Buffer Resources

NOVEMBER 7, 2024

Whether you’re facing a similar struggle or just aren’t sure where to start, I hope this article will help you navigate through every step of the process. Feel free to skip certain parts if you’re only interested in one aspect, or better yet, delegate some steps to respective teams if you can. Geography 3.5.

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Social Media Underperforming Technical Team Technical Review Sales Hiring 122

Sales Hacker

APRIL 21, 2020

Can you ever be sure you’re hiring the right salesperson? When I first wrote this article, we were in a very different place, with unemployment at an all-time low and sales hiring a top priority. That secret weapon is a hiring scorecard. Man oh man, how the world has changed so quickly! The cherry on top?

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Sales Hiring Interviewing Sales Recruiting Underperforming Technical Team 120

Totango

OCTOBER 20, 2022

Hiring team members with the right customer success manager skills is critical for the effectiveness of your CS team and strategy. Here we’ve identified the 13 most essential qualities to consider when hiring a CS manager. What Is a Customer Success Manager (CSM)?

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Sales Hiring Customer Success Sales Recruiting Technical Review 97

Sales Hacker

DECEMBER 30, 2020

B2B sales is always changing, but nothing could’ve quite prepared us for the wild ride that 2020 ended up being. While most of us have settled into the new normal and the challenges that come with it, sales leaders are looking ahead with uncertainty. Best Sales Statistics to Know in 2021. Short on time? What this means for you.

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Sales Hiring Sales Recruiting Underperforming Technical Team Revenue 132

Sales Hacker

MARCH 19, 2021

For every dozen sales professionals, there are only one or two who advance their career to the next level, growing into a sales leader. So what is the trend among the few who grow their careers from individual sales contributor to leader ? Traits of a successful sales leader. Work ethic.

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Sales Hacker

DECEMBER 19, 2022

As the president of Sales Xceleration, a firm specializing in assessing and implementing sales strategy , sales processes, and sales execution to drive growth, I’ve seen how job hopping can affect otherwise stable sales teams. But also the cost it has on their careers — and your sales team.

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Sales Hiring Underperforming Technical Team Sales Recruiting Compensation 102

Sales Hacker

MARCH 8, 2018

Sales interviews are nerve-wracking. Not just for candidates, but also for hiring managers. You may have to pass on hundreds of excellent sales hires—it’s definitely frustrating. Prepare For Your Next Sales Interview with These 5 Pro Tips. Demonstrate the depth of your skills, not the breadth.

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Sales Hiring Interviewing Sales Recruiting Underperforming Technical Team 79

Stax

APRIL 15, 2025

In this article, we’ll explain what MRR is, how businesses calculate MRR, and how to improve your monthly revenue for sustainable long-term growth. There are some important variations to MRR that would be good for your sales team to be aware of, including new MRR, expansion MRR, and churn MRR. Let’s get started.

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Payments SaaS Payments Revenue Payment Services 88

Intercom, Inc.

SEPTEMBER 8, 2021

When it comes to launching sales teams in hyper-growth startups, few people have walked the walk as much as Maggie Hott. She “stumbled” into it, as she told us, first as one of the earliest sales hires of Eventbrite, where she stayed for four years, and then into Slack in early 2015 as the first sales rep in the Bay Area.

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Scale Sales Hiring Sales Recruiting Underperforming Technical Team 118

Sales Hacker

MARCH 30, 2023

If you’re new to sales (or don’t have an economics degree), decoding the sales compensation plan on offer can make your head spin. There are 3 key questions you must ask your hiring manager or recruiter when offered a sales role to maximize your earnings and career potential. They are: What is the pay mix?

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Compensation Underperforming Technical Team Sales Recruiting Sales Hiring 96

InsightSquared

JANUARY 16, 2019

Bad onboarding can have lasting repercussions that continue to have a negative impact on your company for years. This is especially true of Sales Development Reps, SDRs, as they are such an integral part of your sales process. Here’s why bad onboarding compounds, and what a great onboarding strategy looks like.

