SaaStr

MAY 28, 2023

SaaStr 663: 9 Things I Wish I Would Have Told My 2013 Self: Lessons Learned from 9 Years with Heap’s Former CTO, Dan Robinson   3. SaaStr CRO Confidential: Howard Lerman, Founder & CEO @ Roam Founder-led Sales 4. Each week, we round up our most popular content so you can catch up on anything you may have missed.

CTO 188

CTO Sales Recruiting Compensation Startup 188

SaaStr

JANUARY 27, 2023

In particular, hiring for your sales team is critical in an uncertain economic outlook. Additionally, sales professionals looking for a new role should choose their next company wisely. Great Companies Attract Great Talent Blond and Braverman have enjoyed successful careers as sales leaders in high-performing companies.

Sales Recruiting 174

Sales Recruiting Sales Hiring Scale Compensation 174

Tom Tunguz

MARCH 9, 2022

In 2013 and 2015, the discipline’s merits dominated the conversation. The x-axis covers the sales motion from self-serve, to sales-assisted in the center, to complex deployments. Mid-market companies with moderate sales involvement and configuration surround the customer with three people. CSAMs handle it all.

Customer Success 312

Customer Success Outsourced Development Technical Support Startup 312

SaaStr

JUNE 11, 2023

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: Only 18% of Your Sales Teams Are Really Hitting Plan Right Now Growth Slowed Down About 33% On Average For Everyone in Q1 Beware the “Mediocre Recycled” The Zombie Executives of SaaS. Especially … Today?

CTO Coach 171

CTO Coach CTO Scale Scaling 171

SaaStr

JUNE 4, 2023

SaaStr 663: 9 Things I Wish I Would Have Told My 2013 Self: Lessons Learned from 9 Years with Heap’s Former CTO, Dan Robinson  4. SaaStr 664: What You Need to Change at $10M to Scale to $100M with Sameer Dholakia, Partner at Bessemer Venture Partners  2.

CTO Coach 147

CTO Coach CTO Scale Venture Capital 147

SaaStr

MARCH 17, 2022

#1 source of traffic to [link] : 2022: SEO 2021: SEO 2020: SEO 2019: SEO 2018: SEO 2017: SEO 2016: SEO 2015: SEO 2014: SEO 2013: SEO 2012: SEO. Absolutely traffic was low, but SEO quickly worked for us, on a few iconic VP of Sales posts. Even Year 1 pic.twitter.com/5FtzBG2v1O. — Jason BeKind Lemkin #????????????

Engagement 211

Engagement Data Sales Marketing 211

SaaStr

APRIL 6, 2020

I wrote an early SaaStr post way back in 2013 on my “Year of Hell” as a SaaS CEO in 2008. In 2013, we were just 2 years removed from the real recovery from ’08-’09. I’ve asked myself that question, why it happened to us. You can see our chart above. And I’ve asked a lot of other SaaS founders.

Scale 323

Scale SaaS Cloud Scaling 323

SaaStr

JANUARY 29, 2023

Sometimes it’s VP Sales (OK, often, this is the most common mishire — another post here on what a really great VPS can do for you, and how a poor one can wreck your company, coming). 1/ Want the best startup VP Sales candidates in the world? Zenefits was the hottest/fastest growing startup from 2013-2016.

Sales Hiring 262

Sales Hiring Scale Underperforming Technical Team Startup 262

SaaStr

JANUARY 18, 2023

SentinelOne clearly did call out that budgets are getting tighter and sales cycles are getting longer in some cases. Getting More Efficient, But Still Spending 73% of Revenues on Sales & Marketing. SentinelOne is still investing very aggressively on the sales and marketing sides in growth. Only 10% is from direct sales.

Cybersecurity 215

Cybersecurity Scale Cloud Scaling 215

Sales Hacker

AUGUST 2, 2023

We re-acquired Sales Hacker and are relaunching it under GTMnow, the media extension of the GTMfund ! For those of you who don’t know, my partner Max Altschuler , founded Sales Hacker in 2013 and ran it for 5 years (I joined SH later in the journey) before it was acquired by Outreach where it ran for another 5 years.

Sales Hiring 53

Sales Hiring Sales Acquisition Education 53

Sales Hacker

AUGUST 4, 2023

Earlier this week, we announced that my new company, the GTMfund , has acquired my old company, Sales Hacker , from my…other old company, Outreach. I’ve gone through a mix of emotions, reliving the insane 10-year journey that came out of a young Max being naively intellectually curious about how to scale sales at a startup.

Scale 61

Scale Sales Hiring Sales Payments 61

SaaStr

SEPTEMBER 15, 2023

In pre-sales, they looked for people who could think on their feet, adjust based on audience skill level, and could teach you something. Sales cost was 20% of CAC, and marketing was 80%. As early as 2013-14, Freshworks closed Burger King, 3M, Schneider Electric, Pearson, and Sony, and they all came inbound.

