Sales Enablement, SaaS and Growth

2019 Sales Enablement Statistics

Sales Enablement, SaaS and Growth

2019 is shaping up to be another fine year for those working in and around sales enablement. We’re seeing larger numbers of people work in the industry, more companies investing in sales enablement teams and numerous tools being developed to solve sales enablement challenges.

Churn is the Quiet SaaS Killer

Sales Enablement, SaaS and Growth

Retention truly is the foundation of growth for software as a service (SaaS) companies, but oftentimes, it is overlooked and undervalued. This is always a huge mistake.

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Building Your Sales Enablement Technology Stack

Sales Enablement, SaaS and Growth

One of the most significant trends over the past decade has been the explosion in the number of companies in the software as a service (SaaS) industry. Today, there’s SaaS products to support virtually every business function, and increasingly for specific segments too.

Rules to Run Your SaaS Business By

Sales Enablement, SaaS and Growth

I’ve been working within the software as a service (SaaS) industry for more than five years now. During this period I’ve learnt more than I ever thought possible about the SaaS business and my personal growth has accelerated with each passing year.

4 Competencies of a Successful Sales Team

Speaker: Collin Stewart, Co-Founder & Co-CEO, Predictable Revenue

As you scale your SaaS business, you want to be armed with all the necessary tools to ensure optimal growth, which ultimately stems from how effective your sales team is. After identifying that you have a great product that the market needs, the next step is to determine if you have the proper messaging, if you are using the correct channels, and if you have the most effective tactics in place. Join Co-Founder and Co-CEO of Predictable Revenue Collin Stewart to learn how to use this formula to fast-track your startups’ growth journey.

Creating a Sales Enablement Strategy

Sales Enablement, SaaS and Growth

One of the questions I get asked most frequently is around building a sales enablement strategy and what that might look like. While each company, context and industry is different, I believe that there are some fundamentals that should form the blueprint of any sales enablement strategy.

Sales Enablement Best Practices

Sales Enablement, SaaS and Growth

One of the exciting aspects of working in an emerging area like sales enablement is that, today, nobody knows or indeed, has all the right answers. In many respects we’re “building the plane while flying it”, as we collectively figure out what good looks like.

The Marketing Arbitrage Opportunity

Sales Enablement, SaaS and Growth

Without doubt, one of the most exciting parts of being a marketer today is the perpetual challenge of finding new channels and tactics to leverage. There’s a whole host of marketing arbitrage opportunities out there - if you know where to look and spend your time.

Creating a Daily Routine for Growth

Sales Enablement, SaaS and Growth

Over the past 12 months I’ve invested considerable time thinking about, experimenting with and optimising my daily routine. I relish figuring out new ways to become more efficient and better at my work.

How to Make Deal Support Your Sales Organisation’s Secret Weapon

Sales Enablement, SaaS and Growth

For the most part, sales enablement is poorly defined and often misunderstood. Across the world conversations take place, day in, day out between business leaders as they decide the part that sales enablement can, should and will play within their organisation.

The Sales Enablement Bot I Built at HubSpot

Sales Enablement, SaaS and Growth

Today, everyone working in and around sales and marketing knows that bots are hot, in vogue and quite simply, of the moment. That’s no secret.

Driving Discovery and Experimentation in your Organization

Speaker: Teresa Torres, Product Discovery Coach, Product Talk, David Bland, Founder and CEO, Precoil, and Hope Gurion, Product Coach and Advisor, Fearless Product LLC

If you want to build what matters, you can't move forward blindly. But to make progress, you can't let things slow to a crawl while you focus resources on gathering data. This is where continuous discovery and experimentation come in. Join Teresa Torres (Product Discovery Coach, Product Talk), David Bland (Founder, Precoil), and Hope Gurion (Product Coach and Advisor, Fearless Product) in a panel discussion as they cover how - and why - to build a culture of discovery and experimentation in your organization.

Three Plays HubSpot Uses to Arm Sales Reps for Success

Sales Enablement, SaaS and Growth

In my sales enablement role at HubSpot I'm truly privileged to partner with over 100 sales professionals that are at the top of their game and only want to get better. Working with sales reps that want to succeed and push each other to do better is a joy.

Why Sales Enablement is in the Business of Influence

Sales Enablement, SaaS and Growth

The more I think about it, the clearer it becomes - strategic communication is an integral part of successful sales enablement. Communication matters in business.

Sales Enablement Statistics for 2018

Sales Enablement, SaaS and Growth

To me, there’s never been a better time to be a sales enablement professional. It’s a rapidly growing area and while there’s a lack of publicly available sales enablement statistics or indeed, widely adopted best practices and standards, this is due, largely to the fact, that many of us are figuring out exactly what sales enablement is, means and does.

SaaS Companies Must Invest in Building Their Brand

Sales Enablement, SaaS and Growth

In today’s world of data-driven marketing, it’s easy to get fixated on what’s measurable.

Selling Sales Enablement as a Service

Sales Enablement, SaaS and Growth

I lead sales enablement for HubSpot out of Dublin, Ireland and my role encompasses sales content, sales training, deal support and sales productivity.

