Intercom, Inc.

DECEMBER 22, 2020

This year, we launched Scale , a new content strand focusing on how industry leaders are propelling their companies forward by keeping their customers front and center. . When we created Scale, we had no idea what the year would hold in store; we simply knew that investing in long-term customer relationships was the key to success.

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Scale Scaling Customer Support Interviewing 220

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. A data-driven framework for scaling. Mark’s latest ebook, The Science of Scaling , outlines a precise framework for success.

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Scale Scaling Sales Recruiting Sales Hiring 226

SaaStr

JUNE 25, 2020

One of the classic original SaaStr posts was on the Top 10 Questions to Ask a VP of Sales Candidate. We did an update of that classic post below together with this brand new video on the topic: Use this script for hiring that first VP of Sales. Ready to hire your first VP Sales? But haven’t done it before? Where The Magic Is.

Sales Hiring 304

Sales Hiring Scale Interviewing Sales 304

User Pilot

JANUARY 17, 2024

Scaling SaaS is not for the faint of heart. If you do not scale, you will be unable to reach a new pool of customers and your competitors will leave you in the dust. If you scale prematurely, you may struggle to satisfy customer expectations. Provide the necessary training for your sales teams.

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Scale Scaling SaaS Underperforming Technical Team 90

SaaStr

FEBRUARY 9, 2021

In today’s SaaStr podcast episode, Harry Stebbings sits down with Ryan Bonnici, Chief Marketing Officer at Whereby to chat about how to market at scale. Prior to joining Whereby, a browser-based video meeting platform, Bonnici was previously CMO of the world’s leading software review platform G2.com Harry Stebbings.

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Scale Scaling Sales Hiring Marketing 155

SaaStr

OCTOBER 3, 2022

Imagine a coverage model, from end to end, for the full customer life cycle: from demand generation to sales to post-sales. Sales Cycle. This includes everything from inside sales to account executives to strategic asset allocation. Post Sales. Hire talent strategically and be two steps ahead with sales capacity.

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Scale Sales Hiring Sales Recruiting Scaling 216

SaaStr

JANUARY 5, 2024

In the latest episode of CRO Confidential, host Sam Blond, partner at Founders Fund and former CRO at Brex, sits down with Ashley Kelly, VP of Global Sales Development at Rippling. For context – Ashley had previously helped Sam scale Brex’s outbound sales from $2M to over $300M in ARR as Senior Director of SDR.

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Sales Hiring Sales Recruiting Scale Outbound Sales Team 247

SaaStr

JANUARY 18, 2023

Unicorn companies often need to scale quickly to meet the demands of their rapidly growing customer base. Yet, scaling a company isn’t always about hiring more people. It can lead to innovative ideas and products, helping your startup stay ahead of the curve and attract new customers. ” – David Cancel.

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Scale Underperforming Technical Team Scaling Interviewing 214

SaaStr

AUGUST 2, 2021

Aneesa Sayall (VP of Strategic Operations Customer & Partner Org at ServiceNow) interviews Lara Caimi, the ServiceNow Chief Customer & Partner Officer, about the journey to $15 billion and how building partnerships help propel the business. Also, they had a direct sales team mainly selling to enterprises in a top-down sales motion. “[The

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Outsourcing Services Scale Scaling Outsourced Development 270

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.

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Scale Sales Hiring Scaling Payment Services 172

SaaStr

JULY 29, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about how to scale faster. And I’ve watched them fairly quickly scale, to soon they’ll be at 10 million in revenue. As they scaled, they radically changed how they did sales. Jason Lemkin: Okay. Let’s get it going. Times are good.

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Scale Scaling Sales Hiring Enterprise 216

SaaStr

NOVEMBER 9, 2023

Dear SaaStr: What are some of the “ultimate sins” in marketing and sales and success in SaaS in the early stages? My list of some bad ones: Sales: Hiring any reps you wouldn’t buy from. Later, once you have a strong VP of Sales, it’s fine though. Your sales reps need to eat. Including not too many leads.

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Sales Hiring Scale Startup Marketing 233

SaaStr

FEBRUARY 19, 2024

and Lenny asked us to join his podcast to talk about building a sales team — from the perspective of a product-first founder or exec. It was a pretty strong conversation and we took a lot of our learnings over the years and focused on how to learn to do sales right if you come from a product-first background: It’s good.

