Sales Hacker

DECEMBER 3, 2019

The Data-Driven Sales Manager. The average tenure of a sales VP these days is just 19 months, according to Xactly CEO Chris Cabrera, who expects that number to drop lower as businesses become increasingly data reliant. Here’s how he sees data changing sales management. Use data to show sales reps their commissions in real time.

Sales Enablement 84

Sales Enablement Artificial Intelligence Branding Sales Hiring 84

Sales Hacker

MARCH 1, 2019

Sales Engagement: How the World’s Fastest Growing Companies are Modernizing Sales Through Humanization at Scale is a labor of love. I’m so proud to be sending it into the world at just the right time, when it can make a big difference for a lot of sales organizations. Why a Book on Sales Engagement? Reserve your copy now.

Scale 58

Scale Engagement Sales AWS 58

Sales Hacker

APRIL 5, 2018

The lack of coaching, amongst other factors, has directly contributed to a negative stigma with sales people to the point where we now prefer other methods of communication. I’ve also had my fair share of awful demos, discovery calls, and bad negotiation tactics. Sales Is Tough! What’s an objection? Understand this. .

Sales 72

Sales AWS Pricing Communication 72

Sales Hacker

AUGUST 7, 2020

Fortunately, more organizers than ever before are consciously seeking out female sales experts for panels, presentations, and podcasts. At Sales Hacker, we’re serious about diversity, and for that reason, we’ve compiled a list of 530+ female sales experts to consider for your next event. Sales Development. Sales Growth.

VP of Engineering 121

VP of Engineering Sales Recruiting Sales Hiring Payment Services 121

The Angel VC

FEBRUARY 20, 2016

About two years ago, Josh Hannah of Matrix Partners wrote an excellent article titled “That's a nice little $40M eCommerce company you have there. Ten years ago, there was nobody who SaaS founders could ask in order to learn how to do, for example, inbound marketing, low-touch sales or customer success. Call me when it scales.”

Scale 192

Scale Scaling SaaS AWS 192

OpenView Labs

JANUARY 29, 2020

Editor’s Note: This article was first published on August 9, 2018. HubSpot now offers freemium versions of their CRM, Marketing and Sales products. It’s not an easy question to answer, but this article might help you get started on the right path. Freemium in SaaS is old news. Find out here.

Pricing 82

Pricing Payments SaaS Payments Payment Solutions 82

OpenView Labs

JUNE 16, 2021

Did we miss one of your favorite articles? As a follow-up to The Usage-Based Pricing Playbook , this article hits on why pure usage-based pricing isn’t for every product, and how not all expansion revenue is created equally. Chargify takes a closer look at the success of Digital Ocean, AWS, Mailgun, MessageBird, and Wordstream.

Pricing 64

Pricing Scale Forecasting AWS 64

Sales Hacker

MARCH 29, 2021

Partnerships are driving more leads and sales than ever before, and this is only projected to grow. PartnerOps (or ChannelOps) is newer than sales and marketing ops , but it is important to driving growth in the age of the ecosystem. Forrester estimates that 75% of world sales flows through indirect channels.

Payments 100

Payments SaaS Payments Payment Solutions Payment Services 100

ChurnZero

AUGUST 11, 2020

This article shares three successful approaches B2B SaaS companies took to retain customers in the first wave. The goal of this article is to show you options and maybe trigger some thoughts or new ideas around different customer retention strategies that you can employ before the next wave hits. . #1. I’m sure you have too.

Retention 97

Retention Strategy Underperforming Technical Team Software Review 97

OPEXEngine

JANUARY 11, 2022

For example, technology companies like AWS, GCP, and Snowflake offer no contracts for customers interested in using their self-service option or beta-testing the solution. Companies need to be able to track granular usage data and model usage patterns to support their invoicing, internal sales crediting, and forecasting.

Pricing 52

Pricing Payment Solutions Outsourced Development Compensation 52

OpenView Labs

MARCH 16, 2021

SaaS companies exploring a usage-based model need to plan for both go-to-market and operational challenges spanning from pricing to sales compensation to billing. Some assistance may be required during the sales process.). In many usage-based companies, the first interaction a user has is with the product rather than with a sales rep.

Pricing 52

Pricing Payments SaaS Payments Payment Solutions 52

Sales Hacker

MAY 19, 2020

This week on the Sales Hacker podcast, we speak with Tom Williams , Cofounder and CEO at DealPoint. DealPoint is the first sales platform for customer-centric sales teams. Subscribe to the Sales Hacker Podcast. Welcome to the Sales Hacker Podcast. But the ultimate milestone isn’t the contract. We’re on iTunes.

