SaaStr

MARCH 12, 2021

In many ways, this was the core message of Aaron Ross’ classic Predictable Revenue. When I first met Aaron, probably way back in ’07, his main point was simply: Add Outbound. Worst case, it will at least add a layer, a new revenue stream (more on that here ). Best case, it can be epic.

Sales Hiring 296

Sales Hiring Scale Outbound Sales Team Sales 296

SaaStr

JANUARY 5, 2024

Getting Outbound off the Ground in the Early Days Whatever stage your company is in, you can map wherever you are to outbound and use this article to either create, scale up or improve your outbound SaaS sales. Some businesses set up a revenue target that is out of an individual rep’s control.

Sales Hiring 314

Sales Hiring Sales Recruiting Scale Outbound Sales Team 314

SaaStr

JANUARY 8, 2022

Amy Appleyard, SVP Global Sales at Malwarebytes, Michelle Benfer, VP, Head of North America Sales at HubSpot, Tony Benvenuto SVP of Sales West at Seismic and Anna Baird, CRO at Outreach share the lessons they learned when scaling their outbound sales teams. #1 Foster teamwork on the outbound sales team.

Scale 276

Scale Sales Recruiting Sales Hiring Scaling 276

SaaStr

JANUARY 27, 2021

If an outbound sales team really can generate more revenue than it costs … if an event can generate more customer revenue than it costs to put on … if an engineer can build more features, that close more customer revenue than her salary … etc. You need an owner. A non-owner won’t.

Part-Time VPE 348

Part-Time VPE Sales Hiring Scale Sales Recruiting 348

SaaStr

JANUARY 5, 2021

Let me suggest some ideas: Add an Outbound Sales Team if You Don’t Have One. But let me tell you, if your ACV is high enough, outbound can work. You can pack another 20-30% of revenue onto any enterprise deal if you do it right here. I know in-bound is all the rage. We’ll do a post on this soon.

Sales Hiring 333

Sales Hiring SaaS Outbound Sales Team Customer Success 333

SaaStr

MAY 3, 2021

And if your team knows how to spend it, correctly — find a way to get them the capital they need to grow even faster than plan. A new edition, new services, an outbound sales team, an account management / upsell team. And you must have someone with recurring revenue experience. Add a layer.

Part-Time VPE 287

Part-Time VPE Sales Hiring Sales Recruiting Outsourcing Services 287

SaaStr

JULY 8, 2022

A Step by Step Guide to Revenue Growth with Mark Roberge, Harvard Business School. How the Best Outbound Sales Teams Are Managed with ServiceNow, Box, and Mark Roberge. #23. And YC is popular! #2. Atlassian’s 5 Rules to Win When Competition is Everywhere | Atlassian COO Anu Bharadwaj.

VP of Engineering 276

VP of Engineering Scale Outbound Sales Team SMB 276

Predictable Revenue

JANUARY 4, 2019

The very foundation of the Predictable Revenue methodology is designing, and building, efficient outbound sales teams that generate consistent new pipeline. The post The unpredictable, complicated nature of ad sales appeared first on Predictable Revenue.

Outbound Sales Team 164

Outbound Sales Team Sales Revenue 164

SaaStr

APRIL 4, 2023

This means you can raise prices, add modules, and expand, increasing the average revenue per customer account (ARPA). They made a move, adding a higher value “enterprise plan,” enabling the company to add an outbound sales team. Otherwise, things will slow down. What does that mean for your organization?

Scale 246

Scale Scaling Strategy Outbound Sales Team 246

Predictable Revenue

OCTOBER 17, 2022

Learn how to keep your outbound sales team motivated to reach quota with this step-by-step guide to building an effective SDR compensation plan. The post Quick Guide to SDR Compensation appeared first on Predictable Revenue.

Compensation 147

Compensation Outbound Sales Team Revenue Sales 147

Predictable Revenue

MARCH 21, 2022

These tips will help you build a diverse outbound sales team, ensuring your company finds the best possible talent while complying with local laws and regulations. The post Hiring Sales Talent Internationally: Soft vs. Hard Skills appeared first on Predictable Revenue.

Sales Hiring 147

Sales Hiring Outbound Sales Team Sales Revenue 147

Tom Tunguz

APRIL 8, 2015

This is why the very largest enterprise software companies pursue the biggest customers; because they leverage the sales economies of larger accounts. Let’s contrast an inbound sales team at an SMB company and with an outbound sales team at an enterprise company where both companies spend the same per year in sales, about $0.75M.

Innovation 202

Innovation Startup Scale SMB 202

SaaStr

JANUARY 9, 2021

Examples of great topics: Sales Mistakes that Can Kill Your SaaS Business and How to Avoid Them; Building Sales Operations from $1M to $50M: Who to Hire, When and Why; Three Non-Obvious Lessons Learned Selling to SMBs; How the Best Outbound Sales Teams Are Managed, The Secrets to Hiring a VP of Sales.

