SaaStr

SEPTEMBER 12, 2023

You Have to Train Sales Reps 3–10. You have to start formal sales training by rep #3. Customer success teams are critical for SaaS companies as they own the customer relationship from start to finish, managing up to 75% of revenue through renewals and upsells. And you can start very small. They Won’t Train Themselves.

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Sales Hiring Technical Advisors Compensation Outsourced Development 233

SaaStr

MAY 5, 2022

Take a look at just some of the topics and mentors hosting Braindates: Lessons Learned to Bootstrapping to $1.7B Driving Competitive Edge with Sales and Marketing Alignment: 7 Step Roadmap with Highspot’s CMO Jon Perera. First, you can join an existing Braindate on a topic that catches your attention.

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Scale Engineering Cloud Pricing 201

FastSpring

APRIL 26, 2024

This year’s themes cover the big topics in tech, including the Creator Economy, Gaming and eSports, B2B, and, of course, Artificial Intelligence. We handle every payment need from subscription management to tax collection, remittance and more so your business can go farther, faster. Schedule a demo now or at VivaTech in person!

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Merchant Services Payment Solutions Payment Methods Payment Services 78

SaaStr

JANUARY 12, 2024

We just wrote up how some of the biggest changes of SaaS are now coming, specifically in Customer Success and Sales. Sales grew a little less. Just fewer customers got coverage or CSMs got a bigger book of business to manage. If your product requires change management, don’t just abandon that. The world has changed.

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Sales Hiring Customer Success Scale AI 250

SaaStr

NOVEMBER 2, 2023

So we’ve spent a ton of time over the years on SaaS talking about hiring a great VP of Sales. Not only because it really matters, but because hiring the wrong VP of Sales can set you back a year — or longer. Way too many folks give managers a pass here that never understand the product. Sales is hard.

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Sales Hiring Sales Recruiting Sales Interviewing 233

SaaStr

FEBRUARY 3, 2022

Expensify is a payments superapp that helps individuals and businesses around the world simplify the way they manage money. Whether you own a small business, manage a team, or close the books for your clients, Expensify makes it easy so you have more time to focus on what really matters. Snyk is the leader in developer security.

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Payments Payment Services AI Search Payment Solutions 228

SaaStr

JANUARY 4, 2023

It may seem counterintuitive to seek out a sales leadership hire during this time of slowed hiring, but it’s the number one topic that many founders talk about and many SDRs, AEs, and sales managers ask about. . Founders may ask, “how do I find the right sales leadership hire?” They have some startup experience.

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Sales Hiring Scale Leadership Sales 202

SaaStr

JUNE 25, 2023

Unsurprisingly, Product Led Growth has been one of the most popular discussion topics at the past few SaaStr Annuals. As we gear up for SaaStr Annual 2023 in the SF Bay Area on 6-7 September , we wanted to take a look back at some of our most iconic speakers and sessions from over the years, that we can still learn from today.

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Scale Engineering Churn Enterprise 181

SaaStr

NOVEMBER 8, 2022

Let’s update a classic SaaStr post on the topic. Why did sales-driven Qualtrics get to $100m+ in ARR without ever raising a nickel, and generating more than $20m a year in free cash flow ? Sales, done right, should be accretive (although expect sales efficiency to ultimately decline post-Initial Scale). It’s out there.

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Scale SaaS Banking AWS 280

SaaStr

APRIL 7, 2021

1. “SaaStr 417: How Sales and Product Really Should Work Together with Javier Molina, VP, Corporate Sales, Americas @ MongoDB and Sahir Azam, Chief Customer Officer” A super important topic we don’t hear discussed enough. #2. How to build amazing products at scale. #4. Getter better fast, Brian! #6.

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Scale SMB Churn Scaling 163

SaaStr

JULY 8, 2022

Community has become one of the most talked about topics in marketing, and GitLab’s CEO joined us to share their learnings. #6.Top Top 5 Ways to Scale a Sales Team with Zoom CRO Ryan Azus and SaaStr VP of Sales Bryan Elsesser. How to Scale Outbound Sales with the CROs of Outreach, Malwarebytes, HubSpot, Seismic.

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VP of Engineering Scale Outbound Sales Team SMB 239

Tom Tunguz

SEPTEMBER 7, 2020

Whether you manage a team of engineers, a team of regional sales managers, or the company, your first responsibility is to hire and successfully manage the seven people who will form your leadership team. I picked the number 7 because it’s the most common span of control in management.