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SaaStr

JANUARY 10, 2020

In his excellent article, The Manufacturer’s Dilemma , the author Geoffrey Moore gives perhaps the most succinct economic premise of the shift to the SaaS model: “The ultimate consequence of all this is as simple as it is devastating: product is no longer king. Their Sales & Marketing team loads you up in the nurture program.

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Sales Hiring Scale Underperforming Technical Team Onboarding 149

Sales Hacker

MAY 15, 2019

The biggest mistake a leader can make is to hire the wrong person. The truth is, you need to know when to fire a sales rep. I learned these lessons the hard way, from painful personal experience in leading teams for multinationals. 5 Lessons on When to Fire a Sales Rep. 5 Lessons on When to Fire a Sales Rep.

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Underperforming Technical Team Sales Hiring Development Team Review Sales 80

Sales Hacker

DECEMBER 5, 2019

When hiring sales reps, what qualities do you look for? Having spent time as a BDR himself, Scott correctly identified that grit and curiosity are key identifiers for success in business development: “Intellectual curiosity & ridiculous grit. This is the traditional mindset when looking for new team members.

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Sales Hiring Scale Sales Recruiting Sales 64

Sales Hacker

NOVEMBER 5, 2018

I have, since 2009, hired 20+ outsourced resources from all over the world for tasks such as data research, web design, translations, voiceover talent and more. Here are things that we outsource sometimes: Do you cut your own grass, or do you hire a gardener? Do you clean your house, or hire a home cleaning service?

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Outsourcing Services Outsourced Development Sales Outsourcing Underperforming Technical Team 90

Sales Hacker

JULY 21, 2021

“We’re looking for a strategic rockstar sales rep who knows how to leverage and optimize our customers’ digital transformation to really move the needle!”. There are sales buzzwords that we love and some that we really hate. But that doesn’t mean they’re all bad. RevOps helps achieve sales and marketing alignment”.

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Intercom, Inc.

JULY 11, 2019

But as the business becomes more successful – and there are resources to build a support team – additional layers begin to separate executives from their customers. Since 2010, he’s helped the company grow to more than 40,000 customers and helped scale the support team to more than 500 employees to assist those users. Short on time?

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Scale Scaling Sales Hiring Underperforming Technical Team 188

InsightSquared

OCTOBER 16, 2017

Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. I get asked, “What should I look for when hiring someone for Sales Operations?” or “What skills should I have to break into Sales Operations?” Empathy for Sales. This then manifests as resentment and tension between the teams.

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Sales Hiring Sales Underperforming Technical Team Interviewing 93

Sales Hacker

JUNE 17, 2020

The cost of hiring the wrong SDR is high. The longer and more complex the sales cycle is (like in enterprise sales), the longer and more complex the onboarding and training process will be. So, how do you ensure you’re hiring the right SDRs for your team? Determine the Skills You Need. Convincing. Being passionate.

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Sales Hacker

FEBRUARY 27, 2020

As a sales manager, your job is to drive growth. The best way to do that is to develop the right behaviors in your sales reps. In other words, you can’t just be a sales manager. You have to be a sales LEADER. Sales Performance. Sales Performance. How do you do that? Self-Improvement.

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Underperforming Technical Team Development Revenue Sales Hiring 115

SaaStock

FEBRUARY 14, 2019

The SaaStock team will be landing in São Paulo to run the region’s first Pan-Latin American SaaS conference, SaaStock LatAm. The company’s best-selling book, Predictable Revenue , details the hugely successful outbound process and sales created specifically for Salesforce. Starting as VP of Sales, in less than two years he became CEO.

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Technical Review Scale Entrepreneurship Sales Hiring 207

Neil Patel

JANUARY 11, 2021

In this article, I’m going to discuss the exact steps to start a business. Follow this up by building your team and finding a location if you’re opening a physical store. Finally, focus your efforts on generating more sales and growing your business, which is also what you’ll find yourself doing for most of your career.

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Underperforming Technical Team Business Sales Hiring Scale 137

Intercom, Inc.

JULY 5, 2018

Doug Landis often sees an unsuccessful sales pitch stumble straight out of the gate. Previously, however, he ran sales productivity for teams at Google, Salesforce and Box. His time at the latter culminated in the title of Chief Storyteller, where he rewrote the script for how Box sales team talked to and about their customers.

