SaaStr

NOVEMBER 28, 2019

How does a startup that launched during the financial crisis in 2008 become a unicorn company in 2019? Felix Van de Maele, Co-Founder and CEO of Collibra, will be joined by Teddie Wardi, Managing Director of Insight Partners, to unpack how he built a unicorn company from idea to conception to record growth. People make the difference.

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Sales Hiring Scale Sales Recruiting Government 174

Sales Hacker

JUNE 20, 2022

It is our job as leaders and sales professionals to prepare for such an eventuality. 10 key points for sales leaders. What I share with you below is a distillation of incredible advice from sales leaders and professionals, as well as my own experiences. Present a united leadership front. So, what to do? for support.

Sales Hiring 85

Sales Hiring Strategy Sales Leadership 85

Sales Hacker

DECEMBER 8, 2020

Subscribe to the Sales Hacker Podcast. The keys to great leadership [18:24]. Sam Jacobs: This week on the show, we’ve got Luke Rogers, the Vice President of Sales at Instabase. He now leads the sales function at a really promising and high-growing unicorn called Instabase. Welcome to the Sales Hacker podcast.

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Scale Sales Hiring Sales Recruiting Technical Review 99

SaaStock

FEBRUARY 14, 2019

The company’s best-selling book, Predictable Revenue , details the hugely successful outbound process and sales created specifically for Salesforce. Afterward, he delved into education management by creating his own business, Mestreduca, a platform targeted at educational institutions. Talk: SaaS.City Bootcamp: Sales Leadership.

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Technical Review Scale Entrepreneurship Sales Hiring 207

SaaStr

JULY 29, 2020

Michelle : During the economic downturn right after the financial crisis in 2008. There was this huge financial crisis and people just were not hiring. Well, there’s kind of two points that there are both the people you bring in to hire, to be part again… it doesn’t matter how great the founders are.

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Sales Hiring Outsourcing Services Scale Sales Recruiting 175

Kellblog

MAY 3, 2024

AI), and can get so busy dressing it up in the latest tech fashion, that they generate more confusion than sales opportunities. Particularly in unexciting categories, we will need to lead with use-cases, not product, category, or leadership. 3] This is circa 2008. It’s like a replay of the clichéd movie scene: Man: Who are you?

Marketing 104

Marketing AI Search Sales Hiring Engineering 104

SaaStr

AUGUST 19, 2020

Portag3 Ventures Partner Chris O’Neill discusses leadership and teamwork lessons he’s picked up in his career through a hobby and a metaphor of sailing. So over the course of those 20 or so odd years in technology leadership roles. And that’s the job that Evernote was hired to do.

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Scale Underperforming Technical Team Sales Hiring Leadership 260

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world.

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Scale Sales Recruiting Sales Hiring VP of Engineering 130

InsightSquared

MARCH 8, 2021

I transitioned from education to software in 2008, and I have held roles in everything from project management to sales. Today, I direct Field Enablement for the sales organization. Instead, companies must understand how bias shows up in the workplace (hiring, promotions, day-to-day interactions, meeting dynamics, etc.)

Technical Review 62

Technical Review Development Team Review Underperforming Technical Team Systems Review 62

Sales Hacker

SEPTEMBER 21, 2021

In this episode of the Sales Hacker Podcast, we have Paula Shannon , Chief Evangelist at Lilt , a machine learning company focused on language translation. Join us for an engaging conversation about language, sales, career success, and embracing cultural differences in leadership. Subscribe to the Sales Hacker Podcast.

Artificial Intelligence 76

Artificial Intelligence Sales Hiring Technical Review Machine Learning 76

SaaStr

MAY 24, 2019

235: Andrew Filev is the Founder & CEO @ Wrike, the cloud based collaboration and project management software that scales across teams in any business. In Dec 2008, Vista Equity Partners acquired a majority stake in Wrike for a deal reportedly valuing the company at $800m. You just need to hire more people.

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Sales Hiring Scale SMB Sales Recruiting 143

Sales Hacker

OCTOBER 5, 2018

Have you ever wondered how to become a VP of Sales? By the time I was 30 years old, I was working at Oracle (via startup acquisition) helping them build the #1 performing SaaS sales team in my region. At the time, I had two years as a VP of Sales under my belt. How can you become a VP of Sales? So how did I do it?

