Sales Hacker

APRIL 1, 2021

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. . In bad times, the shield is wielded in exec / BOD meetings to obfuscate real data. A neutral team.” — Adithya Krishnaswamy , Head of Growth at Everstage.

Sales Recruiting 125

Sales Recruiting Underperforming Technical Team Sales Hiring Scale 125

SaaStr

JULY 1, 2020

She manages a huge global team. It has a portion of its revenue that’s very sensitive to the economy and a lot of startups in the customer base, good and bad, right? Sam will have a lot of interesting perspectives on how he manages his team through these times. Four, people in the sale? Jason Lemkin: None.

Merchant Services 259

Merchant Services Scale Sales Recruiting Sales 259

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

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. It’s also been a powerful moment for technology to be a force for good.

Sales Hiring 232

Sales Hiring Scale Payments Cloud 232

Sales Hacker

APRIL 21, 2020

In my experience, getting caught up in shiny objects (like great numbers) during the hiring process is a straight line to Disasterville, and when the cost of a bad hire is painfully significant , it pays to take a measured approach. Also: What are the top performers in my current team doing? Technical chops. Reporting/Modeling.

Sales Hiring 125

Sales Hiring Interviewing Sales Recruiting Underperforming Technical Team 125

Sales Hacker

APRIL 25, 2019

Early in my career, I saw firsthand how a $20M funded company went from startup to NASDAQ IPO to being delisted in the span of three years due to frivolous spending (but that’s a story for another day). The SMB Decision: In-House vs. Outsourced Sales Development. As a high-growth SMB, your number-one focus is consistent sales.

Outsourcing Services 99

Outsourcing Services Sales Hiring Sales Outsourcing Outsourced Development 99

FastSpring

JUNE 11, 2024

He’s really well known for proper attribution models and putting value in commissions where value are due. The one thing you’re going to run into is nobody has your best interests in mind as a business owner or as a marketing team. One other touch point is a review. He’s an attribution animal.

Sales Recruiting 113

Sales Recruiting Software Review Payment Solutions SaaS Payments 113

FastSpring

JANUARY 27, 2022

And in cases where our customers get stuck, our support team responds in a timely manner with personalized video. It’s not always a bad thing to be priced higher than your competitors — it can signal to prospects that yours is a premium service. In other words, if you want to attract SMBs, make sure you have SMB language on your site.

Merchant Services 146

Merchant Services Payment Services SaaS Payments Payment Solutions 146

Sales Hacker

AUGUST 23, 2018

There’s a general tendency among most frontline sales teams to sell to enterprises and become the next Salesforce. But only if you have the capacity or if your product is specially developed to solve their problems. Starting off with SMB sales can be an advantage. Ask them: How badly do they need a product like yours.

B2B 74

B2B Development Team Review Underperforming Technical Team Sales 74

Baremetrics

JANUARY 24, 2021

A year earlier we’d launched the MVP of the model allowing SMB customers to input a credit card to get access to the platform, but we hadn’t had a chance to dedicate time or resources to optimizing a proper SaaS onboarding funnel. Due to this style, the customers that we converted were very loyal.

Churn 71

Churn SaaS Payments Payment Methods Payment Solutions 71

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. NRR takes into account the total revenue earned minus any revenue churn (caused due to departing customers or customers who have downgraded) plus any revenue gained through upsells or cross-sells.

Customer Success 59

Customer Success Technical Review Sales Hiring Underperforming Technical Team 59

ChurnZero

OCTOBER 15, 2021

They reviewed all our contracts. From an investor standpoint, a qualifying metric means I don’t care what the rest of your company looks like, I don’t care how excited I am about your people or your technology, I don’t care if you’re growing 5x, if your NRR is not right, you’re disqualified.” – You Mon Tsang, CEO at ChurnZero.

Customer Success 97

Customer Success Benchmarks Scale Underperforming Technical Team 97

User Pilot

FEBRUARY 28, 2023

With a multitude of options available on review platforms, selecting the most suitable tool can be difficult. According to no-code advocates, technology should enable and facilitate creation, not act as a barrier. Technical knowledge is required to get the maximum out of this product. Why should you care about no-code growth?

