Tom Tunguz

JUNE 25, 2020

Yesterday, we shared the Top 10 Learnings from the 2020 Redpoint GTM Survey at SaaS Office Hours. It contains data on go to market team structure, performance by sales function, marketing spend benchmarks, and customer success priorities. 1:1 AE/XDR ratios are the most common in both inside and outside sales teams.

Scale 364

Scale Headcount Benchmarks Retention 364

SaaStr

JANUARY 5, 2021

It’s been a fun experience being on Quora for … a decade We’ve crossed 60,000,000 views of our answers there, so let’s take a look at the Top 50 most viewed SaaStr Answers on Quora in 2020: Why do many startup owners sell their firm and move on instead of planning on making it a big player like Google, Microsoft, etc.?

Software Review 281

Software Review CTO Coach Technical Review Sales Recruiting 281

Predictable Revenue

JUNE 19, 2020

Sales leaders will need to ask themselves how they’re going to approach the return to the office in a way that’s safe and efficient. The post Return to the workplace strategy: How to still hit your 2020 sales plans appeared first on Predictable Revenue.

Strategy 191

Strategy Sales Revenue 191

SaaStr

SEPTEMBER 9, 2022

Back in the day, premium comp for some software sales execs made simple and easy sense. Traditional software had 90% gross margins, and the classic enterprise sales reps, the best ones, could close a million or more dollars a year. Sales reps in low NRR and high churn environments got paid almost the same as enterprise reps.

Scale 315

Scale Venture Capital Sales Hiring Sales 315

Intercom, Inc.

DECEMBER 22, 2020

As it happens, 2020 has only reinforced this, by highlighting again and again the importance of strong customer relationships as the structural foundation on which solid businesses are built. The post What we learned from Scale in 2020 appeared first on Inside Intercom.

Scale 220

Scale Scaling Customer Support Interviewing 220

FastSpring

OCTOBER 15, 2020

While the holidays may look very different this year, it’s still a great time to boost your sales and increase your brand awareness by following a plan that supports a global campaign for your company. The post The 2020 Ecommerce Holiday Playbook appeared first on FastSpring. Get your copy of our guide today!

Trends 147

Trends Branding Revenue Sales 147

The Daily Egg

MARCH 22, 2020

A one-second delay in page load time yields: 11% fewer page views 16% decrease in customer satisfaction 7% loss in conversions A few extra seconds could have a huge impact on your ability to engage visitors and make sales. The post 20 Ways to Speed Up Your Website and Improve Conversion in 2020 appeared first on The Daily Egg.

Engagement 279

Engagement Sales User Experience Strategy 279

SaaStr

NOVEMBER 25, 2019

With Dreamforce and SaaStr Europa and Scale behind us, little tiny Team SaaStr is 100% focused on 2020 SaaStr Annual. It will be in March this year for one year in 2020, before we go back to February for 2021 on. The post 20 Incredible New Experiences at 2020 SaaStr Annual appeared first on SaaStr. 4,000+ CEOs. 1,000+ VCs.

New CTO 260

New CTO Sales Recruiting CTO Coach Scale 260

Tom Tunguz

JANUARY 19, 2020

In 2020, what is an excellent payback period[1]? I was curious about any relationships that existed between sales efficiency and gross margin. One might hypothesize the greater the gross profit of a business, the better potential sales efficiency. It's also the inverse of the gross profit sales efficiency. [2]

Software 301

Software Acquisition Enterprise Startup 301

SaaStr

FEBRUARY 8, 2020

We have 300+ incredible speakers at 2020 SaaStrAnnual.com on March 10-11-12, really the very best in SaaS. Germain Brion, Chargebee , VP of Sales. Kevin Dorsey, PatientPop , VP of Inside Sales. Paul Drobot, VP of Sales , Atrium. The post 60 of The Top Mentors at 2020 SaaStr Annual appeared first on SaaStr.

CTO Coach 210

CTO Coach Technical Cofounder PayPal CTO 210

SaaStr

JANUARY 24, 2020

We launched registration for 2020 SaaStrAnnual.com March 10-11-12 this week and while it is too early to tell which sessions will be the most packed (some aren’t even out / up yet), we can say with certainty that at least the hottest 20 sessions so far will be full to the brim. We’ll see you shortly at 2020 Annual!

