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. Felix : Yes.

Sales Hiring 177

Sales Hiring Scale Sales Recruiting Government 177

ChurnZero

APRIL 26, 2019

Whether dealing with onboarding or recruitment, every HR department hopes for a smooth and well-defined employee experience. A successful HR manager leverages metrics to forecast, track and report on new employee onboarding. Even if you lack an HR team, consider what metrics can be applied to a newly onboarded employee.

Onboarding 58

Onboarding Sales Recruiting Scale Sales Hiring 58

Sales Hacker

OCTOBER 2, 2019

Unfortunately, the same template that worked on decision-makers at digital agencies won’t work on decision-makers in recruitment. RELATED: 7 Battle Tested Cold Sales Email Subject Lines (And Why They Work). In sales, you don’t want your outreach emails to be confused with a branded newsletter. I’m in the first group. SIGNATURE].

Sales Recruiting 65

Sales Recruiting Mobile Strategy Sales 65

SaaStr

JANUARY 28, 2020

And so, she can, and Anthony just finished up basically going from the first sales hire at Gainsight at almost 100 million in revenue and has just retired. Maria : It’s like saying, “Hey, you want a sales rep to carry 10 times the quota they do today. You can’t, you have to invest in that sales infrastructure.”

Sales Hiring 205

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 205

SaaStr

JANUARY 10, 2020

Before that Bob co-founded RJ Metrics, where he built a global base of online retailers leading to their acquisition by Magento Commerce in 2016. What were the core mistakes that he made with RJ Metrics? Does Bob agree with the notion that channel sales have completely died in the world of SaaS? Loving our podcast content?

Sales Hiring 132

Sales Hiring Scale Outsourcing Services CTO Hire 132

Intercom, Inc.

APRIL 22, 2019

The first steps to transforming your support team into a revenue team are to rethink your metrics and incentivize teams to ask “Why?” For us, that first fit was with growing sales teams. We were very, very focused on that fit – to be even more specific, on growing sales teams for high-tech products. What is the pain?

Scale 156

Scale Scaling AI Search Underperforming Technical Team 156

The Marketing & Growth Hacking Publication

APRIL 8, 2019

Internal Team: Hire your own Sales Development Rep (SDR) team that is 100% dedicated to outbound prospecting. If you have the management capacity to hire and train someone, this is ideal. Cons: Can be slower to find and train a great SDR, requires more management bandwidth. Optional: Recruiting fees. Joe Toste 4.

Outsourcing Services 40

Outsourcing Services Outsourced Development Sales Hiring Sales Recruiting 40

SaaStr

JANUARY 21, 2020

Justin Welsh, former SVP of Sales at PatientPop explains how he started in SaaS in 2009 as the second sales hire at Zocdoc. Justin used Sales Culture to grow a successful PatientPop team to 140 employees and 55 million in revenue. Justin Welsh | SVP Sales @ PatientPop. I was a local sales manager or regional manager.

Sales Recruiting 258

Sales Recruiting Sales Hiring Scale Sales 258

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.

Technical Review 207

Technical Review Scale Entrepreneurship Sales Hiring 207

SaaStr

DECEMBER 5, 2019

They might be sales operations challenges. Can we put our product on your paper and your sales team of 4,000, 5,000 people sell a product? So we find that our sales teams and sales operations team are not eager to resell our partner products and not even our venture partner products. ” And not just open ended.

Development Team Review 131

Development Team Review Scale Technical Review Software Review 131

ChurnZero

NOVEMBER 15, 2019

It’s all about sending direct mail during the holiday and it also tends to be our highest sales quarter and therefor it’s also our highest renewal quarter. So, before Q4 even beings, we start to coordinate with sales leadership to get their forecasts so that we can set hiring plans for the quarter.

Customer Success 40

Customer Success Sales Recruiting Scale Technical Review 40

Unbounce

JUNE 16, 2020

For example, ActiveCampaign’s reseller program offers beefier discounts to partners as they grow, letting them set their own pricing and pocket the difference: ActiveCampaign’s reseller program offers deeper discounts on pricing as more sales are made, creating an incentive to go big. Is your sales process simple and streamlined?

Outsourcing Services 131

Outsourcing Services Sales Recruiting Scale SaaS 131

SaaStock

MARCH 20, 2019

Thanks to them, merchants can make more successful sales and win happy customers. As a testimony to the quality of their service, Forter was recently again included in Forbes 50 “Most Innovative Fintech Companies In 2019” list. Toast ’s all-in-one point-of-sale (POS) and restaurant management platform helps power and grow restaurants.

