SaaStr

FEBRUARY 8, 2022

Scaling a sales organization isn’t easy. Knowing which metrics matter and how to analyze them to increase your revenue and hit organizational sales goals is essential. . What makes a sales organization grow? What’s the best way to grow a sales organization? How: What sources are the most popular to gather leads?

Scale 292

Scale Sales Hiring Compensation Sales 292

SaaStr

OCTOBER 20, 2023

OpenAI’s Head of Sales, Aliisa Rosenthal, joined OpenAI a year and a half ago — before ChatGPT launched. After the launch of ChatGPT, they went from 30 leads a week to 10,000. A friend joined Jasper as president and asked her to run the sales team. She went from managing a huge sales organization to being one of two people.

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ChatGPT Scale AI Search Sales Hiring 292

SaaStr

FEBRUARY 20, 2022

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: Your Sales Efficiency Will Probably Plummet Toward $10m ARR. 30+ SaaS CEOs Share The Signs Their First VP of Sales … Just Wasn’t Going to Work Out. Dear SaaStr: Should We Pay Our Sales Reps on Renewals? Plan For It.

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SMB Scale Marketing Sales 283

Tom Tunguz

MARCH 27, 2025

As startups scale, effective sales implementation becomes the difference between stagnation and sustainable growth. After analyzing hundreds of sales organizations across startups, I’ve distilled the key pieces of advice that founders and leaders should keep in mind.

Scale 182

Scale Sales Hiring Startup Compensation 182

SaaStr

JANUARY 29, 2021

From completely pivoting the product early on, to becoming an essential software tool for inside sales reps — here’s a look into how SalesLoft landed some of the Cloud giants like Shopify, Google, and Slack as its customers, and what it takes to build a Unicorn company in today’s changing market. After a newly minted $1.1B

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Scale Social Media SMB AI 301

Sales Hacker

JUNE 16, 2021

If you could spend a day with sales teams from some of the most successful companies in the world, what would you see? They’re all on board – marketing, sales, product, customer success, and executive leaders. Their sales tools are integrated effectively, coaching is readily available, and sales reps are happily using their CRM.

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Sales Enablement Scale Sales Hiring Technical Review 122

Sales Enablement, SaaS and Growth

JANUARY 8, 2019

The chart below shows the sales technology landscape - there are over 800 vendors listed and 38 different categories. Source: Sales Hacker It’s fair to say that the sales enablement category has mirrored the impressive growth of the sales technology landscape as a whole (up and to the right).

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Sales Enablement Technical Review Technology Scale 112

Sales Hacker

APRIL 16, 2020

Looking at the sales space, we are facing a few very specific challenges. Only sales approaches that clearly connect your solution to the buyers’ specific business challenges — challenges that have been properly diagnosed beforehand — have a chance to succeed. The same is true for sales enablement. What’s missing?

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Sales Enablement Sales Hiring Scale Sales 132

Sales Hacker

JANUARY 3, 2022

Content is the cornerstone of sales enablement, but creating it is a massive headache. Those are resources that most sales teams do not have, and resources that most marketing teams need to protect. Read on for a cursory overview of how Agile can be applied to creating sales content along with a few tips for getting started.

Sales Enablement 113

Sales Enablement Scale Sales Hiring Outsourcing Services 113

Tom Tunguz

MARCH 8, 2020

To make a partnership successful, your startup will need to teach another sales team to sell your product. That means understanding your ideal customer profile, developing enablement materials to close those customers, and training new account executives to succeed in that effort consistently. The sales team asks for more leads.

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Scale AWS Consulting Sales Enablement 349

SaaStr

DECEMBER 4, 2021

The sales landscape has evolved rapidly in recent years as buyers grow more independent and inclined to research before they buy. This means the customer relationship is the defining factor in a sale. As Sloan puts it, “Selling as a thing isn’t going away, but it’s changing…it’s not about the sale, it’s about the relationship.

Scale 284

Scale Sales Hiring Social Media Technology 284

SaaStr

FEBRUARY 27, 2022

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: As You Scale, About Half Your Team Will Be in Sales and Marketing. SaaStr 532: The Secrets to Scaling a Public Company with a 75% Freelancer Workforce with Upwork CEO Hayden Brown. What Should I Do? SaaStr 528: Building a $5.6B

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Scale Sales Hiring SMB Sales Enablement 300

SaaStr

JULY 29, 2021

SalesLoft’s Sales Engagement Cloud Ecosystem will highlight key brands supporting sales and support teams, while providing a sample of SalesLoft’s partnering power from their over 100 integrations that exist within their App Directory. “We SaaStr is the world’s largest community of SaaS executives, founders and entrepreneurs.