The Magic of Intent: Start Knowing The Goals of Your Users

Speaker: Terhi Hanninen, Senior Product Manager, Zalando, and Dr. Franziska Roth, Senior User Researcher, Zalando

It's important to know your users - what are their preferences, pain points, ultimate goals? With user research and usage data, you can get a great idea of how your users act. The tricky part is, very few users reliably act the same way every time they use your product. Join Terhi Hanninen, Senior Product Manager, and Dr. Franziska Roth, Senior User Researcher at Zalando, as they explain how they were able to reach a new level of user understanding - by taking their user research and segmenting their users by point-in-time intent. You'll leave with a strategy to change how your product team, and organization at large, understands your users.

Weak-Link or Strong-Link Sales Enablement?

Sales Enablement, SaaS and Growth

The sales enablement industry has taken tremendous strides in recent years, but by most measures, it's still a relatively immature function.

The Five Phases of Sales Enablement Maturity

Sales Enablement, SaaS and Growth

Sales enablement is a rapidly emerging, but immature function. Many companies are investing in the creation of sales enablement teams, but as they’re so new, there’s a distinct lack of thought leadership, standardised measurement and best practices available.

How One Sales Enablement Programme Increased Sales Rep Attainment at HubSpot by 31%

Sales Enablement, SaaS and Growth

I’m privileged to have the role I do at HubSpot. Leading sales enablement programmes for over 100 sales professionals is challenging, rewarding and lots of fun. No two days are the same and at any given moment I play the role of coach, advocate and advisor.

How HubSpot Helps B2B Sales Reps Connect with Prospects

Sales Enablement, SaaS and Growth

I consider myself fortunate to work at HubSpot, where day in, day out, I partner with over 100 B2B sales reps that are at the top of the game, and only want to get better. It’s a truly inspiring place to ply my trade. Unlike other parts of the business, it’s relatively uncommon for sales enablement to share learnings, best practices and successes outside of HubSpot's walls. This can, must and will change, and I want to use this post to share some of the ways we sett sales reps up for success.

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Encouraging Innovation in an Established Product Culture

Speaker: Richard Cardran, Chief Creative Officer and VP Strategy, HIA Technologies

Innovation is both a process and an outcome. The best way to begin innovating your products is by innovating your internal process. We'll explore the challenges, solutions, and hands-on techniques for becoming a successful "agent of change" within a well-established product culture. We'll examine the importance of UX and user-centric feature analysis, the adaptation of Agile Methodologies to the creative process, as well as a way to drive successful culture change for setting expectations and winning approvals with cross-functional stakeholders. Innovation and Leadership go hand in hand. Join Richard Cardran, Chief Creative Officer and VP Strategy, HIA Technologies, as we assess some case studies to see how to lead with a clear strategy well-defined tactics, and an unbiased understanding of the fundamental question: "why are you innovating?"

Set Yourself Up for Success with These Podcasts

Sales Enablement, SaaS and Growth

At the beginning of each year I like to reflect on where I’m investing my time - this exercise helps me evaluate whether or not it’s being used in the most valuable, productive and impactful way. In my mind, that’s the best way to set myself up for success. Indeed, over the past 12 months I’ve been very deliberate about adopting a growth mindset, and building time into my calendar dedicated to personal development.

SaaStr Comes to Art Basel!! December 5 at 500 Startups Miami!

SaaStr

We’re back to Miami for our second ever SaaStr meet-up there, this time bigger and better than ever during Art Basel!! Come join us on December 5 hosted at 500 Startups Miami for an evening of SaaStr talk, mentorship, unicorns, VCs and more.

Your Sales Efficiency Will Probably Plummet Toward $10m ARR. Plan For It.

SaaStr

When a great SaaS business starts to come together, and crosses Initial Traction ($1-$1.5m), growing nicely (8-10%+ Month-over-Month Growth) … often times, the founders start to see the first bit of real economic returns on the model. It finally starts to make sense, this SaaS stuff.

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What The Downturn Will Probably Look Like in SaaS

SaaStr

So, despite SaaS multiple and the public markets being at near record highs, we’ve seen things start to … wobble a bit overall in tech: The WeWork IPO simply failed , and the Peloton and Direct Smile IPOs were broken. No one really expected this.

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Embedding Operational Reports: Everything Product Managers Should Know

Speaker: Dean Yao, Sr. Director of Product Marketing, Logi Analytics

Businesses are run with analytics - but companies continue to struggle with interpreting, analyzing, and distributing data. Operational reports help get information to the people who need it most, in formats they understand, and in a timeframe that matters. Join the webinar to learn how embedding operational reports can give your users a precisely formatted, ready-to-analyze view of their operational activities. World-class software teams are embedding operational reports to empower end users with interactive data visualizations, detailed information, and highly precise formats that can be shared via email, PDF, print, or online.

5 of the Most Effective Ways to Reduce Business Operational Costs

The Daily Egg

You may be making a ton of sales every day – enough to bring in substantial profit for your business. But when you look at the numbers, you find that your actual revenue is only just enough to keep the business going. So what could be the reason behind this?

