Sales Hacker

JULY 21, 2021

“We’re looking for a strategic rockstar sales rep who knows how to leverage and optimize our customers’ digital transformation to really move the needle!”. There are sales buzzwords that we love and some that we really hate. But that doesn’t mean they’re all bad. RevOps helps achieve sales and marketing alignment”.

Sales Hiring 134

Sales Hiring Underperforming Technical Team Sales Sales Enablement 134

Intercom, Inc.

JULY 28, 2022

And for Intercom’s VP of Sales EMEA, Sanj Bhayro , scaling is just what you need to invest in to ensure growth becomes as constant and linear as it can be. Sanj has plenty of experience scaling sales teams at growing businesses, and that’s precisely why, as of November of last year, he‘s overseeing EMEA sales at Intercom.

Scale 210

Scale Scaling Sales Hiring Sales Recruiting 210

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. The company’s best-selling book, Predictable Revenue , details the hugely successful outbound process and sales created specifically for Salesforce. Starting as VP of Sales, in less than two years he became CEO.

Technical Review 207

Technical Review Scale Entrepreneurship Sales Hiring 207

Sales Hacker

OCTOBER 22, 2018

In fact, with so many variables involved in a deal—from unique buyer objectives, to your timing in a deal relative to your competitors— building playbooks for your sales teams is more like writing a “ Choose Your Own Adventure ” novel. In sales, it’s not much different. No guarantees there.

Sales Hiring 111

Sales Hiring Sales Sales Enablement Underperforming Technical Team 111

Intercom, Inc.

JULY 5, 2018

Doug Landis often sees an unsuccessful sales pitch stumble straight out of the gate. Previously, however, he ran sales productivity for teams at Google, Salesforce and Box. His time at the latter culminated in the title of Chief Storyteller, where he rewrote the script for how Box sales team talked to and about their customers.

Sales Hiring 171

Sales Hiring Technical Review Development Team Review Scale 171

Sales Hacker

SEPTEMBER 16, 2019

One of the biggest decisions you can make when setting up your sales team is whether to focus primarily on inside or outside sales. They seem to be completely at odds, with one focused on clients with a high acquisition cost and high ACV (annual account value), the other focused on a high sales velocity.

Sales Hiring 98

Sales Hiring Scale Sales Recruiting Payment Methods 98

Sales Hacker

APRIL 22, 2022

While you may feel pressure to focus your team on immediately starting to close opportunities at the start of each new quarter, you’re doomed to repeat the mistakes of your past if you don’t take some time to review. This is where a Sales QBR or ‘Quarterly Business Review’ comes into play. What is a Sales QBR? isn’t criticism.

Sales Hiring 119

Sales Hiring Sales Forecasting Underperforming Technical Team 119

Intercom, Inc.

JULY 5, 2018

Doug Landis often sees an unsuccessful sales pitch stumble straight out of the gate. Previously, however, he ran sales productivity for teams at Google, Salesforce and Box. His time a the latter culminated in the title of Chief Storyteller, where he rewrote the script for how Box sales team talked to and about their customers.

Sales Hiring 163

Sales Hiring Technical Review Development Team Review Scale 163

Sales Hacker

NOVEMBER 18, 2020

But if sales is a dance, it’s jazz, not ballet. According to a survey by Salesforce last year , the top 20% of sales teams last year are almost 3x more likely to say they have been focusing on personalizing customer interactions. They’ll feel like you don’t really understand their issue, and you’ll lose the sale.

Sales Hiring 133

Sales Hiring Underperforming Technical Team Sales Social Media 133

Sales Hacker

OCTOBER 5, 2018

Sales onboarding – every company does it, but few do it as well as they’d like. According to a report from The Sales Management Association, 62% of companies consider themselves to be ineffective at onboarding. Taking a Page from Agile Software Development. This need for speed gave way to agile development methods.

Onboarding 93

Onboarding Sales Hiring Underperforming Technical Team Sales 93

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. We got sales leads.

Growth Marketing 174

Growth Marketing Scale Marketing Outsourcing Services 174

Sales Hacker

JUNE 20, 2019

Well, in a previous life, I spent six years selling to, and thereby studying, Sales Operations. Want a quick debrief on what I learned about Sales Ops ? 1) Sales Ops gets hired too late , from everyone’s point of view. They come after a VP Sales, but before Sales Enablement. A Little Background.

Sales Hiring 83

Sales Hiring Sales Enablement Scale Technical Review 83

Sales Enablement, SaaS and Growth

SEPTEMBER 25, 2017

Whereas, those with fixed mindsets believe their talents are an innate gift and cannot be developed further. Importantly, having a growth mindset or put another way an openness to continual development, as well as an understanding of where your strengths and weaknesses lie is no longer a nice to have.

