SaaStr

JANUARY 10, 2020

Prior to Crossbeam, Bob founded Stitched, a powerful ETL service built for developers that was acquired by Talend in 2018. Harry Stebbings: Welcome to the very first SaaStr podcast of 2020. Where you can also suggest future guests for the show, but to our first guest of 2020, and I’m thrilled to welcome Bob Moore.

Sales Hiring 132

Sales Hiring Scale Outsourcing Services CTO Hire 132

SaaSOptics

AUGUST 11, 2022

billion in 2020 to $55.9 Rising inflation and a weak stock market are causing investors to be more careful with their financing, and without a plan to manage your cash runway effectively, you’re putting both yourself and your company at risk. The amounts were also larger, more than doubling from $25.4 billion in 2021.

Scale 97

Scale Scaling Technical Review Venture Capital 97

InsightSquared

MARCH 8, 2021

I recently joined InsightSquared in Q4 2020 after 4 years of consulting independently for small and medium sized businesses; I focused mainly on operational efficiency and maximizing profit. . Focus on the things that you can control and work to win, understanding as you engage with your team, or anyone really.

Technical Review 62

Technical Review Development Team Review Underperforming Technical Team Systems Review 62

Sales Hacker

DECEMBER 20, 2021

As a result, much of the evaluation, investment, and rollout of virtual training technology in 2020 was rushed, limited in scope, and poorly planned. Do your teams have the right mindset to provide experience-driven training? You need to convince key stakeholders – particularly organizational leadership – that your budget is justified.

Investment 94

Investment Technical Review Underperforming Technical Team Scale 94

Valuize Consulting

NOVEMBER 3, 2021

A recent Towers Watson study revealed that businesses with a strong employee experience sustained a 4% bump in revenue while those with a poor experience saw revenue fall by 1%. times faster revenue growth ( Sale s force , 2020). Development Programs. In fact, companies that prioritized Employee Experience achieved 1.8

Underperforming Technical Team 52

Underperforming Technical Team Sales Recruiting Data Sales Hiring 52

OpenView Labs

JANUARY 8, 2021

What’s your biggest weakness? A candidate who can’t give me a real answer may not be open to feedback or may lack the humility I want to see on my team.”. If you asked your boss, a peer and a direct report what your biggest strength and your biggest weakness are, what would each of them say?’ It’s just not productive.

Interviewing 75

Interviewing Underperforming Technical Team SaaS Scale 75

Sales Hacker

FEBRUARY 1, 2021

Guided selling with Revenue Grid allows you to guide reps step-by-step through every deal, reducing guesswork and increasing consistency so your teams have the best odds with every opportunity in the pipeline. See how you can put your sales teams in the best position to win now at revenuegrid.com/saleshacker. Callie Moriarty: Hi Sam.

Underperforming Technical Team 68

Underperforming Technical Team Scale Sales Hiring Systems Review 68

ChurnZero

JUNE 12, 2020

Today, you’d be hard-pressed to find a high-velocity Sales, Marketing, or Product team without a designated operations function. Beloved by their tactical peers, operations brings needed order and logic to busy, results-oriented teams. Poor strategy, organization, and execution hurt your productivity and therefore your scalability.

Customer Success 80

Customer Success Scale Underperforming Technical Team Sales Hiring 80

Intercom, Inc.

DECEMBER 21, 2021

Throughout the year, we’ve talked to business leaders, experts, and pioneers about all kinds of topics: from creating world-class customer experiences to the challenges of running a business during the pandemic, from being an ally and addressing gaps in diversity to building technical leadership careers.

VP of Engineering 118

VP of Engineering Scale Technical Review Outsourcing Services 118

Sales Hacker

MARCH 2, 2021

What has changed in sales leadership since 2005 [8:43]. Lessons Michelle learned in 2020 [20:37]. Today, Michelle leads a large team at HubSpot, which just came off a strong year, despite — or perhaps because of — the pandemic. She was one of the best on her team. What has changed in sales leadership since 2005 [8:43].

Scale 59

Scale Sales Underperforming Technical Team Outsourced Development 59

ProfitWell

FEBRUARY 4, 2020

2020: Let's get better. It has been a rocky 2020 to say the least—but we’re here for it and we're just looking to get better. Here are the topics: Leadership. Personal development. Each Sunday, the team drops new formulas leveraging the tools you already love. Your top subscription news. Empowerment. Gerstner Jr.,

Underperforming Technical Team 45

Underperforming Technical Team Software Review Leadership Subscription 45

ChurnZero

AUGUST 11, 2020

The second quarter of 2020 was chaotic. Customer Success teams are in a unique position to listen to their customers’ challenges. To increase customer retention in the next wave, train your Customer Success team to listen to what the customer says they need to find the right solution for them. Update Customer Knowledge Bases.

