

Engineering 135

Engineering Leadership Software Review Technical Review 135

Sales Hacker

MARCH 29, 2018

This is part 2 of a 5-part series to help you develop the right approach to sales coaching. Coaching isn’t about who’s good and who’s bad. It isn’t about leaving the stars alone and trying to crack the code for the underperformers. You’ve got to think—what’s next for each member of my sales team.

Underperforming Technical Team 103

Underperforming Technical Team Data Sales Software Review 103

Kellblog

AUGUST 31, 2022

Two important notes: There is an optional fourth part, sales development , i.e., managing the team of sales development reps (SDRs) who convert MQLs into stage-1 oppties. Whether this team should report into sales or marketing is a separate debate. The lines between these parts are not black and white.

Underperforming Technical Team 145

Underperforming Technical Team Sales Hiring Marketing Startup 145

Neil Patel

OCTOBER 25, 2020

But should you build your own in-house marketing team or hire an agency partner? Digital agencies are companies that help other businesses perform a specific function such as marketing, development, or design. They act as a substitute for an in-house team, serving the same labor function but outside of the organization.

Sales Hiring 145

Sales Hiring Outsourcing Services Underperforming Technical Team Sales Recruiting 145

User Pilot

MAY 30, 2024

PMs prioritize product development and functionality, while PMMs focus on market adoption and product desirability. Leadership support , shared ownership of outcomes, cross-functional training, and celebrating collaboration can encourage PM-PMM alignment. What are some key differences in priorities between PMs and PMMs?

Product Marketing 103

Product Marketing Interviewing Management Scale 103

Sales Hacker

DECEMBER 20, 2021

Businesses must take a step back, evaluate their software investments, and rework their implementations. Do your teams have the right mindset to provide experience-driven training? By now, you’ve developed a general understanding of both the virtual training landscape and your business’s specific requirements.

Investment 124

Investment Technical Review Underperforming Technical Team Artificial Intelligence 124

Sales Hacker

MAY 27, 2021

That means thinking of the sales team as remote-at-heart, not remote-by-default. Running a sales team without face-to-face communication. That means that communication in your team has been slashed to the bare minimum. Just think, coaching, pipeline reviews, training, all running on 7% of its previous bandwidth.

Underperforming Technical Team 128

Underperforming Technical Team Sales Technical Review Software Review 128

ChurnZero

AUGUST 14, 2020

At ChurnZero, we’re humble enough to admit that Customer Success software can’t do it all, and quite frankly, it shouldn’t. We stick to our circle of competence and focus on our area of expertise: Customer Success software. Customer Relationship Management (CRM) Software. Customer Support/Service Software and Ticketing Systems.

Payments 87

Payments Payment Solutions Customer Success Software Review 87

OpenView Labs

MAY 12, 2020

Those are some pretty great results for a small team—only about 50 people in the whole company—that needs to navigate the challenges of selling a horizontal product serving multiple audiences from single-player scenarios to enterprise deployments. Small businesses or teams who adopt it self-service.

Underperforming Technical Team 98

Underperforming Technical Team Marketing Scale B2C 98

Neil Patel

NOVEMBER 7, 2020

Our team at Neil Patel Digital vetted hundreds of email marketing companies based on their brand reputation, client portfolio, ratings, and their areas of expertise. I’m confident the best email marketing companies listed above and reviewed below are reliable because of their proven track records. Bad content! The result?

Software Review 102

Software Review Marketing Technical Review Outsourced Development 102

SaaStr

JULY 8, 2020

It sounds minor or technical, but if you want to due diligence on a human being, I get to do it a few 100 times a year. Personally, our team has been holding back a little bit. I think everyone needs some stability, whether it’s good, bad, or ugly or in the middle to survive. I’m here.” Aileen Lee: Yeah.

Investment 207

Investment Technical Review Part-Time VPE Development Team Review 207

User Pilot

NOVEMBER 23, 2023

That’s what Dave Martin , a product leadership coach, has talked about in his talk at this year’s Product Drive Summit hosted by Userpilot. TL;DR Regular roadmaps kill outcomes by forcing teams to think in the categories of features and timelines. The thing is, users don’t need the majority of features that product teams build.

Scale 105

Scale Underperforming Technical Team Sales Recruiting Software Review 105

Sales Enablement, SaaS and Growth

MAY 22, 2017

Sales enablement is a relatively new, but rapidly emerging discipline that’s most common among software as a service (SaaS) and enterprise sized businesses. It will evolve over time, but for now it offers much needed clarity and perhaps more importantly, answers the basics of who we are as a sales enablement team, what we do and how we do it.

Marketplace as a Service 112

Marketplace as a Service Sales Enablement Sales Hiring Underperforming Technical Team 112

BetterCloud

MARCH 17, 2025

SaaS budgeting is the process of planning, allocating, and managing financial resources for acquiring and using Software as a Service (SaaS) solutions within an organization. Whether youre new to SaaS budgeting or youre a seasoned pro, theres always something to learn about the best ways to buy software. What is SaaS budgeting?

Technical Review 52

Technical Review Strategy Marketplace as a Service SaaS 52

Totango

MARCH 8, 2022

Getting involved in the best customer success communities can give you access to the resources you need to take your CS team to new levels of performance. Showcasing and reviewing CS software. Providing a resource for CS team members to find answers to business challenges and technical problems. Supporting CS research.