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Sales Hiring Technical Review Development Team Review Scale 171

Sales Hacker

JUNE 27, 2019

But RevOps is a relatively new role in the sales environment, so there’s a lot of confusion about what it is and how it’s different from Sales Ops. In this post, I’ll explain what RevOps is, why it is suddenly so popular, and how it will impact the future of sales. or How is it different from Sales Ops? What is RevOps?

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Kellblog

JUNE 27, 2022

So is developing a geographic strategy. Just as sports teams have an advantage when competing in their home stadium, European startups often have a (sometimes unacknowledged) home country advantage when competing in their home market. Read a more detailed article about this number one mistake here. The market is vast.

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Startup Sales Hiring Underperforming Technical Team Compensation 139

SaaStr

APRIL 9, 2019

Not only for the product side, but for the sales and marketing side. Eric Yuan : However, transitioning from engineer to engineer manager probably, is straightforward. You’ve got to learn about sales, about marketing and, otherwise, you need to hire a lot of other people around you to help. Speed is everything.

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Sales Hiring Scale CTO Hire Marketing 141

FastSpring

APRIL 24, 2025

Since 2010, she’s been leading teams, building websites, web applications for nonprofits, K through 12, higher education, government, businesses of all sizes. And so I think there are a lot of self-taught developers that just don’t know. And I’m giving that a bad description.

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Business Software Review Underperforming Technical Team AI Search 106

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.

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Sales Recruiting Interviewing Sales Hiring Underperforming Technical Team 22

Sales Hacker

JANUARY 19, 2023

Maybe it goes without saying, I never heard them mistake the mail room guy or the security guard for a leadership team member.) Because it is they who continuously top the lists of unseen team members across organizations in the U.S. It comes down to respect and credit that each team member deserves on a fundamental level.

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Sales Recruiting Underperforming Technical Team Sales Hiring Sales 110

Intercom, Inc.

JULY 5, 2018

Doug Landis often sees an unsuccessful sales pitch stumble straight out of the gate. Previously, however, he ran sales productivity for teams at Google, Salesforce and Box. His time a the latter culminated in the title of Chief Storyteller, where he rewrote the script for how Box sales team talked to and about their customers.

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Sales Hiring Technical Review Development Team Review Scale 163

Sales Hacker

MARCH 28, 2019

To address the disparity between men and women in sales, a good start is to change your hiring practices , and update your company policies. After hiring, the real work begins. Really the percentage should be 100% for both genders, but it’s telling that female sales reps feel short-changed on training more often than men do.

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Sales Hacker

NOVEMBER 8, 2021

In the world of sales, an SDR is a foundational role that offers a kind of sanity check for aspiring salespeople to see if they have what it takes to make it in a high-stakes sales environment. But for those who don’t necessarily aspire to become account executives, their professional futures may seem murky and unclear.

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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.

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Sales Hacker

SEPTEMBER 18, 2020

And it’s not just for CROs; if you’re a marketer, SDR, sales rep, manager, VP, or CRO, this one’s for you. Engagement : The process (or rather processes) that result in a qualified sales pipeline. Volunteer a few marketers or sales reps to move through each step and test your processes rigorously.

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Technical Review Development Team Review Systems Review Engineering 137

Sales Hacker

NOVEMBER 3, 2023

Hiring was a common thread in conversations at both community dinners we hosted this week – one in San Francisco and the other in Austin (included a picture further along – great time as always!). It’s a strange hiring market out there especially at early-stage companies. Almost every company seems to be hiring.

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Sales Hacker

NOVEMBER 18, 2020

But if sales is a dance, it’s jazz, not ballet. According to a survey by Salesforce last year , the top 20% of sales teams last year are almost 3x more likely to say they have been focusing on personalizing customer interactions. They’ll feel like you don’t really understand their issue, and you’ll lose the sale.

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Sales Hacker

APRIL 22, 2022

While you may feel pressure to focus your team on immediately starting to close opportunities at the start of each new quarter, you’re doomed to repeat the mistakes of your past if you don’t take some time to review. This is where a Sales QBR or ‘Quarterly Business Review’ comes into play. What is a Sales QBR? isn’t criticism.

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