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Scale Cloud Government Forecasting 274

Sales Hacker

SEPTEMBER 17, 2020

Today, we’re going to show you how to use technology to set up a process for personalization at scale. The Demand for Personalization in Sales. While cold outreach has long been a crucial component of the sales cycle, the best teams know that cold doesn’t have to mean frozen, stiff, and impersonal. Getting to Know Your Audience.

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Scale Technology Scaling Sales 114

Sales Enablement, SaaS and Growth

JUNE 26, 2018

Today, everyone working in and around sales and marketing knows that bots are hot, in vogue and quite simply, of the moment. In my role leading sales enablement at HubSpot in EMEA, we deliberately carve out time to think about ways to leverage tools, technology and software that will make sales reps more effective.

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Sales Enablement Scale Sales Recruiting Sales Hiring 100

SaaStr

DECEMBER 20, 2022

Our top videos alone cover a wide range of topics important to SaaS Founders and CEOs: scaling, fundraising, building and retaining a high-performing team, PLG, and more. Revenue Marketing: Build for Scale with Podium’s SVP, Revenue Marketing Jess Weimer. #24. Today, we’re giving you #25-#13 of our top videos of 2022!

Scale 271

Scale SMB Sales Enablement Innovation 271

Tom Tunguz

MARCH 3, 2020

You might score each on a 1 to 10 scale. sales enablement: how strong are the materials sales teams use to pitch? Let’s walk through each quickly. Product Marketing is the starting point for marketing. It includes: market intelligence: what are your competitors doing? Where does the company play?

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Underperforming Technical Team Marketing Scale Social Media 340

Sales Enablement, SaaS and Growth

OCTOBER 16, 2017

The sales enablement industry has taken tremendous strides in recent years, but by most measures, it's still a relatively immature function. To fill this "best practices void" and play my part in elevating the role of sales enablement I often take ideas from other fields and apply them to my work at HubSpot.

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Sales Enablement Sales Recruiting Scale Sales 100

Sales Hacker

APRIL 30, 2018

To see what selling on steroids looks like, check out companies with the best sales enablement strategies. You’ll discover a lively place, with a lot of things — like revenue, productivity, and win rate s — going up, and a lot of things — like speed to revenue, sale cycle period, customer churn, and staff attrition rate — going down.

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Sales Enablement Scale Sales Recruiting Sales Hiring 100

Sales Hacker

APRIL 27, 2020

Whether you run a one-person sales enablement program or are part of a team, the sheer scope of the job can be overwhelming. Which is why we’ve put together this guide on sales enablement, focusing on the three primary parts of the job: strategy, execution, and governance. Sales enablement strategy.

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Sales Enablement Scale Sales Hiring Sales 102

SaaStr

MARCH 2, 2022

Jeffrey Yoshimura, CMO and CXO at Snyk , Asawari Samant, Head of Marketing at Anyscale , and Katrina Wong, VP Marketing and Demand Generation at Segment , delve into their decades of combined experience to discuss the nine marketing lessons they have learned that lead to hypergrowth. Use data to lead the way. Data is essential.

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Outsourcing Services Scale Outsourced Development Marketing 246

SaaStr

FEBRUARY 7, 2023

with Aashish Krishna Kumar, Head of GTM at Togai Sales Enablement 2.0 – Elevate Rep Performance with Divanshu Goyal, Sales at GTM Buddy Common scaling pains for SaaS businesses and how to overcome them. Straight from a SaaS CCO with Yellow.ai’s CCO with Shekar Murthy, Chief Customer Officer at Yellow.ai

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VP of Engineering Technical Cofounder Outsourcing Services CTO Coach 293

Sales Enablement, SaaS and Growth

JULY 30, 2017

Leading sales enablement programmes for over 100 sales professionals is challenging, rewarding and lots of fun. The way I see it, my role primarily is to partner with the sales organisation, so sales reps are successful, which enables sales reps and by extension, HubSpot to grow.

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Sales Enablement Scale Sales Underperforming Technical Team 100

Intercom, Inc.

NOVEMBER 28, 2018

As your sales organization grows, your tech stack almost always does too. But figuring out which sales tools you should buy and invest in – let alone what each tool even does – can be a daunting task. This is especially true when you consider the seemingly endless list of sales tools to choose from. Better tools, not more tools.