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Sales Hiring Scale Sales Recruiting Sales 69

Sales Hacker

DECEMBER 23, 2020

Let’s address the elephant in the room – there are just too many sales resources available to know what’s good and what isn’t. We decided to tackle the heavy lifting to create this round-up of our favorite sales resources, tools, and guides. Sales Outreach: Tools & Templates. Remote sales resources. Best sales books.

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Scale Sales Hiring Sales Social Media 80

SaaStr

OCTOBER 3, 2019

And so we funded it in 2006 that full product didn’t come out until 2008. I think we all like to believe that we hire well and that the team members we have on board will be able to grow with the company. And Marketo very, very early on had to make a very significant team change in our first VP of sales.

SaaS 142

SaaS Sales Hiring Scale Innovation 142

SaaStr

APRIL 3, 2020

In Today’s Episode We Discuss: * How Anthony made his way into the world of SaaS starting in the sales team at Box and how that led to his entering the world of marketing and creating the customer success category. * How does this compare to the relationship of sales and marketing more traditionally?

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Sales Recruiting Sales Hiring Scale Branding 172

Sales Enablement, SaaS and Growth

MARCH 23, 2020

Customer > Team > Individual During my time at HubSpot, the leadership team shared this mental model to help with decision-making. The key tenet is to understand the real job customers are using or “hiring” your product for. One of the Amazon Leadership Principles , “Have Backbone; Disagree and Commit” does just that.

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Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213

Andreessen Horowitz

OCTOBER 16, 2023

One of the toughest challenges for founders — and especially technical founders who are used to focusing so much on product features over sales — is striking “product-market fit”. So in that shift from product-market fit to product-market-SALES fit, how much should you optimize your go-to-market for product… and even the other way around?

Product Marketing 76

Product Marketing Scale Sales Hiring Sales Recruiting 76

SaaStr

JANUARY 10, 2020

Does Bob agree with the notion that channel sales have completely died in the world of SaaS? How does Bob think about when is the right time to hire a Head of Partnerships? Where do most startups go wrong both in hiring for partnerships and in the engagements themselves? Why is this? What are the drivers of its death?

Sales Hiring 132

Sales Hiring Scale Outsourcing Services CTO Hire 132

SaaStr

JULY 22, 2019

The company started back in 2007, 2008. So much more of an inside sales mentality, hub-based selling, predominantly in North America, not really into strong relationship-based selling and the trust that he talked about. We hadn’t actually formally committed ourselves to having more of an enterprise sales organization.

Scale 174

Scale Scaling Sales Hiring Underperforming Technical Team 174

SaaStr

JULY 26, 2019

Prior to founding Zylo, Eric was the VP of Sales @ Sprout Social leading the revenue operations for over 11,000 customers. Before Sprout Social he was VP of Sales at Shoutlet, responsible for global direct and channel sales teams and developing and managing strategic relationships. What was the founding moment with Zylo?

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Sales Hiring Scale SaaS Payments Payment Services 139

Andreessen Horowitz

APRIL 9, 2024

In this conversation, a16z Growth general partner Sarah Wang speaks with Crossbeam CEO Bob Moore about his new book, Ecosystem-Led Growth: A Blueprint for Sales and Marketing Success Using the Power of Partnerships. Or, “are my sales reps selling into the same companies as your sales reps?” So we start at the top of the funnel.

Scale 106

Scale Technical Review AI Sales Hiring 106

SaaStr

JULY 10, 2020

I’ve held a bunch of technology leadership roles in startups, in rocket ships and turnarounds, including about 10 years at Google, and just over three years leading efforts at Evernote. So over the course of those 20 or so odd years in technology leadership roles. And that’s the job that Evernote was hired to do.

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Scale Sales Hiring Pricing Sales Recruiting 189

Sales Hacker

FEBRUARY 7, 2018

In this blueprint, we provide insight into where growth comes from and how to structure your sales approach to capture that growth. The Winning By Design Blueprint Series provides practical advice for every part of a SaaS sales organization. Traditional Sales Growth vs SaaS Sales Growth. Originally this worked well.

Scale 87

Scale Growth Hacking Scaling Sales Hiring 87

SaaStr

NOVEMBER 19, 2019

From that point on, we built a product and we launched it in February of 2008 out of a back of a coffee shop with one employee. Then I went over to the sales department. The demo is the sale and we close everybody in month. I would’ve had to hire IT staff to deal with hardware. We launched the company in 2008.

Scale 168

Scale SMB VP of Engineering Leadership 168

SaaStr

MAY 8, 2020

Where does Jessica find managers and founders do pipe reviews wrong? What does Jessica believe is the right way for sales reps to engage with new customers during this time? How should sales teams and CS respond to requests for discounts? Harry Stebbings: Totally, in terms of that sales cycle.