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Sales Hiring Scale Sales Headcount 247

SaaStr

NOVEMBER 28, 2021

.” Nearly a decade and 500 episodes of the podcast later, we invited back our original SaaStr podcast host, Harry Stebbings of 20VC for a catch-up chat with Jason to discuss the world of venture today and how to scale a successful SaaS sales team from the bottom up. You never get to spend less time in sales as a SaaS CEO.

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Scale Sales Hiring Sales Recruiting Scaling 187

SaaStr

AUGUST 31, 2022

The stage of scaling from $10 million to $100 million ARR may seem like a daunting task, but it is an exciting one. Pieterjan Bouten, Co-Founder and Executive Chairman at Showpad, reveals lessons learned and mistakes to avoid while scaling your business. As you scale, you’ll have more stakeholders to manage and unify.

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Scale Underperforming Technical Team Scaling Company Culture 228

SaaStr

FEBRUARY 12, 2024

To $300k-$400k+ per employee at scale. Most of you are, in fact: According to our latest unscientific but directionally correct survey of over 2,000 SaaS execs, 64% of you are growing your sales team in 2024. I bet you get an interview. I thought we’d be behind them by now, that the cuts were sort of a one-off.

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Sales Hiring Scale Sales Interviewing 263

Intercom, Inc.

DECEMBER 10, 2020

Not only is it the name for his own interview series, it’s the evolution of his own thinking about the attributes that leaders need today. If a company has lots of small customers, then managing those touchpoints can become challenging as you scale. Understanding customer outcomes at scale.

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Scale Customer Success Scaling B2B 223

SaaStr

MAY 24, 2024

Lemkin expresses concern about the changing work ethic and loyalty of sales and marketing professionals, observing a trend of multiple job-holding and lack of commitment. Revenue per employee has doubled since 2021, leading to budget cuts and the necessity for leaders to achieve more with fewer resources.

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Sales Hiring Outsourcing Services Technical Review Scale 246

SaaStr

FEBRUARY 2, 2021

The hardest phase of SaaS, at least for the founders, is the phase from Initial Traction ($1-$2m in ARR + 80%-100% YoY growth) to the next phase — Initial Scale. Once you hit this point, you have a brand, you have a fully baked team, you have a robust product, and you have a self-generating stream of new leads and new business.

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Scale Part-Time VPE Sales Hiring Scaling 252

User Pilot

MAY 30, 2024

Overlapping responsibilities and conflicting priorities are just a couple of the many friction points between product managers and product marketing managers – leading to inefficient workflows and potential product failures. Communication gaps PMs and PMMs can get occupied in their silos leading to a communication breakdown.

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Product Marketing Interviewing Management Scale 75

OpenView Labs

NOVEMBER 9, 2021

Once dominated by relationships, sales today (especially SaaS sales) are equally propelled by technology. With the broad adoption of CRM, the rise of the sales tech stack, and the advent of social selling and other digital sales channels, the sales landscape has shifted dramatically. Scaling SaaS Sales.

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Scale Sales Hiring Scaling Technical Review 91

SaaStr

JULY 15, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about scaling from $1M to $10M. We did a good AMA on this scaling at SaaStr Europa in Barcelona, a couple weeks back. That will scale, and then take those emails after four great pieces of content and do a weekly webinar and do a weekly get-together for them.

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Scale Outsourcing Services Sales Hiring VP of Engineering 239

SaaStr

FEBRUARY 11, 2021

In SaaS, #1 most common misfire, with a bullet, is the VP/head of sales. It goes something like “You’ve Got to Get Past the Carcass of Your First VP of Sales” or “It’s The Second VP of Sales When You Really Start Selling” or variants thereof. Because in SaaS start-ups, it seems like the majority of first VP Sales fail.

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Sales Hiring Scale Sales Recruiting Sales 363

User Pilot

NOVEMBER 5, 2023

Wondering how to scale customer success in SaaS and drive product growth ? If you’re a leading SaaS company, you know that growth is directly tied to helping customers achieve their desired outcomes. This article discusses ten tips that can help you to effectively scale customer success teams in SaaS.

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Scale Customer Success Scaling SaaS 83

SaaStock

FEBRUARY 26, 2019

Away from the crowds for two days and nights, founders exchange stories about their journeys, the triumphs, failures and the challenges of scaling a SaaS business. Smaller at scale, bringing 20 founders together, it will be an even more intimate experience for attendees. Tailored content for the scale stage. Make friends.