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Scale Sales Hiring Sales AI Search 192

SaaStr

DECEMBER 31, 2022

. “How To Innovate Faster with Community: Insights From GitLab CEO Sid Sijbrandij” A great session from GitLab’s CEO and founder on how to really use community to build and scale. #2. 3 How to Scale Outbound Sales with the CROs of Outreach, Malwarebytes, HubSpot, Seismic. appeared first on SaaStr.

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Scale SMB Innovation B2B 246

SaaStr

JANUARY 31, 2021

“How to Build out a Sales Organization from 0 reps to ~100 in 18 months with Flock Safety” A deep dive on how to scale an ultra-high velocity sales org. #5. “How to Exceed $100M ARR: Lessons to Scale with Sustainability with ActiveCampaign” ActiveCampaign is the quiet giant in email marketing.

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Scale Technical Review AI Sales Enablement 261

Sales Hacker

JUNE 29, 2022

The challenge many sales and post-sales teams face is finding the balance between volume and precision. They’re seeking the sweet spot between reaching people at scale and personalizing touchpoints for a high return on investment. Read: Sales Hacker’s Complete Guide to Personalization at Scale.

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Scale Scaling Investment Strategy 101

Sales Hacker

JUNE 27, 2022

But that doesn’t make it untrue or less significant for sales enablement leaders. Join Hana Elliot, VP of Revenue at Vendition and Deniz Olcay, Senior Product Marketing Manager at Allego for a deep-dive into the quickly evolving world of sales enablement.

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Scale Scaling Strategy Sales Enablement 98

Sales Hacker

MARCH 25, 2021

First, how does the knowledge that Terry is married and loves eating Smarties help your reps make a sale? A buyer persona is one of the best tools your sales reps can use to close a deal. Show their prospects that they understand who they are and what they need. Perfectly position the product/service to their prospects.

Scale 131

Scale Underperforming Technical Team Outsourcing Services Sales 131

Sales Hacker

SEPTEMBER 5, 2018

Doug Landis is a Growth Partner at Emergence Capital and on this episode, he chats about his top strategies to improve sales productivity. What messaging helps sales teams win and how to tell a story effectively. What strategies sales teams use to win deals. Aligning marketing and sales to drive air cover.

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Scale Sales Hiring Scaling Strategy 83

Sales Hacker

AUGUST 6, 2020

The post Building (& Scaling) a Repeatable B2B Sales Process appeared first on Sales Hacker.

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Scale B2B Scaling Sales 89

SaaStr

AUGUST 10, 2022

Khusid explains the company’s ability to perfect the user experience to such a horizontal group with its attention to data and feedback: “From the very beginning, we were focused on data points that were coming from our users and customers…we look at data points at scale. So why did it take so long to grow so explosively?

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Sales Hiring Scale Company Culture B2C 246

Sales Hacker

APRIL 14, 2020

Here are two other ways to organically connect with leads using LinkedIn Sales Navigator. In between the Zoom all-hands screenshots and kids-as-coworkers posts, I’ve seen plenty of actionable tips from sales leaders on how to manage remote teams , how to address COVID-19 in your selling and more.

Scale 133

Scale B2B Social Media Sales 133

Sales Hacker

APRIL 16, 2020

Looking at the sales space, we are facing a few very specific challenges. Only sales approaches that clearly connect your solution to the buyers’ specific business challenges — challenges that have been properly diagnosed beforehand — have a chance to succeed. The same is true for sales enablement. What’s missing?

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Sales Enablement Sales Hiring Scale Sales 84

Sales Hacker

OCTOBER 2, 2020

What’s the difference between sales enablement and Sales Engagement? As sales leaders figure out how to do more with less, 9 out of 10 sales orgs consider a Sales Engagement Platform (SEP) critical to their team’s success. What is a Sales Engagement Platform (SEP)?

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Scale Engagement Sales Sales Enablement 139

SaaStr

JANUARY 10, 2024

“Typically that was the marketing hat in my case, but sometimes it was the sales hat or thinking about finance or other areas of the business. Leading him to some of his biggest mistakes when hiring: Not investing enough time. “It was always thinking about the company first,” said Janine Pelosi of Zoom.

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Sales Hiring Scale Technical Review Leadership 306

Sales Hacker

MAY 14, 2018

Here are three of the top sales enablement benefits that increase revenue and drive sustainable growth. Sales leaders, welcome to the new paradigm. If your sales team doesn’t have the right resources and training, you will lose sales. What happens if you don’t have a sales enablement program?

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Sales Enablement Scale Sales Hiring Sales 75