Andreessen Horowitz

FEBRUARY 8, 2024

But building a sales compensation plan that both aligns your sales team’s compensation with your customers’ objectives and recruits top salespeople can be incredibly difficult in usage-based pricing. Determine where your sales team makes your customers more successful In usage-based pricing, value = usage.

Compensation 91

Compensation Sales Recruiting Sales Systems Review 91

SaaStr

DECEMBER 4, 2023

So backstage at SaaStr Annual this year, and in a number of other conversations since, I’ve had a chance to get a few quiet moments with maybe two dozen top CROs and VPs of Sales. Yes, macro issues come up, and how they have to sell to more stakeholders now, and sales cycles are longer. But the best long ago adapted.

Sales Recruiting 239

Sales Recruiting Sales Hiring Onboarding Sales 239

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

Intercom, Inc.

JUNE 9, 2021

That used to mean welcoming them to the company in person but, like everyone, we’ve had to adapt to a new way of onboarding over the past year. The COVID-19 pandemic has completely disrupted the way we work and forced us to reinvent how we onboard new colleagues. Our remote onboarding program has come a long way since then.

Onboarding 253

Onboarding Sales Hiring Scale Systems Review 253

ChurnZero

JANUARY 10, 2022

SaaS customer onboarding makes or breaks your customer retention. Your onboarding process is a learn-or-churn, adopt-or-get-dropped situation. For this reason, unlocking the optimal SaaS customer onboarding experience is invaluable. Work Cross-Functionally During SaaS Customer Onboarding. Segment for Customer Onboarding.

Onboarding 98

Onboarding Sales Recruiting SaaS Technical Review 98

User Pilot

JUNE 28, 2023

Sustaining user engagement throughout the entire onboarding process can feel like a task only large teams can achieve. Introducing core features, driving user activation, and maximizing retention rates after the user onboarding experience will all impact the user journey moving forward.

Onboarding 84

Onboarding SaaS Payments Payment Services Payment Solutions 84

SaaStr

FEBRUARY 27, 2023

Storyblok started with a leadership-first hiring plan and a recruitment strategy that involved the following: A test to know how candidates handle different tasks and their expertise level. A way of onboarding new employees and equipping them with the right tools. This was Storyblok’s strategy when it started expanding its team.

Scale 214

Scale Sales Hiring Sales Recruiting Scaling 214

SaaStr

SEPTEMBER 5, 2022

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. If a company has started out with a heavy sales focus, its onboarding process within the actual product may not be intuitive enough for customers.

Sales Recruiting 268

Sales Recruiting Business Pricing Churn 268

For Entrepreneurs with David Skok

SEPTEMBER 6, 2018

Stephanie has been an executive in 3 successful startups and was most recently the SVP of Sales and Customer Success at Xamarin which has since been acquired by Microsoft. In today’s blogpost I would like to introduce my partner for Zero to 100, Stephanie (Schatz) Friedman. Stephanie joined Xamarin as its first non-engineering hire in.

Sales Hiring 268

Sales Hiring Sales Recruiting Onboarding Sales 268

SaaStr

JUNE 15, 2021

Recruitment: Getting the right talent onboard is a critical step. Sales: You must understand how to grow your sales machine, and it isn’t easy. Sales: You must understand how to grow your sales machine, and it isn’t easy. In fact, you need both to optimally grow your sales efforts. billion valuation.

Sales Recruiting 218

Sales Recruiting Scale Software Delivery Travel 218

For Entrepreneurs with David Skok

SEPTEMBER 6, 2018

Stephanie has been an executive in 3 successful startups and was most recently the SVP of Sales and Customer Success at Xamarin … The post Onboarding your first Sales Hire as an Entrepreneur appeared first on For Entrepreneurs.

Sales Hiring 130

Sales Hiring Onboarding Sales Recruiting Sales 130

User Pilot

DECEMBER 6, 2023

Start implementing a dogfooding program by recruiting users from across the organization, especially those not involved in the product development. Before you start testing, provide testers with adequate user onboarding so that they know how to use the product. Book the demo to see how you can use it for dogfooding in your SaaS.