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Scale Scaling Entertainment Travel 155

SaaStr

JUNE 27, 2020

A little while back we put together some of the top sales & marketing mistakes SaaS companies and founders make, especially in the early days. Sales: Hiring any reps you wouldn’t buy from yourself. Later, once you have a strong VP of Sales, it’s fine though. Your sales reps need to eat. Including not too many leads.

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Sales Hiring Scale Startup Marketing 363

Sales Hacker

AUGUST 12, 2020

Scaling Your Personalization. This is the downside of the modern Sales Assembly Line — both buyer and seller feeling like a cog in the wheel. Instead we need to focus on using our own voices and words to send each prospect a unique message. AI can help scale this, but we need to be careful not to rely too heavily on it.

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Scale Scaling AI Search AI 109

SaaStr

JANUARY 12, 2022

When sales teams succeed, the company succeeds. But running a high-performing sales team isn’t an easy task. How can you ensure success within your sales organization in a way that scales with you? It’s massively important when it comes to scaling your organization, too. Establish a solid company and team culture.

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Scale Leadership Sales Hiring Sales 214

Tom Tunguz

SEPTEMBER 8, 2022

That result alone should encourage rethinking of AE interviewing. It formed the basis for a career at HubSpot predicated on consistent quantitative analysis to scale the go-to-market, which he detailed in the Sales Acceleration Formula in 2015. Adam Grant delimited the types of interviews with the greatest predictive power.

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Sales Hiring Sales Recruiting Scale Marketing 341

SaaStr

OCTOBER 30, 2021

Gorgias is the leading contact center for e-commerce and it’s been a fun one to track at SaaS, from 1,000 to 3,000 to now 7,000 customers. Their CEO will join us at SaaSr Scale 2021 on December 15 to talk about using data to get to 10,000 SMB customers! I sent cold emails and LinkedIn messages and ended up with nine interviews.

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Scale Sales Hiring Sales SMB 260

SaaStr

DECEMBER 15, 2023

You can expect upwards of 75-300 leads if you meet the guidelines of our Speaker and Sponsorships teams. All day we’ll get 25 of the Best Apps and Best Vendors in SaaS together live with the SaaStr community to show hundreds of CXOs and thousands of SaaS execs why to use your app. More details on it here!

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Scale Interviewing Trends Innovation 241

SaaStr

APRIL 21, 2022

Yes, sometimes it’s OK to hire a VP of Sales that everyone loves. At least 9 times out of 10, if everyone on the team loves a VP of Sales, it’s the wrong hire. And this especially matters because I often see CEOs picking between 2 final VP of Sales candidates. Even if they were, how many hired a VP of Sales at your ACV before?

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Sales Hiring Scale Sales Interviewing 322

ChurnZero

JULY 22, 2022

As Donna Weber , the world’s leading expert in customer onboarding, knows, onboarding is about more than completing product training and filling out checklists. I recommend you interview customers. I would interview 5 to 10 customers and ask what ah-ha moment made them glad they bought your product.

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Scale Onboarding Scaling Underperforming Technical Team 98

SaaStr

MARCH 12, 2019

As for Erica, under her CRO role, she leads all go-to-market functions including Marketing, Sales, Operations, Customer Success, Services, and Support. Where does Erica often see founders make mistakes with this scaling? How does the move to enterprise fundamentally impact the sales team? Where do many go wrong?

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Scale Enterprise Scaling Sales Hiring 168

Intercom, Inc.

JANUARY 16, 2019

Growing a sales team isn’t as simple as putting a bunch of A players in a room and getting them to start selling your product. If you want to build a revenue engine that will fuel long-term growth, you need to build and scale your sales org with intention. 12 steps to build a world-class sales team. The “Why sales?”

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Scale Sales Hiring Underperforming Technical Team Scaling 156

SaaStr

JANUARY 31, 2022

Having learned from thousands of customers and prospects, Sarah Lash, Envoy’s head of enterprise sales, will talk about what it takes to guide and scale enterprise sales programs during an uncertain future. In my first six months at Envoy , I grew the sales team from six to 17. Combine Strategies To Drive Sales.

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Sales Recruiting Sales Hiring Scale Enterprise 226

User Pilot

APRIL 30, 2024

Wes Bush , Founder and CEO of ProductLed and bestselling author of Product-Led Growth: How To Build a Product That Sells Itself, dives into this topic in an interview with Userpilot. Companies can determine the effectiveness of their PLG strategy by monitoring effortless annual recurring revenue, lean scale, and durable growth.

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Interviewing Scale Strategy AI 86