Scale 91

Scale Payment Methods Payment Services Sales Hiring 91

OPEXEngine

JUNE 29, 2020

Think of it this way: most SaaS companies have high customer acquisition costs, as you have to invest heavily in sales and marketing in order to realize high growth. Those PPC ads that you run and the sales reps that they hire don’t come cheap, and as such, this eats into your profit margin. Measuring your growth and profit rate.

Benchmarks 52

Benchmarks SaaS Sales Hiring Scale 52

OpenView Labs

DECEMBER 13, 2019

The end of the year typically means content calendars are full of roundup articles and trends to look out for in the new year. We’ve published over 250 articles in 2019 and we’re proud to have contributors who provide our community with key insights and takeaways in the SaaS industry. Interested in submitting an article for our blog?

Sales Hiring 52

Sales Hiring Benchmarks AWS Scale 52

ProfitWell

MAY 12, 2020

In this article, we'll break down the difference between the three models and help you decide which fits your needs best. Both companies provide tools that allow businesses to automate their marketing, sales, and customer service efforts. AWS — Amazon Web Services is perhaps the most used of the cloud infrastructure options.

Cloud 59

Cloud Azure SaaS Underperforming Technical Team 59

SaaStr

DECEMBER 20, 2023

So to serve both segments at the simultaneously, ZoomInfo has been rolling out a Product-led sales motion, that gives the ability for an SMB customer to sign up directly on their website for a free trial and grow into a paid customer, without ever having to talk to an sales rep or go through a demo process. So, what’s new at ZoomInfo?

New CTO 252

New CTO Scale Sales Hiring AWS 252

OpenView Labs

FEBRUARY 2, 2021

The report’s authors already laid out how to get back to hyper-growth , and their article inspired me to share my predictions for 2021’s most important product marketing trends: 1. In fact, a recent study found 59% of senior executives would rather watch a video than read an article. More SaaS companies will adopt product-led growth.

Product Marketing 58

Product Marketing Trends Scale Marketing 58

ProfitWell

SEPTEMBER 10, 2020

Running your own server to handle your customer's valuable data requires a huge investment to match the same level of security and reliability that comes baked into services like Amazon AWS and Microsoft Azure cloud. This is how much it costs you in sales and marketing to acquire a new customer. AI Integrations.

SaaS Payments 66

SaaS Payments Trends Merchant Services Payments 66

Sales Hacker

MAY 24, 2020

Cold calling is (and will always be) a foundational skill in sales. If you want to learn how to cold call — or just improve your skills — your best approach is to watch what experienced sales reps do, listen to recordings , and of course, study cold calling examples. The second part of a successful cold call is the quick sales pitch.

AWS 93

AWS Sales Engagement Pricing 93

The Marketing & Growth Hacking Publication

FEBRUARY 23, 2019

IF you can convince the writer to add: your name, your book name or even your website into the article, you are off and running. Those mentions and links can lead to sales?—?they The directory listings are FREE for anyone looking to radio or TV interviews, podcasts or online and print article interviews. Write for us.

Branding 40

Branding Growth Hacking Interviewing AWS 40

Upscope

JUNE 9, 2021

Working as a apple tech was awful but for the rude customers I would put on hold while I went outside to chat with co workers or grab something from the vending machine. In another article I saw a management directive not to put people on hold. You could be written up for not pitching a sales offer on EVERY CALL that came in.

Payment Methods 52

Payment Methods Management Underperforming Technical Team Sales Hiring 52

Sales Hacker

APRIL 26, 2019

when interviewing for a sales position? You answered the sales interview questions in a way that made you look like a winner. In this article, we’re going to review the 27 most common sales interview questions, PLUS the types of answers your interviewer is looking for, so you can raise the bar on your interviewing skills.

Sales Recruiting 21

Sales Recruiting Interviewing Sales Hiring Underperforming Technical Team 21

User Pilot

FEBRUARY 21, 2023

In this article, we look at each product's key features, use cases, strengths, and limitations. Heap pricing The company offers four pricing plans: Free Growth Pro Premier Unfortunately, to learn how much each plan costs, you need to contact their sales team. We also look at Userpilot as an alternative to these two tools.

Software Review 89

Software Review Underperforming Technical Team Technical Review Systems Review 89

Upscope

JULY 18, 2021

So many articles about story telling focus on examples like Nike and Apple and mention things like "Think Different" and I can't really learn anything from that. Here are the key steps mentioned in the original article. The DocSend example has stats on how much it improved their read through rate: "With our old sales deck, only 17.5%

SaaS Payments 52

SaaS Payments Payment Methods SaaS Customer Support 52

Kraftblick

SEPTEMBER 4, 2018

How can you demonstrate that your company is the genuine article? In this block, you can collect the logos of respected media that have mentioned or written about your company, or at least referred to one of your articles. We help retailers increase online sales by developing mobile apps”. We are cheaper. So, don’t be vague.