Scale 192

Scale Leadership Churn Benchmarks 192

Tom Tunguz

APRIL 7, 2021

Sales efficiency is one of those key metrics. How did sales efficiency evolve? Across public software companies, the average sales efficiency fell from 0.6 In contrast, sales efficiency improved throughout 2020. Examining the data by quartiles, the sales efficiency has remained largely unchanged.

Software 292

Software Travel Sales Metrics 292

Sales Hacker

DECEMBER 7, 2020

Despite the huge growth in marketing and sales automation, along with the growing popularity and acceptance of self-service sales processes, reports of the death of the salesperson are greatly exaggerated, to paraphrase Mark Twain. Higher value B2B sales still need a competent salesperson to close the deal. The audience.

Social Media 89

Social Media Sales Systems Review Technical Review 89

SaaStr

FEBRUARY 2, 2020

I thought it might be helpful and fun to share some of the demographic data of who’s coming to the 2020 SaaStrAnnual.com on March 10-11-12 in the SF Bay Area. But while 35% of attendees are CEOs, 29% are in Sales+Marketing+Customer Success. Right now we’re tracking to somewhere close to 15,000 attendees. But who comes?

Cloud 229

Cloud Trends Engineering SaaS 229

Unbounce

OCTOBER 22, 2020

Nobody wants a crowd of people rushing around their store in 2020, and small businesses already feeling the pinch from months of lower sales volumes aren’t gonna be able to offer the same level of discounts. — Patrick Campbell (@Patticus) September 2, 2020. 2020 looks to be no exception. Online shopping though?

Sales 145

Sales Branding Underperforming Technical Team Subscription 145

SaaStr

JULY 7, 2023

In 2020-2021, you could sell and market a product you only sort of knew. But the sale is much more complicated, and different, and to a very, very different buyer. Too many sales and marketing and CS execs just think they will pick it up once they start. A sales rep, a marketer, that doesn’t truly get the product today?

Marketing 230

Marketing Sales Interviewing Enterprise 230

SaaStr

OCTOBER 11, 2022

Even with late stage VC capital much harder to get now, and the IPO markets still frozen, I see many folks on my LinkedIn feed saying Sales and Customer Success are underpaid. Well, for most of time, about 10% of the “profit” on a deal has done to sales, and about 5% of renewals have gone to customer success. More money.

Scale 226

Scale Customer Success Venture Capital Sales 226

Sales Hacker

MARCH 23, 2020

In a good year, most of the best sales conferences are physical events where you can attend sessions, rub elbows with thought leaders, and make new connections. With a pandemic on our hands, most sales conferences scheduled for the early part of 2020 have either been rescheduled or, if you’re lucky, made virtual. But this year….

Sales 78

Sales Artificial Intelligence Travel B2B 78

SaaStr

JANUARY 31, 2024

As Christian’s been the CRO of Splunk for over seven years now, he’s a wealth of knowledge on what it really takes to be successful in Enterprise SaaS Sales. When Christian asks his sales team how much pipeline they need to hit their number, everyone typically gives a similar answer: “ You’re going to hear 3x a lot.

Enterprise 248

Enterprise Scale Sales SaaS 248

Sales Hacker

NOVEMBER 9, 2020

But with the rapid advancement of tech and so many options on the market, choosing the right technology for your sales team can seem like a tall mountain to climb. This benefits you, the sales leader trying to develop their sales stack in two large ways — reduced cost (in most cases) and reduced risk. Vendor Consolidation.

Technical Review 117

Technical Review Scale Trends Startup 117

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. Sales Hacker Success Summit: Level Up for 2020. So, start clearing your schedule, and get ready for the best week of your sales career!

Sales 103

Sales Underperforming Technical Team B2B Technical Review 103

SaaStr

DECEMBER 21, 2019

2020 Annual. We’re less than 90 days out to 2020 SaaStrAnnual.com ! If you have 2+ years of experience in sales, marketing, product, ops or engineering AND aren’t yet at Director+ level, we want you. We’ll have 3,000+ mentors at 2020 Annual. If you are a “tweener” in SaaS, we want you there.

Scale 153

Scale Cloud Engineering Scaling 153

Sales Hacker

JULY 29, 2020

The post The State of Sales Enablement in 2020 appeared first on Sales Hacker.