Sales Recruiting 174

Sales Recruiting Technical Review Sales Hiring Outsourced Development 174

Incredo

NOVEMBER 1, 2019

Do you want to grow your SaaS sales team and improve your processes? maintain healthy atmosphere in your Smarketing team, make smart choices regarding your SaaS sales model, strategy, pricing, . build smoother connections both with your prospects through optimized sales process. And from SaaS sales models to SaaS pricing.

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SaaS Payments Payment Methods Sales Recruiting Sales Hiring 157

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. Billion story from its launch in 2008 to its 2018 acquisition by Recruit Holdings. Loving our podcast content? Krish Subramanian: Absolutely right.

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Scale SaaS Payments Sales Recruiting Payment Services 126

SaaStr

DECEMBER 17, 2019

It allows us to think more about kind of where we end with the organization, how we interact with the organization, and allows us to spend a lot of time on account management and figuring out how best to kind of create champions out of those customers we have. You’d just hired like a PR agency to start getting your name out.

Payments 150

Payments SaaS Payments Banking Underperforming Technical Team 150

Point Nine Land

OCTOBER 22, 2019

In 2008 when [practice management] products came out, many in the legal profession had never even heard of the cloud and, among those who had, the general consensus was that using the cloud was certainly dangerous, perhaps irresponsible, and maybe even heretical,” explained legal journalist Robert Ambrogi in a recent article.

Technical Review 40

Technical Review Scale Sales Hiring Business 40

SaaStr

JULY 11, 2019

What you need to know about this story is that I founded the company back in 2008. The challenge with that is you found a company, you start building a company, you raise money for a company, you hire a team to build the product for a certain type of company, and then the whole consumer changes and you have to adjust.

Scale 116

Scale Marketplace as a Service Sales Recruiting Scaling 116

SaaStr

MAY 2, 2019

And then the sale will commence as far as the people and this was, we were multiple millions of dollars of revenue until I took the first call. That means lots and lots of hiring and I don’t want to say firing, we did fire anyone, but people get reshuffled, you know? Jonathan : Did you have to do any sort of big steps hiring wise?

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Scale Business Sales Hiring CTO Hire 144

SaaStr

JUNE 7, 2019

Finally, before that, Amit was the Founder & CEO @ SparkThis, an outsourced marketing and sales service for cloud companies. What must you account for with regards to multi-year deals? How do you know when you have the right pricing mechanism in place from the sales cycles of the reps?

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Outsourced Development Outsourcing Services Sales Hiring Scale 130

Intercom, Inc.

SEPTEMBER 26, 2019

. “Over time companies that want to dominate certain categories will need to think about building a platform” Over time a lot of companies that want to dominate certain categories or have a category leadership position will need to think about building a platform. But the way that you do it is in multiple stages.

Underperforming Technical Team 170

Underperforming Technical Team Marketplace as a Service Outsourced Development Development 170

SaaStr

FEBRUARY 7, 2020

Karen Page: I started my career in sales and marketing. How are they thinking about growing the company and the leadership team? So we start to pattern match against what we’ve seen be successful in the past, and we look through a criteria list that we have managed on our team to say just basic things.

Scale 171

Scale Underperforming Technical Team Investment Sales Hiring 171

SaaStr

MAY 21, 2019

And this goes back to ten years ago, which was 2008 and we released the ten laws of cloud computing at a CEO conference that we had that was meaningfully smaller than this. Everyone we hire is an integral part of the team, and so use hiring as a big lever.

Cloud 166

Cloud Scale Finance Retention 166

SaaStr

FEBRUARY 26, 2019

And we were about a $50 million sales run rate, but I’d never done a media interview. For the first 10 years when we didn’t do one media interview and we got to 50 million in sales. Jason Lemkin: Everyone stopped hiring salespeople. Jason Lemkin: Hiring salespeople-. Ryan Smith: 500 million in sales.

Acquisition 126

Acquisition Sales Recruiting Scale Sales Hiring 126

Sales Hacker

NOVEMBER 10, 2020

Subscribe to the Sales Hacker Podcast. If RFPs are slowing down your sales team, you need to check out Loopio. The platform allows sales reps to deliver consistent, relevant, and responsible communication for each prospect every time, enabling personalization at scale previously unthinkable, previously, absolutely unthinkable.

VP of Engineering 75

VP of Engineering Scale Development Team Review Technical Review 75