Sales Hiring 216

Sales Hiring Scale SMB AI 216

SaaStr

AUGUST 20, 2020

343: Kyle Parrish is the Head of Sales @ Figma, the company that helps teams create, test and ship better designs from start to finish. In Today’s Episode We Discuss: * How Kyle made his way into the world of SaaS and sales and came to be Head of Sales at one of the fastest-growing companies in Figma. What worked?

Sales Hiring 185

Sales Hiring Sales Recruiting Scale Technical Advisors 185

Stax

JANUARY 24, 2024

Before 2013 though, credit card brands like Visa and Mastercard didn’t allow surcharging because they didn’t want to discourage customers from using credit cards as a preferred mode of payment. However, after a 2013 lawsuit, card companies started allowing businesses to charge customers a fee for using credit cards. in most US states.

Merchant Services 88

Merchant Services Payment Services Payment Methods Point of Sale 88

Stax

JANUARY 24, 2024

Before 2013 though, credit card brands like Visa and Mastercard didn’t allow surcharging because they didn’t want to discourage customers from using credit cards as a preferred mode of payment. However, after a 2013 lawsuit, card companies started allowing businesses to charge customers a fee for using credit cards. in most US states.

Merchant Services 88

Merchant Services Payment Services Payment Methods Point of Sale 88

SaaStr

FEBRUARY 22, 2023

How many sales reps, how much marketing spend, how many engineers will you really need? And the model said we’d need it … It also showed me that, barely, if you squinted, and the market grew just right … by 2013, there’d be $100m in ARR in our space. Build it for you : How will you get your customers?

Scale 189

Scale Sales Hiring Venture Capital AWS 189

SaaStr

NOVEMBER 8, 2023

This is a common mistake founders make — getting a new Head of X when you get to a certain point in business, missing a sales number, the product isn’t what you want, there’s too much churn, etc. A Head of Sales who was a sales rep nine years ago. A CMO who was the person doing sponsorship sales six years ago.

Scale 218

Scale Sales Hiring SaaS Scaling 218

yoursales

NOVEMBER 12, 2020

Best Tools for Sales. This post is a response to the question “What are the best sales tools for inside sales?” In later work work we’ve gone to great lengths to list many of the sales tools out there. This post serves to share the best of the best sales tools for our sales process.

Outsourcing Services 96

Outsourcing Services Sales Systems Review Sales Outsourcing 96

Sales Hacker

DECEMBER 18, 2019

Time for Sales Hacker’s annual Top 10 Sales Trends and Predictions for the Future of Sales in 2020. So, without further ado, here are my top 10 sales trends and predictions for the future of sales in 2020. 10 Trends and The Rise of Sales Tech. 10 Trends and The Rise of Sales Tech. Wow, time flies.

Sales Hiring 58

Sales Hiring Trends Sales Consulting 58

SaaStock

MARCH 20, 2019

Thanks to them, merchants can make more successful sales and win happy customers. Founded: 2013. Toast ’s all-in-one point-of-sale (POS) and restaurant management platform helps power and grow restaurants. Leading commerce platform Shopify helps merchants set up and manage their business and stores across various sales channels.

SaaS Payments 271

SaaS Payments Merchant Services Payment Solutions Payments 271

SaaStr

MARCH 8, 2020

It simplifies things and makes it easier to rally sales, product and marketing. #2 When you’re #1, especially in sales … you end up trying to squeeze every last dollar out of the customers. But your sales team will see prospects and leads as something more than just a numbers game. note: a 2020 update of a class 2013 post.

Innovation 244

Innovation Market Segmentation Pricing Branding 244

Tom Tunguz

MAY 28, 2019

In 2013, Scott Berkun authored a book called The Year Without Pants. Sometimes, management spins up new offices to start a functional team like support or success or sales development. This is different from starting a sales office with an AE covering a region.) Scott shared his experience working remotely for Wordpress.

Sales Recruiting 249

Sales Recruiting Startup Sales Hiring Engineering 249

Sales Hacker

OCTOBER 30, 2018

Welcome to Sales Hacker’s first-ever Influential Women in Sales list! In this exclusive list, we wanted to honor not just female leaders that promote their own sales platform (no shame in that!) They say “You can’t be what you can’t see,” and the sales floor is no exception.

Sales Recruiting 111

Sales Recruiting VP of Engineering Scale Sales Hiring 111

SaaStr

MARCH 29, 2019

I’ve also watched us walk away from several interesting vendors because it was just too hard to work with the sales reps. I’ve found this radically simplifies things at least until, and maybe even after, you have a big CPQ system in place, a strong sales ops process, and careful monitoring of deal structures, discounts, etc.

Pricing 178

Pricing Investment Sales 178

SaaStr

MARCH 31, 2019

First up is RingCentral, which IPO’d relatively early and quietly in 2013. Their churn is lower in the channel, as are total sales and marketing costs. RingCentral was slow to international sales, still < 10% of revenue. We’ll check in with a bunch.