Sales Enablement 89

Sales Enablement Sales 89

SaaStr

SEPTEMBER 30, 2019

It’s hard to imagine but SaaStr Annual 2020 is just around the corner. We’ll be back at the San Jose Convention Center, March 10-12th, 2020. Tricks to Building a High Retention Sales Culture with Unity Technologies VP of Sales, Americas, and EMEA Laura Palmer. The post SaaStr Annual 2020 is Coming.

Airlines 131

Airlines Benchmarks Engineering Retention 131

Tom Tunguz

APRIL 14, 2020

Sam Jacobs created the Revenue Collective , a group of more than 1700 sales professionals at some of the fastest-growing companies. With chapters across the US, Revenue Collective has broad reach within the sales community. 62% have or will change quota in 2020. You can download the survey here. About 15% will see an increase.

Sales Hiring 269

Sales Hiring Forecasting Sales Travel 269

SaaStr

JULY 4, 2019

After the 1000+ attendee, 1-day S aaStrScale.com in SF on Aug 29, we’ll be gearing up full-time for the 2020 SaaStr Annual. 2019 was our best Annual yet, and we loved the changes to the format (venue, mentorship, stages, AMAs), so 2020 will be a series of big and small additions, and refinements. A Sales Cadence party.

Scale 191

Scale Cloud Scaling Content Marketing 191

Tom Tunguz

JANUARY 17, 2021

Dating is next, followed by battery companies, doubtlessly benefiting from the surge of electric vehicle sales and boom in consumer electronics. The leader doesn’t have much to do with COVID ostensibly but is likely propelled by increasing interest in the technology because of recent advances in quantum computing design and manufacture.

Startup 349

Startup Software Engineering Finance Engineering 349

FastSpring

DECEMBER 17, 2020

FastSpring Quotes allows you to create and manage quotes for your customers directly within the FastSpring App, enabling you to seamlessly process and collect payments for orders generated through your sales rep channel. VAT in Colombia – September 2020. VAT in United Arab Emirates – September 2020.

Merchant Services 78

Merchant Services Payment Methods Payment Features Payment Services 78

SaaStr

NOVEMBER 4, 2019

With only four months left to go until SaaStr Annual 2020 , we’re already looking at an awesome speaker line-up this year. We’ll be back at the San Jose Convention Center, March 10-12th, 2020. Prior to this, he was VP of WW Sales with EMC (Dell)m Data Domain as well as an EIR with NEA. The Unicorns ??.

Sales Hiring 108

Sales Hiring Identity management Cloud Innovation 108

Nimble - Sales

MAY 19, 2020

Top sales conferences of 2020 suffered bigly (it’s been added to dictionaries, right?), Some sales training conferences are more alive than others. The post Top 20 Sales Conferences of 2020 That Haven’t Been Cancelled in Corona Times appeared first on Nimble Blog. Some keep postponing their events.

Sales 127

Sales Business 127

SaaStr

DECEMBER 26, 2022

So the B2B segment perhaps most impacted by the current tumult in SaaS and tech buying is sales productivity tools. Or that doesn’t need sales intelligence to fuel their outbound efforts. 36% of you are cutting your sales tools, back, at least cutting a few. The post 36% of You Are Cutting Back on Sales Tools.

Sales 196

Sales B2B SaaS Marketing 196

SaaStr

AUGUST 26, 2020

Founder-led sales generally stops scaling around $1m-$2m ARR. A sign to hire a real sales leader. jasonlk) August 26, 2020. 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. Maybe you can wait longer, sometimes a lot longer.

Sales Hiring 290

Sales Hiring Sales Recruiting Scale Sales 290

SaaStr

OCTOBER 20, 2023

OpenAI’s Head of Sales, Aliisa Rosenthal, joined OpenAI a year and a half ago — before ChatGPT launched. In June 2020, they launched GPT3 — its first state-of-the-art large language model. A friend joined Jasper as president and asked her to run the sales team. AI is rapidly changing the way we work. They’re on a rocket ship.

ChatGPT 239

ChatGPT AI Search Scale Sales Hiring 239

Sales Hacker

DECEMBER 17, 2020

Join this live workshop to discover all of Gong’s mind-boggling data and use these stellar sales tips to stay ahead of the curve [and the competition]. The post 5 Best Data-Backed Sales Tips of 2020 appeared first on Sales Hacker. These 5 data-backed tips are your key to doubling your income in 2021.

Data 55

Data Sales 55