Software Review 52

Software Review Technical Review Onboarding Outsourced Development 52

User Pilot

FEBRUARY 21, 2023

Its implementation can be time-consuming and challenging for non-technical team members. According to no-code advocates, technology should enable and facilitate creation, not act as a barrier. It helps keep teams aligned with the shared feature-planning guide. A great alternative to Pendo and WalkMe is Userpilot.

Software Review 52

Software Review Technical Review Onboarding Underperforming Technical Team 52

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. You might want to review the 101 section above before diving in. Keep an eye out as we will be making regular updates.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

Sales Hacker

OCTOBER 15, 2018

If you missed episode 28, check it out here: PODCAST 28: How High Growth SaaS Companies Build and Lead Sales Teams w/ Chris Degnan. Aircall is a phone system designed for the modern sales team. Outreach triples the productivity of sales teams and empowers them to drive predictable and measurable revenue growth.

Customer Success 60

Customer Success Scale Underperforming Technical Team Retention 60

Upscope

JANUARY 4, 2021

Intercom developed one of those typical guidance systems you see when you sign up to a new website. They want to understand the pricing, the team management options, the possible future cost and lots more. You could ask them to book a demo with your sales team and some people prefer that. Review and update it.

Software Review 52

Software Review Systems Review Technical Review Scale 52

User Pilot

FEBRUARY 21, 2023

According to no-code advocates, technology should enable and facilitate creation, not act as a barrier. Product-led growth may be a bit of a buzzword, but achieving no-code growth is particularly important for SaaS companies with low ACV, freemium models, and generally those in the SMB sector. Why should you care about no-code growth?

Software Review 52

Software Review Onboarding Technical Review Underperforming Technical Team 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. Pros: No one will know your “stuff” better than internal people, it’s the best long-term solution for most companies, and begins your sales Farm Team. You build a team of four Outbound SDRs.

Outsourcing Services 40

Outsourcing Services Outsourced Development Sales Hiring Sales Recruiting 40

SaaStr

APRIL 14, 2023

Mistake #1: Viewing Investors Only As Capital As founders build a team, they focus on obtaining complementary skill sets. Of course, building great teams and finding product market fit is critical, but don’t forget about product investor fit. Due diligence is essential; you should feel empowered to ask those questions from day one.

Development Team Review 261

Development Team Review Technical Review Underperforming Technical Team SMB 261

Sales Hacker

OCTOBER 7, 2021

Never believe that doubting yourself is a bad thing. That company only lasted another year before they were out of business, so it was a poor use of my energy, time, and being away from my family – a lesson I work to pass on to others new in roles today. Invest in your development internally and externally. Anita Nielsen.

Scale 137

Scale Sales Recruiting Sales Hiring VP of Engineering 137

SaaStr

MAY 27, 2024

Harry and Jason did a deep dive on this and so much more here: Intro (00:00:00) Seed investing is broken due to limited founders capable of triple-digit growth. This is due to several factors, including low-interest rates, the rise of venture capital , and the increasing popularity of angel investing. Is it sustainable?

CTO Hire 292

CTO Hire Development Team Review Software Review Technical Review 292

User Pilot

FEBRUARY 12, 2025

This guide breaks down a simple, step-by-step RCA process designed for SaaS teams. Reviewing customer support activity. software development) to identify causal factors of a specific problem. It could also be due to a price increase that was announced three months ago. Conducting funnel analysis with Userpilot.

Technical Review 59

Technical Review Software Review Churn SaaS 59

SaaStr

AUGUST 12, 2022

We are post-term sheet moving along diligence. But it sounds like the bad news is you’ve got a limited runway. It’s not the investor’s problem if you have an expensive team. They know everyone, and if they don’t, someone on their vast team does. Nathan, do you have a question? Jason Lemkin: Got it.

Scale 245

Scale SaaS Payments Scaling SaaS 245

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. Building a great sales team: How Intercom fosters and maintains its sales culture. Onboarding, but make it remote. So it was an obvious choice.

Sales Hiring 223

Sales Hiring Scale Sales Recruiting Underperforming Technical Team 223

Intercom, Inc.

FEBRUARY 5, 2019

Developing a sales strategy is one of the core activities every business will have to undertake. When done correctly, your sales strategy will help your sales team execute with focus – SMB or enterprise, inbound or outbound, hunting or farming. 8 steps to develop a winning sales strategy. But that threshold exists.