Software Development 93

Software Development Sales Recruiting Development Software Review 93

SaaStr

MARCH 18, 2022

Mapistry recruited a diverse pool by inviting both legacy customers and new customers. . New customers add value to your CABs with their fresh experience with your sales cycle and onboarding processes. Will you onboard future Account Executives with recorded CAB calls? Bringing home the learnings .

Sales Recruiting 245

Sales Recruiting Enterprise Onboarding Investment 245

Sales Hacker

JANUARY 20, 2022

Strong sales reps are the lifeblood of your business and how you choose to invest in them matters. For frontline sales managers, attributes like competency, quality of work, ease of execution, and length of contribution indicate reps’ overall job success, but you can’t rely on those inputs to tell you if they are personally satisfied.

Sales Recruiting 98

Sales Recruiting Scale Retention Sales 98

Sales Hacker

MAY 6, 2021

What’s the difference between a VP of Sales and a Chief Revenue Officer (CRO)? The VP of Sales. Great VPs of sales have gravitas and tact, command the room and hold their end of the table regardless of who is on the other side. Singular focus on sales. As the title would hint at, the VP of Sales should focus on sales.

VP of Engineering 93

VP of Engineering Sales Hiring Sales Recruiting Sales 93

CustomerSuccessBox

DECEMBER 13, 2021

SuccessHACKER is a Customer Success advisory firm focused on providing education, recruiting, and consulting to high-growth companies. Here, he talks about the steps to get a perfect customer onboarding. What are the ingredients of a perfect customer onboarding ? What are the KPIs and metrics you track for onboarding?

Onboarding 52

Onboarding Sales Recruiting Underperforming Technical Team Consulting 52

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 88

Sales Recruiting Product Marketing Scale Sales Hiring 88

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 99

Sales Recruiting Engineering Revenue Sales Enablement 99

SaaStr

SEPTEMBER 25, 2020

379: From how many reps to hire, to compensation models, here are the top 10 mistakes founders make when hiring their first sales teams and how to avoid them. Announcer: In today’s SaaStr Insider, SaaStr CEO and founder, Jason Lemkin, shared the top 10 mistakes founders make when hiring their first sales team.

Sales Hiring 192

Sales Hiring Sales Recruiting Scale Sales 192

Sales Hacker

NOVEMBER 27, 2019

Sales leaders have a bad habit of dumping people into a new job without properly preparing them to succeed. When I landed my first “big girl job” 20 years ago as an Inside Sales Manager , I was underqualified, overambitious, and soon underwater. What’s So Important About Sales Onboarding? So tune in….

Sales Hiring 74

Sales Hiring Onboarding Sales Recruiting Outsourcing Services 74

Baremetrics

NOVEMBER 25, 2021

Your marketing and sales budgets, and the personnel assigned to those teams, will also rise. A sound hiring plan allocates these expenses in advance so that your team knows when they need to attract new talent, as well as their budget for onboarding them. A longer lead time for recruitment means higher quality recruits.

Sales Hiring 97

Sales Hiring Sales Recruiting Finance Forecasting 97

Intercom, Inc.

DECEMBER 16, 2020

Your sales team is integral to your business’s success: not only do your salespeople bring in the big deals, but they also represent your company and culture to every new and potential prospect. So why is sales team culture still an afterthought for so many organizations? People all across the company are so proud of our sales team.

Sales Hiring 143

Sales Hiring Sales Recruiting Scale Sales 143

Intercom, Inc.

MARCH 12, 2019

A little over a year ago, I got the opportunity to start a new team within our sales organization – a team of Relationship Managers dedicated to growing our current customers at scale. The opportunity emerged out of a shift in how we practice sales. Starting a new sales team is not unlike doing improv.

Sales Hiring 171

Sales Hiring Sales Recruiting Underperforming Technical Team Scale 171

OpenView Labs

MARCH 8, 2021

B2B sales involves one business selling its product to another business. Those with experience in both B2B and B2C sales know that B2B is a lot tougher—the deals are bigger, there’s often more than one decision-maker, and the competition is intense. For all those reasons, hiring and management must be on point.

Sales Hiring 80

Sales Hiring Scale Sales Recruiting B2B 80

Totango

MARCH 15, 2022

When recruiting, start by reviewing your existing staff to see if you already have the talent you need. If you find you need to turn to external recruiting, optimize the efficiency of your talent search by making the most of resources such as staffing agencies and digital recruitment platforms.