Customer Success 122

Customer Success Technical Review Social Media Underperforming Technical Team 122

Point Nine Land

DECEMBER 1, 2020

A methodology in five simple steps I learned how to run forecast and pipeline reviews, first, by distilling what my sales managers did when I was a sales rep and, then, building my own systems as a sales leader at Revinate, at Framer, and advising a number of B2B SaaS companies. Is the sales team following the steps of the sales system?

Development Team Review 59

Development Team Review Systems Review Forecasting Software Review 59

SaaStr

SEPTEMBER 12, 2019

At Twilio, I think my entire job there my first two years was throwing t-shirts at people, because everyone had a Twilio t-shirt I think in the developer community in 2010, and that was our marketing strategy. Your sales team becomes more efficient, your customer success team becomes efficient, your customers like you more.

Investment 113

Investment Underperforming Technical Team Sales Hiring Software Review 113

SaaStr

MARCH 26, 2019

Scaling the company’s employee base, sales teams, marketing, and operations—all while preserving its culture—has required a laser focus on first principles, smart processes, and effective hiring. Know who is the foundation of your product and build your product for that user (in Stripe’s case, developers). Know your forever user.

Scale 159

Scale Payment Services Payment Methods Scaling 159

Totango

MAY 15, 2024

From the urgent need for organizations to operate like startups to the surprising disparity in AI adoption between CS and support teams, these experts didn’t hold back. 1: For CS to jump ahead with AI, teams will need to operate like a startup Startups are known for their agility, adaptability, and willingness to experiment.

Customer Success 110

Customer Success Underperforming Technical Team AI Technical Review 110

ChurnZero

JULY 22, 2022

Does your Customer Success team have a shallow view of onboarding? Q: What should you do if the team you’re onboarding wasn’t part of the buying decision and isn’t thrilled to be learning a new tool? I have the internal handoff from pre-sales to post-sales customer teams. I have two handoffs.

Scale 98

Scale Onboarding Scaling Underperforming Technical Team 98

InsightSquared

MAY 15, 2019

Sales Operations is Still Developing. As thought leadership evolves and new iterations of revenue and commercial operations take shape, visibility for the discipline is skyrocketing. As a result, many skillsets build the foundation of a strong team. What makes a “good” or “bad” deal? Account Manager. Financial analyst.

Sales Recruiting 110

Sales Recruiting Scale Technical Review Sales 110

Intercom, Inc.

JULY 11, 2019

In a company’s early days as a lean, mean, business machine, it’s fairly easy for leadership to stay in sync with their users. 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. Short on time? Speak the customer’s language.

Scale 188

Scale Scaling Sales Hiring Underperforming Technical Team 188

Sales Hacker

OCTOBER 5, 2018

These challenges created the need for a sales rep onboarding process that is faster and more flexible – areas in which the software industry is already well-versed. Taking a Page from Agile Software Development. Software companies used to spend months or years developing new products. 4 Steps of Agile Onboarding.

Onboarding 95

Onboarding Sales Hiring Underperforming Technical Team Sales 95

SaaStr

SEPTEMBER 13, 2020

374: ZoomInfo founder and CEO Henry Schuck shares how he built a business from scratch and grew it into one of the most successful IPOs of the 21st century—and what it was really like…the good, the bad, and most of all, the ugly. The dark blue bar here is cloud as a percentage of worldwide software spend.

Sales Hiring 230

Sales Hiring Scale Payments Cloud 230

Sales Hacker

SEPTEMBER 28, 2021

I had resources available to learn more about leadership and that helped me give more to my reps than just “make more calls” and “send more emails.” Every day, sales managers work side by side with their reps in customer meetings, planning sessions, and team meetings. Pipeline reviews including next month or quarter.

Underperforming Technical Team 90

Underperforming Technical Team Systems Review Software Review Sales Enablement 90

Baremetrics

AUGUST 23, 2021

You need to have a strategic approach that includes identifying your market fit, developing appropriate positioning and marketing strategies, and measuring performance. Develop Marketing and Sales Strategies Marketing strategy 1. You have a highly skilled and competent team that keeps coming up with new product ideas.

Strategy 104

Strategy Scale Payment Features Software Review 104

ChurnZero

JUNE 11, 2021

Customer health scores give Customer Success teams a deep understanding of a customer’s health and are a leading indicator that there may be an issue with an account or customer. This health score is more stringent due to the fact that it’s critical to achieve initial adoption during the first year of a customer’s lifecycle.

Software Review 96

Software Review Systems Review Underperforming Technical Team Scale 96

Neil Patel

OCTOBER 4, 2020

Thought Leadership. Thought leadership describes the esteem and authority a company is held in in a particular industry. An analytics agency that is producing good thought leadership content also signifies whether that company is on top of the latest trends, which is needed in fast-evolving fields. A Well-rounded Team.

Artificial Intelligence 136

Artificial Intelligence Technical Review Underperforming Technical Team Machine Learning 136

Sales Hacker

JANUARY 3, 2022

Those are resources that most sales teams do not have, and resources that most marketing teams need to protect. To meaningfully speed up your content creation process without sacrificing quality or quantity, though, you also need to look closely at how your team approached sales enablement. Develop T-shaped professionals.

Sales Enablement 113

Sales Enablement Scale Sales Hiring Outsourcing Services 113

Intercom, Inc.

DECEMBER 21, 2021

Throughout the year, we’ve talked to business leaders, experts, and pioneers about all kinds of topics: from creating world-class customer experiences to the challenges of running a business during the pandemic, from being an ally and addressing gaps in diversity to building technical leadership careers.

VP of Engineering 118

VP of Engineering Technical Review Scale Outsourcing Services 118