Predictable Revenue

MAY 27, 2019

The post Hiring and Training: Part 2 of Predictable Revenue’s Outbound Sales Learnings from 2018 appeared first on Predictable Revenue. For the topic of our first e-book, we decided to, well, start at the beginning: the cold and the cold email.

Sales Hiring 124

Sales Hiring Sales Revenue B2B 124

Intercom, Inc.

JANUARY 2, 2019

In 2018, we doubled the size of our R&D teams to continue building best in class products with non-stop innovation. In 2018, we set out on our own path to make our mark where we felt others had fallen short. Read on to hear more about what we shipped in 2018: . We strive to let our product do the talking.

Technical Review 141

Technical Review Engagement Branding Technology 141

Predictable Revenue

JUNE 17, 2019

Regardless of what you need to help propel your sales journey, the detailed methods outlined in our fifth e-book featuring renowned industry leaders will support you and your team.

Sales 113

Sales Revenue B2B 113

Sales Hacker

DECEMBER 28, 2018

Here’s a recap of the best sales articles from 2018 from Sales Hacker! With 2019 is right on the horizon, I’m taking this as an opportunity to look back at the kickass year we had at Sales Hacker. for making Sales Hacker what it is. The 18 best sales articles of 2018 from Sales Hacker.

Sales Hiring 96

Sales Hiring Sales Underperforming Technical Team B2B 96

Intercom, Inc.

DECEMBER 19, 2018

Here is our collection of the Inside Intercom highlights from 2018. Analytics, biz ops, marketing, sales, support, recruiting, finance, HR. ” On Sales. What we learned moving sales and product upmarket together. LB Harvey, VP of Sales. Most sales reps, myself included, possess a degree of Ahab’s thinking.

Scale 150

Scale Sales Recruiting Underperforming Technical Team Sales Hiring 150

For Entrepreneurs with David Skok

NOVEMBER 6, 2018

Thank you to the readers of forEntrepreneurs who participated in taking the … The post 2018 SAAS Private Survey Results- Part 1 appeared first on For Entrepreneurs.

SaaS 130

SaaS Technology Startup Business 130

For Entrepreneurs with David Skok

NOVEMBER 15, 2018

This is the sixth annual survey we’ve produced together, which provides data to help SaaS companies benchmark their … The post 2018 Private SAAS Company Survey- Part 2 appeared first on For Entrepreneurs.

SaaS 130

SaaS Benchmarks Technology Data 130

InsightSquared

DECEMBER 19, 2017

SaaStr founder Jason Lemkin recently discussed the reality a sales team faces on January 1: the closed/won deals start at $0. The commitment of new goals can be daunting, even for the most seasoned of sales teams. Hire dedicated sales ops. Lemkin argues, “ Many of you will have little to no dedicated help in sales operations.

Sales Hiring 88

Sales Hiring Sales Management Marketing 88

SaaStr

AUGUST 26, 2020

Founder-led sales generally stops scaling around $1m-$2m ARR. A sign to hire a real sales leader. Over the years at SaaStr we’ve talked a lot about hiring a great VP of Sales, when it works, when it does, and how it moves the needle. To stick with founder-led sales longer than most folks do, i.e. past $1.5m-$2m ARR or so.

Sales Hiring 287

Sales Hiring Sales Recruiting Scale Sales 287

Tom Tunguz

NOVEMBER 10, 2018

Let’s put the 2018 acquisition environment into context. It’s the best M&A market in the last seven years for $1B+ sales with six. In addition, 2018 acquisition values for this type of acquisition exceed $60B, more than twice 2016, which included the Microsoft/LinkedIn merger. 2012 witnessed 3 acquisitions.

Scale 114

Scale Acquisition Cloud Software 114

Sales Hacker

JANUARY 18, 2018

Sales conferences hold a very special place in my heart. This is not only because I am the Director of Sales at an event software company, but also because I know I have a lot learn—and in-person events are my favorite way to get that learning done. For sales professionals, this probably isn’t a surprise. Rainmaker 2018.

Scale 85

Scale Sales Leadership B2C 85

InsightSquared

DECEMBER 4, 2017

Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. In the six or seven years I’ve worked in sales operations, every year seems to have brought bigger and bigger changes, and I have no doubt that 2018 will be no different. This is a trend that will continue in 2018 and years to come.

