SaaStr

MAY 6, 2021

A CRO owns and directs the strategy over a company’s revenue cycle, but there’s not a set standard for operational or management decisions: in addition to sales and sales development, they might be responsible for customer success, lead generation and pipelines, and even marketing and brand development. Is a CRO right for you?

Sales Hiring 305

Sales Hiring Sales Recruiting Interviewing Revenue 305

SaaStr

SEPTEMBER 20, 2024

What are the top 10 mistakes founders are still making today when hiring their VP of Sales? In this post, we’ll delve into the common pitfalls founders encounter when hiring a VP of Sales. 1: You Can’t Stay Founder-Led Sales Forever. . #1: 1: You Can’t Stay Founder-Led Sales Forever. This one is newer.

Sales Hiring 309

Sales Hiring Sales Recruiting Scale Technical Review 309

SaaStr

JANUARY 5, 2024

In the latest episode of CRO Confidential, host Sam Blond, partner at Founders Fund and former CRO at Brex, sits down with Ashley Kelly, VP of Global Sales Development at Rippling. For context – Ashley had previously helped Sam scale Brex’s outbound sales from $2M to over $300M in ARR as Senior Director of SDR.

Sales Hiring 316

Sales Hiring Sales Recruiting Scale Outbound Sales Team 316

SaaStr

MAY 24, 2022

Many mediocre hires were made to fill slots, reference checks not made, etc. Do reference checks, on and off sheet. Often with zero reference checks or diligence. Even the very best VPs of Sales I know admitted to lowering the bar a bit on their sales teams, when I quietly pushed them. So did startups. Probably.

Sales Hiring 323

Sales Hiring Sales Recruiting Interviewing Startup 323

Kellblog

FEBRUARY 16, 2022

Emboldened by this seeming endorsement, I dashed off what turned into a lengthy email on interviewing and recruiting, a topic about which I am passionate not because I think I am good it, but because I think I am not. Thoughts on The Recruiting Process. Remember it’s a mutual sales process. Check references.

Sales Recruiting 110

Sales Recruiting Interviewing Sales Hiring Finance 110

FastSpring

FEBRUARY 6, 2025

In this episode of Growth Stage, we interview Lizzie Mintus Founder and CEO of Here’s Waldo Recruiting and host of The Heres Waldo Podcast about her thoughts on: The most effective recruiting strategies for SMBs. So during the intro, I kind of talked about how you run here’s Waldo recruiting.

SMB 107

SMB Sales Recruiting Branding Sales Hiring 107

The Angel VC

OCTOBER 8, 2015

This is part two of Jenny's article about the importance of reference checks. Last time we spoke about WHY you should do reference checks and what impact a bad hire can have on your organization. General thoughts on the HOW: If you do reference checks, make sure they are one of the last steps of your recruitment process.

Sales Recruiting 129

Sales Recruiting Sales Hiring Leadership Investment 129

SaaStr

JANUARY 21, 2021

We’ve talked a lot about hiring a VP, Sales. We’ve talked about the 48 Different Types of VP Sales , What a VP Sales Really Does , and a Script to Use When Interviewing a VP Sales. Why do reasonably hot SaaS companies still struggle to get a Great VP Sales, even with the right filters, scripts, and processes?

Sales Hiring 233

Sales Hiring Sales Recruiting Point of Sale Sales 233

Sales Hacker

FEBRUARY 20, 2020

Success in sales requires the right skills and a competitive, driven, and personable nature. However, scoring a great sales role takes more than just being confident in your own skills and nature. You have to convince a management team of those things as well. 1) Know whom you’ll be talking to — Sales is all about relationships.

Sales Recruiting 90

Sales Recruiting Interviewing Sales Hiring Sales 90

SaaStr

SEPTEMBER 6, 2022

They have a good incentive to recruit almost as hard as you do, and network a lot to help you. Most VCs haven’t been CEOs and don’t really know what makes for a great VP of Sales, Marketing or even Engineering. With negative references, or even just quietly by not being supportive. -4. Someone to Look Out for You.

Sales Hiring 293

Sales Hiring Sales Recruiting Investment Acquisition 293

Sales Hacker

JANUARY 6, 2020

The number one thing I grade candidates on is how well did they run their sales process on me? If you’re a job candidate in sales, you should be managing your job application process just like you’d run your sales process with a potential customer. Again, I’m running this like a sales process.

Sales Recruiting 94

Sales Recruiting Sales Hiring Sales Consulting 94

OpenView Labs

APRIL 29, 2021

Recruiting top talent is the common denominator across all scaling startups. Nine out of 10 founders and CEOs I connect with are involved in recruiting on a weekly, if not daily, basis. Many of them are learning on the fly and trying to juggle being CEO and Chief People Officer/Lead Recruiter/Brand Evangelist all at once.

