SaaStr

JUNE 19, 2024

The three core areas to focus on are: Evolving your growth engine Building and solving for when to become a multi-product platform Investing in your people and team #1: Evolving Your Growth Engine Let’s start with some context for Bitly’s journey. Hitting a Plateau in 2018 The company ran into a bit of a plateau around 2018-2019.

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Scale Scaling Underperforming Technical Team User Experience 294

SaaStr

JULY 25, 2021

They talked about product adoption, sales alignment, freemium models and lessons they have learned throughout their successful SaaS careers. As two CEO who love the art of sales and scaling, this one really was special. You can have the great product and a great team, but the market of small or very niche. Jyoti Bansal: Yeah.

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Sales Recruiting Sales Hiring Scale VP of Engineering 258

Intercom, Inc.

SEPTEMBER 10, 2020

It’s an approach that’s served him well along the road to building the HubSpot sales team, where he was CRO for nine years. That experience led to his bestselling book, The Sales Acceleration Formula. This has created large amounts of data for running teams. . This has created large amounts of data for running teams. .

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Scale Scaling Sales Recruiting Sales Hiring 226

Sales Hacker

MAY 8, 2019

A successful close is the end goal that every sales team guns for. Whether prospecting, making cold calls, negotiating, or even researching, every small step a sales rep takes is tied to this goal. But despite a focus on closing sales, it remains one of the biggest issues for teams. Image Source. We all know this.

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Underperforming Technical Team Sales SaaS Forecasting 111

Intercom, Inc.

AUGUST 29, 2019

In this week’s episode we’ve dug down into the podcast vaults to bring you some of the best insights shared by our guests about scaling sales. It’s no surprise that one of the key levers for growth as you go from startup to scale-up is your sales team. Hiring for sales with John Barrows. I can’t teach grit.

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Scale Sales Hiring Scaling Payment Services 172

Sales Hacker

DECEMBER 28, 2018

The best sales conferences enrich your team, build knowledge, and offer plenty of networking opportunities (and fun)! Bad sales conferences just feel like a huge waste of time away from you prospects. Unleash is the ultimate Sales Engagement conference. TOPO Sales Summit. March 10-12 | San Diego, CA.

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Scale Sales Recruiting Sales Underperforming Technical Team 87

Sales Hacker

NOVEMBER 26, 2019

The Sales Hacker Success Summit will be here before you know it! WHAT : Five exciting days of advanced sales training and tips from some of the biggest names in Sales. WHEN : December 9–13, 2019. Sales Hacker Success Summit: Level Up for 2020. Monday, December 9: Modern Sales. Save the date! COST : Nada.

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Sales Underperforming Technical Team B2B Technical Review 127

Sales Hacker

SEPTEMBER 10, 2018

Good sales leaders are always on the hunt to bring in new talent that can help a business grow. Still, they don’t always nail down the details when it comes to the things that might entice a prospective salesperson — like a well-rounded sales compensation plan , for example. Creating a Winning Sales Incentives Program.

Sales Hiring 101

Sales Hiring Compensation Sales Payments 101

Sales Hacker

APRIL 30, 2020

What’s your approach when hiring sales reps? Companies often hire sales reps who have knowledge of, or even a passion for, the brand’s product or industry — which is great because it gives you a team of “walking brochures” who can spout off all the benefits of your product. The best training for new sales hires.

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Sales Hiring Sales Recruiting Sales Underperforming Technical Team 114

Intercom, Inc.

JULY 17, 2021

Marianne joined us in 2017 as a Sales Development Representative. I started off in retail sales and worked my way through college. “I I would go to the best reps in our sales org and let them know I wanted to be the best rep and to learn everything I could. I never knew I was poor. Thank you for sharing.

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Underperforming Technical Team Interviewing Sales SaaS 138

Sales Hacker

SEPTEMBER 26, 2019

In April 2019, I stepped into a new job as Vice President of Enterprise and Commercial Sales. . I was excited to join a company with a strong reputation for sales excellence. How do you improve a sales team’s performance when they’re already operating at world-class levels? . The challenge was how. My plan? .

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Scale Underperforming Technical Team Sales Hiring Scaling 79

Sales Hacker

APRIL 21, 2020

When I first wrote this article, we were in a very different place, with unemployment at an all-time low and sales hiring a top priority. Part two of this scorecard series will help you create a sales interview scorecard to land that sales role you’ve been dreaming about. Sales chops. What sales system do we use?