Sales Hiring 48

Sales Hiring Artificial Intelligence Sales Technical Review 48

SaaStr

NOVEMBER 10, 2021

In 2018, most Datadog customers used 1 product. 28% of Datadog’s customers use 4+ products, but they make up the vast majority of revenue: And 75% use 2 or more products, up from just 15% in 2018: #4. A classic self-service + inside sales + enterprise sales model. The ones up to $50k-$100k go through inside sales.

Scale 327

Scale Cloud Enterprise Scaling 327

Sales Hacker

JANUARY 31, 2018

Sales development is a passion of mine. Say what you will, I don’t consider the sales development rep (SDR) an entry-level role. In 2018, more than ever, you have to EARN that sales meeting. These applications are common in the consumer world and increasingly available in B2B sales. How to Earn that Sales Meeting.

Sales 68

Sales Machine Learning Artificial Intelligence AI 68

For Entrepreneurs with David Skok

NOVEMBER 6, 2018

For the seventh year in a row, we’re proud to work with KBCM Technology Group (formerly Pacific Crest Securities) to share results from a survey of ~385 private SaaS companies. Thank you to the readers of forEntrepreneurs who participated in taking the survey!

SaaS 271

SaaS Technology Startup Business 271

Sales Hacker

FEBRUARY 15, 2018

15, 2018 – Sales Hacker, the leading resource for sales innovation, acceleration, and the future of sales, is set to host The Revenue Summit , on March 1st, 2018 in San Francisco, California. Jaimie Buss – VP of Sales (Americas), Zendesk. of Sales & Customer Ops, Zendesk.

Scale 66

Scale Customer Success Revenue Marketing 66

Sales Hacker

NOVEMBER 22, 2017

In sales, sellers who cite convoluted reasons to explain poor performance, rather than proactively doing something about it often remain — unsurprisingly — at the bottom of the success ladder. There certainly are a lot of things in sales that make life a tad more difficult. Our sales process is broken. Our marketing team sucks.

Underperforming Technical Team 86

Underperforming Technical Team Sales CTO Coach New CTO 86

Sales Hacker

MARCH 20, 2018

It’s a question that’s plagued business leaders for decades, a question sales enablement is one step closer to answering. In short, sales enablement ensures your sales team has access to the information, content, and tools they need to sell more effectively. Use AI for sales enablement. Analyze sales rep requests.

Sales Enablement 64

Sales Enablement Strategy Sales Consulting 64

For Entrepreneurs with David Skok

NOVEMBER 15, 2018

We recently released Part 1 results of our private SaaS company survey in partnership with KBCM Technology Group (formerly Pacific Crest Securities). This is the sixth annual survey we’ve produced together, which provides data to help SaaS companies benchmark their performance against their competition.

SaaS 240

SaaS Benchmarks Trends Technology 240

For Entrepreneurs with David Skok

OCTOBER 16, 2018

At this year’s SaaStock, I presented on one of my favorite topics: how to improve your marketing and sales funnel conversion rates using a deep understanding of what is going on in your buyer’s mind as the navigate through their purchasing process, and experience your marketing and selling.

Sales Funnel 230

Sales Funnel Marketing Sales Startup 230

Sales Hacker

APRIL 2, 2018

The post Modern Sales Coaching in 2018: Goodbye Fluff, Hello Processes appeared first on Sales Hacker.

Sales 66

Sales 66

ChurnZero

SEPTEMBER 14, 2018

INBOUND is an industry event designed to gather Marketing, Sales, and Customer Success professionals all in one place to learn and get inspired together. Check out our top ten Customer Success takeaways from INBOUND 2018. Jonathan Hsu (@jhsu98) September 5, 2018. Sarah Goodall (@SarahGoodall) September 5, 2018.

Customer Success 66

Customer Success Scale Sales Hiring Customer Lifetime Value 66

Sales Hacker

MAY 3, 2018

The post How VPs of Sales Should Measure The Effectiveness of Cold Calling in 2018 appeared first on Sales Hacker.

Sales 68

Sales 68

Sales Hacker

APRIL 12, 2018

The post How to Build Sales Content that Works in 2018 appeared first on Sales Hacker.

Sales 62

Sales Sales Enablement 62

SaaStr

MARCH 11, 2022

And so, Cloud multiples have rationally fallen back to where they were in 2018 and 2019. As per current trajectory – high likelihood of H2 acceleration in ecommerce sales. The argument here is multiples have fallen too far, since the best SaaS and Cloud companies are growing so, so much faster than in 2018 and 2019.

Scale 266

Scale SaaS Cloud Pricing 266

Sales Hacker

JULY 31, 2018

This a summary of an inaugural survey by Sales Hacker and LeanData — the State of Revenue Operations 2018. No wonder executives lose sleep over how to monetize a service or motivate their sales reps to meet revenue targets. These are the hopelessly siloed bubbles of sales, marketing, and customer success. Final Takeaway.