Sales Recruiting 81

Sales Recruiting Outsourcing Services Sales Hiring Scale 81

SaaStr

JULY 22, 2019

The Playbook to Building a Thriving Sales Culture with PatientPop SVP of Sales Justin Welsh. The Playbook to Hiring Your First VP of Sales and Not Screwing it Up… with Cassidy Ventures Founder Brendon Cassidy. The Playbook to Building a Customer Reference Program with Talkdesk SVP of Client Services Gillian Heltai.

Scale 209

Scale Sales Recruiting Scaling Sales Hiring 209

The Angel VC

APRIL 1, 2017

At the excellent SaaStr Annual 2016 conference about a year ago, a very experienced SaaS CEO said on stage that an internal recruiter can be a startup CEO’s secret superpower. Being willing to invest in an internal recruiter or talent manager (or more broadly, an HR person) early on requires pretty big balls a lot of confidence.

Sales Hiring 168

Sales Hiring Sales Recruiting Startup Software Review 168

SaaStr

DECEMBER 1, 2023

Hiring a VP of Sales isn’t new, but the conversations have evolved as the world has. Jason has written about the cheat codes for hiring VPs of Sales since 2012 and realized it was worth a deeper dive. Jason has written about the cheat codes for hiring VPs of Sales since 2012 and realized it was worth a deeper dive.

Sales Hiring 162

Sales Hiring Sales Recruiting Sales Interviewing 162

SaaStr

JUNE 29, 2019

The Playbook: To Recruiting Your Sales Team, with Brex CSO Sam Blong. To Defining the Journey from Prospect to Champion with Kathy Lord, SVP Sales at Intacct. To Building a World-Class Customer Reference Program, with Talkdesk SVP CS Gillian Hentai. To Scaling High-Performing Teams, with Gusto COO Lexi Reese.

Scale 178

Scale Sales Recruiting Scaling Growth Hacking 178

SaaStr

AUGUST 25, 2019

The Playbook to Building a Thriving Sales Culture with Fmr. PatientPop SVP of Sales Justin Welsh. The Playbook to Hiring Your First VP of Sales and Not Screwing it Up… with Cassidy Ventures Founder Brendon Cassidy, the first VP of Sales at LinkedIn, Talkdesk and EchoSign. VIEW THE FULL AGENDA. BOOK A BRAINDATE.

Scale 190

Scale Sales Recruiting Scaling Sales Hiring 190

SaaStr

NOVEMBER 12, 2019

I started a software company in college to make it easy to update websites called Content Management Software Now, and I had this idea for Pardot, I wanted to make it easy for marketers to run campaigns online and measure their results. SalesLoft, why was that Pardot, I tried to recruit this guy, Kyle Porter, to come run sales at Pardot.

Sales Recruiting 202

Sales Recruiting Scale Outsourcing Services Sales Hiring 202

Sales Hacker

APRIL 30, 2020

What’s your approach when hiring sales reps? Companies often hire sales reps who have knowledge of, or even a passion for, the brand’s product or industry — which is great because it gives you a team of “walking brochures” who can spout off all the benefits of your product. The best training for new sales hires.

Sales Hiring 121

Sales Hiring Sales Recruiting Sales Underperforming Technical Team 121

Intercom, Inc.

SEPTEMBER 10, 2020

It’s an approach that’s served him well along the road to building the HubSpot sales team, where he was CRO for nine years. That experience led to his bestselling book, The Sales Acceleration Formula. I just don’t think sales have anything to do with product-market fit. A data-driven framework for scaling.

Scale 226

Scale Scaling Sales Recruiting Sales Hiring 226

FastSpring

SEPTEMBER 15, 2020

Affiliate marketing can mean different things to different people, but at its core, it refers to paid marketing that is based on trackable performance. When there is a good fit, and affiliate marketing is used effectively, it can provide a healthy boost to sales and marketing activities, but how can you tell if it is right for you?

Sales Recruiting 147

Sales Recruiting Marketing Social Media Software Review 147

Sales Hacker

MAY 20, 2020

One way for companies to avoid layoffs is to hire from within and look for individuals they can take from non-revenue-generating roles and move them into revenue-generating roles like Sales. . This keeps your high performers on staff while focusing resources on what will help you survive a tough economy, namely a stronger sales force.

Sales Hiring 131

Sales Hiring Sales Recruiting Sales Sales Enablement 131

ChurnZero

NOVEMBER 26, 2024

This is a guest article by Swati Garg , founder and CEO, Melo Associates , and Lindsay Lynch , senior recruitment consultant, Melo Associates , a recruitment firm focused on customer success hiring for SaaS and tech companies nationwide. 2+ years of experience specifically in a customer success or account management role.

Technical Review 52

Technical Review Sales Recruiting Customer Success Sales Hiring 52

Neil Patel

FEBRUARY 17, 2021

A typical example would be running a campaign where you ask your current customers to refer your brand or product to their family and friends. However you decide to do it, make it easy for them to refer a friend by furnishing them with a link to a specific page you want their friends to visit.