Underperforming Technical Team 138

Underperforming Technical Team Sales Hiring Communication Advertising 138

Sales Hacker

OCTOBER 13, 2020

If you missed episode 130, check it out here: Turning Junior-level Talent into Top Sales Professionals with Eddie Baez. Subscribe to the Sales Hacker Podcast. Managing a technical team as a non-technical person [24:13]. Sales enablement is easy. More sales meetings, more money. We’re on iTunes.

Marketplace as a Service 113

Marketplace as a Service CTO Hire Sales Recruiting Scale 113

Sales Hacker

FEBRUARY 1, 2021

Subscribe to the Sales Hacker Podcast. Lessons learned from nine months in enterprise sales [10:18]. Sam Jacobs: This week on the show, we want to put a spotlight on account executives, people like you that are in the trenches making sales. What’s your sales organization’s biggest challenge right now?

Underperforming Technical Team 84

Underperforming Technical Team Scale Sales Hiring Systems Review 84

Sales Hacker

SEPTEMBER 1, 2020

We talk about using real human English language and being your whole authentic self in the context of a sales cycle and how that can really drive outcomes for you as it has for Mykal. If you missed episode 124, check it out here: Managing Through Crisis: How to Create Pivotal Career Moments with Alyssa Merwin. We’re on iTunes.

Sales Hiring 92

Sales Hiring Scale Sales Artificial Intelligence 92

Sales Hacker

MAY 3, 2021

That said, it’s never a bad idea to exercise a bit of empathy, and put yourself in the shoes of your target customer. Understanding their processes and struggles can help you and your team tweak your approach, messaging, timelines, and even product to ease the stress on the part of the buyer. What does transparent even mean these days?

Technical Review 107

Technical Review Sales Hiring Software Review Underperforming Technical Team 107

Sales Hacker

SEPTEMBER 29, 2020

They sell that product to general councils, operations teams, and deal desks. Subscribe to the Sales Hacker Podcast. They sell that product to general councils, operations teams, and deal desks. Keep the promise of sales enablement and keep your team doing what they do best, which is winning.

Scale 120

Scale CTO Hire CTO Coach Scaling 120

SaaStr

JANUARY 14, 2020

My co founders and I were software developers, so we knew how to write the code, to build the website, to build the learning platform, to build the video distribution model. This won’t be that bad. We were also teachers, we taught in the classroom, so we knew how to teach the first courses. That doesn’t sound too hard.”

B2B 167

B2B B2C Scale New CTO 167

Sales Hacker

APRIL 22, 2019

This week on the Sales Hacker podcast, we speak with Nick Worswick, Global Head of Growth for WeWork. How to hack your hiring process to drive scale. Subscribe to the Sales Hacker Podcast. Welcome to the Sales Hacker Podcast. Showpad is the leading sales enablement platform for the modern seller.

Development Team Review 66

Development Team Review Scale Software Review Sales Hiring 66

Sales Hacker

MAY 8, 2018

On this episode of the Sales Hacker podcast, we talk with Marc Jacobs , SVP of Sales and Customer Success at CB Insights about the secret to incredible sales management and building a sales coaching culture. Building the right revenue targets in coordination with the CFO and the Executive Team.

Sales Hiring 52

Sales Hiring Scale Management Sales 52

OpenView Labs

JULY 8, 2019

As the first marketing hire at Zendesk , I underwent something of a trial by fire that proved to be a very valuable experience. The situation was this: our engineering team was constantly innovating and adding new functionality. It’s also a good idea to learn what you can from others who have already traveled the road you’re on.

Pricing 61

Pricing Sales Hiring Underperforming Technical Team SaaS 61

Andreessen Horowitz

OCTOBER 16, 2023

One of the toughest challenges for founders — and especially technical founders who are used to focusing so much on product features over sales — is striking “product-market fit”. So in that shift from product-market fit to product-market-SALES fit, how much should you optimize your go-to-market for product… and even the other way around?

Product Marketing 78

Product Marketing Scale Sales Hiring Sales Recruiting 78

The Marketing & Growth Hacking Publication

APRIL 8, 2019

Internal Team: Hire your own Sales Development Rep (SDR) team that is 100% dedicated to outbound prospecting. If you have the management capacity to hire and train someone, this is ideal. Cons: Can be slower to find and train a great SDR, requires more management bandwidth.

Outsourcing Services 40

Outsourcing Services Outsourced Development Sales Hiring Sales Recruiting 40

Sales Hacker

DECEMBER 1, 2020

If you missed episode 137, check it out here: Team Selling: A Comeback Story for 2021 with Trish Bertuzzi. Subscribe to the Sales Hacker Podcast. Learn how modern sales teams win deals now at 6sense.com/saleshacker. The second sponsor is Outreach, the number one sales engagement platform. We’re on iTunes.