SaaS Payments 271

SaaS Payments Merchant Services Payment Solutions Payments 271

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.

Scale 130

Scale Sales Recruiting Sales Hiring VP of Engineering 130

Sales Hacker

OCTOBER 21, 2019

There are tons of roundup articles about top women sales leaders. Most of the time, somebody does a LinkedIn search for “sales leader,” chooses the top 15 profiles with the most followers, and calls it a day. What about the amazing sales leaders who aren’t well-known already? Most Dynamic Women Sales Leaders.

Sales Recruiting 90

Sales Recruiting Scale Sales Hiring VP of Engineering 90

Intercom, Inc.

NOVEMBER 5, 2019

Inspired by the release of our book Intercom on Sales , we wanted to take a fresh look at three big topics – speed, automation, and growth. We wanted to know: what are sales leaders doing to bring velocity to their sales cycle? How are they using automation to bring new efficiencies to their sales orgs?

Scale 139

Scale Sales Recruiting Sales Hiring Trends 139

SaaStr

AUGUST 30, 2019

As for Whitney, she directly leads the organization’s go-to-market efforts, including sales, marketing, business development and customer operations. From team to vision to metrics to funding and more, these principles provide the framework for high-growth, high performing SaaS companies. How can you develop a winning culture?

Sales Hiring 132

Sales Hiring Scale Technical Advisors Underperforming Technical Team 132

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?

Sales Hiring 141

Sales Hiring Scale SaaS Payments Payment Services 141

SaaStr

FEBRUARY 18, 2020

Maria and Anthony present the CEO and CMO playbook of how the CEO and CMO can partner with other members of the team to grow sales and marketing. Maria : I mean, I’ve talked to over 60 recruiters. So I think that’s contributing to this importance of kind of investing in marketing and sales. Maria Pergolino | frmr.

Scale 212

Scale Sales Recruiting Sales Hiring Underperforming Technical Team 212

Intercom, Inc.

APRIL 25, 2019

Given that the primary metric we measure growth in is revenue, it follows that sales feels growth more acutely than almost any other function. As the Senior Vice President of Sales for Pipedrive , she’s currently responsible for building nimble sales teams who drive sustainable revenue.

Scale 136

Scale Sales Hiring Sales Recruiting Scaling 136

SaaStr

JANUARY 7, 2020

The first thing is, and this is a little crazy, but recruitment is incredibly overrated. How many people out here spend more than a third of your time recruiting? Tough Management Lesson #1. A lot of CEOs spend over half their time recruiting people. Tough Management Lesson #2. Okay, wow, that’s a lot.

Sales Recruiting 144

Sales Recruiting Sales Hiring Management Marketing 144

SaaStr

MAY 15, 2020

333: Bridget Gleason is the Head of Sales and Customer Success @ Tidelift, the company providing managed open source, backed by maintainers. Before Tidelift, Bridget was VP of Sales @ Logz.io and before that was VP of Corporate Sales @ Sumo Logic where she drove ARR up by a record 237%.

Sales Hiring 195

Sales Hiring Scale Technical Review Outsourcing Services 195

Kellblog

FEBRUARY 15, 2020

I’ve seen numerous startups try numerous ways to calculate their sales capacity. Such models are, in my humble opinion, dangerous because the combination of relatively small errors in ramping, sales productivity, and sales turnover (with associated ramp resets) can result in a relatively big mistake in setting an operating plan.

Sales Hiring 99

Sales Hiring Sales Recruiting Sales Forecasting 99

Intercom, Inc.

FEBRUARY 6, 2020

In 2019 research firm IDC found them to deliver 869% ROI (??) When Yvonne joined in 2016, the business unit consisted of just 10 people across product, engineering, sales, and marketing. Turning a sales objection into a unique differentiator. What started off as little more than an experiment has paid dividends.

Marketplace as a Service 243

Marketplace as a Service Scale Sales Recruiting Business 243

SaaStr

NOVEMBER 12, 2019

I started a software company in college to make it easy to update websites called Content Management Software Now, and I had this idea for Pardot, I wanted to make it easy for marketers to run campaigns online and measure their results. SalesLoft, why was that Pardot, I tried to recruit this guy, Kyle Porter, to come run sales at Pardot.