Retention 97

Retention Strategy Underperforming Technical Team Software Review 97

Sales Hacker

AUGUST 12, 2021

Research from late 2020 shows that touches to close rose 65% from pre-COVID-19 pandemic levels. Deal disasters you’ll want your team to avoid. Let’s have a look at what you can do to prepare and empower your team to avoid them so you can start beating that quota. So how can your team identify those decision-makers?

Scale 119

Scale Technical Review Sales Underperforming Technical Team 119

ChurnZero

FEBRUARY 5, 2020

The Call for Speakers is OPEN for all 2020 BIG RYG Speaking Opportunities! When developing sessions for BIG RYG , our primary goal is to – Speak Simply, Be Real and Challenge the Audience. Not bad for preparing and delivering a presentation on a topic you already know. We want to have fun while keeping gimmicks to a minimum.

Underperforming Technical Team 64

Underperforming Technical Team Customer Success Churn Communication 64

The Angel VC

DECEMBER 12, 2018

While this is generally true for most companies, it’s particularly true for SaaS businesses, which invest heavily in product development, sales, and marketing upfront and get payments from customers over a delayed period of time, usually several years. The main reason is that your customer acquisition costs are highly front-loaded.

Sales Recruiting 106

Sales Recruiting SaaS Payments Sales Hiring Scale 106

Kellblog

DECEMBER 27, 2021

My point was that this is normal and healthy: you can long Miami and Austin without shorting Palo Alto which, by the way, would have been a bad idea in 2020. See my SaaStr 2020 talk or my GainSight Pulse 2021 talks for more. 2019 dipped a bit, but 2020 came back strong, and 2021 looks to be a blockbuster [14].

Blockchain 142

Blockchain Technical Review Venture Capital Sales Hiring 142

Sales Hacker

MARCH 16, 2020

5 Tactics for Effective Sales Follow-Up in 2020. The 2016 Sales Development Benchmark Report indicated that SDRs who leveraged a triple touch approach (phone, email, LinkedIn) had a 28% higher SQL conversion rate than SDRs who only used phone and email. Hi [First Name], It’s Amanda with ABC Consulting. How are you? Key Takeaways.

Technical Review 108

Technical Review B2C Social Media Underperforming Technical Team 108

Sales Hacker

MARCH 2, 2020

Here they are… The 97 Best Sales Books in 2020. Sales Development and Prospecting. The Sales Development Playbook. The 5 Dysfunctions of a Team. Wooden on Leadership. Here are the best books on selling (and related disciplines) that can help you hit your goals and develop your career. Top of Mind.

Scale 141

Scale Sales Hiring Sales Recruiting Payment Methods 141

SaaStr

JANUARY 28, 2020

Join us at SaaStr Annual 2020. If something bad happens, you’re going to have to cut your burn, probably. There is one thing, I love this quote and it’s a little bit of a crude quote, not that it’s bad language-. What do you do with that lightly toxic person on your team? FULL TRANSCRIPT BELOW.

Sales Hiring 205

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 205

SaaStr

MARCH 26, 2019

Scaling the company’s employee base, sales teams, marketing, and operations—all while preserving its culture—has required a laser focus on first principles, smart processes, and effective hiring. Know who is the foundation of your product and build your product for that user (in Stripe’s case, developers). Know your forever user.

Scale 152

Scale Payment Services Payment Methods Scaling 152

SaaStr

SEPTEMBER 12, 2019

Join us at SaaStr Europa 2020. At Twilio, I think my entire job there my first two years was throwing t-shirts at people, because everyone had a Twilio t-shirt I think in the developer community in 2010, and that was our marketing strategy. I have a team of people who work on numbers. They have a customer success team.

Investment 101

Investment Underperforming Technical Team Sales Hiring Software Review 101

OpenView Labs

MAY 6, 2021

If you’re active on LinkedIn and you’re in a leadership role, I’ll bet you’ve been getting connection requests like these. In Q4 2020, LinkedIn reported that sessions increased 30% and conversations increased 48%. For now, let’s explore some reasons why this is a really bad idea: 1. They were probably sent by a bot.

Outsourcing Services 59

Outsourcing Services Scale Outsourced Development AI Search 59

SaaStr

DECEMBER 3, 2020

In Today’s Episode We Discuss: * How Sam made his way into the world of SaaS with Dropbox and how that led to his leading the sales and success team today @ Loom. What was Sam’s biggest lesson from scaling the sales team at Dropbox? Sam Taylor: And so, I joined as a sales development rep at Salesforce, best move I ever made.

Scale 175

Scale Sales Hiring Sales Recruiting Sales 175

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? Join us at SaaStr Annual 2020. You don’t want to fall into a trap of building all this custom stuff, I think you guys all know why that’s a bad idea.

Underperforming Technical Team 156

Underperforming Technical Team Sales Hiring compliance SMB 156

Sales Hacker

APRIL 21, 2020

And their city by city Unleash summit series road shows, along with top notch thought leadership content. He’s the CEO of a company called Aventri, which he just joined in January, 2020. We assured the team of the strength of our company. Check them out at www.outreach.io. About Jim Sharpe and Aventri [02:02].

