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. I just don’t think sales have anything to do with product-market fit. A data-driven framework for scaling.

Scale 227

Scale Scaling Sales Recruiting Sales Hiring 227

SaaStr

JANUARY 24, 2024

Sales reps were hosting 4-6 calls daily but most of these calls were early demos or top-of-funnel discovery calls Sales was closing really small deals on one end while talking to really large companies with hundreds of thousands of people on the other. Define your ICP as early as you can and segment your sales team accordingly.

Scale 273

Scale Sales Hiring Scaling Revenue 273

Sales Hacker

MAY 6, 2021

What’s the difference between a VP of Sales and a Chief Revenue Officer (CRO)? The VP of Sales. Great VPs of sales have gravitas and tact, command the room and hold their end of the table regardless of who is on the other side. Singular focus on sales. As the title would hint at, the VP of Sales should focus on sales.

VP of Engineering 117

VP of Engineering Sales Hiring Sales Recruiting Sales 117

Chart Mogul

JANUARY 9, 2025

So read on, and hopefully, your SaaS sales journey will be less about trial and error and more about steady progress toward success. Whats important to note is that each model targets a distinct customer persona and, therefore, has a unique approach to the customer journeyfrom brand awareness to sales and, ultimately, conversion.

Scale 52

Scale Sales Hiring Startup Sales Recruiting 52

OpenView Labs

APRIL 24, 2019

As a recruiter, I hear from many founders and sales leaders regularly about how many salespeople they need and how quickly they need them. And I’ve seen many startups who fail to make this distinction create a cycle of diminishing returns that impacts the trajectory of their growth for the long haul… especially in enterprise sales.

Sales Recruiting 89

Sales Recruiting Sales Hiring Scale Sales 89

SaaStr

FEBRUARY 26, 2019

Join Qualtrics Co-Founder and CEO alongside SaaStr Founder and CEO Jason Lemkin as Ryan reflects on the survey software maker’s acquisition by SAP this year. Ryan Smith: The backstory here is we turned down an acquisition offer for $500 million in 2012. Not one media interview, not one press release. Think about that.

Acquisition 152

Acquisition Sales Recruiting Scale Sales Hiring 152

OpenView Labs

MARCH 8, 2021

B2B sales involves one business selling its product to another business. Those with experience in both B2B and B2C sales know that B2B is a lot tougher—the deals are bigger, there’s often more than one decision-maker, and the competition is intense. For all those reasons, hiring and management must be on point.

Sales Hiring 98

Sales Hiring Scale Sales Recruiting B2B 98

OpenView Labs

JANUARY 31, 2022

Make a clear plan for your interview process . A strong interview process plan goes deeper than simply who candidates will interview with. . Before you even start interviewing you should have: A projection of how long the full interview process takes to complete (stay competitive by making it happen in three weeks or less).

Sales Hiring 94

Sales Hiring Interviewing Sales Recruiting SMB 94

Baremetrics

NOVEMBER 25, 2021

Your marketing and sales budgets, and the personnel assigned to those teams, will also rise. Interview stakeholders 2. A longer lead time for recruitment means higher quality recruits. The talent acquisition team can balance their weekly workload, which reduces stress. Table of Contents. What is a hiring plan?

Sales Hiring 97

Sales Hiring Sales Recruiting Finance Forecasting 97

SaaStr

AUGUST 27, 2019

How to Design a Sales Comp Plan to Get You to $100M with Work-Bench, Movable Ink, MongoDB and Concert Finance. This panel will speak tactically to various comp design options as a way for management to determine and promote ideal behavior in their front-line teams. Meghan Gill | VP of Sales Ops @ MongoDB. FULL TRANSCRIPT BELOW.

Sales Recruiting 150

Sales Recruiting Sales Hiring Scale Sales 150

SaaStr

AUGUST 20, 2019

In this session, Anna and Sameer will highlight SendGrid’s journey from growth stage through acquisition and why focusing on people and culture is mission critical to success as a company goes through the scaling process. I’m Sameer Dholakia, CEO of now Twilio SendGrid as of Friday after our completed acquisition.

Scale 150

Scale Acquisition Scaling Sales Hiring 150

Sales Hacker

SEPTEMBER 16, 2019

One of the biggest decisions you can make when setting up your sales team is whether to focus primarily on inside or outside sales. They seem to be completely at odds, with one focused on clients with a high acquisition cost and high ACV (annual account value), the other focused on a high sales velocity.

Sales Hiring 94

Sales Hiring Scale Sales Recruiting Payment Methods 94

Sales Hacker

MAY 28, 2019

SaaStock is a gathering of SaaS Sales Leaders, Founders, VCs, and anybody passionate about building a SaaS business. Plus, we’ve hooked up some exclusive interviews with the speakers! You can follow me on LinkedIn to see my exclusive interviews with some of the speakers. Interviews with Speakers!