Scale 177

Scale Strategy Sales Underperforming Technical Team 177

SaaStr

NOVEMBER 22, 2019

Before Optimizely, Travis spent 6 years at Salesforce in a number of sales roles including building the first Platform Sales team. What does Travis advise founders when it comes to uniting customer facing teams? * But I could explain what technology did and vary that explanation to different people. Loving our podcast content?

Underperforming Technical Team 199

Underperforming Technical Team SaaS Payments Payment Services Technical Advisors 199

SaaStr

JULY 30, 2020

What are the core metrics founders should measure to determine the effectiveness of their reps and sales teams? How does this differ between SMB and enterprise? So if you think about those earliest steps, so A, identifying the pain point in the market, B, validating it, those are kind of like customer development, customer research.

Part-Time VPE 283

Part-Time VPE Scale Sales Recruiting Sales Hiring 283

SaaStr

AUGUST 9, 2019

What about the changing tech stacks and infrastructures makes them vulnerable to up and comers? Ep 256: As a global technology provider powering thousands of SaaS companies, Google is at the forefront of driving exciting and innovative technologies to market. Here’s what Eyal and Megan talk about: How to develop software faster.

SaaS Payments 155

SaaS Payments Cloud Technical Review Sales Hiring 155

Sales Hacker

SEPTEMBER 14, 2021

Who sales development should report to (spoiler: it’s marketing). Who should sales development report to? [15:20]. We talk about the history of marketing, who sales development should report to, all of it. I have about 140 folks and that includes the sales development reps. powered by Sounder. What You’ll Learn.

Sales Recruiting 107

Sales Recruiting Sales Hiring Marketing Underperforming Technical Team 107

SaaStr

DECEMBER 3, 2020

In Today’s Episode We Discuss: * How Sam made his way into the world of SaaS with Dropbox and how that led to his leading the sales and success team today @ Loom. What was Sam’s biggest lesson from scaling the sales team at Dropbox? How does this change when selling to SMBs vs enterprise? * I worked in solar.

Scale 247

Scale Sales Hiring Sales Recruiting Sales 247

SaaStr

OCTOBER 4, 2019

As for Jeppe, prior to founding Pleo he was the CEO @ Nodes, a design and development house that worked with brands including Loreal, BMW and Lego. Why did Jeppe decide to focus on SMBs from Day 1? How does the product build in the early days differ when building for SMB vs enterprise? What changes? * Missed the session?

Scale 142

Scale SMB SaaS Payments Sales Hiring 142

SaaStr

SEPTEMBER 13, 2019

As for Allison, in her 5 years at Gainsight her list of achievements in endless from running all functions that drive value for Gainsight customers, now a 150 person team, to building out the corporate development function to being the right hand to the CEO. How can one approach setting up a services team for scale?

Engineering 33

Engineering Scale Underperforming Technical Team Customer Success 33

SaaStr

NOVEMBER 2, 2019

As for Krish, under Krish’s leadership the team has grown to over 300 people and over 5,000 clients making it one of the next generation in truly global SaaS businesses started in India. How does Krish think about purely serving the SMB market? How does he think about the mortality rate of SMBs? What questions reveal the most?

Scale 160

Scale Sales Recruiting SaaS Payments Payment Services 160

SaaStr

AUGUST 30, 2019

As for Whitney, she directly leads the organization’s go-to-market efforts, including sales, marketing, business development and customer operations. When is the right time for founders to think about building out their first exec team? How can you develop a winning culture? Pssst Loving our podcast content?

Sales Hiring 155

Sales Hiring Scale Technical Advisors Underperforming Technical Team 155

SaaStr

FEBRUARY 7, 2020

Prior to joining the world of venture, Karen was a Senior Director at Apple and before Apple, Karen spent an incredible 9 years at Box as a founding member of the executive team, where she was responsible for defining and leading Box’s Industry GTM strategy. What is the ability of the company to continue to build an incredible team?

Scale 216

Scale Underperforming Technical Team Investment Sales Hiring 216

FastSpring

DECEMBER 8, 2022

Leave the technical challenges of selling around the world to us. And we had a variety of software offerings, everything from WordPress themes and plugins, a local development tool called Local and then had very SaaS like elements to our offering there. So software and SaaS has been a really big part of my career actually, EJ.

Payment Methods 78

Payment Methods Payment Solutions SaaS Payments Software Review 78