Sales Hiring 230

Sales Hiring Scale Outbound Sales Team Interviewing 230

Tom Tunguz

JANUARY 14, 2013

It’s typical to see outbound sales teams create new leads by cold-calling - think Glengarry. When the sales team calls PQLs, customers typically convert at about 25 to 30%. Also, PQLs are a fantastic management tool because they align the entire company around one goal: revenue. But the PQL concept is novel.

Outbound Sales Team 110

Outbound Sales Team Benchmarks Advertising Engineering 110

Chart Mogul

FEBRUARY 13, 2025

Growth hinges on two key factors: subscriber (customer) growth and Average Revenue Per Account (ARPA) growth. To grow your subscriber base, you need strong marketing and sales. A subscription analytics platform in the first place, ChartMogul combines SaaS revenue and retention data with customer relationship management in one system.

Scale 52

Scale VP of Engineering Sales Hiring Startup 52

Sales Hacker

JUNE 23, 2021

Over 2 million annual visitors and more than 18,000 community members contribute with the aim to help all sales pros succeed – from brand new SDRs to the head of RevOps. Topics and discussion channels include: Sales management. Revenue operations. Sales enablement. Predictable Revenue. Topics include: AI for sales.

Sales 106

Sales Technical Review Outbound Sales Team Interviewing 106

Neil Patel

DECEMBER 22, 2020

These are great for inbound support teams, outbound sales teams, and call recording at scale. Other benefits of Callcap include: Catalog item tracking reports Track revenue by campaign or employee Secure and PCI compliant recording and monitoring Manual pausing and automated scrubbing Call tracking Call recovery.

Software Review 141

Software Review Software Scale compliance 141

Sales Hacker

FEBRUARY 14, 2022

Why they restructured their B2B sales team into three key verticals. How they mitigated revenue risks from the outset. We also provided training to our teams which enabled them to tailor their approach to outreach.”. This meant we could keep our core revenue machine going, which was vital as we tested the transition.

SMB 107

SMB Enterprise Scale Outbound Sales Team 107

Sales Hacker

APRIL 25, 2019

The SMB Decision: In-House vs. Outsourced Sales Development. As a high-growth SMB, your number-one focus is consistent sales. Customer acquisition drives revenue, and revenue becomes your means of growth. Without enough high-quality leads, your sales pipeline dries up fast. Salary and benefits costs. Data costs.

Outsourcing Services 99

Outsourcing Services Sales Hiring Sales Outsourcing Outsourced Development 99

OpenView Labs

FEBRUARY 3, 2022

Hiring a traditional outbound sales team to target CIOs used to be the norm for B2B sales. Additionally, revenue itself is increasingly complicated as companies continue to have success with alternative modes of monetization (e.g. GTM continues to be less and less straightforward.

Sales Hiring 82

Sales Hiring Sales Recruiting Startup Scale 82

Intercom, Inc.

JULY 9, 2020

I’d love to dive into what those strategies were like, especially first at Atlassian, particularly because they had no sales team. Atlassian does not have an outbound sales team. So what a lot of companies see is that the traffic might go up and down, but the revenue or their conversions might stay unchanged.

Technical Review 199

Technical Review Scale Underperforming Technical Team Software Review 199

Chart Mogul

MARCH 26, 2018

Learn how InsureSign — an e-signing solution for the insurance industry — uses ChartMogul to better understand revenue and get a detailed picture of sales performance. For its first six years, the e-signature startup I founded, InsureSign, used only inbound sales efforts. But now, how could we keep tabs on their progress?

Sales Recruiting 49

Sales Recruiting Sales Outbound Sales Team Healthcare 49

Sales Hacker

SEPTEMBER 23, 2019

Prior to Slack, Kevin spent four years as VP of Sales at Dropbox, where he helped build the outbound sales team covering SMB through large enterprise. Prior to that, Kevin spent 10 years at Salesforce where he moved from an AE role to various senior sales management operations and recruiting roles.

VP of Engineering 62

VP of Engineering Sales Recruiting Sales Hiring Scale 62

Sales Hacker

OCTOBER 15, 2020

We also pull in recycled leads from the revenue-generation team. The team ensures all recycled leads are enriched prior to being handed over to the sales teams. But it’s our marketing and revenue-gen teams that are the secret weapon to our Demo Day success. The Significance of Team-Building.

Scale 121

Scale Underperforming Technical Team Technical Review Outbound Sales Team 121

How To Buy Saas

FEBRUARY 25, 2025

A powerful CRM helps organize customer data, streamline sales pipelines, and automate marketing ultimately boosting revenue. In fact, 92% of businesses say CRM software is crucial to achieving their revenue goals. Enterprise users love the ability to do complex forecasting, pipeline analysis, and revenue reporting.

Scale 52

Scale Underperforming Technical Team Technical Review Software Review 52

Tom Tunguz

APRIL 18, 2015

In the Innovator’s Dilemma for SaaS Startups , I outlined the path of many software companies, which disrupt incumbents by first serving the small-to-medium business and then move up-market by transitioning to serve larger enterprises with outbound sales teams. This is the “traditional” way of disrupting.

Innovation 144

Innovation Startup SaaS Sales Hiring 144