Scale 67

Scale Underperforming Technical Team Communication Outsourced Development 67

SaaStr

MAY 23, 2019

Join us at SaaStr Annual 2020. Do I have the right team? And just because someone was a right member of the team last year doesn’t mean they’re a right member of the team next year. So second question, do I have the right team? Do you have the right team for you? But your team needs to be full.

Sales Hiring 120

Sales Hiring Underperforming Technical Team Scale Startup 120

Point Nine Land

DECEMBER 12, 2018

While this is generally true for most companies, it’s particularly true for SaaS businesses, which invest heavily in product development, sales, and marketing upfront and get payments from customers over a delayed period of time, usually several years. The main reason is that your customer acquisition costs are highly front-loaded.

Sales Recruiting 61

Sales Recruiting SaaS Payments Sales Hiring Scale 61

SaaStr

AUGUST 7, 2020

From strategies in recruitment and team building to sales tactics, these leaders from Salesforce, nCino, and Vlocity, will discuss the top tips for moving beyond horizontal SaaS and building a billion-dollar SaaS company. Coupa CEO, Rob Bernshteyn, and SaaStr CEO, Jason Lemkin, will discuss how the Cloud has changed in 2020.

Payment Solutions 150

Payment Solutions Pricing Payments Payment Services 150

SaaStr

FEBRUARY 28, 2020

As for Karl, prior to founding the company he spent 6 years at Google in some fascinating roles including Head of Patents, Head of Business Development in China and running Google’s energy investments. Then I got a call from a friend who actually was the first lawyer at Google and he was looking for someone to start the patent team there.

Sales Hiring 218

Sales Hiring Scale CTO Hire CTO Coach 218

Sales Hacker

AUGUST 4, 2020

Outreach produces incredible industry leading events like their Unleash Conference and their city-by-city Unleashed Summit Series road shows which will resume once people are allowed to take road shows again, along with top notch, thought leadership content. You said great teams must pass the org chart alignment test.

Scale 105

Scale Sales Hiring Sales Recruiting Outsourcing Services 105

SaaStr

MARCH 6, 2020

I came back to North America, we built out the inside sales team in North America over the next five years, building hubs in multiple countries, including in Bangalore, India, and assembling a global community of practice. Write it down, share the rough draft with your team, debate it, prioritize it. So it was a fabulous experience.

Scale 215

Scale Sales Hiring Sales Recruiting Underperforming Technical Team 215

SaaStr

JUNE 4, 2019

Join us at SaaStr Annual 2020. You have to be listening to customer feedback and incorporating that as you’re developing your messaging, your positioning, your product names. That was a channel that I monitored along with the head of customer success, various members of the customer operations team. FULL TRANSCRIPT BELOW.

Sales Recruiting 173

Sales Recruiting Scale Underperforming Technical Team Pricing 173

SaaStr

APRIL 23, 2019

Join us for SaaStr Annual 2020. Also, Brex is a Super Platinum sponsor for Annual 2020. Henrique: So, we applied to YC with this VR idea, which, looking back, it was pretty bad, but at the time we thought it was great. It was, kind of, like a developer friend who had a startup, so they saw their transactions on the terminal.

Sales Hiring 162

Sales Hiring Sales Recruiting Scale Payment Methods 162

SaaStr

SEPTEMBER 4, 2020

I’ve been in software since the ’90s and for over 20 years, nearly that entire time, we’ve been talking about digital transformation, developing strategies, architecting new technologies, and moving beyond digitization to rethinking our businesses, our products, and our services in a way that’s optimized for a digital world.

Scale 159

Scale Underperforming Technical Team Sales Hiring Branding 159

SaaStr

DECEMBER 31, 2019

Join us at SaaStr Annual 2020. She founded Box’s growth team as well as the product operations team. And before box she ran product and engineering teams building large scale financial platforms for Accenture clients. So Bela, you founded the growth team. Want to see more content like this?

Enterprise 132

Enterprise Underperforming Technical Team Scale B2B 132

SaaStr

SEPTEMBER 24, 2019

Join us at SaaStr Annual 2020. InVision is a software platform that’s built for design teams that are building remarkable digital applications and digital experiences, and it’s used to collaborate with product and engineering organizations as well. Want to see more content like this? Joyce Kim | CMO @ Arm Holdings.

Sales Hiring 176

Sales Hiring Scale Technical Review Sales Recruiting 176

Sales Hacker

OCTOBER 7, 2021

Never believe that doubting yourself is a bad thing. That company only lasted another year before they were out of business, so it was a poor use of my energy, time, and being away from my family – a lesson I work to pass on to others new in roles today. Invest in your development internally and externally. Joyce Johnson.

Scale 130

Scale Sales Recruiting Sales Hiring VP of Engineering 130