Sales Recruiting 13

Sales Recruiting Sales Hiring Scale Sales 13

SaaStr

DECEMBER 17, 2019

Happy post lunch interview. Zach : And so as we were having this conversation, we did, of course, raise a little bit more money in that round in order to enable the acquisition. People ask if we had an acquisition strategy, we definitely don’t. Ari : You have a preference? Zach : Go for it. Ari : All Right.

Payments 208

Payments SaaS Payments Banking Underperforming Technical Team 208

Intercom, Inc.

JULY 12, 2018

I hosted Elad on the podcast for a conversation that ranged from the key themes of his new book to scaling a healthy culture and ins and outs of mergers and acquisitions. If you really hate sitting through a dozen sales comp meetings, maybe you should find somebody who can really fulfill that role.

Sales Hiring 120

Sales Hiring Scale Sales Recruiting Technical Advisors 120

User Pilot

JULY 27, 2023

Account Managers: They serve as the lead point of contact for all customer account management matters. Product Marketing Manager: This person is tasked with developing product marketing campaigns , crafting compelling marketing messages, and coming up with ideas to retain customers. Average salary: $46,035/yr.

Sales Hiring 98

Sales Hiring SaaS Payments Sales Recruiting CTO Hire 98

Sales Hacker

JANUARY 21, 2019

This week on the Sales Hacker podcast , we talk to Bill Binch , Chief Revenue Officer for Pendo and a former sales executive at Marketo who, over close to 10 years, helped guide the company through multiple phases of growth including both an IPO and an acquisition. . The challenges of managing a global team.

Scale 16

Scale Sales Recruiting Sales Hiring Scaling 16

Tom Tunguz

OCTOBER 24, 2021

And then from 2004 to 2014, she was at Google and managed lots of different things, including the self-driving cars project, global sales and operations, and the business teams for checkout in Google Apps. So that’s one I actually tell the recruiters at Stripe, their job is to flag when they think it’s a no hire.

CTO Coach 164

CTO Coach Sales Hiring Sales Recruiting CTO Hire 164

Andreessen Horowitz

APRIL 23, 2024

They also talked about the difficulties — and potential advantages — of selling into small businesses, taking alternative approaches to interviewing candidates, and the importance of keeping culture a vital part of a company as it scales. The opportunity is to leverage that trust factor to drive customer acquisition, and it has worked for us.

Payments 110

Payments Forecasting Payment Services Sales Hiring 110

Sales Hacker

APRIL 30, 2018

To see what selling on steroids looks like, check out companies with the best sales enablement strategies. You’ll discover a lively place, with a lot of things — like revenue, productivity, and win rate s — going up, and a lot of things — like speed to revenue, sale cycle period, customer churn, and staff attrition rate — going down.

Sales Enablement 97

Sales Enablement Scale Sales Recruiting Sales Hiring 97

SaaStr

JUNE 25, 2019

First off, in 2013 we made our first acquisition. The company was, their sales were quite a bit bigger than the other two companies. We learned that was a big mistake, and actually after we decided to hire recruiters in Mendoza, that sped up our ability to hire for sure. One moment, 10:00 AM, 90,000 tickets go on sale.

Engineering 184

Engineering Part-Time VPE Sales Hiring Scale 184

Sales Hacker

OCTOBER 13, 2020

If you missed episode 130, check it out here: Turning Junior-level Talent into Top Sales Professionals with Eddie Baez. Subscribe to the Sales Hacker Podcast. Sales enablement is easy. REGIE uses artificial intelligence to create entire outbound inbound, and even follow-up sales campaigns faster. We’re on iTunes.

Marketplace as a Service 110

Marketplace as a Service CTO Hire Sales Recruiting Scale 110

User Pilot

JULY 14, 2024

UX/UI Design and Research Teams Can Use Userpilot to: Recruit Users for Usability Tests with Usage Analytics and Segmentation Collect User Feedback with In-App Surveys Understand Product Usage with Product Analytics Get a Demo 14 Day Trial No Credit Card Required What is a business intelligence analyst? Book a demo to see it in action!

Artificial Intelligence 98

Artificial Intelligence Business Payments Sales Recruiting 98

Sales Hacker

SEPTEMBER 19, 2018

Have you ever dreamed of becoming a VP of Sales? This week on the Sales Hacker podcast, we speak to Dan Cook, SVP of Sales & Success at LucidChart, one of the fastest-growing SaaS companies in the US, about what it takes to become a sales executive at a top company. Subscribe to the Sales Hacker Podcast.

Scale 80

Scale Sales Recruiting Sales Hiring Sales 80

User Pilot

JUNE 16, 2024

What makes Userpilot’s report stand out is that it segments the data by company size, industry vertical, and acquisition model (PLG vs. SLG) to provide accurate and actionable benchmarks , and expert insights and tips. We’ve segmented the studied companies by size, vertical, and acquisition models. vs 24.3%).

