Tom Tunguz

FEBRUARY 23, 2021

Recently, Redpoint Office Hours welcomed Allison Pickens to clarify the COO role and when startups should consider recruiting one. A few hypotheses underpin this trend. Chief of Staff - a founder recruits a CoS to combat an increasing workload of project work. The CoS doesn’t manage anyone. The Four COO Archetypes.

Sales Recruiting 212

Sales Recruiting Startup Sales Hiring Scale 212

SaaStr

SEPTEMBER 5, 2022

Product-led growth (PLG) companies have become a major trend in the world of SaaS over the last few years. Going from sales-led to PLG is doable, but it is not easy. Sales-led organizations struggle to adapt to a PLG mindset.”. Let’s use sales-led organizations as a comparison point. Secret #2: Pricing.

Sales Recruiting 291

Sales Recruiting Business Pricing Churn 291

SaaStr

JANUARY 5, 2021

What is the next big trend in SaaS (software as a service)? 1% equity considered low as a startup Director of Sales? I’m Head of Product and I think our CEO is actively recruiting a VP of Product. How is the ‘decoy effect’ used to increase add-on and bundle sales? How much does a VC partner earn?

Software Review 300

Software Review CTO Coach Technical Review Sales Recruiting 300

SaaStr

MARCH 20, 2024

They discuss Sam’s learnings at Founders Fund, what the 2024 playbook looks like, hiring and motivating sales teams, and a handful of audience questions. On the sales side, people hired way too much. More salespeople do not equal more sales. Sam just finished 18 months at Founders Fund after joining in mid-to-late 2022.

Sales Hiring 307

Sales Hiring Sales Recruiting Scale Headcount 307

SaaStr

JULY 25, 2021

They talked about product adoption, sales alignment, freemium models and lessons they have learned throughout their successful SaaS careers. As two CEO who love the art of sales and scaling, this one really was special. Recruiting is easier, but the things that don’t change are customers don’t care.

Sales Recruiting 265

Sales Recruiting Sales Hiring Scale VP of Engineering 265

Predictable Revenue

NOVEMBER 15, 2023

Collin Stewart discusses the emerging trends in sales recruitment with Brisa Renteria, CEO of Improved Growth The post Rethinking Sales Talent Acquisition with Brisa Renteria appeared first on Predictable Revenue.

Sales Recruiting 130

Sales Recruiting Acquisition Sales Trends 130

Clouded Judgement

FEBRUARY 7, 2025

Every week I’ll provide updates on the latest trends in cloud software companies. Signal can come from many places (sales team notes, customer support tickets, etc) IT Incident Management: Similar to the security alert example. Follow along to stay up to date!

Systems Review 144

Systems Review Cloud AI Artificial Intelligence 144

SaaStr

MARCH 18, 2022

A CAB is a selected group of customers who provide strategic feedback about the status of a product, emerging industry trends, and the direction of the company. Mapistry recruited a diverse pool by inviting both legacy customers and new customers. . Which customer segments best represent your growth focus?

Sales Recruiting 246

Sales Recruiting Enterprise Onboarding Investment 246

SaaStr

SEPTEMBER 14, 2023

In this Ask Me Anything Part 1, Lemkin answers the questions: Many VCs talk about funding, yet you’re so focused on sales. Question #1: Why Are You So Focused On Sales When Other VCs Are Focused On Funding? That VP of Sales came out of Salesforce. Lemkin’s Hail Mary was hiring Brendon Cassidy when that first VP of Sales quit.

Outsourcing Services 292

Outsourcing Services Sales Hiring Scale Sales Recruiting 292

OpenView Labs

DECEMBER 16, 2019

So if scaling your sales organization is a priority in 2020, here are the things you need to be aware of to make sure you do so successfully. In my experience both as a salesperson and as a recruiter, it’s primarily been four things: They want the work they’re doing to matter to them. Hiring sales leaders will get harder.

Sales Recruiting 53

Sales Recruiting Sales Hiring Scale Trends 53

SaaStr

OCTOBER 26, 2023

Co-founder and CEO at Greenhouse, Daniel Chait, sits down with SaaStr CEO and Founder Jason Lemkin to share what’s new at Greenhouse, a successful recruiting software company at $200M in ARR today. But on sales calls, the buyer would say the product looked amazing — and that they needed an ATS before buying Greenhouse.