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Sales Hiring Interviewing Sales Recruiting Underperforming Technical Team 120

SaaStr

FEBRUARY 25, 2020

Kathy Lord, SVP of Sage People explains how asking hard questions, embracing feedback and making personal connections with your customers can move the sales journey from prospect to champion. For example, if you’re getting ready to close the deal, sales team’s pretty darn excited. Want to see more content like this?

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Scale Underperforming Technical Team Sales Hiring Software Review 238

FastSpring

NOVEMBER 28, 2019

There has been a lot of hard work and dedication that has gone into this year, but our team always likes to take a moment to remember how much we have to be thankful for. Take a look at what some of the FastSpring team is thankful for this year. 2019 has been such a great year that it’s hard to put it into a handful of words!

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Underperforming Technical Team Communication Management Development 97

SaaStr

SEPTEMBER 27, 2023

Christoph Janz, General Partner of Point Nine Capital, shares what it takes to raise capital in SaaS, overall investment activity in 2023, and how to develop a convincing AI strategy. The good news is that we’re still at the 2019 levels. It’s not much worse than 2019, and it wasn’t that bad then.

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AI Underperforming Technical Team Cloud Strategy 200

Sales Hacker

SEPTEMBER 4, 2020

Only 48% of SDRs consistently reach their targets according to TOPO’s 2019 Sales Development Benchmark Report, 48%… that’s it. Couple that with an entry-level salary, and you’ll understand why most SDRs do everything they can to be promoted to AE or any position outside of sales. Let’s dive in.

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Underperforming Technical Team Communication Development Benchmarks 132

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.

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Compensation Sales Hiring Development Team Review Sales Recruiting 110

ChurnZero

JANUARY 4, 2019

Let’s talk 2019 predictions. But what if you could have a better idea of the changes 2019 has in store for Customer Success professionals? the stuff that Customer Success teams are really meant to do). As the chatbot craze subsides, I anticipate behind-the-scenes AI to become a major trend in 2019.

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Customer Success SaaS Payments Payment Services Payment Solutions 73

Sales Hacker

MARCH 18, 2019

But how could I choose between an opening keynote announcing some extremely exciting news for the world of sales tech (can you say Outreach Galaxy?), A lot has changed since I got into the world of sales/marketing technology almost 5 years ago. Why is this a good thing for sales? Here’s what I learned.

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Technical Review Scale Sales Underperforming Technical Team 76

Sales Hacker

NOVEMBER 17, 2020

This gives sales teams a big opportunity to fill that gap and build a long term relationship. According to TOPO’s 2019 Sales Development Benchmark Report , best-in-class SDRs generate $415k in pipeline per rep every month. Many people forget that selling is a team sport, especially where BDRs are concerned.

Engagement 121

Engagement Underperforming Technical Team Machine Learning Artificial Intelligence 121

Sales Hacker

OCTOBER 9, 2019

Sales is the most important function with any company, and the sales manager plays a critical role within it. That said… The importance of your sales manager cannot be understated. The sales force drives the company’s revenue and it’s the sales manager’s job to drive the sales force.

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Sales Hiring Leadership Sales Management 88

SaaStr

DECEMBER 17, 2019

Companies that have access to more accurate financial data have the ability to develop seamless exchanges of information, providing consumers with improved ways to manage their finances. “Well, fintech might be bad in the margins for me, but I can actually profit from this so let’s embrace it.” Zach : Sure.

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Payments SaaS Payments Banking Underperforming Technical Team 214

SaaStr

SEPTEMBER 13, 2020

374: ZoomInfo founder and CEO Henry Schuck shares how he built a business from scratch and grew it into one of the most successful IPOs of the 21st century—and what it was really like…the good, the bad, and most of all, the ugly. That was February 5th, 2019. This episode is sponsored by Outgrow.

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Sales Hiring Scale Payments Cloud 229

SaaStr

OCTOBER 15, 2019

Lots of us fantasize about moving upmarket, but are unsure of how to get started, is it just a matter of hiring a team of SDRs and getting them to hit the phones? Oops… Today we’ll be covering the five tips and here they are right here, from handling buyer expectations to navigating the complex sale.

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Underperforming Technical Team Sales Hiring SMB Enterprise 213

Neil Patel

JUNE 17, 2021

consumers who love a product or brand would ditch it after several poor experiences. More concerningly, almost one in five would do so after a single bad experience. To give just one example, 87 percent of consumers read online reviews for local businesses in 2020, up from 81 percent in 2019. Grow Your Audience and Sales.