VP of Engineering 81

VP of Engineering Branding Scale Marketing 81

OpenView Labs

SEPTEMBER 22, 2021

But no matter how thick a skin you develop, it’s never fun to be told ‘no,’ especially after you’ve spent significant time with an investor exploring a potential deal. To make matters worse, the customers revealed that instead of paying for a seat for each team member, they bought one login and shared it amongst 10 people.

Technical Review 73

Technical Review Scale Development Team Review Software Review 73

OpenView Labs

AUGUST 9, 2019

At Glassdoor, where we went through several iterations on our pricing strategy, I had a front-row seat to witness how these changes directly influenced the way we went to market, our overall sales motion and the types of conversations we were having with prospects and customers in the marketplace. Sales Reps.

Pricing 40

Pricing Sales Hiring Underperforming Technical Team SaaS 40

SaaStr

JANUARY 28, 2020

And so, she can, and Anthony just finished up basically going from the first sales hire at Gainsight at almost 100 million in revenue and has just retired. Maria : It’s like saying, “Hey, you want a sales rep to carry 10 times the quota they do today. You can’t, you have to invest in that sales infrastructure.”

Sales Hiring 235

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 235

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. Never believe that doubting yourself is a bad thing. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. What is one a-ha moment you’ve had in your sales career? Anything less is failure.

Scale 137

Scale Sales Recruiting Sales Hiring VP of Engineering 137

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. So what are the best sales books for helping you reach peak performance? Have been recommended by sales professionals. Here’s how you can find the sales books that are most relevant to you. Here they are… The 97 Best Sales Books in 2020.

Scale 143

Scale Sales Hiring Sales Recruiting Sales 143

Intercom, Inc.

JULY 29, 2021

And so, Mark Rudden and his team had to figure it all out by themselves. Fortunately, Mark had quite a bit of experience working and scaling teams in demanding, hypergrowth environments. In fact, in some form or another, he’s been working in sales for most of his career. The journey to sales is a bit of a random one.

Sales Hiring 223

Sales Hiring Scale Sales Recruiting Underperforming Technical Team 223

SaaStr

DECEMBER 3, 2020

403: Sam Taylor is the VP of Sales and Success @ Loom, the startup that helps you get your message across by making it easy to record instantly shareable videos. As for Sam, prior to Loom, Sam spent over 4 years at Salesforce following their acquisition of Quip, a startup Salesforce acquired for $750M where Sam was also the 1st sales leader.

Scale 236

Scale Sales Hiring Sales Recruiting Sales 236

Sales Hacker

OCTOBER 21, 2019

There are tons of roundup articles about top women sales leaders. Most of the time, somebody does a LinkedIn search for “sales leader,” chooses the top 15 profiles with the most followers, and calls it a day. What about the amazing sales leaders who aren’t well-known already? Most Dynamic Women Sales Leaders.

Sales Recruiting 99

Sales Recruiting Scale Sales Hiring VP of Engineering 99

Sales Hacker

DECEMBER 28, 2018

Here’s a recap of the best sales articles from 2018 from Sales Hacker! With 2019 is right on the horizon, I’m taking this as an opportunity to look back at the kickass year we had at Sales Hacker. for making Sales Hacker what it is. The 18 best sales articles of 2018 from Sales Hacker. More on that later…).

Sales Hiring 109

Sales Hiring Sales Underperforming Technical Team B2B 109

Sales Hacker

JULY 3, 2018

We’ve been compiling this sales automation tools list for a while, trying to figure out the best way to get the information out there. There are a number of existing resources available on sales automation, but they don’t offer use cases and examples of how to put the tools to action. What Is Sales Automation?

Scale 90

Scale Outsourcing Services Sales Recruiting Outsourced Development 90

Sales Hacker

AUGUST 18, 2020

This week on the Sales Hacker podcast, we’ve got a fantastic episode for you. He even managed to help pivot the company from a programmatic transactional revenue model to a subscription model over the course of, not just the last three months during COVID, but over the course of the last few years. Sales enablement is easy.

Payment Features 117

Payment Features Subscription Scale Underperforming Technical Team 117

SaaStr

OCTOBER 22, 2020

As for Ryan, he has spent an incredible 9 years at Okta in numerous different roles starting with running the product marketing team before moving to run the marketing team, leading to his promotion to CMO close to 5 years ago now. How does the structure of your marketing team need to change with the evolution?

Sales Hiring 207

Sales Hiring Scale Interviewing Technical Review 207