Sales Recruiting 141

Sales Recruiting Marketing Social Media Branding 141

Sales Hacker

JANUARY 28, 2021

That idea might sound crazy, but it’s actually part of a new trend sales organizations are using to hit their revenue targets. Social selling is a way for sales professionals to use social media platforms to connect with prospects and start building relationships. LinkedIn Profile Tips for Sales Reps.

Sales Recruiting 130

Sales Recruiting Technical Review Sales Hiring Software Review 130

Sales Hacker

JANUARY 28, 2019

This week on the Sales Hacker podcast , we talk to Jamie Scarborough , Co-Founder of the Sales Talent Agency, one of the largest sales recruitment firms in North America. . The keys to building your own business as a career sales professional. Moving into sales from other industries. We’re on iTunes.

Sales Recruiting 99

Sales Recruiting Sales Hiring Scale Management 99

Sales Hacker

JANUARY 30, 2023

The first goal of sales at a startup isn’t to bring in revenue — it’s to get customer feedback. I’ve used our sales process to iterate our way to product market-fit and wanted to share what I’ve learned along the way. Use sales conversations as a tool to get product feedback. So how do you get there?

Sales Recruiting 121

Sales Recruiting Product Marketing Scale Sales Hiring 121

FastSpring

JUNE 11, 2024

How to go about recruiting the RIGHT affiliates to help drive meaningful growth in your business. FastSpring provides an all-in-one payment platform for SaaS, software, video game, and other digital goods businesses, including software management, VAT and sales tax management, global payments, and consumer support.

Sales Recruiting 113

Sales Recruiting Software Review Payment Solutions SaaS Payments 113

SaaStr

AUGUST 25, 2023

If you want to increase your odds of getting a deal done: Send the world’s best cold email Create the world’s best deck Have customer references ready to go Don’t play games Be clear on how much you want to raise, when, why, and where you’re at. 2 “Give the VP of Sales more time.” But you have to see progress in one sales cycle.

Part-Time VPE 242

Part-Time VPE Scale Sales Hiring CTO Hire 242

Sales Hacker

JANUARY 29, 2018

In this blueprint, we provide insights on how to structure your sales organization. The changes in SaaS require that we no longer look at salespeople as individual contributors, but rather a team that crosses disciplines, not just within sales but also across other parts of the organization such as marketing and product.

Sales Recruiting 92

Sales Recruiting Scale Sales Hiring Sales 92

Incredo

NOVEMBER 21, 2019

If sounds like this topic can help you generate more SaaS sales with less risk, we are starting! And they refer your software not to their friends but usually to people they don’t know. In reality, creating collateral for affiliates, recruiting, training and motivating affiliates takes a lot of effort. See the difference?

SaaS Payments 139

SaaS Payments Payment Methods Merchant Services Sales Recruiting 139

SaaStr

AUGUST 27, 2019

How to Design a Sales Comp Plan to Get You to $100M with Work-Bench, Movable Ink, MongoDB and Concert Finance. This panel will speak tactically to various comp design options as a way for management to determine and promote ideal behavior in their front-line teams. Meghan Gill | VP of Sales Ops @ MongoDB. FULL TRANSCRIPT BELOW.

Sales Recruiting 159

Sales Recruiting Sales Hiring Scale Sales 159

Sales Hacker

DECEMBER 21, 2017

What is Sales Operations? Sales operations refers to the unit, role, activities and processes within a sales organization that support, enable, and drive front line sales teams to sell better, faster, and more efficiently. But perhaps more than anything else, sales operations brings a system to selling.

Scale 107

Scale Sales Recruiting Sales Hiring Technical Review 107

Sales Enablement, SaaS and Growth

SEPTEMBER 17, 2018

Winning teams I’ve been part of How winning teams are constructed is timely, as in my role leading sales enablement at Automation Anywhere , shortly we’ll be growing the team, and I want to be thoughtful about the work we do, the candidates we hire and the culture we foster on what we hope and expect to be a winning team.

Sales Recruiting 152

Sales Recruiting Sales Hiring Construction Sales Enablement 152

SaaStr

JUNE 11, 2019

But when you need a CFO, let’s say, or you need an outstanding VP of engineering or maybe a VP of sales, which is even more different to find for an engineer, you don’t know who these people are. One, a VP sales. A VP of sales is a misnomer. You need someone needing sales. You guys are awesome. One, a COO.

Merchant Services 274

Merchant Services Part-Time VPE Sales Hiring Scale 274

Sales Hacker

NOVEMBER 15, 2017

With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started.

Scale 105

Scale Payment Methods Sales Recruiting SaaS Payments 105

Sales Hacker

OCTOBER 19, 2022

Sales compensation planning can be a tricky beast to tame — but know that you’re not alone. I asked 12 incredible sales leaders across the SaaS industry to share their biggest challenges with comp planning and how to overcome them. Related: New to sales compensation planning? Top 10 sales compensation challenges.

Compensation 126

Compensation Sales Recruiting Sales Finance 126