Benchmarks 81

Benchmarks Metrics Sales Recruiting Acquisition 81

SaaStr

FEBRUARY 22, 2019

Matt Turck talks with three hyper-growth stage Co-Founders and CEOs on three roadblocks when scaling past $15M ARR: hiring, culture, and sales. So we decided to take you to know three specific topics which are hiring, culture and sales. And I have my sales team in France who’ve been through the great process.

Sales Hiring 120

Sales Hiring Scale Sales Recruiting Company Culture 120

Brian Balfour

OCTOBER 13, 2017

This post is the HubSpot Sales case study that illustrates the concepts of the 4-Fits Framework, a 5 post series in which I explain the four frameworks you need to align to grow to a $100M+ company. In this post, I will walk you through how we laid the foundation for the HubSpot Sales product and set it on course towards that $100M goal.

Sales Recruiting 111

Sales Recruiting Software Review Growth Hacking Retention 111

ProfitWell

OCTOBER 10, 2019

Userpilot’s Aazar Ali Shad begins his latest Twitter storm with a question for the product peeps out there: how do you run sales in the era of product-led growth? customer acquisition cost rising. And if we look at the product-led vs. sales-led approach, there’s a solid juxtaposition here. Your top subscription news.

Technical Advisors 62

Technical Advisors Sales Recruiting Sales Hiring Customer Lifetime Value 62

Sales Hacker

SEPTEMBER 29, 2020

Subscribe to the Sales Hacker Podcast. Sales enablement is easy: all you have to do is create perfectly targeted content, stay informed on email best practices, drive more engagement quarter over quarter, spend less money, and do all of this with less time. More sales meetings, start creating better sequences faster, go to go.regie.io

Scale 117

Scale CTO Hire CTO Coach Scaling 117

Sales Hacker

DECEMBER 9, 2019

This week on the Sales Hacker podcast, we speak with Anthony Kennada , CMO at Front. If you missed episode 86 , check it out here: PODCAST 86: Strategic Vs Tactical Approach in Sales Planning with Mary Rogul. Anthony’s journey from sales to product to marketing. Subscribe to the Sales Hacker Podcast. What You’ll Learn.

Sales Recruiting 57

Sales Recruiting Scale Sales Hiring B2C 57

Sales Hacker

DECEMBER 17, 2019

This week on the Sales Hacker podcast, we speak with Pete Kazanjy , co-founder of Atrium and author of Founding Sales. As a serial founder, Pete has built up an impressive library of knowledge on scaling businesses and optimizing sales motions. How selling as a founder will help you understand your sales motions.

Scale 53

Scale Sales Recruiting Sales Hiring Technical Review 53

User Pilot

FEBRUARY 9, 2023

Product and customer discovery relies mostly on qualitative data collected through interviews or focus groups. For example, if you hear from your sales or customer success teams that users struggle with a certain task, look at the product usage data to verify if that’s the case. If it is, that’s a green light.

Management 98

Management Sales Recruiting User Experience Customer Lifetime Value 98

Totango

FEBRUARY 26, 2021

Your sales team lands a new customer with great potential. Some of the items on that list are understandable, from product shortcomings to changes in the customer’s business (such as acquisition). While the product provides many benefits, one that is particularly interesting is it shortens the sales cycle (decreasing time to revenue).

Sales Recruiting 63

Sales Recruiting Scale Social Media Technical Review 63

ChurnZero

JULY 9, 2020

Sure, you won customers over to get the initial purchase, but what about your post-sale courting? Here’s an example of a customer question: Customer Spotlights or Interviews – featuring customer interviews on your blog is an easy way to produce unique content while giving customers free publicity and industry authority.

Retention 64

Retention Strategy Scale Sales Recruiting 64

User Pilot

JUNE 19, 2024

By organizing feedback, requests, and insights from conversations, surveys and interviews, one can create customer segments and analyze their needs and pain points. They collaborate with cross-functional teams like product development, sales, and marketing to ensure a product’s success.

Product Marketing 52

Product Marketing Management Marketing Sales Recruiting 52

User Pilot

JUNE 28, 2023

Stripo offers a pre-sign up interactive demo that brings prospects to their ‘Aha’ moment before they even create an account. Kommunicate drives sales-less product adoption through product experiments and tracking adoption rates with Userpilot.

Onboarding 97

Onboarding SaaS Payments Payment Services Payment Solutions 97

ChurnZero

MARCH 11, 2020

I wasn’t satisfied that we lost a customer, but I was now armed with valuable new information that would lead to a breakthrough in our sales model. When I ran Customer Success at PeopleMatter I interviewed every customer who canceled their services with us. Conducting the churned customer interview. Nothing less will do.

Churn 52

Churn Scale Sales Recruiting Sales Hiring 52