At the Top SaaS Companies, Most Co-Founders Are Not Equal (And That’s OK)

SaaStr

I was curious the other day how many of the recent Cloud and SaaS IPOs had founders that were equal co-founders from an equity perspective. That was how I was brought up (the first start-up job I had, the founders were equal shareholders).

5 Effective Things We Did to Move Upmarket and Built Pipeline with Mapistry (Video + Transcript)

SaaStr

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?

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Justin Kan and Jason Lemkin: “Things VCs Say”

SaaStr

At the recent A+ Traction conference in Vancouver , Justin Kan and I had a lot of fun doing a presentation I hadn’t done or seen before — “S**t VCs Say” We went through some of the Top 10 things that VCs tell you, that is true but … biased. Every investor has a bias.

Your 2-Part Metrics Audit for High-Value Products

Speaker: Sam McAfee, Product Development Consultant, Startup Patterns

You know what they say: what's measured improves. As product managers we're in a golden age of being able to get all sorts of metrics and run all sorts of experiments. But what are your measurements and analytics focused on? Are they really truly objective? Do they contribute to the ultimate vision of your product? And is everybody clear on that vision? Join Sam McAfee, Product Development Consultant, as he takes you through a two-part measurement audit. First, you'll learn how to make sure your measurements actually align with your product strategy. And second, you'll learn how to evaluate your culture of using measurements, so future experiments will more consistently provide high-value results.

The Radically Different Early Stage Fundraising Market

Tom Tunguz

We’ve all seen the data on the average increases in round sizes over the last four or five years. Startups are able to raise larger early rounds because of the financial environment. One way of thinking about the early-stage fundraising market is as a collection of financial products.

Four Powerful Leaders Speaking at SaaStr Annual 2020

SaaStr

Though March might seem far away now, it’s catching up to us soon! We’re tailoring the content you want most at this year’s SaaStr Annual with some easy ways of searching through the agenda for exactly what you want to see and hear.

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The Awesome Things That Happened at InsightSquared in September

InsightSquared

September is surely a busy month with the end of quarter drawing near and everyone working extra hard for a strong Q3 finish. However, it didn’t stop the InsightSquared team from having another awesome month with tons of activities and fun.

How to Steal a Customer From the Competition

SaaStr

So I’ve had a chance to observe some of the worst sales processes of all times in the past few weeks! What happened? Well, first I wrote a few small pieces on a challenge we had with a piece of software.

Measure the Immeasurable: Beyond Vanity Metrics

Speaker: Sari Harrison, Product Management Instructor, Product School

As a product manager, it's your job to realize your product’s vision by executing your chosen strategy. It’s also your job to deliver value to the business. Ultimately, these two outcomes are aligned so the temptation is to focus primarily on business metrics. Doing this can cause you to lose focus on the real value you are trying to achieve, in favor of moving the vanity metrics such as launches and time spent. Join Sari Harrison, Product Management Instructor at Product School, as she explains how to use immeasurable success criteria along with your more standard KPIs to deliver products that don't just get used a lot, but deliver real value.

Which Categories of Seed Startups are Thriving? Which Aren't?

Tom Tunguz

Which sectors see more startup company formation than others? The answer has changed quite a bit over the last 8 years. Some sectors have hit their apogee and are declining. Others have grown by more than 3x. Yet others are growing geometrically. Let’s take a look. Hot Spaces.

At $20m ARR or Above? Join the SaaStr CXO Summit at 2020 Annual, with 200+ Top CXOs and More

SaaStr

We’re adding a bunch of exciting things to 2020 SaaStr Annual, including our first-ever SaaStr CXO Summit. This will be an incredible event-within-an-event on March 11, bringing together 150+ top enterprise CIOs, CDOs, CMOs and more (i.e.,

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Silos-in-the-Enterprise: Good. But Not All They Are Cracked Up to Be.

SaaStr

Just a few years ago, as the next generation of SaaS companies were beginning to scale, the idea of building a Big or Biggish SaaS Company using Silos-in-the-Enterprise was all the rage. For many it still is. But there are a lot of flaws to this thinking it’s worth taking a look at.

Should You Sell Your Company? A Great SaaStr Podcast with Salesforce Essentials

SaaStr

Salesforce Essentials and Mission.org came by SaaStr HQ and did a pretty unique podcast interview with me. We talked a lot about exits. About selling your company, lessons learned, and what the journey of selling a company really all means.

Build Delightful Products with Customer Validation

Speaker: John Little, Head of Product Marketing, Centercode

When it comes to delivering a solid product/market fit, customer validation is key. After all, you want to provide customers with a product that not only fills the need, but is delightful -- right? To get there, you need to commit to a vital blend of market research, strategy, and user testing. Join John Little, Head of Product Marketing at Centercode, as he explains a two-part approach to customer validation. First, how do you strategically identify your top product areas that need attention prior to release. And second, how do you turn user data into strategic priorities that help the right teams make the right decisions.