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Underperforming Technical Team Social Media Technical Review Software Review 142

SaaStr

OCTOBER 31, 2019

Bessemer Venture Partners’ Alex Ferrara takes a look at trends and predictions for the cloud industry in 2019. Before I joined the venture capital industry many years ago, I was a software developer, and I worked for a startup around the 2000 time period. Usually, it requires an outbound sales motion.

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Cloud Scale AWS Artificial Intelligence 113

Sales Hacker

OCTOBER 15, 2020

Two years ago, ZoomInfo CEO and Founder Henry Schuck and his then-VP of Sales Operations, Chris Hays, came up with the bold idea to challenge the sales team to convert 100 leads into product demos in one day. But, at the end of the day, the team did hit that first number. It sounded crazy at first. So, how do we do it?

Scale 119

Scale Underperforming Technical Team Technical Review Outbound Sales Team 119

Sales Hacker

JULY 31, 2020

2 in 5 sellers struggled with mental health in 2019, and these numbers were from last year. So, yes, it’s time to start a conversation about mental health on your sales team. We’re going to learn why mental health is so important for your sales success and three simple steps to begin improving yours. All totally normal.”

Technical Review 128

Technical Review Development Team Review Underperforming Technical Team Social Media 128

Sales Hacker

DECEMBER 8, 2020

Subscribe to the Sales Hacker Podcast. How to build a more diverse team [24:50]. Sam Jacobs: This week on the show, we’ve got Luke Rogers, the Vice President of Sales at Instabase. Through that, he went to university where he studied AI and cybernetics, ultimately leading big teams in EMEA for AppDynamics.

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Scale Sales Hiring Sales Recruiting Technical Review 114

InsightSquared

DECEMBER 20, 2019

Keeping tabs on all this great content is never easy, so we’ve compiled a Best of List with top webinars from our team and partners, to guide you into the new year! Sales Activity is one of the most effective predictors of sales success. Yet, today a massive amount of sales activity data is invisible to sales leaders.

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VP of Engineering Underperforming Technical Team Forecasting B2B 62

Unbounce

DECEMBER 3, 2018

Back in October, we were the first to claim that 2019 will be the year of page speed. Let’s take a closer look at this update and explore why it should play a role in your page speed strategy in 2019. 4 (October 2019). That’s why we’ve made page speed our priority into 2019. It’s almost too easy to understand.

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Underperforming Technical Team Mobile Benchmarks User Experience 111

Intercom, Inc.

APRIL 22, 2019

Businesses also win if, as a result of AI, teams are able to create more white-glove moments that turn users into customers for life. Here are five quick takeaways: Businesses focused on scaling need to think of customer support as a revenue team , not a cost center. For us, that first fit was with growing sales teams.

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Scale Scaling Underperforming Technical Team AI Search 156

Sales Hacker

FEBRUARY 1, 2021

Subscribe to the Sales Hacker Podcast. Lessons learned from nine months in enterprise sales [10:18]. Sam Jacobs: This week on the show, we want to put a spotlight on account executives, people like you that are in the trenches making sales. What’s your sales organization’s biggest challenge right now?

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Underperforming Technical Team Scale Sales Hiring Systems Review 82

OpenView Labs

MARCH 29, 2019

strategic narrative) has permeated its ranks because they’re usually staffed by a mix of sales, marketing and product people. Or haven’t permeated those ranks: One sales rep told me if I wanted to hear a really good version of the pitch, it was too bad because his CEO, who would be back shortly, was really good at that.

Sales Recruiting 65

Sales Recruiting Underperforming Technical Team Payment Features Subscription 65

OpenView Labs

SEPTEMBER 17, 2019

Most SaaS startups have a nearly limitless market opportunity, but don’t have the product, engineering, sales or marketing resources to gain traction in the entire market all at once. Each sales rep has their own way of finding new leads.”. Lack of segmentation leads to weak product-market fit.

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Benchmarks Scale Underperforming Technical Team SaaS 58

ChurnZero

MARCH 15, 2019

Churn Monster #10: Bad Fit Customer . We’re talking about a bad fit customer. A bad fit customer is a customer who is unable to receive value from your product or service due to a mismatch of currents needs and offerings. You go back to the Sales rep who sold the deal and ask for specifics on some of the gaps in the notes.

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Underperforming Technical Team Churn Software Review Compensation 45

Neil Patel

SEPTEMBER 17, 2020

Imagine this: a potential customer calls the sales number listed on your website. Your sales person picks it up, answers a few questions, and closes the sale. And while some offer discounts if you have a large team, those prices can quickly add up and get expensive. Remote teams face unique challenges. Reliability.

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Systems Review Software Review Scale Mobile 145