Sales Hiring 287

Sales Hiring AI SMB Scale 287

SaaStr

NOVEMBER 2, 2022

This stands next to the fact that there is a trend of outflow of quality talent in the city, and there are challenges to living there. . There are only so many CROs in the world, and most people on boards have no idea about sales and revenue. . “A You want an investor who knows what makes a good VP of sales and how to grow the company.

Sales Recruiting 244

Sales Recruiting Scale Sales Hiring B2B 244

SaaStr

APRIL 7, 2022

We took the series A, interesting enough, the first executive hired by, thanks to the sales coaching, actually was marketing. We actually think it’s about where the customers are when it comes to our sales and customer success and then where our product development center should be. We do have a network of recruiters.

Sales Hiring 280

Sales Hiring Scale Sales Recruiting Outsourcing Services 280

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. Staying current with industry trends and emerging technologies.

Technical Review 52

Technical Review Sales Recruiting Customer Success Sales Hiring 52

Intercom, Inc.

FEBRUARY 6, 2020

When Yvonne joined in 2016, the business unit consisted of just 10 people across product, engineering, sales, and marketing. Turning a sales objection into a unique differentiator. Prospects were confused over how the marketplace worked and the sales team struggled to explain it.

Marketplace as a Service 243

Marketplace as a Service Scale Sales Recruiting Business 243

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

Sales Hacker

JUNE 11, 2018

Once again, Salesforce presents a strategic look into the rapidly shifting world of sales. The third edition of the widely anticipated State of Sales report surveyed more than 2,900 sales professionals and leaders from around the world. Here’s a quick sneak peak of their sales research report. Top Sales Metrics.

Sales Recruiting 83

Sales Recruiting Artificial Intelligence Trends Sales Hiring 83

Intercom, Inc.

NOVEMBER 17, 2021

“Researchers acknowledge and invest in the ‘ what’, but often forget to slow down and understand the ‘ why’ – the people behind the numbers and emerging trends”. They acknowledge and invest in the “what”, but often forget to slow down and understand the “why” – the people behind the numbers and emerging trends.

Sales Recruiting 156

Sales Recruiting Sales Hiring Interviewing Trends 156

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

ChurnZero

JANUARY 13, 2023

However, it’s tough to predict the future alone — so we asked Customer Success leaders across the industry to share their top trends for 2023. Here are 12 predictions and trends your team can take advantage of now to make a big impact this year. It’s about time CS gets the same attention as sales.

Trends 98

Trends Customer Success Sales Hiring Artificial Intelligence 98

SaaStr

JUNE 3, 2020

My background as a SaaS entrepreneur, and then share the big trends we’re seeing in the world of SaaS, both what we’re seeing over the next few years and then also zeroing in on what has changed in the last few weeks in the middle of this COVID crisis. This was a 30 year mega trend into the future.

Software Review 260

Software Review Scale Technical Review SaaS 260

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

Sales Hacker

JULY 25, 2022

Here’s the thing about driving a car — and about running a sales org: Bumps in the road are inevitable. One of the best ways to ensure every part of your engine is running smoothly is to build sales performance dashboards for everyone on your team. What is a sales performance dashboard? What is a sales performance dashboard?

Sales Recruiting 117

Sales Recruiting Engineering Revenue Sales Enablement 117

Sales Hacker

SEPTEMBER 28, 2021

In this episode of the Sales Hacker Podcast, we have Hakim Myers , Business Recruiter at Nextdoor , where he recruits for people, finance, and legal functions for startups. Join us for a revealing conversation on sales and talent from the perspective of a recruiter in an executive search firm. powered by Sounder.

Sales Recruiting 108

Sales Recruiting Retention Scale Sales Hiring 108

Sales Hacker

AUGUST 13, 2024

The importance of post-sale marketing and customer lifecycle management. Emerging B2B marketing trends, including SMS as a core communication channel. 20:25) The untapped potential of post-sale marketing and customer lifecycle in B2B (25:30) SMS predicted to become a key B2B engagement channel. (29:56)

AI Search 123

AI Search Sales Recruiting AI ChatGPT 123

Sales Hacker

DECEMBER 30, 2020

B2B sales is always changing, but nothing could’ve quite prepared us for the wild ride that 2020 ended up being. While most of us have settled into the new normal and the challenges that come with it, sales leaders are looking ahead with uncertainty. Best Sales Statistics to Know in 2021. Short on time? What this means for you.