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SaaStr

FEBRUARY 4, 2022

By doing this, 90% of the update content will have been covered and you can focus the agenda on more strategic topics. For topics that can’t be covered in the allotted time, schedule a follow-up meeting. Plan to cover one or two deep-dive topics: This is ideally what the board meeting is all about.

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Sales Hiring Scale Leadership Startup 246

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?

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Sales Hiring Scale Interviewing Sales 307

Kellblog

FEBRUARY 22, 2024

In this episode we hit on a wide range of topics including: The metrics that matter in SaaS today Why CAC Payback is flawed and CAC ratio is better Why you need to hire sales reps three-at-a-time (aka, modulo 3) How to forecast in 2024 and in general (keyword: triangulate) The biggest mistakes made in forecasting, and how sales management practices (..)

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Sales Hiring Forecasting Interviewing Customer Success 87

SaaStr

DECEMBER 26, 2020

As we begin strategic planning season for next year, there one topic a lot that comes up a lot: Should We Just Let Our Smallest Customers Go? And so you start to get push back from your team on marketing budgets, on sales priorities, on support and success. “The small guys take too much time.” Probably more.

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SMB Sales Hiring Marketing Enterprise 350

Clouded Judgement

JUNE 5, 2023

It's primarily an instrument of the government, typically managed by the finance ministry or treasury department. It is managed by the U.S. Likewise, when the Treasury sells government bonds to raise funds, the money it receives from those sales is also deposited into the TGA. Taxes are straightforward. Federal Government.

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Payment Services Cloud Government Banking 169

SaaStr

JANUARY 17, 2023

Sales-led vs. product-led is a hot topic right now, and Jason Eubanks, Chief Revenue Officer of Harness, shares the answer during this week’s Workshop Wednesday — held every Wednesday at 10 a.m. What’s his response to startups figuring out which strategy to begin with, product-led or sales-led? “It How do you achieve both?

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Startup Sales Sales Funnel Education 229

SaaStr

JUNE 22, 2021

The other day I saw a VP of Sales flame out and resign with no notice from a SaaS company doing $10m ARR growing quickly. So I thought it might be helpful to brush off the topic of alignment between Sales and Marketing by updating a classic post on the topic. What 3 factors/skills must every VP of sales possess?

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Sales Recruiting Scale Sales Hiring Revenue 300

Totango

JANUARY 2, 2024

To transform your organization to reach this next level, enterprises often need a change agent who can help both functional teams and customers shift their behaviors to drive better results in the post-sales journey. She also discussed the importance of CS having a good relationship with the Sales Operations team.

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Payment Services Merchant Services Customer Success Business 99

Sales Hacker

OCTOBER 20, 2023

Bridging the Content Chasm Sales is increasingly using strategic content creation and distribution as part of the sales process – from outbound, to advancing pipeline along, to awareness and education on social platforms. With that responsibility, often there is a need to create content to assist with the sales education process.

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Sales Hiring Marketing Sales Sales Enablement 105

Tom Tunguz

JUNE 21, 2022

Yesterday, Office Hours welcomed Lee Kirkpatrick , former CFO at Twilio to share his experiences managing through three different recessions: the dotcom era, the Global Financial Crisis, and today. UBP enabled the company to manage COGs and gross profit. Thank you again to Lee for illuminating three significant and timely topics.

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Startup Outsourced Development Sales Hiring Compensation 168

SaaStr

APRIL 29, 2021

Done right, salespeople are highly specialized professionals that handle one little piece of the journey — managing and serving the needs of a prospect until it becomes a paying customer. So if you want to close deals much more than $299 a month, and you want to close them quickly, for the maximum amount … you’ll probably need sales.

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Scale Scaling Enterprise Pricing 272

Tom Tunguz

FEBRUARY 23, 2021

The CoS doesn’t manage anyone. The CFO+ / operations lead - the CEO notices misalignment amongst the management team and may need help running team meetings, OKRs, or entire teams like the people, finance, legal, data and the systems to power them to success. This archetype oversees all GTM including marketing, sales, and post-sales.

