SaaStr

JANUARY 24, 2024

How should you handle presenting challenges to your C-suite team when you’ve just joined the company? She was hired because they saw a bit of softening in new business growth, and she came to help diagnose what was going on and help scale the business. The bad news is it wasn’t driving the results they wanted.

Scale 278

Scale Sales Hiring Scaling Revenue 278

SaaStr

AUGUST 8, 2019

The first step in success with SMB clients is to recognize that it’s not a one size fits all scenario. Companies need a specialized approach for SMB accounts, different than the tactics used for Enterprise. Agnes Bazin | Chief Development Officer @ Doctolib. Okay, it’s not bad. FULL TRANSCRIPT BELOW.

Sales Recruiting 127

Sales Recruiting SMB Scale Sales Hiring 127

Sales Hacker

APRIL 25, 2019

My cost-conscious lens (plus our proven outbound sales program) has served my company, Leadium, well. I am passionate about helping small to medium-sized businesses (SMBs) accelerate their growth with outbound sales. The SMB Decision: In-House vs. Outsourced Sales Development. Salary and benefits costs.

Outsourcing Services 99

Outsourcing Services Sales Hiring Sales Outsourcing Outsourced Development 99

Intercom, Inc.

JUNE 21, 2018

Whether you’re at an early-stage startup that’s just made its first sales hires, or part of a fast-moving sales team in a large organization, the key to success often comes down to efficiency. That means your focus should be on building the right customer profile and developing precise messaging to reach them.

Sales Hiring 183

Sales Hiring Scale Sales Recruiting Technical Advisors 183

SaaStr

AUGUST 8, 2019

The first step in success with SMB clients is to recognize that it’s not a one size fits all scenario. Companies need a specialized approach for SMB accounts, different than the tactics used for Enterprise. Agnes Bazin | Chief Development Officer @ Doctolib. Okay, it’s not bad. FULL TRANSCRIPT BELOW.

Sales Recruiting 113

Sales Recruiting SMB Scale Sales Hiring 113

SaaStr

OCTOBER 4, 2024

Finding Superfans Early On Jason starts by asking the meta-question: “You’re at $900M of ARR, growing 35%, 112% NRR from SMBs, and 14% free cash flow. They supply their customers with a full marketing suite and customer data software for thousands of SMB, e-commerce businesses. At the time, Shopify was still a new player.

Revenue 312

Revenue Scale Underperforming Technical Team Sales Hiring 312

Intercom, Inc.

AUGUST 29, 2019

In this week’s episode we’ve dug down into the podcast vaults to bring you some of the best insights shared by our guests about scaling sales. It’s no surprise that one of the key levers for growth as you go from startup to scale-up is your sales team. Hiring for sales with John Barrows.

Scale 172

Scale Sales Hiring Scaling Payment Services 172

Intercom, Inc.

OCTOBER 22, 2019

If you are new to sales management, it can be hard to know what concrete steps you can take to improve your skills, be recognized, and eventually, rise to a senior leadership role. These lessons come from LB Harvey, our SVP of Sales and Support. 4 steps to stand out as a sales leader.

Sales Hiring 123

Sales Hiring Underperforming Technical Team Sales Management 123

Sales Hacker

APRIL 21, 2020

Can you ever be sure you’re hiring the right salesperson? When I first wrote this article, we were in a very different place, with unemployment at an all-time low and sales hiring a top priority. That secret weapon is a hiring scorecard. Fortunately, my client used their hiring scorecard to sidestep a costly mis-hire.

Sales Hiring 125

Sales Hiring Interviewing Sales Recruiting Underperforming Technical Team 125

Intercom, Inc.

SEPTEMBER 8, 2021

When it comes to launching sales teams in hyper-growth startups, few people have walked the walk as much as Maggie Hott. She “stumbled” into it, as she told us, first as one of the earliest sales hires of Eventbrite, where she stayed for four years, and then into Slack in early 2015 as the first sales rep in the Bay Area.

Scale 118

Scale Sales Hiring Sales Recruiting Underperforming Technical Team 118

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

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. If you think of this from a market size standpoint, there’s often this debate, is that good or bad?