Outsourcing Services 45

Outsourcing Services Outsourced Development Software Sales Hiring 45

Upscope

JULY 18, 2021

So many articles about story telling focus on examples like Nike and Apple and mention things like "Think Different" and I can't really learn anything from that. Here are the key steps mentioned in the original article. If the story lacks conflict then it's a sales pitch. The hero's journey? Now, 65.4%

Payment Methods 52

Payment Methods SaaS Payments SaaS Payment Services 52

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world.

Scale 130

Scale Sales Recruiting Sales Hiring VP of Engineering 130

Outseta

AUGUST 23, 2017

We don’t have any agreed upon budgets, or any sales reps with quotas. Sales quotas and forecasts can hurt your business… and we’ve all seen it Let me start by saying that I live in the same world that you do, one where it’s nearly impossible to avoid being beaten over the head with messaging citing the importance of goal setting.

Forecasting 52

Forecasting Scale Underperforming Technical Team Technical Review 52

Sales Hacker

OCTOBER 6, 2023

Currently, there are 3 primary options available to implement AI in a company: Cloud or LLM providers: Large cloud providers, like AWS, Google, or Microsoft, all provide services to implement generative AI in a secure way in the cloud. Read the full article here: [link]. Which implementation option is best for your business.

Artificial Intelligence 91

Artificial Intelligence AI Generative AI Blockchain 91

Sales Hacker

JUNE 20, 2022

It is our job as leaders and sales professionals to prepare for such an eventuality. 10 key points for sales leaders. What I share with you below is a distillation of incredible advice from sales leaders and professionals, as well as my own experiences. This is an awful place from which to make decisions. So, what to do?

Sales Hiring 84

Sales Hiring Strategy Sales Leadership 84

Sales Hacker

FEBRUARY 2, 2024

Can also be responsible for PQLs, if there is a sales motion to upsell self-serve. Driving pipeline for sales (SLG). Marketing should be accountable for Opportunities created (not MQLs) and conversion through the funnel, in collaboration with sales.” Pipeline better aligns with sales. They are a vanity metric. Efficiency.

Metrics 91

Metrics Revenue Scale Marketing 91

ChurnZero

OCTOBER 16, 2020

Whether Customer Success or Sales should own the renewal, expansion, and upsell is a hot-button issue in today’s SaaS sphere. You can watch all the recorded sessions from the conference for free and with no form-fill required – after you finish reading this article, of course). If you don’t fully understand these cases yet, that’s OK.

Scale 98

Scale Customer Success SaaS Payments Sales 98

Sales Hacker

JUNE 1, 2020

Publicly-traded, PLG businesses grow faster than their peers and are less reliant on expensive sales and marketing investments to fuel their growth. With PLGs massive growth, many wonder if PLG and self-service solutions will replace Sales. Sales Isn’t Going Anywhere. Sales still makes up 25% of their headcount on average.

Sales Hiring 75

Sales Hiring Scale Headcount Sales 75

User Pilot

JANUARY 26, 2024

In this article, we share 11 tried and tested tactics for product managers who want to up their PLG game. PLG differs from sales-led and marketing-led growth by focusing on the product as the key growth driver, as opposed to sales or marketing efforts, with monetization happening only after users have experienced the product value.

SaaS 76

SaaS Acquisition Onboarding Retention 76

User Pilot

APRIL 30, 2024

This article will look at the most successful SaaS companies, so you can decide if you want to invest in them for your business. Key examples are Amazon Web Services (AWS), Microsoft Azure, and Google Cloud Platform, which provide scalable resources like virtual servers and storage. What are the benefits of the SaaS model?

SaaS Payments 78

SaaS Payments Payment Services Payment Methods Payment Solutions 78

Sales Hacker

AUGUST 18, 2023

The Sales Hacker Newsletter has now merged with The GTM Newsletter to make one of the largest newsletters in the space. As always, you’ll hear real stories/strategies/tactics from real revenue operators spanning: sales, marketing, customer success, operations/enablement, product and hiring. Needs more pre sales support.

Scale 67

Scale VP of Engineering Sales Hiring Enterprise 67

Intercom, Inc.

AUGUST 1, 2019

We’ve done that with a number of software vendors, probably most notably AWS, because AWS is just so expensive that they’re able to offer a pretty big discount to our customers. Level One is marketing, sales or BD. And then you get into paid, out-of-home, investor channel, sales, marketing, versus SDR.

Strategy 36

Strategy Payment Methods Payment Services Startup 36