Sales Recruiting 164

Sales Recruiting Scale Outsourcing Services Sales Hiring 164

Natalia Luneva

JUNE 28, 2021

We recently hit 33k downloads and have seen tremendous traction through social media with brand mentions since its start in 2019. Our most popular episode was with Sophia Kunthara, formerly at SF Chronicle and now a reporter at Crunchbase News, back in June of 2019. You have to be different to breakthrough in this space. .

Sales Recruiting 52

Sales Recruiting Marketing Construction Interviewing 52

SaaStock

MARCH 20, 2019

Thanks to them, merchants can make more successful sales and win happy customers. As a testimony to the quality of their service, Forter was recently again included in Forbes 50 “Most Innovative Fintech Companies In 2019” list. Toast ’s all-in-one point-of-sale (POS) and restaurant management platform helps power and grow restaurants.

SaaS Payments 100

SaaS Payments Merchant Services Payment Solutions Payments 100

SaaStr

MARCH 6, 2020

To meet buyers’ high expectations and manage the challenging sales landscape, companies must involve their entire organization in maturing the sales process- including after prospects sign on the dotted line. This podcast is an excerpt from Theresa’s session at SaaStr Europa 2019. This episode is sponsored by TaxJar.

Scale 214

Scale Sales Hiring Sales Recruiting Underperforming Technical Team 214

Sales Hacker

MAY 9, 2019

A great sales compensation plan needs to accomplish quite a lot. And of course, a strong sales comp plan needs to motivate reps to hit goals that grow the company while still maintaining a profit margin. The Process for Creating a Sales Compensation Plan. Know what to Include in a Sales Incentive Plan. Keep it Simple.

Compensation 102

Compensation Sales Hiring Development Team Review Sales Recruiting 102

SaaStr

MARCH 1, 2019

What one question must all founders be asking in the sales process? * Where should the responsibility for upsell lie, customer success or sales? Should sales commission be paid on renewals? Does it lie with customer success or does it lie with sales? Or you could do it based on an account expansion NDR multiplier.

Scale 115

Scale SMB Sales Recruiting Sales Hiring 115

SaaStr

SEPTEMBER 13, 2020

If you look back on February 5th, 2019, which was the SaaStr Annual, hopefully many of you were there in person, we gave the state of the cloud presentation and talked about the power of the industry, and the power that’s been building in terms of market capitalization of just the public cloud companies and what they show.

Sales Hiring 156

Sales Hiring Scale Payments Cloud 156

ChurnZero

APRIL 27, 2021

Account expansion is often a more telling metric at this stage as those companies with high-growth potential will often see off-cycle expansion just a quarter or two into a new customer subscription – the proverbial land and expand. . Interest from channel partners and sales via channel partners can be another meaningful indicator. .

Scale 98

Scale Customer Success Payments Underperforming Technical Team 98

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.

SaaS Payments 157

SaaS Payments Payment Methods Sales Recruiting Sales Hiring 157

ProfitWell

DECEMBER 4, 2019

At this stage, you should be asking yourself these main questions: Am I tracking metrics and looking to optimize pricing? In 2019, the picture is pretty rosy for Wistia. It made over $1 billion in 2018 and have well-exceeded that total in 2019, with more than 1 million merchants active on the platform. Growth stage.

Business Model 54

Business Model SaaS Payments Payment Methods Payments 54

SaaStr

MARCH 12, 2019

His session was our highest-rated session at SaaStr Annual 2019 and you’re about to see why. What is sales? What is sales? Isn’t sales really around customer value creation? Sales is not about revenue generation, it’s around customer value creation. We have to codify our sales process.

Scale 210

Scale Sales Hiring Revenue VP of Engineering 210

Sales Hacker

DECEMBER 8, 2017

The race to the 2017 finish line is in full throttle – While last minute closed deals are still trickling in, B2B organizations are researching how to shape next year’s sales strategy to align with the top sales trends that are expected to emerge in 2018. Top 2018 Sales Trends & Predictions – Strategic Headlines.

Scale 96

Scale Technical Review Outsourcing Services Sales Hiring 96

SaaStr

DECEMBER 17, 2019

So when you start to look at the metrics of a platform, there’s incredibly high engagement and incredibly low churn. Zach : So, generally it’s a developer that will introduce it to a product manager and the product manager will do the sales within the organization for us.

Payments 145

Payments SaaS Payments Banking Underperforming Technical Team 145