Sales Hacker
JULY 24, 2018
As we think of ways to improve sales performance, a number of growth pains may come in the way: High acquisition costs. Decreased revenue per rep, High turnover as you scale headcount. You don’t have to automatically accept that your customer acquisition machine will become bloated or inefficient during the growth phase.
Intercom, Inc.
NOVEMBER 3, 2022
Scaling a support team is challenging enough as it is. You’re investing resources in hiring and training the right people, tracking different metrics at different stages, adding more and more complexity with each increase in headcount, use cases, and customers. For Natasha, the answer is a resounding yes.
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Intercom, Inc.
JULY 28, 2022
Those line charts showing fast-rising user acquisition or explosive ARR have been synonymous with the industry over the past decade. Sanj has plenty of experience scaling sales teams at growing businesses, and that’s precisely why, as of November of last year, he‘s overseeing EMEA sales at Intercom.
The Angel VC
DECEMBER 12, 2018
The main reason is that your customer acquisition costs are highly front-loaded. 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.
Intercom, Inc.
JULY 29, 2021
And so, Mark Rudden and his team had to figure it all out by themselves. Fortunately, Mark had quite a bit of experience working and scaling teams in demanding, hypergrowth environments. Building a great sales team: How Intercom fosters and maintains its sales culture. Onboarding, but make it remote. Kieron: Interesting.
OpenView Labs
MAY 20, 2021
Throughout all of my experience at early-stage growth companies, there’s been an overarching theme: From inception, it’s the people you attract, hire, train, promote, and “communify” who enable and accelerate your time to market and your customer acquisition and satisfaction. The question becomes: “Who do I want on my team—and why?”.
Sales Hacker
FEBRUARY 19, 2020
It’s your secret to finding the diamonds in the rough when you need more qualified leads, without increasing headcount. SaaS companies, who often have complex sales cycles coupled with small but agile sales teams, can especially benefit from lead scoring, since it allows small teams to punch well above their weight class.
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