Sales Hiring 134

Sales Hiring Sales Recruiting Underperforming Technical Team Revenue 134

SaaStr

JULY 4, 2019

Matt Schatz is SVP of Sales at WPEngine, responsible for defining and executing the global sales strategy. Matt has nearly two decades of senior leadership experience in sales and customer growth, specifically for technology companies with customers around the world including Bazaarvoice, CityVoice and Rackspace. It is hard.

Sales Hiring 219

Sales Hiring Scale Engineering Sales Recruiting 219

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

Sales Hacker

NOVEMBER 3, 2020

At Sales Hacker, our Community Leaders help build relationships with our members. Add them to your network and give them a warm welcome, because you’ll be seeing them all over Sales Hacker in the coming months! WHY SALES HACKER? Sales Hacker provides a network of sales professionals dedicated to helping others in similar roles.

Scale 128

Scale Sales Recruiting Sales Hiring Sales 128

Sales Hacker

NOVEMBER 17, 2022

If you’re looking to move up the ladder into a sales leadership role, your resume is key to getting your foot in the door. Related: 8 High-Paying Sales Jobs (And How to Get Them). Instead, respect recruiters’ time by showing them only enough information to secure the interview. Identify market trends. Manage pipeline.

Leadership 106

Leadership Sales Recruiting Sales Hiring Sales 106

Sales Hacker

DECEMBER 19, 2022

As the president of Sales Xceleration, a firm specializing in assessing and implementing sales strategy , sales processes, and sales execution to drive growth, I’ve seen how job hopping can affect otherwise stable sales teams. Sales organizations experienced 58% higher voluntary turnover in 2021 than in 2020.

Sales Hiring 107

Sales Hiring Underperforming Technical Team Sales Recruiting Compensation 107

Sales Hacker

JANUARY 22, 2020

If you think sales is a simple job, I have a few hundred professional connections who would like a word with you. By mastering your sales interview questions. As a longtime recruiting leader, I’ve worked with countless hiring managers looking to fill sales roles , and I’ve had a firsthand look at their interview process.

Sales Hiring 105

Sales Hiring Interviewing Underperforming Technical Team Sales Recruiting 105

Incredo

NOVEMBER 21, 2019

Have you noticed one of the latest and growing trends in the worklife? If sounds like this topic can help you generate more SaaS sales with less risk, we are starting! In reality, creating collateral for affiliates, recruiting, training and motivating affiliates takes a lot of effort.

SaaS Payments 139

SaaS Payments Payment Methods Merchant Services Sales Recruiting 139

Intercom, Inc.

FEBRUARY 14, 2018

If you’ve experienced any of the following you’ll know what we’re trying to fix: tickets, do-not-reply email, spammy sales email, phone systems that prevent you from talking to someone, long forms to fill in when a business should already know who you are, We live our mission, from how we work and how we communicate to the product we build.

Sales Recruiting 188

Sales Recruiting Technical Review Leadership Systems Review 188

SaaStr

SEPTEMBER 26, 2019

Building a sales team that can go from $0-$50M (Video + Transcript). Gaetan Gachet | SVP of Sales @Algolia. It’s an honor to be here with this mythical creature, this sales leader that goes from zero to 50 million in the same job. He has a whole French sales team and office that only speaks English in Paris.

Scale 150

Scale Sales Hiring Sales Recruiting Technical Advisors 150

Sales Hacker

JANUARY 23, 2018

Before we get into our 2017 recap and 2018 road map, I wanted to provide some quick background on how Sales Hacker came to be. How It All Began: The Story of Sales Hacker. I can’t believe it’s been 4 years since we threw our first Sales Hacker Conference in September of 2013. 2014: Full Time on Sales Hacker.

Sales Recruiting 109

Sales Recruiting Scale Sales Hiring Sales 109

Sales Hacker

SEPTEMBER 7, 2022

Ever wonder what really happens behind the scenes of hiring salespeople (for a high-performing sales team)? – Channel Sales Manager at Venditon. Mike Rosenberg – VP of Sales at RocketReach. You’ll learn: The secrets of hiring and recruiting top performing salespeople. Guests: Brian Smith Jr.

Sales Hiring 97

Sales Hiring Sales Recruiting Trends Sales 97