Sales Hiring 235

Sales Hiring Scale Payments Cloud 235

SaaStr

JULY 29, 2022

There was another company I invested in called Automile, that for a while was quite successful in SMB fleet tracking, tracking where your fleets of vehicles are. As they scaled, they radically changed how they did sales. And we’re about to add basically a team collaboration tier on top of the product.

Scale 277

Scale Scaling Sales Hiring Enterprise 277

Sales Hacker

NOVEMBER 5, 2018

I have, since 2009, hired 20+ outsourced resources from all over the world for tasks such as data research, web design, translations, voiceover talent and more. Here are things that we outsource sometimes: Do you cut your own grass, or do you hire a gardener? Do you clean your house, or hire a home cleaning service?

Outsourcing Services 94

Outsourcing Services Outsourced Development Sales Outsourcing Underperforming Technical Team 94

SaaStr

JULY 22, 2019

That’s not a bad start. We work with mostly modern teams. We started out in the commercial SMB mid-market space. So much more of an inside sales mentality, hub-based selling, predominantly in North America, not really into strong relationship-based selling and the trust that he talked about. FULL TRANSCRIPT BELOW.

Scale 235

Scale Scaling Sales Hiring Underperforming Technical Team 235

SaaStr

JUNE 1, 2021

Turns out a founding team of six MBAs creating a full suite of products sold solely to SMBs can become a multi-million dollar public company in nine years – and continue growing rapidly ($77.6 Dharmesh : …said, “This is a very bad idea. million in 2013 to $115.9 million in 2014.). I said, “Holy crap.

Part-Time VPE 296

Part-Time VPE Technical Cofounder CTO Hire New CTO 296

SaaStr

OCTOBER 15, 2019

Lots of us fantasize about moving upmarket, but are unsure of how to get started, is it just a matter of hiring a team of SDRs and getting them to hit the phones? Oops… Today we’ll be covering the five tips and here they are right here, from handling buyer expectations to navigating the complex sale. Lauren A.:

Underperforming Technical Team 222

Underperforming Technical Team Sales Hiring SMB Enterprise 222

Intercom, Inc.

JULY 11, 2019

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. Since 2010, he’s helped the company grow to more than 40,000 customers and helped scale the support team to more than 500 employees to assist those users. Short on time?

Scale 188

Scale Scaling Sales Hiring Underperforming Technical Team 188

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 100

Sales Hiring Scale Sales Recruiting Payment Methods 100

Intercom, Inc.

MAY 13, 2021

Although Linda started her career in sales, she has spent the past twelve years scaling post-sales teams and moving hyper-growth companies like Zendesk, Slack, and now Gong upmarket into the enterprise realm. So how do you create a strong, enterprise-ready team? Your first SaaS customer success hire.

Scale 177

Scale Customer Success Sales Hiring Strategy 177

Sales Hacker

APRIL 1, 2021

Because we’re Sales Hacker (and it’s literally our job), we decided to take matters into our own hands: we talked to the experts. A made-up role so companies can hire more people to tell sales how best to do their job.” — Jason Henson , Manager, SMB Sales Development at Lytx, Inc. .

Sales Recruiting 124

Sales Recruiting Underperforming Technical Team Sales Hiring Scale 124

Sales Hacker

OCTOBER 9, 2019

Sales is the most important function with any company, and the sales manager plays a critical role within it. That said… The importance of your sales manager cannot be understated. The sales force drives the company’s revenue and it’s the sales manager’s job to drive the sales force.

Sales Hiring 93

Sales Hiring Leadership Sales Management 93

How To Buy Saas

FEBRUARY 25, 2025

Introduction: Why Choosing the Right CRM Matters Choosing the right Customer Relationship Management (CRM) platform can make or break your businesss growth trajectory. A powerful CRM helps organize customer data, streamline sales pipelines, and automate marketing ultimately boosting revenue. Lets dive in!

Scale 52

Scale Underperforming Technical Team Technical Review Software Review 52

Baremetrics

AUGUST 29, 2021

An effective sales outbound strategy needs to balance two opposing elements: efficiency vs. personal touch. We recommend starting with LinkedIn’s own Sales Navigator. Let’s say your ICP is a web developer running a startup on the East Coast. This will result in poor open and response rates.