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Sales Recruiting Startup Scale Sales Hiring 192

Tom Tunguz

MARCH 19, 2020

Customer success and account management teams should focus on understanding customer health. It might be worth reverting to an earlier stage of the 4 sales commission structures. Alternatively, it might be worth moving sales teams to monthly goals or management by objectives (MBO). Management and leadership are different.

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Startup SaaS Payments Payment Services Payment Methods 207

Intercom, Inc.

JULY 14, 2020

The most effective way I’ve found to deepen my expertise as a customer success manager, to cut through the jargon to real, practical advice, is through reading. Below I share the three books that have most meaningfully impacted the way I work with customers and that I’d encourage every customer success manager to check out.

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Customer Success Management Technical Review Onboarding 249

SaaStr

JANUARY 7, 2021

Whether it was our interview with Podium’s Eric Rea on how he scaled with a team outside the Bay Area before it was really considered an option, or TripAction’s Megan Eisenberg on how to prioritize trade-offs in marketing without sacrificing pipeline, we’ve covered the gambit of relevant topics throughout the year. .

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Scale Sales Hiring Scaling B2B 249

User Pilot

FEBRUARY 13, 2024

Product webinars are a great way of keeping up-to-date with the latest news and trends in product management in an accessible way. We’ve collected some of the best product management webinars for 2024, so you don’t miss out. You can use your findings and improve your in-app marketing with Userpilot.

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Sales Hiring Generative AI AI Leadership 102

Kellblog

JANUARY 23, 2022

Have you ever been to a board meeting where 60 minutes were allocated on the agenda for discussion of a strategic topic? Two or three questions were asked by the one board member closest to the topic. Independent board members come in different flavors as well: General managers. What happened in that session? This happens a lot.

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Compensation Entrepreneurship Finance Startup 126

Sales Hacker

NOVEMBER 17, 2023

Three overarching learnings from incredible sales leaders who have lived through the ups and downs of growing sales teams at some of the fastest growing SaaS companies is exactly what we’ll dive into today – so you can get the learnings and insight without being in the driver’s seat. This week’s newsletter is sponsored by Flex.

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Sales Hiring Scale Headcount Sales 105

User Pilot

FEBRUARY 14, 2024

In the article, we look at 12 solid contenders for this title, covering a few most common use cases: In-app user engagement Sales funnel management Customer support Analytics and reporting Marketing Collaboration and project management Let's dive right in!

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Payments Payment Services Payment Methods Payment Solutions 100

Totango

DECEMBER 7, 2023

Merging sales and customer success (CS) is a delicate art that is often challenging but necessary for driving business results and creating a frictionless customer journey. Teaming leaders from each of these functions to focus on a respective industry, these “pods” work together to build deep knowledge and vertical expertise.

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Revenue Sales Customer Success Technical Review 89

Sales Hacker

OCTOBER 7, 2022

Scott Barton, Varicent’s VP of Industry Solutions & 20-year sales compensation industry pro, attended WorldatWork’s 2022 Sales Compensation Conference. Despite these advances, few industry pros currently use predictive or prescriptive analytics for determining sales compensation plan effectiveness. Is change in the air?

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Compensation Trends Sales Artificial Intelligence 76

Buffer Resources

JANUARY 19, 2024

But instead of using channels like social to solely push sales, we root our strategy in retention marketing, focusing on email signups as a goal. What that came down to for us is leaning into content around topics related to our space as much as we talk about our products. For the most engaged, we look for ways to reward them.

Marketing 96

Marketing Benchmarks Social Media Retention 96

FastSpring

OCTOBER 25, 2023

Q4 sales numbers usually outperform the rest of the year thanks to year-end holidays and their associated shopping cycles — but how much does that trend carry over into software and SaaS sales? And does it improve B2B sales too, or is it more just a B2C advantage? sales trends by month and quarter.

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SaaS Payments Payment Solutions Software Review Merchant Services 144

Sales Hacker

DECEMBER 6, 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. Given the recent hype around GPT – I wanted to highlight your voice on the topic.

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Growth Marketing Sales Management Marketing 72

FastSpring

MARCH 15, 2024

FastSpring provides an all-in-one payment platform, including VAT and sales tax management, payment localization, and consumer support. So I’m wondering if you could tell me a little bit before we get into the kind of topic topics at hand about Skillshot and Ghost Gaming and what you do there? which, which I manage.

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Payment Methods Marketplace as a Service Payment Solutions Payments 186