Revenue 73

Revenue B2B Metrics Trends 73

SaaStr

MARCH 21, 2023

But a lot of startups that sell nice-to-have products, especially in sales, are deeply struggling right now. It’s just they sort of have reverted to in many cases as hard as they were around, say, 2018. Discretionary categories are hard hit. Some categories in SaaS are holding up well, e.g. Cloudflare, Adobe, etc. Now, they care again.

Venture Capital 296

Venture Capital SaaS Startup Marketing 296

Tom Tunguz

AUGUST 26, 2020

Smartsheet went public in 2018. Sales Efficiency. Asana’s sales efficiency or magic number is 25% better than SmartSheet, meaning Asana’s go-to-market requires one quarter less sales and marketing spend to acquire a customer. Asana pays back its sales and marketing outlay in 10.5 SmartSheet. SmartSheet.

Payment Solutions 363

Payment Solutions Payments Outsourced Development Payment Services 363

SaaStr

MARCH 14, 2024

Constantly talk to your customers about their “why” for using their product and obsessively focusing on the data about how their customers are using their product, it will be the best resource for driving your sales, marketing, product roadmap and focus. #4. What’s your pulse check on the venture markets right now, today?

Scale 195

Scale B2B Investment Acquisition 195

SaaStr

JULY 4, 2022

2017: How the Best Outbound Sales Teams Are Managed. Mark first joined us in a terrific panel session on how the top outbound teams are managed, 2018: Sales Mistakes that Can Kill Your SaaS Business How to Avoid Them. Mark’s first big session at SaaStr Annual, a first deep dive on top sales mistakes.

Outbound Sales Team 224

Outbound Sales Team Scale Scaling SaaS 224

Sales Hacker

FEBRUARY 26, 2018

The post The Top Four Trends Disrupting Sales in 2018 appeared first on Sales Hacker.

Trends 49

Trends Sales Development 49

Tom Tunguz

MARCH 27, 2022

Public software median inflation rate rests at 5% annually, including shares for new employees, retention grants for current employees and primary stock sales in the public market to raise cash. Microsoft (MSFT), Google (GOOG) and Facebook/Meta (FB) deflate their share counts, too. Trailing 2 Year Inflation Rate. Founded Year.

Startup 265

Startup Sales Hiring Government Outsourced Development 265

Sales Hacker

APRIL 3, 2018

The “name of the game” in cold calling is different than other types of sales calls, such as sales discovery calls. We have a rapidly growing database of over 1 million sales call recordings. 2) Successful cold calls involve longer (not shorter) “monologues” from the sales rep. Let me explain.

Sales 65

Sales Education Data 65

FastSpring

DECEMBER 19, 2018

In case you’ve missed something, here’s a list of the top 10 blog posts from 2018 that you don’t want to miss as you gear up for 2019. Check out this post to learn more about the Supreme Court ruling that affects the way state sales taxes are calculated and collected. We are proud of the content we have produced throughout the year.

B2C 63

B2C Business Model Pricing B2B 63

SaaStr

APRIL 10, 2023

Anchor your startup strategy in a specific sales and service team. The Timeline: Pre-2018: $134 off/month, 1-year offer. 2018 – 2019: By 2018, Zendesk built its product suite to better suit its base. Serve : Avoid startup customers getting lumped into the overall base. Remember, they aren’t just another account.

Startup 206

Startup Scale SMB Venture Capital 206

ChurnZero

NOVEMBER 16, 2018

Top 15 Takeaways from Pulse Europe 2018. Last week we had the opportunity to travel to London to sponsor and exhibit at the Pulse Europe 2018 Conference as a Silver sponsor. CustomerSuccessMatt (@MattMyszkowski) November 8, 2018. Chris Weddick (@chrisweddick) November 8, 2018. Gainsight (@GainsightHQ) November 8, 2018.

Customer Success 49

Customer Success Scale Headcount Sales Hiring 49

SaaStr

MARCH 10, 2022

Sam Blond, CRO of $12B Brex , on How to Build a Winning Sales Team; and. 2018: 68 attendees at SaaStr Miami Meet-Up. #2. We met incredible VPs of Sales, CEOs doing $10m+ ARR, and much more. In 2018, it seems like everyone at our meet-up was either sub-$1m ARR … or had driven or flown in.

Technical Review 239

Technical Review B2B SaaS Engagement 239