Scale 97

Scale Startup Sales Hiring Sales 97

Chart Mogul

MAY 30, 2019

Ingmar, our VP of Customer Success, and our support team cracked the code on first response time and measuring NPS. We realized, however, that we needed to do a better job supporting the strategic vision of our key accounts. At what rate is the key account segment growing? Customer Success Management metrics.

Underperforming Technical Team 78

Underperforming Technical Team Development Strategy Management 78

Sales Hacker

FEBRUARY 7, 2018

In this blueprint, we provide insight into where growth comes from and how to structure your sales approach to capture that growth. The Winning By Design Blueprint Series provides practical advice for every part of a SaaS sales organization. Traditional Sales Growth vs SaaS Sales Growth. SaaS Growth Rate.

Scale 101

Scale Growth Hacking Scaling Sales Hiring 101

Andreessen Horowitz

NOVEMBER 17, 2023

Sales wants more features. In this conversation recorded at ELC 2023, Segment’s former CRO Joe Morrissey and former chief product development officer Tido Carriero discuss how they turned sales-product tension into a successful $3.2B The problem is the sales team. Progress and growth grinds to a halt.

Sales Hiring 96

Sales Hiring Scale Sales Underperforming Technical Team 96

Sales Hacker

OCTOBER 16, 2020

And finding time is tough compared to an SMB executive. As a sales rep, you have game days every day, with only a few sprinkled in practice sessions. I had the worst week in my sales career and thought I was doomed moving forward. Every sales rep has heard this once, twice, or a million times in their careers.

Enterprise 128

Enterprise Payment Methods Payment Services Sales Hiring 128

Baremetrics

NOVEMBER 9, 2021

Scalability Other Factors That Affect the Sales Multiple How to Make Your SaaS Business More Attractive and Valuable 1. Develop a Full Marketing Strategy 2. Lower Churn Prepare for a Sale Where to Sell Going it Alone Through a Private Sale Working With a Broker for a Win-Win Situation.

SaaS Payments 105

SaaS Payments Technical Review Development Team Review Software Review 105

SaaStr

OCTOBER 31, 2019

Before I joined the venture capital industry many years ago, I was a software developer, and I worked for a startup around the 2000 time period. Contrast that with companies that might also sell into the SMB segment of the market where the ASPs, the average deal sizes are lower. Usually, it requires an outbound sales motion.

Cloud 113

Cloud Scale AWS Machine Learning 113

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

Sales Hacker

DECEMBER 30, 2019

This week on the Sales Hacker podcast, we speak with Justin Welsh , Founder at The Official Justin. Justin is the former SVP of sales at PatientPop and a current advisor to it, as well as a tremendous number of SMB SaaS companies. Top mistakes companies make (hint: it’s hiring). How to manage downwards and upwards.

Sales Hiring 53

Sales Hiring Revenue Scale Underperforming Technical Team 53

OpenView Labs

OCTOBER 21, 2019

Most definitions of enterprise sales sound something like this: “A long sales process involving multiple stakeholders, large deal sizes, and a high perceived risk by the buyer.”. I mean, how long is a “long sales process?” Here’s everything you need to know to set yourself up for success in enterprise sales. The SMB Deal.

Sales Hiring 40

Sales Hiring Enterprise Scale SMB 40

CustomerSuccessBox

OCTOBER 5, 2021

Know your North Star KPI Setting up CS team as per those KPI Choose the right CS tool Track, Measure, Improve and build collaborative teams. Is your company’s core churn happening because of poor onboarding, lower adoption or just the upsell is not happening at the speed where you are growing.

Customer Success 59

Customer Success Technical Review Sales Hiring Underperforming Technical Team 59

ChurnZero

JANUARY 4, 2019

the stuff that Customer Success teams are really meant to do). One customer success trend I’m seeing is the need to develop more repeatable customer education programs. The biggest trend I see emerging in Europe, which started at the end of 2018 is Customer Success Plans becoming a staple asset of Customer Success teams.

Customer Success 73

Customer Success SaaS Payments Payment Services Payment Solutions 73

Chart Mogul

SEPTEMBER 15, 2023

You can think of Horizontal SaaS as broad-based tech that is industry agnostic; a sales person at a Cybersecurity company can use HubSpot the same way a sales person at a Health Supplements company might use it. We trust leaders to make decisions on what tools they need to get the most out of their teams.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

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