Sales Recruiting 96

Sales Recruiting Customer Success Sales Hiring Scaling 96

User Pilot

JULY 27, 2023

Customer Onboarding Specialist: Responsible for helping new customers get up and running with the company’s products. Account Managers: They serve as the lead point of contact for all customer account management matters. They also manage finances and supervise one or more engineering teams.

Sales Hiring 97

Sales Hiring SaaS Payments Sales Recruiting CTO Hire 97

Sales Hacker

AUGUST 7, 2020

Fortunately, more organizers than ever before are consciously seeking out female sales experts for panels, presentations, and podcasts. At Sales Hacker, we’re serious about diversity, and for that reason, we’ve compiled a list of 530+ female sales experts to consider for your next event. Sales Development. Sales Growth.

VP of Engineering 121

VP of Engineering Sales Recruiting Sales Hiring Payment Services 121

Neil Patel

OCTOBER 20, 2020

Always make sure to talk with a sales representative and be as detailed as possible about your current and future situation to make sure they can handle everything you need. Do you need help for the foreseeable future or just for a one-off event like a round of recruitment? Types of services. Short-term vs. long-term.

Outsourcing Services 118

Outsourcing Services Outsourced Development Sales Recruiting Sales Hiring 118

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 79

Sales Hiring Underperforming Technical Team Sales Recruiting Compensation 79

The Angel VC

APRIL 1, 2017

At the excellent SaaStr Annual 2016 conference about a year ago, a very experienced SaaS CEO said on stage that an internal recruiter can be a startup CEO’s secret superpower. Being willing to invest in an internal recruiter or talent manager (or more broadly, an HR person) early on requires pretty big balls a lot of confidence.

Sales Hiring 168

Sales Hiring Sales Recruiting Startup Software Review 168

OpenView Labs

JANUARY 25, 2022

Here are the top seven onboarding mistakes you could be making. Read on to learn how to improve and get inspired by some of the best SaaS onboarding experiences. The top 7 self-serve onboarding mistakes. 1 – Your product is too confusing without sales or success helping out. The same mistakes come up time and again.

Onboarding 76

Onboarding Sales Recruiting Software Interviewing 76

ChurnZero

DECEMBER 21, 2023

Designing a successful post-sale strategy requires choices, says CXology’s Tim Conder. In addition to your five customer needs, you also have key questions that help you develop a deep understanding of what your customer is trying to do, in a deeper way than your sales team has already discovered. A: First, it matters how you recruit.

Sales Recruiting 52

Sales Recruiting Scale Customer Success Sales 52

Sales Hacker

OCTOBER 31, 2022

Want to write sales emails like a pro? Manager, Outbound Growth Marketing at Greenhouse) and Will Allred (Co-Founder & COO at Lavender) to get TWO perspectives and TWO approaches on real sales emails, every week on Sales Hacker. If y’all already have a recruiter, no worries. Join Kristina Finseth (Sr.

Sales Recruiting 77

Sales Recruiting Sales Hiring Scale Engineering 77

Kellblog

MAY 10, 2021

In this post, I’ll present what I view as the minimum sales management framework for an enterprise SaaS startup — i.e., the basics you should have covered as you seek to build and scale your sales organization [1]. Pipeline management rules, with an optional stage matrix. Onboarding program. Value (e.g.,

Sales Hiring 110

Sales Hiring Scale Sales Recruiting Enterprise 110

SaaStr

MARCH 3, 2022

With over 70 million users worldwide, Zoho’s 50+ products aid your sales and marketing, support and collaboration, finance and recruitment needs—letting you focus only on your business. Outreach is the only solution provider to integrate sales engagement, conversation intelligence, and revenue intelligence into one platform.

Payments 42

Payments Payment Solutions Sales Recruiting Onboarding 42

Totango

MARCH 19, 2021

The traditional customer journey infographic envisioned the customer’s experience from a sales and marketing standpoint, visualizing a funnel marking the steps from a lead acquisition through a sale, also known as the buyer’s journey. Keep in mind that onboarding can also begin in the presales process.

Sales Recruiting 124

Sales Recruiting Onboarding Branding Retention 124

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