Systems Review 199

Systems Review SMB Cloud Enterprise 199

SaaStr

SEPTEMBER 26, 2019

Building a sales team that can go from $0-$50M (Video + Transcript). Gaetan Gachet | SVP of Sales @Algolia. It’s an honor to be here with this mythical creature, this sales leader that goes from zero to 50 million in the same job. He has a whole French sales team and office that only speaks English in Paris.

Scale 132

Scale Sales Hiring Sales Recruiting Technical Advisors 132

Intercom, Inc.

NOVEMBER 23, 2021

Former Google Cloud and Salesforce leader Sanj Bhayro has joined the company as VP, EMEA Sales. Welcome Sanj Bhayro, VP, EMEA Sales. Sanj Bhayro, based in Intercom’s Dublin office, will oversee EMEA sales to support Intercom’s ambitious plans for international growth. Welcome Fred Ball, Board Member.

Scale 118

Scale Leadership Communication Sales Hiring 118

Sales Enablement, SaaS and Growth

APRIL 10, 2018

For the most part, sales enablement is poorly defined and often misunderstood. Across the world conversations take place, day in, day out between business leaders as they decide the part that sales enablement can, should and will play within their organisation. Source: HubSpot. Back to starting my role at HubSpot.

Scale 112

Scale Sales Sales Enablement Software Review 112

SaaStock

JANUARY 25, 2019

Founded : 2013. Founded : 2013. Founded : 2013. Tienda Nube contributes towards the growing e-market in the region by allowing companies to cut down expenses and improve sales numbers. Founded : 2013. Omie main goal is to bridge the efficiency gap in Brazilian SMB, helping customers to be more prosperous.

SaaS Payments 257

SaaS Payments Payment Solutions Payment Methods Payments 257

SaaStr

FEBRUARY 4, 2022

These deep-dive topics can be functional in nature, such as delving into the product roadmap or the sales hiring plan. His primary investment themes include commerce enablement, the revolution of the sales and marketing functions, and the use of big-data to transform business applications.

Sales Hiring 222

Sales Hiring Scale Leadership Startup 222

Tom Tunguz

MARCH 17, 2018

Since 2013, we seen an incredible amount of volatility in SaaS forward multiples. Each of these business has top of the charts sales efficiency. 2U (education), Service Now (operations), Veeva (healthcare sales) and Workday (human resources) aren’t far behind with 9.7x+ forward multiples.

SaaS 147

SaaS Healthcare SMB Enterprise 147

SaaStr

APRIL 2, 2023

Instead, I set a big sales number for each of those years (based upon the biggest trap ever—a sales rep capacity model) and totally missed each time! But this process was also hard: We had to get alignment across Product, Marketing, Sales, CS, and PS on what our end-to-end value (from 30K feet to 30 feet).

Sales Hiring 245

Sales Hiring Scale Scaling Customer Success 245

Sales Hacker

MAY 18, 2020

We founded Sales Hacker in 2013 to give sales practitioners – the folks in the weeds who are responsible for driving revenue – a platform to share their knowledge with a broad audience. Today, Sales Hacker became a true B2B sales community. Today, Sales Hacker became a true B2B sales community.

Sales Hiring 67

Sales Hiring Sales B2B Management 67

SaaStock

FEBRUARY 13, 2019

Founded : 2013. TradeGecko integrates sales channels, transportation providers and accounting into one so that businesses can stay on top of their game. Founded : 2013. Founded : 2013. Founded : 2013. HSBC’s PayMe is among its customers. . Founders : Catherine Tan, Kevin Lepsoe. Based in: Hong Kong. Landofcoder.

SaaS Payments 225

SaaS Payments Payment Solutions Merchant Services Payment Methods 225

InsightSquared

FEBRUARY 22, 2018

In the past, I wrote about how sales reps can leverage the ideas of Mise en Place to master organizing their own day. We wanted BDRs to update this on every call to track where the prospect was in our sales cycle. London, Bloomsbury, 2013. 1 Bourdain, Anthony. Kitchen confidential: adventures in the culinary underbelly.

Scale 82

Scale Sales Headcount SMB 82

SaaStock

FEBRUARY 14, 2019

The company’s best-selling book, Predictable Revenue , details the hugely successful outbound process and sales created specifically for Salesforce. Starting as VP of Sales, in less than two years he became CEO. His next step was at Viddheo, where he got into Inside Sales. Talk: SaaS.City Bootcamp: Sales Leadership.

Technical Review 207

Technical Review Scale Entrepreneurship Sales Hiring 207

Sales Hacker

NOVEMBER 6, 2017

If you want to learn how to manage a sales team, you’ve come to the right place. Managing a sales team is definitely a challenge, but until you have managed or been on a sales team building revenues at +20% MoM AT SCALE, you may be in for a swift and rude awakening. 12 Expert Tips For Managing a Successful Sales Team.

Scale 90

Scale Sales Hiring Management Sales 90